Business Growth Strategies For CEOs: Top CMOs On Marketing Strategy Implementations

Bob Sherlock

Bob Sherlock often works with companies serving business markets that face one of two challenges: · An innovative offering that isn’t ramping up sales fast enough · Getting squeezed on price Bob solves those problems by helping clients find their Hidden Value, message it so that prospects perceive that value, and pricing to get paid for it. As a result, his clients can grow sales and margins at the same time. Bob’s experience includes consulting at Marketwerks and The ProAction Group, and founding and running a venture-funded logistics service provider operating a network of automated, unmanned delivery drop points. Earlier, Sherlock was CMO for Wickes Inc., a distributor and retailer of building materials.

Sales Terraformance: A Scientific Approach to Sales Growth

Fri, Mar 28, 2025 | Posted by Vince Margiotta

Most companies deploy a sales “force.” Too often, this means a bunch of people do things with good intentions, but their combined efforts do not meet company growth expectations. Most CEOs and Founders would like a better salesforce but struggle with how to impact the “art and science” of sales improvement. At Chief Outsiders, we believe more science can help uncover and develop the insights, strategies, and execution required to achieve breakthrough performance.

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Nate’s Erroneous Thinking (but probably not yours)

Tue, Nov 26, 2024 — Let’s suppose that each of us is recognized at work for thinking clearly, correctly, maybe even insightfully. That is no guarantee that our significant others will recognize that quality in us at home. No, in our personal lives, our thoughts may be regarded by those who love us as Erroneous Thinking.

99 and Counting Backwards

Tue, Jul 2, 2024 — Out for a walk on a cool May morning, I saw a pickup truck pull alongside. It was Ray from up the street. “Are you around May 31st?” he asked. “I’m having a 99th birthday party.” That’s funny, I thought, Ray can’t be much over 70. “Yep, this one is my 99th. Last year’s party was my 100th. Figured there’s no way I’d ever live to be 100, and I really wanted to have a 100th birthday party. So I did!

Seven Steps to Shorten Your Sales Cycle

Thu, Apr 11, 2024 — Does your company provide customers with expensive business inputs? Or are you crucial in other ways to your customers’ business success?

What’s the #1 Job that Marketing Needs to Do for Your Business?

Wed, Dec 13, 2023 — I joined a group of colleagues recently to brainstorm a request from one person’s client: “Develop a catchy, differentiating idea that hooks prospects.”

You Might Hit Two

Mon, Jul 17, 2023 — This post is briefer than my usual, with two quick topics vs. one longer theme. 1. Aim “There’s this thing in quail hunting… if a dozen jump and you shoot at the flock, you don’t hit [diddly squat]." “But if you pick a quail, you might hit two.” Hunting expert Steven Rinella Quoted in the Wall Street Journal, 11/28/20

Building a Growth Engine with Effective, Efficient Marketing

Wed, May 10, 2023 — “Efficient marketing requires a target, followed by a message that immediately resonates sufficiently to foster a conversation between two willing parties.” - David C. Baker When that pithy sentence from marketing guru David Baker hit my email box in February, it rang true.

“It worked really well, until it didn’t”

Thu, Mar 9, 2023 — Over dinner with Ted, the retired founder/CEO of a successful company in the electric power sector, I heard an interesting story with a widely applicable lesson.

The Dollars You Could Invite to Stay

Mon, Nov 28, 2022 — We’re hearing concerns from business owners and executives that it’ll be harder to fund their growth initiatives. It’s understandable, with most companies experiencing increases in the cost of their inputs (people, materials, etc.) and some facing softer demand. The good news: There are two major sources of money companies can tap without needing to raise external capital:

Create Bigger Customer Value | Those Who Hustle

Wed, Jun 29, 2022 — “Things may come to those who wait, but only the things left by those who hustle.” Unknown Is your company creating enough value for your customers? I don’t mean that in a chiding way—just as a thought-provoking question for business strategy.

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