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A Dose of Watertight Wisdom
We have a back catalogue of over a decade of posts, almost all of which are still relevant and useful today.
Latest posts…
How to show impact: quick wins and long-term success
One thing is certain in a marketing role. You’ll want to show the impact marketing has – to the leadership team, board, stakeholders or the wider business. At this month’s roundtable we chatted about what quick wins you can show, what successes are longer term and what milestones you can put in place that will show progress.
There’s a hole in your marketing plan
When we were delving into the data behind our research paper (published last autumn), one of the most surprising results was this: having a marketing plan that supports the sales process is the lowest scoring area in all business sizes and all roles. Even marketers themselves rated it poorly. This blog explores why and what you can do about it.
How to approach a strategic marketing project
If you’re in a board level marketing role, or aspire to be, knowing how to get the big things done is absolutely critical. And, starting with a blank sheet of paper really isn’t going to cut it.
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The latest posts…
How to show impact: quick wins and long-term success
One thing is certain in a marketing role. You’ll want to show the impact marketing has – to the leadership team, board, stakeholders or the wider business. At this month’s roundtable we chatted about what quick wins you can show, what successes are longer term and what milestones you can put in place that will show progress.
There’s a hole in your marketing plan
When we were delving into the data behind our research paper (published last autumn), one of the most surprising results was this: having a marketing plan that supports the sales process is the lowest scoring area in all business sizes and all roles. Even marketers themselves rated it poorly. This blog explores why and what you can do about it.
How to approach a strategic marketing project
If you’re in a board level marketing role, or aspire to be, knowing how to get the big things done is absolutely critical. And, starting with a blank sheet of paper really isn’t going to cut it.
#WatertightWednesday Write-ups
Bridging the gap from business strategy to marketing operations
< Back to the Blog “A key role of marketing is to make sure the strategy, plan and activity supports the business’s objectives. Without that, the risk is scattergun marketing and it’s hard to prove the value of marketing. In our latest roundtable we talk about why...
Marketing’s role in employer marketing
< Back to the Blog “How do you ensure you recruit the right candidates for your business, make your company attractive to work in and encourage people to stay? In our December roundtable we talked about three key bits of thinking to take into consideration and then...
Developing a ‘journey brain’
< Back to the Blog “Marketers are familiar with the customer journey. It’s the starting point for our thinking, strategies and plans. But what are the other ‘journeys’ in the business – employees, other stakeholders, growth? How can marketing contribute to and...
Find all of the write-ups here
Building a Marketing Team
Getting your FD onboard and loving marketing
< Back to the Blog “A marketer’s relationship with the FD is key. They can test your plan, help develop a metrics dashboard and facilitate budget conversations. However, it’s not a given that your FD will be on-board with marketing. So how can you gain their buy-in...
What does a business leader need to know about marketing?
< Back to the Blog “Why is it that the same marketer can thrive in one organisation and shrivel in another? It has a lot to do with what the leaders and other key players think about marketing: their perception of it, the level of support and encouragement – and...
Assessing organisational receptiveness
< Back to the Blog Why is it that the same marketer can thrive in one organisation and shrivel in another? Assuming a similarly decent product, market, budget, etc. -- when it comes to marketing, we think there are two other key ingredients to look for from the...
Listen to all the podcasts from the Watertight Wednesday roundtables here
Posts by Framework
Flow Foundations
There’s a hole in your marketing plan
< Back to the Blog Join us in March for our conferenceWhen we were delving into the data behind our research paper (published last autumn), one of the most surprising results was this: having a marketing plan that supports the sales process is the lowest scoring...
How to approach a strategic marketing project
< Back to the Blog Answering the big strategic questions is what I love to do. I'm much less interested in which email or web page performed better, than I am about getting the FD to support the marketing budget, or getting the sales team to collaborate on a...
Why having a clear proposition isn’t enough
< Back to the Blog Join us in March for our conferenceWhen we published our research paper last autumn, one of the key takeouts was that having a clear proposition wasn’t enough. Even when the leadership team and senior marketer are clear on what you’re selling and...
Touchpoint Leaks™
How do you get buy-in to your marketing budget?
< Back to the Blog Many people not in the marketing team have a view that marketing budgets are not always well justified. They can come across as more of a cost rather than being activities from which the business can derive real – even long-term – value. So how...
Does your business have a common language?
< Back to the Blog Even a seemingly simple question - such as 'what is the purpose of marketing for your business?' - will often elicit many and varied responses within an organisation. Without having a common definition, and alignment on what marketing is, does...
Marketing, sales and service – who does what, when?
< Back to the Blog In various forms, I get asked the difference between sales and marketing almost weekly. Underlying this question is the oft cited discontent between the disciplines, and a desire to get them working more harmoniously together. In answering this...
Logic Sandwich
Nailed your killer marketing message – what’s next?
Drop the elevator pitch to win more salesIf you just nail that killer marketing message the leads will come rolling in.Right?I’m not so sure.You’ve probably been told that you need a powerful one-liner on the tip of your tongue, ready for that moment at an...
Are you serving up a Logic Sandwich™?
This is the second in a series of posts looking at The Watertight Marketing Framework. Today we're looking at your marketing messaging, i.e. what to say to people, and when. Marketers will often talk about finding your killer message or ‘unique...
What is Watertight Marketing?
All this week I'll be introducing the Watertight Marketing Framework - giving you the headlines on the key concepts explored in Part Two of the the book. Understanding how real people really buy things is central to getting your business onto...
The Time Triangle
Getting noticed is a matter of… Three S Timing
The middle section of the Watertight Marketing Framework shows how developing a range of time-chunked materials will help you to earn the right to increasing durations of a person’s time. Once you have these materials in place, you need to...
Are you earning the right to time?
This is the third in a series of posts looking at The Watertight Marketing Framework. Today, we’re looking at your marketing timing, i.e. how to get people to spend time with you. A person’s time is precious. It’s a person’s gift to allow you...
What is Watertight Marketing?
All this week I'll be introducing the Watertight Marketing Framework - giving you the headlines on the key concepts explored in Part Two of the the book. Understanding how real people really buy things is central to getting your business onto...
Influencer Icecream
How many people have an opinion?
I blogged on Monday about how your business builds up its Commercial Karma through the way it conducts itself with every person it encounters. I often use this phrase, and people seem to like it, but perhaps don't take it as seriously as they could. I'd...
How’s your Commercial Karma?
It can seem like successful marketing is about continually getting more and more people to notice you. But, what about the people your organisation has already touched in some way? What legacy does your business leave in its non-marketing...
Profit Purpose Matrix
Will this new client energise your business?
< Back to the Blog Saying no to new clients is one of the most important things you need to do to grow a healthy business. There's a lot written about creating a profile for your 'ideal customer'. We think it's as important to truly understand, and have the...
How do you find clients that sustain you energetically and financially?
< Back to the BlogThis post is also available over on our PodBlogFor many of our clients, it's not necessarily that they need more clients, it's that they need more of the right clients. And, in many more cases, once this has been clearly defined and a strategy put...
What are sustainable sales results?
We talk about marketing that underpins sustainable sales results. So, let's explore exactly what we mean by that, and why it's so important to get to a point where your sales really do meet these criteria. There are three ways in which sales need to be sustainable if...
Posts by Touchpoint Leak™
The Touchpoint Leaks™ framework is introduced in Chapter 2 of the Watertight Marketing book. You can use this to create a Touchpoint Leak™ Traffic Light Report to find your focus Leak. Then please use Part Three of the book, and these posts to #tweakyourleaks
"Watertight has made a massive difference to me and our business... I’m a sales person but knew we needed the support of marketing to further our growth. We’ve achieved 500% growth in 4 years; I attribute a lot of that success to working with Watertight."
Leak 1: Forgotten Customers
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Leak 2: Poor On-Boarding
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Leak 3: No Emotional Connection
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Leak 4: No Gateway
How to incorporate a Gateway Product to win more business
Getting from general awareness to a new paying customer is a stepped journey in most business settings. Indeed, for many it’s a delicate dance akin to an intricate Quickstep. One of the most important stepping stones is the one that sees a...
Get luckier… do more marketing
Have you ever noticed how when you ask people how they landed a big client, they’ll often say it was just luck that they were in the right place, at the right time. Ok, so sometimes luck plays a part… but you can be a whole lot luckier if you know where...
Why marketing is a load of old twaddle
Ok, that's the polite version of the headline. Feel free to make an internal translation on that last word. Because that's what people do all the time. What you say isn't always what people hear. They interpret your words with their own...
Leak 5: No Critical Approval
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Leak 6: No Proof
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Leak 7: Information Overload
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Leak 8: How (format)
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Leak 9: Where (channel)
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Leak 10: When (timing)
Get luckier… do more marketing
Have you ever noticed how when you ask people how they landed a big client, they’ll often say it was just luck that they were in the right place, at the right time. Ok, so sometimes luck plays a part… but you can be a whole lot luckier if you know where...
Why marketing is a load of old twaddle
Ok, that's the polite version of the headline. Feel free to make an internal translation on that last word. Because that's what people do all the time. What you say isn't always what people hear. They interpret your words with their own...
Why you should treat your customers like adult cats
I do love to take the opportunity to get a photo of my cat, Dylan, into a presentation. But, there is a serious point to make. A point that any cat 'owner' can relate to. <~ And, there's the thing, you never really 'own' a cat. Now, if...
Leak 11: Who (Influencers)
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Leak 12: What
Should you be saying ‘No’ to new business?
< Back to the Blog This post is also available over on our PodBlogDoing the wrong kind of work is so damaging, I've included it as one of the Four Foundation Foundations in Watertight Marketing. Which means that learning when, and how, to say no to a potential new...
Understanding the Awareness Equation
I’m often found telling businesses that they’ll never find a marketing silver bullet, or a magic formula to sales success. But, there’s one exception, and that’s The Awareness Equation. Applying it to your marketing is extremely powerful. It is the secret...
Leak 13: No Emotional Impact
The only 5 things you should be doing in social media
< Back to the Blog Social media marketing can seem like a bit of a minefield. It can also seem like there’s a dizzying amount to learn before you can even get started. But, it really breaks down into four activities and one core skill – which are common across...
Get luckier… do more marketing
Have you ever noticed how when you ask people how they landed a big client, they’ll often say it was just luck that they were in the right place, at the right time. Ok, so sometimes luck plays a part… but you can be a whole lot luckier if you know where...
Why marketing is a load of old twaddle
Ok, that's the polite version of the headline. Feel free to make an internal translation on that last word. Because that's what people do all the time. What you say isn't always what people hear. They interpret your words with their own...