A smarter marketing team will mean smarter work and stronger results

Posted on Posted in How to Guide for Marketers
When you look at your marketing team, ask yourself:  Are they as good as they could be? 

Is your marketing team strategic? Are they disciplined and fundamentally sound? Can everyone on your team effectively write a brand plan, positioning concepts, a creative brief, make marketing investment decisions and judge creative work to ensure it delivers the strategy? The great myth of marketing is that it is 100% learned on the job. It should be a balance of coaching from a well-trained leader, teaching in a classroom setting and learning on the job. More and more, we are seeing marketing teams thrust new marketers into their roles without any training. In fact, their bosses and even their bosses haven’t really received any training. So who is really teaching you, on the job, if the person with you isn’t well-trained?   


Brand Manager Skills

Does your marketing team think strategically?

Strategic thinking is not just about whether you are smart or not. You can be brilliant and not strategic at all. Strategic thinkers see “what if” questions before they see solutions. They map out a range of decision trees that intersect and connect by imagining how events will play out. They reflect and plan before they act. They are thinkers and planners who can see connections. On the other hand, Non-strategic thinkers see answers before questions. They opt for action over thinking, believing that doing something is better than doing nothing. They are impulsive and doers who see tasks. With the explosion of marketing media, we are seeing too many of the new Brand Leaders becoming action-oriented do-ers and not strategic thinkers. They don’t connect their actions to maximizing the results on the brand. They do cool stuff they like not strategic things that help grow the business and add profit to the Brand. I see too many of today’s Brand Leaders focused on activity, rather than strategy.

When your marketing team is strategic, you will focus all of your resources and energy against the pressure points that drive the greatest return on investment and effort. There are four principles of good strategy: 1) Focus 2) Early Win 3) Leverage point and 4) Gateway to something bigger.

  1. FOCUS:  all your energy to a particular strategic point or purpose. Match up your brand assets to pressure points you can break through, maximizing your limited resources—either financial resources or effort. Focus on one target. Focus on one message.  And focus on very few strategies and tactics. Less is more. 
  2. You want that EARLY WIN, to kick-start of some momentum. Early Wins are about slicing off parts of the business or population where you can build further. This proves to everyone the brand can win—momentum, energy, following.  
  3. LEVERAGE everything to gain positional advantage or power that helps exert even greater pressure and gains the tipping point of the business that helps lead to something bigger. Crowds follow crowds. 
  4. See beyond the early win, there has to be a GATEWAY point, the entrance or a means of access to something even bigger.   It could be getting to the masses, changing opinions or behaviors. Return on investment or effort.

To me, with the modern-day brand leader, the area where they struggle is the “FOCUS” part.  Every brand is constrained by resources—dollars, people and time. Focus makes you matter most to those who care.   Focusing your limited resources on those consumers with the highest propensity to buy what you are selling will deliver the greatest movement towards sales and the highest return on investment for those resources. In a competitive category, no one brand can do it all. Focus makes you decide whether to be better, different or cheaper. Giving the consumer too many messages about your brand will confuse them as to what makes your brand unique. Trying to be everything is the recipe for being nothing. Trying to do everything spreads your resources and your message so that everything you do is “ok” and nothing is “great”. With a long to-do list, you’ll never do a great job at anything. And in a crowded and fast economy, “ok” never breaks through so you’ll never get the early win to gain that tipping point that opens up the gateway to even bigger success. 

Have your brand leaders been taught how to think strategically?

I actually don’t know many brand leaders that really have been taught. Yet, we tell Senior Brand Managers, you’re not getting promoted because you’re not strategic enough. If we taught them how to be strategic, we might find a better pool of talent within your team. The following training module shows brand leaders how to think strategically, and how to think in terms of consumer strategy, competitive strategy or visionary strategy. Consumer-focused strategic thinking starts with the consumer, maps out the need states and best matches your brand to delivering a unique selling proposition that helps connect with consumers, drives added power for the brand which can translate into growth and profitability. Competitive Focused Strategies have 4 types of  Marketing Warfare Strategies 1) Offensive 2) Defensive 3) Flanking and 4) Guerilla. Focus and speed are crucial to any warfare.  Being organized and aligned internally is crucial to winning. Visionary Strategy starts with the purpose-driven vision (the Why) and layers in the strategy (the how) and execution (the what) deliver that vision. 

How fundamentally sound is your marketing team?

Your brand leaders should be well-trained in planning, positioning, and creative briefs, as well as judging execution to keep it on strategy.  

Can your brand leaders write an effective brand plan?  

A well-written brand plan helps to align an organization around the direction, the choices and the tactics that need implementing for a brand to achieve its goals. The brand plan unites functions such as marketing, sales, product development outlining what each group needs to do for the brand to be successful while setting goals that operations and finance need to support. The brand plan gains approval from senior management around spending options, strategic choices and sets forth the tactics that will be implemented. It holds senior management accountable to the plan. The brand plan helps frame the execution for internal stakeholders and for the various agencies that will implement programs within the plan. Execution is an expression of the strategy, and the plan must hold agencies accountable for delivering work that is on strategy. And lastly, the brand plan helps the Brand Manager who wrote it, stay focused to deliver what they said they would. It helps them to refer back to the strategy and the intention to ensure the Brand Manager “stays on strategy” the entire year.  For more on how to write a plan, follow this link:  How to Write a Brand Plan

Can your marketing team write a winning Brand Positioning Statement?  

Brand Positioning Statements provide the most useful function of taking everything you know about your brand, everything that could be said about the consumer and making choices to pick one target that you’ll serve and one brand promise you will stand behind. While we think this brand positioning statement sets up the creative brief, it should really set up everything the brand does–equally important for internal as everyone should follow what the positioning statement says. A best in class positioning statement has four key elements: 

      • Target Market (a)
      • Definition of the market you play in (b)
      • Brand Promise (emotional or rational benefit) (c)
      • The Reason to Believe (RTB) the brand promise (d)

The more focused your decisions, the more successful you will be: decide on one target, one promise and maybe one or two reasons to believe that help to directly back up your promise. But the target shouldn’t be everyone 18-65 and don’t throw your eight best features at the wall and hoping something sticks. And the reason to believe has to back up your promise, not be a whole new promise. To see more on how to write an effective Brand Positioning Statement, follow this link:  How to Write a Positioning Statement

Can your marketing team write a creative brief?  

The best Advertising is well planned, not some random creative thing that happens. The value of a creative brief is focus!  Like a good positioning statement, you’re taking everything you know and everything you could possibly say, and starting to make choices on what will give you the greatest return on your media dollars. If you’re not making choices then you’re not making decisions. Unlike other creativity, advertising is “In the Box” creativity. The best advertising creative people are problem solvers, not blue-sky thinkers. Therefore, the role of the creative brief is to create the right box, enough room to move, but enough direction that defines the problem. The smaller the brief, the bigger the idea.  A good brief should be brief. One page maximum.  I’m still in shock when I see briefs reaching 5 or 6 pages. That’s not a brief, that’s a long! Take the pen and start stroking out words, forcing yourself to start making decisions.  Avoid the “just in case” type of thinking. For more on How to Write a Brief, follow this link: How to Write a Brief

Can your marketing team execute and stay on strategy?

Making great advertising is very hard. Good marketers make it look simple, but they have good solid training and likely some good solid experience. As Brand Leaders sit in the room, looking at new advertising ideas, most are ill-prepared as to how to judge what makes good advertising and what makes bad. It’s a myth that great marketing is learned strictly “on the job”. I also say “you are likely to screw up your first five ads”. And if you do one a year, that’s 5 years of advertising.  So, how well prepared are you?  

An ill-prepared Brand Leader will more than likely deliver a poor ad. There are fundamentals to help ensure that your instincts are the right instincts.  How many hours of training have you had on giving direction to a creative team? How many times did you role-play giving feedback to the agency? How good was the coaching you received on your feedback? Not only do you need the fundamentals through solid training, but you likely need someone coaching you through a role-playing exercise. Too many Brand Leaders sit there confused, brief in hand, but not sure whether they like it or not sure whether any of the scripts will do much for them. The four questions you should be asking:

    • Will this ad attract Attention? (A)
    • Does this ad showcase the Brand? (B)
    • Are we Communicating our main benefit?  (C)
    • Will this ad stick in the minds of consumers? (S)

Using something like the ABC’s makes it easy for Brand Leaders to stay strategic and be able to judge the work effectively.  Here’s a write-up on How to help Brand Leaders judge communications Effectively:  The ABC’s of Effective Communication

Invest in your marketing team: Smarter brand leaders will mean smarter work and that will lead to stronger results 


You will find this type of thinking in my book, Beloved Brands.

Beloved Brands Book

I wrote my book, Beloved Brands, as the playbook for how to build a brand your consumers will love.

Beloved Brands has everything you need to run your brand. You will learn how to think strategically, define your brand with a positioning statement and a brand idea, write a marketing plan everyone can follow, inspire smart and creative marketing execution and analyze the performance of your brand through a deep-dive business review.

  • How to think strategically
  • Write a brand positioning statement
  • Come up with a brand idea
  • Write a brand plan everyone can follow
  • Write an inspiring creative brief
  • Make decisions on marketing execution
  • Conduct a deep-dive business review
  • Learn finance 101 for marketers

Available on Amazon, Apple Books or Kobo

We have the paperback and e-book version on Amazon. Click here to order: https://lnkd.in/eF-mYPe  

We are also on Apple Books, which you can click here to order: https://lnkd.in/e6UFisF

If you use Kobo, you can find Beloved Brands in over 30 markets using this link: https://lnkd.in/g7SzEh4

At Beloved Brands, we help build brands that consumers love and we make brand leaders smarter.

🎈Help create a brand positioning statement that motivates consumers to buy and gives your brand an ownable competitive advantage.

🎈 Build a marketing plan that forces smart focused decisions to help organize, steer, and inspire your team towards higher growth

🎈Align your marketing execution behind a brand idea that tightens our bond with consumers and moves them through their buying journey

🎈Use a deep-dive 360-degree assessment of your brand’s performance to trigger richer thinking before you write your brand plan

🎈Our brand training program will help realize the full potential of your brand leaders, so they are ready to grow your brand.

To learn more about our coaching, click on this link: Beloved Brands Strategic Coaching

To learn more about our training programs, click on this link: Beloved Brands Training

You have my personal promise to help you solve your brand building challenges. Above all, I will give you new thinking, so you can unlock future growth for your brand.

If you need our help, email me at graham@beloved-brands.com or call me at 416 885 3911

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