Uncategorized

Which one comes first?

Can you have one without the other?

As a small business which role should you hire first?

The gap between sales and marketing is closing. These two roles in my humble opinion used to be worlds apart but now – how different are they? Both operating in the space of ‘professional services’ the two have to coexist in a harmonious manner to truly achieve the best possible impact and returns. But how often do they – well rarely in my experience.

I’ve seen a whole host of examples in teams large and small unable to coexist and work together, with quite frankly, snobbery on both sides. Previously seen as the unqualified marketers (don’t even get me started on this) sales professionals have often got the rough end of the stick. Or marketers referred to as the fluffy colour inners (again lets not go there).

Ok so lets be frank and in my traditional style, direct. How exactly do you expect to grow your business without either of these two functions? As I often am heard saying, you can have the best business or product in the world but if you cant sell or market it – it will remain just that – an on the shelf product or service.

So which one comes first? Well as an owner of a sales and marketing company – which started life as a sales consultancy firm, I can give you an unbiased answer. MARKETING. This has to come first – every time without question. I can sell your products or services, but you know how ill do it more efficiently, more effectively and provide you a with a quicker return on investment – if you’re prospects know who you are and they’ve built up a perspective of you. They trust you, they know you and they like you. Brand awareness and brand visibility is one of the fundamental aspects for any sales individual and yes sometimes this is their responsibility if no marketing fuction is available but often this is up to both the sales and marketing functions.

In fact every single person in your business is responsible for your brand perception, customer engagement in some form or another. You could therefore argue that every single member of your organisation is in your sales and marketing team. The question therefore is do they know this and have you provided them with adequate training?

For small and medium companies who have to date grown organically and now looking to scale or venture into new markets – which role would you hire first? Both are a huge commitment and a costly one with average salaries for both in the North East totting up to c80K. That’s why three years ago we pivoted.

Three years ago as a Sales Consultancy company, we brought marketing into the fold following on from customer feedback. Previously working with outsourced marketing agencies for our SMEs, they fed back the challenge and we adapted. Now offering both sales and marketing solutions on a hybrid basis giving you the opportunity to embrace both at once on a holistic basis without having to compromise.

Find out how we can help you with your sales and marketing

• Consultancy
• Mentoring
• Roots – Sales and Marketing outsourced for small businesses
• Going For Growth – Sales and Marketing outsourced for medium businesses

We would love to chat to you.

Jessica.

Sales and Marketing are two professions that until relatively recently have worked in silos almost harmoniously.

They are fundamental to any business.

So which one comes first?

‘Smarketing’ is a term I almost find as offensive as typing as you do reading but was a term doing the rounds in early 2019 as organisations in a bid to be more efficient combined roles. Sales and Marketing professionals were created with lofty titles and enormous expectations to deliver both remits. I would argue such roles are unmanageable and unachievable given how different these role profiles are. Of course there is crossover, although I would lean towards the term brand ambassador over any and covering both – for ultimately we are all responsible for being this in any organsiation regardless of our remit.

So as an organisation looking to grow and expand, who should you hire first? With the UK average Marketing Manager salary at c£45,000 and Sales Manager at c£48,000 (Reed, UK- 2022) either way it’s an expensive and risky choice. As a small business these salaries can represent a disproportionate level of investment to the time taken to achieve a return. And we too have faced similar challenges, often asked by our clients as to which one comes first and who to invest in.

Just Williams, established in 2015 began life as a sales only organisation working in partnership with many other marketing services and organisation, internal and outsourced. Through working with our customers, hosting a range of forums and engagement, it became clear the link between sales and marketing required a more combined approach and a more cost effective one for the business community.

As a result, our hybrid solutions were born in 2020 enabling businesses to embrace both sales and marketing solutions in a more cost effective and efficient manner. With expertise in both subject matters and taking a combined approach from the outset to increase brand visibility, create connections, increase sales pipelines, processes and in turn maximise results – we have seen our client base grow by 280% in this time.

Struggling to hire sales and marketing professionals?

You no longer have to choose between who to hire or combine roles in an unachievable manner for all involved. Outsourcing in the current climate is not only a cost effective solution, it is a sustainable one.

We are now able to work harmoniously together for our businesses using both sales and marketing to help them grow in a sustainable way. If you too are looking to grow, expand and diversify – we would love to chat to you. Contact us today.

We are incredibly proud to announce Just Williams has achieved its certification as a B Corporation! We’ve joined a growing group of companies aiming to reinvent business by pursuing purpose not just profit.

After an intensive 18 months in which we’ve recalibrated its business to meet the social and environmental standards specified by B Lab, the not-for-profit organisation behind the global B Corporation (or B Corps) movement.

Our Founder and MD Jessica Williams said: “We have addressed every single process, procedure and principle.  I believe B Corp sets out the best possible, most ethical, sustainable and responsible way to run a business.”

To become certified we had to first carry out an impact assessment of 170 questions covering five key areas: communities, governance, environment, customers, and people. We achieved a final score of 100.1 points, surpassing the national average of 82.3!

Throughout the process we provided evidence of socially and environmentally responsible practices and good governance relating to – for example – our local supply chain, community engagement, corporate transparency and people-led practices.

We exceeded the benchmark requirement and joins 1,300+ companies in the UK who have certified as B Corps.  They include businesses in the North East such as Umi, Robson Laidler and Sail Creative and nationally Patagonia, The Body Shop and organic food pioneers Abel & Cole.

There are 6,800+ certified businesses in 90 countries worldwide, demonstrating the rapidly growing movement and its shared commitment to use business as a force for good.

To complete certification companies have to legally embed their commitment to purpose beyond profit in their company articles and are re-assessed every three years to show that they are continuing to evolve through continuous improvement and an increase in the company’s impact in key areas.

Our staff receive a range of enhanced benefits such as additional leave entitlement, a Wellness Day and private healthcare.  We also offered two volunteering days each year – something normally provided by much larger organisations. We donate 5% of its profits to our charity partners and actively encourages local community engagement in a wide range of activities (keep an eye out for our next litter pick or social!).

Jessica set up the business in 2015 to “professionalise the sales industry”, said: “I never wanted it to be a company that just ticked boxes.  Much of what we are now doing was already in the ethos of the business.”

“You start a business and after a few years you start to reflect and re-assess – particularly in the light of Covid,” she said.  “There must be a bigger reason to exist than just making a profit.”

Emma McDonald, Head of Delivery, said: “The B Corp certification will set Just Williams apart from competitors and appeal to clients who like the way it does business.  The company is looking to recruit and we believe its new status will make us an employer of choice to attract and retain local talent. Our people are crucial to what we do, and importantly – how we do it”.

Chris Turner, Executive Director of B Lab UK, said: “We are delighted to welcome Just Williams  to the B Corp community. This is a movement of companies who are committed to changing how business operates and believe business really can be a force for good. We know that Just Williams are going to be a fantastic addition to the community and will continue driving the conversation forward.

“We are pleased to have B Corps of all shapes and sizes as part of our community – from startups to multinationals and across many different industries. Business is a powerful force and B Corps demonstrate that you can do good in any sector. Welcoming Just Williams is an exciting moment because they have an opportunity to lead the way within the sales and marketing industry. We and the rest of the B Corp community are really pleased to support Just Williams in paving the way for a new way of doing things”.

Jessica said: “We are delighted to join the B Corp community and would champion and support others to do the same. It’s fantastic to see the growing number of North East businesses getting more involved in turning their organisations into a force for good, and I am so proud to be able to start the conversation and share the B Corp ethos throughout the Tees Valley and beyond!”.

Want to find out more about the B Corp movement? Visit https://www.bcorporation.net/en-us/

We’re always happy to discuss B Corp – so please feel free to get in touch!

Ok, let’s talk Marketing.

We love working with a huge range of clients – this gives us the scope and opportunity to work in different sectors and markets, learning all the time. However, what do see is a real shift between how “best” to market a service, and what different sectors understand and expect Marketing to be.

Our hard and fast rule is that there is no hard and fast rule! Knowing your business and your audience is crucial, but after that, the opportunities really are endless. What works for one, won’t work for another; and so on.

Given the shift in climate in recent years what we are discovering is just how many organisations have “made do” when it comes to their communications, and that is absolutely fine, HOWEVER that couldn’t and shouldn’t be a long-term solution. Taking the time to reconfigure the basics will give new life to your marketing strategies to take forward.

Here are some areas to get you thinking…

Understand Your Target Audience: Take the time to deeply understand your target audience’s needs, preferences, and importantly, pain points. Conduct market research, analyse customer data, and gather insights to create client profiles that represent your ideal customers. Tailor your marketing messages and strategies to resonate with your audience, resolve those pain points.

Create Valuable Content: Develop high-quality and relevant content that provides value to your target audience. Utilise different content formats such as blog posts, videos, infographics etc to educate, entertain, and engage your audience. Share your expertise and insights to establish yourself as a ‘thought leader’ in your industry. Make use of all channels available to you, as well – but be cautious of which audience matches the content you’re creating.

Build Relationships: Focus on building and nurturing relationships with your customers and prospects. Engage with them through social media, respond to their enquiries promptly, and provide personalised experiences. We follow the ‘Brilliant Basics, Magic Touches’ principle, and this is applied across all of our activities.

Stay Agile and Adaptive: The marketing landscape is constantly evolving, so it’s crucial to stay agile and adaptive. Keep up with industry trends, new technologies, and consumer behaviors. Continuously test and experiment with different marketing strategies and tactics to identify what works best for your audience.

WORK TOGETHER: Honestly, we see company’s marketing fall down so often because of teams working in silos. Today, Marketing simply cannot be effective without interaction with other parts of the business too. Align with the Sales Team, get to know the Customer Service reps – these are all links in the chain that you are trying to promote.

Don’t forget to use your data too! You don’t need to be an absolute Google Analytics wizard to work out when something isn’t working. Be flexible enough in your planning stages to allow you to ebb and flow with your audience’s interests, and stop active campaigns that aren’t serving you.

The best part? You can do all of these without having to spend a penny more than what you already are! By stepping back, looking at these areas and making small, yet impactful changes, you can really update your marketing activities to help move your organisation forward.

And, if you don’t have the internal function, you need additional support, or perhaps some ongoing guidance – talk to our team today, we have a significant amount of experience and the opportunity to support. Check out our Solutions here, or call me directly on 07939 551512.

Regardless, remember to enjoy telling people about your business, however you do it.

Emma Mc
Head of Delivery

Sales and Marketing firm, Just Williams, have signed a partnership with exceptional learning solutions provider sub-10 in a bid to strengthen both organisations in different ways.

A relationship formed in 2019 when founders of both businesses met having undertaken the NatWest Accelerator/Entrepreneurial Spark programmes with the aim of establishing and growing their respective firms. Jessica Williams (of Just Williams) and Angela Ross and Peter Stephenson (sub-10) have been focussing their energies evolving their respective organisations into the powerhouses they are today – and now they are partnering to help develop the understanding of workplace learning and the impact of ‘mixing things up’.

Angela said: “We recognised the need for a fast-evolving digital learning solution to align with a fast-evolving world with content that’s current, dynamic and regularly updated. We are proud of our world-class learning platform as it intelligently selects a continuous pathway of content suited to the needs of each learner. It’s progressive and personalised which is how people learn best.”

Jessica Williams said, “I’ve known Angela and Peter for a number of years and what they have built from a conversation around learning and development in the workplace is exceptional. The sub-10 philosophy of completely embedding compliance training into each team member through modules that are less than 10 minutes each really will change the culture of workplace learning.”

“This partnership is a strong stance for us not only as we continue our internal staff development with all team members utilising the sub-10 learning system, but also reinforces Just Williams’ philosophy on supporting a local supply chain and wider awareness of the sub-10 culture to the business community as a whole”.

Just Williams provides sales and marketing solutions to a varied client base across the North-East and are currently awaiting the assessment to become a B-Corp, with a firm philosophy of businesses being used as a force for good. A large part of the B-Corp culture is supporting and developing the people within your business to do better and be better. The cultural fit of the sub-1o learning style is helping support the ongoing application and training in house for the Just Williams team.

Emma McDonald, Head of Delivery for Just Williams said; “This partnership is superb. Where previously some workplace learning has been difficult to embed with staff, the learning style with sub-10 is so different that it’s easy to fit into team’s diaries, but also our employees are retaining far more of the content than ever before. If we can support other businesses seeing and getting on board with this platform, then it’s a win-win for everyone”.

Peter said, “We were tired of the same old learning solutions being rolled out to businesses and organisations which don’t have any impact, and during the pandemic content was being dropped into online formats without any care. We need a learning revolt; we need an online learning solution that is truly intelligent, and our data driven AI product does just that.”

So, in a world where workplace training is often overlooked, or undervalued the sub-10 platform is set to make waves and begin the change in training culture that is readily needed. Just Williams is supporting the journey and are proud advocates of the enormous benefits they are reaping from their well-informed and supported team too.

For more information please visit sub-10  and www.justwilliamsltd.co.uk

Are you looking for a new role? As a business, we are growing, and we are looking for an exceptional individual to join us as our Customer Relationship Manager. Read more about the role below, and apply via Indeed here.

Customer Relationship Manager

25hpw, £23-25,000 pro rata.

This newly created role for Just Williams is testament to the organisation’s growth and ambitious nature. We are looking for an individual keen to work for a business who supports growth and continued professional development and who has a positive ‘can do’ attitude.

The Customer Relationship Manager will play an integral role between Just Williams’ internal and external teams. Communicating the needs and expectations of our customers, the Customer Relationship Manager is a pivotal team player who is confident, organised and driven to succeed. Day to day, the Customer Relationship Manager will be expected to utlise their exceptional interpersonal skills to support the delivery of an ambitious growth plan for Just Williams, and also the growth of our customers too.

The successful applicant will have the ability to work with multiple accounts and will be expected to work with and alongside the Business Administration, Marketing and Sales teams to deliver excellence for our customers.

Person Specification:

• Be inquisitive and have a willingness to learn,
• Be proactive and have a ‘can do’ attitude,
• Can adapt to a range of situations,
• Be always professional and have exceptional communication skills,
• Be punctual and organised, with the ability to complete projects and tasks to deadlines,
• Be a team player but able to work alone,
• Be reliable, diligent, and self-aware,
• Have an excellent eye for detail and have a meticulous approach to their work product,
• Have a mature attitude to work and professional relationships,
• Be an advocate for excellence,
• Have experience of 2 years + in a similar role.

Role Description:

The Customer Relationship Manager role is varied and includes:

• Effectively manage existing customer relationships.
• Identify new opportunities for the business and our customers.
• Establish and maintain strong networking relationships and memberships and generate referrals.
• Promote and engage with the Just Williams brand and business, and that of our customers also.
• Liaise with the management team to deliver cohesive delivery of projects.
• Manage and maintain CRM systems.
• Support the retention of Just Williams customers.
• Source, record and action customer feedback.
• Work with and alongside the Business Administration team.

Company Benefits:

• Generous annual leave allowance in addition to: birthday leave and extended Christmas Leave.
• Professional Development support and resource,
• Equipment and office refreshments provided,
• Company Pension,
• 2 paid days per annum allocation for voluntary causes, plus annual Wellbeing Day for personal use.
• Access to employee key wellbeing packages and opportunities,
• Flexible Working and Team Social Get-Togethers.
• Free onsite parking,

Driving Licence/access to own vehicle: Essential

Application Closing Date: Monday 24^th October 2022

Interview Dates: online (first stage) – Wednesday 2^nd November, face to face (2^nd stage) Wednesday 9^th November.

Just Williams Ltd is a supporter of the Better Business Act, a Real Living Wage Employer and soon-to-be BCorp Business (certification pending).

Just Williams Ltd is committed to equal opportunity in employment and believes that commitment to promoting equal opportunity should exist throughout the organisation. Just Williams Ltd will ensure that no job applicant or employee will receive less favourable treatment on the grounds of sex, disability, marital status, religion, sexual orientation, colour, race or ethnic origin or is disadvantaged by conditions or requirements which cannot be justified.

For more information please contact Emma McDonald on emma@justwilliamsltd.co.uk or call 07939 551 512.

The Just Williams Sales Academy is hosting the North’s first Sales, Service and Success conference and booking is live!

With an impressive lineup of key speakers in the fields of Sales, Customer Service and mindset, this day-long conference is sure to be unmissable. Join The Just Williams Sales Academy team on Wednesday 7th September to be a part of a fantastic day.

Hosted at Teesside University International Business School in Middlesbrough, this is the perfect opportunity for anyone working in these sectors to network, be inspired and take away actionable tips. With a fascinating combination of key note speakers – who are icons and leaders in their fields – and panelists tackling some of the more difficult topics around Sales, Service and Success; not only with this conference give plenty of food for thought, but also allows delegates to immerse themselves in the stories, learnings and guidance of peers and influencers.

Tickets are just £85 + VAT, including lunch and refreshments but if you want to have a physical presence for your company, The Just Williams Sales Academy has limited availability for exhibitors to take a stand on the day too.

For more information and booking, please visit https://justwilliamssales.academy/collections/sales-service-success-conference-2022 

This March, join us, Teesside University, Tees Valley Combined Authority, Darlington Building Society and PD Ports as we join together to host the first Tees Valley International Women’s Day Festival!

5 days of incredible events held across our region, each hosted by a partner organisation all aimed to #BreaktheBias of gender inequality. Get your diaries ready to book your tickets to these free events. Book yours here: https://www.eventbrite.co.uk/e/international-womens-day-festival-tees-valley-just-williams-tickets-274103078687

IMPORTANT – CAR PARKING. Parking will NOT be available in the Fusion Hive car park – delegates must park in the River Tees Watersports Centre car park (opposite Fusion Hive) and you must register your vehicle inside the centre to avoid fines).

Just William is hosting from Fusion Hive in Stockton with a full itinerary as below:

8.30-9.30 – THE POWER OF TALKING
Join us for a ‘Walk and Talk’ session with Red Balloons, a Teesside-based mental and physical wellbeing charity.
Setting off from Fusion Hive in Stockton we will follow a short route around the Tees Barrage in a group as we encourage engagement, communication and wellbeing.
The route is suitable for most people – following the footpaths around the river, but please dress appropriately for the weather!
_________________________________
9.30 -10.00 – Coffee and networking. SanSeb will be available on site to purchase refreshments AND are donating an incredible 20% of their profits from the day to our chosen charities!
_________________________________
10.00 – 10.30 – THE POWER OF CONNECTIONS
Join us in welcoming Jeni Smith from NetKno as we get to grips with the best, easiest ways to network to #BreaktheBias and be our most effective.
_______________________________
10.30 – 11.15 – THE POWER OF MINDSET
An interactive panel session featuring Mark Simpson (Pro Vice Chancellor for Learning and Teaching at Teesside University), Katy Turner (Senior Manager, NHS Supply Chain), Marc Atkinson and Erin Harper discussing their journeys, challenges and successes.
______________________________
11.15 – 11.30 – Coffee and networking. SanSeb will be available on site to purchase refreshments AND are donating an incredible 20% of their profits from the day to our chosen charities!
_____________________________
11.30 – 12.30 – THE POWER OF MENTORING
Welcoming Charly Young – CEO ad Co-Founder of The Girls’ Network, with Zak Kamran, previous mentee and The Girls’ Network Ambassador and Aimee Thomson, Network Manager for Tees Valley to the floor to discuss the barriers, opportunities and learnings of Mentoring and the impact it has on us all.
____________________________
12.30 – 1.30 Lunch (refreshments available from SanSeb) and the opportunity to experience Speed Mentoring with The Girls’ Network or drop into the Perimenopause Support Cafe with Gaynor and Vicky from Perimenopause Support.
Tickets not required, but will be on a first come, first served basis.
____________________________
1.30 – 2.00 – IWD Break the Bias Poem Reading
Life Coach, Mayira Thomas draws us together for a recitation of her poem in honour of International Women’s Day; “Seeing Beyond the Obvious”.
___________________________
2.00 – 3.00 – THE POWER OF RESILIENCE
Panel event featuring Andy Black, Ashleigh Wright, Matt Stirland and Elise Lane. Coming together to discuss the importance of resilience in every element of our lives. Discussing their journeys and challenges, this panel will be sure to have you feeling confident, uplifted and ready for any future challenges!
___________________________
3.00 – 3.15 – Coffee and networking. SanSeb will be available on site to purchase refreshments AND are donating an incredible 20% of their profits from the day to our chosen charities!
__________________________
3.15 – 4.00 – THE POWER OF PROFILE – RAISING YOURS…
Simon Clayton, Executive Coach and Strategic Marketing Trainer and founder of Marketing Skills Academy will be sharing his advice on how best to raise your personal profile and the importance of doing it consistently.
________________________
4.00 – 4.30 – THE POWER OF YOU
Founder and Managing Director of Just Williams and The Just Williams Sales Academy, Jessica Williams, closes our day with a session on personal power, motivation and discussion on #BreaktheBias opportunities.
4.30 – CLOSE.

We look forward to welcoming you all!

Recruitment isn’t easy.

You might be really lucky and find your ideal candidate almost instantly, but for many of us, the search for the right recruit can take weeks or months.

We’ll start off with the need to fill a gap, either to replace someone or because you’re growing and can create a position. Either way, the inevitable conversations begin over person specifications, roles, perks and more – all the while with the constant awareness of ‘getting it right’. Because ‘getting it right’ can so easily go wrong, you end up potentially including others who can muddy the waters even more.

So, what can you do? Absolutely you can use recruitment agencies, referrals; you can completely redesign your recruitment process – adding in robust assessments, trial days and more – but (and there is always a but…) what if it’s not enough? What if the candidate is still not a good fit?

Outsource. No really, listen… Outsourcing removes 99% of the headaches that some recruitment can come with. And without diluting the team morale if a new starter doesn’t work out, you know when you outsource that you can discuss risk parameters and come to mutual understanding if the cohesion just isn’t there.

At Just Williams we work with a wide range of clients who choose outsourcing as a legitimate answer to their needs, which can include recruitment. But working as part of their internal team, our Just Williams staff blend with their goals and aspirations, ensuring that we can meet goals together – and avoid some of the trials of recruitment at the same time!

Want to know more about how outsourcing your sales and marketing can help your business? Talk to us today – 01642 955862, emma@justwilliamsltd.co.uk

By Jessica Williams

Sales and Marketing have historically run independently with varying degrees of cross over. But the debate over which ‘comes first’ in business is as timeless as the Chicken and the Egg argument. Undoubtedly one of the most controversial subjects in these two sectors and one we have embraced since our inception.

So, let’s break this down…

• Which comes first?
• Can one function without the other?
• Which should you first invest in and who should you hire first?

With c5.94 million SMEs* in the UK according to the Federation of Small Business statistics for 2020, employing over 16.8 million individuals and accounting for 3/5 of all employment – it is time to consider this age-old dilemma from their perspective. In the current climate and with limited resources and budgets – which one comes first? Both roles are crucial to achieve the businesses objectives of growth, so who should you pick in the line up?

Well here comes the controversial part – and dependent on whether it be a Sales Professional or a Marketer you speak to, will of course depend on the response. You will most likely be expecting me to say Sales. However, I would indeed always and without doubt hire a marketer every time before taking on a sales professional if I had to choose between them.

We as, salespeople (whether we like to admit it or not!), are dependent on our friends in the marketing team, for how can we fully utilise the organisation’s brand profile; and what if they haven’t got one in the first place? It is far harder for me to connect, promote and facilitate introductions for an unrecognised organisation, new to market or a start up. Marketing is the first step of the overall process and an essential one at that. Sales professionals, in my experience, are far less successful when working in silo. So, when designing and developing a sales and marketing process, it is essential you take an integrated approach.

From designing the client profiles to developing early or introductory campaigns, social presence, membership profile and a prospect database; Sales and Marketing should always work hand in hand. They are of course two separate functions with a different skill set although often with similar deliverables for the client or business. Measuring the success of these two functions collectively and in line with the overall ambitions of the organisation is an area to consider to create a more harmonious blend. Initially though, take the cost savings and develop a strategy before hiring either and then ensure you hire at the right level to execute your objectives.

Just Williams, now 6 years old, started life as a sales company. Working with our clients and through extensive research and feedback, we rebranded to a Sales and Marketing organisation in 2020 to combine these two essential functions under one roof. This created the cohesive approach that is perfect for many SMEs looking to embark on a sales and marketing journey in a cost effective, efficient and productive way.

So, if you’re looking to venture into new markets, increase your brand profile and essentially win work – its marketing first and foremost (unless you sign up to our Hybrid solution!).

FSB SME Definition 0-49 employees https://urlshortner.org/DUzGy