Ed Marsh Consulting

Industry: Consulting / Coaching

Business Size: 1-4

Phone: (978) 810-0351

Address:
PO Box 622
Ipswich, MA 01938

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About Ed Marsh ConsultingI work with middle-market industrial manufacturers on revenue growth. I believe that we can learn the lessons and best practices from manufacturing and operations, and apply them to strategy, marketing, sales, customer success and the customer facing technology we use. I also advise boards and am certified as an independent director. The most common area in which I first work with companies is in improving the sales hiring process to identify and recruit 2nd standard deviation sales talent. Then we normally progress to sales process and frameworks, opportunity qualification, and then pipeline management. Many companies reach out because their SEO/content marketing is no longer driving leads, and I also assist with that.

What differentiates you from the competition?I've run a business & carried a P&L, have significant sales/sales management and marketing experience, and understand owners' & directors' concerns and decision-making. I see marketing and sales as an integrated system for revenue growth, not silos.

What are your top selling services or products that your company offers?My work is built around their outcomes, not the services I provide. I focus on helping family and sponsor-owned companies optimize revenue growth to achieve the strategic and financial goals that underpin their business.

If you had one message to get across to future customers, what would it be?Buyer behaviors and marketing expectations are changing quickly. Traditional marketing and sales approaches are rapidly declining in effectiveness. We need to quickly take a zero-based approach to talent, strategy & tactics, built around buyers.

What is the biggest marketing challenge that you will face in the upcoming year?The traditional SEO and content marketing/inbound marketing model is largely broken. Companies have to integrate marketing and sales, focus on building trust, and reach buyers with pre-awareness content in passively consumable formats.

What is your approach to helping clients identify and solve key challenges?Pattern recognition. Every company thinks their situation is unique. At the atomic level, they’re correct, but at a strategic level there are many commonalities. I am able to help them visualize how high level changes in buyer behavior and technology require that they adapt tactics, and rigorously improve execution.

How do you tailor your coaching or consulting style to different industries?My broad revenue growth consulting focuses on industrial manufacturers. This is the industry where I have significant factory floor and c-suite experience. I also help companies in various industries improve their sales recruiting and hiring to attract, hire and retain 2nd SD sales talent. While I work exclusively with B2B companies, my sales hiring and improvement expertise extends beyond manufacturing.

What are the most common misconceptions about consulting? 1. Having the answers solves the problem.
2. Precision in execution is as important as executing on the right priorities.

How do you measure the success of your client engagements?I expect clients should realize at least a 5X return on any investment in my work.

What trends are influencing the future of consulting and coaching?We need to consider AI but too many are having AI do their thinking for them. Clients expect expertise.

What’s the most rewarding part of your work?Seeing companies finally feel in control of revenue growth, and therefore ability to achieve strategic and family goals.

What skills do you think are essential for future consultants or coaches?Strategic perspective, tactical excellence, personal experience

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