Sadly networking is never free, there is always the opportunity cost of being elsewhere or even getting some ‘real’ work done. A bit of planning doesn’t go a miss. In this […]
Bowman’s Strategy Clock is a powerful way of looking at how you might establish and sustain a competitive position in a market driven economy. There are eight basic strategic positions […]
Pricing is one of the most difficult things to get right, there are so many considerations around your own business environment including those of your competitors. In this video we […]
According to Rogers, Early Adopters are visionaries, turned on by scarcity, and the Early Majority are pragmatists and require social proof. So in this video we are looking at Rogers Innovation Adoption Curve and Moore’s models to help 'cross the chasm'. Both really useful to consider when you are positioning yourself in the market.
Disruptive Innovation is a term that was coined by Clayton Christensen. It describes a process by which a product or service takes root initially in simple applications at the bottom […]
When you know what you need to achieve your profit/sales growth you can work the way up the funnel to identify the leads that need to be generated to achieve the results.
The degree to which Locke & Latham's five principles are present in a goal is directly linked to the achievement of that goal.
There is a lot of buzz around the processes behind Inbound Marketing. This is where you focus your marketing messages continuously, through integrated channels and through the entire buying process. […]
Marketing over the last decade has changed dramatically. Previously the mission of marketing was to represent the company and find customers through mass advertising to a specific demographic. Advertising would […]
With the growth of the internet, the world has changed from one of information scarcity to one of information abundance. The problem is that information abundance equals attention scarcity. This is known as attention economics. Buyers are now overwhelmed with all the noise. They are getting better and better at ignoring the messages they don’t want to hear. Then they research what they do want to learn about for themselves.
Whilst successful negotiation relies heavily on you being prepared, there are skills you can adopt to help facilitate the discussion, proposal and bargaining processes. I love Edward de Bono’s Six […]
There is no single formula for successful negotiation. In one situation, you may need to tread carefully and make concessions. In another, you can be fast and aggressive. In particular, […]
Situation, Problem, Implication, Need-Payoff. The best validated sales method developed from research studies of 35,000 sales calls used by the top sales forces across the world. A summary of Neil […]
Thaler and Sunstein’s Nudge Theory is about influencing behaviour without sales coercion. To count as a nudge, the intervention must be easy to apply and/or cheap to avoid.It should also […]
The Urbany & Davis approach provides a visual tool to help you think about what you offer, what you customers want and what your competitors offer. It’s a brilliantly simple […]
There are three aspects to the business process of benchmarking. It is a tool that you can use to measure internal performances against best practice. You can use it to […]
When Kim and Mauborgne unleashed the Blue Ocean Strategy model, it quickly became part of the business lexicon. The premise that finding your uncontested blue ocean market was the ultimate […]
As a company, you need to persuade your audience that you’re delivering a brilliant solution to a problem they want to solve. Brilliant brands give their audience the attention that […]
Your brand identity is important. It affects how your target clients think and feel about your business offer. How you, your staff and your suppliers present your business is important to […]
It is said that quality is remembered long after the price is forgotten. But what is quality to you and does it mean the same to me? In this video we […]
Gone are the days when you could send a press release to the editor of your local paper in the post and bingo a relevant story of your business success […]
There must be at least a billion posts about how to maximise Online Social Media marketing. I am no expert in this subject matter, although I have been posting content […]
The traditional introduction to a presentation is to explain who you are, what you do and why your audience should listen to you. In reality, as a presenter, we lose […]
Communication is a two-way process, there is an element of speaking and receiving. We need to choose words that work and a tone of voice and body language that empathises […]
If your business growth strategy includes an element of exporting and you’ve researched the market to validate this assumption, you now need to put a plan into place. Whilst this […]
If globality is in your growth strategy then considering the pros and cons of the routes to export is an important part of your research. Whilst the eCommerce Marketplaces are […]
Exporting is not the easiest of growth strategies but there is plenty of support and depending on your business offer there could be some interesting opportunities with the growth of […]
BEST is an Acronym that stands for Buyers, Events, Signals and Techniques. You may have read in Gerber’s book on The E-Myth that all processes should be systemised. Ford Harding’s […]
The Relationship Triangle is really useful for understanding where you are in the high value sales process. The further up the relationship ladder you are with a prospect the better your chances of making the sale
Big ticket sales or clients with a high lifetime value will often have a long lead time before purchase. More so if you are a new player in the market […]