If you’re wondering how demand generation for products and services works then you need to start by thinking about what your business is bringing to the market.
You’ve either got a new product or service that nobody knows exists yet or you’ve got a product or service that already exists in the market and you’re offering [...]
When you don’t know what creates the outcome you need, it’s impossible to engineer it and without a business system reaching your goals will remain elusive. Where formulas exist, they typically describe a system which operates in a specific way, which creates a certain outcome based on a single or sequence of events occurring.
The reasons [...]
Have you ever wondered why customers don’t trust or respect sellers and marketers in the same way they do a plastic surgeon, lawyer or therapist ?
Why is it with your level of education and valuable experience giving you the capability to deal with some very challenging problems, you still don’t receive the same level of [...]
If you’re in business you need to be profit focused to generate better profit margins, which contrary to belief is not just some selfish motivation to make money at all costs.
The reason you need to be profit focused is because business is tough, and there is no point fighting to stay in business day in [...]
If you’re wondering why being able to differentiate is important then;
Be a customer for just one moment…..
There is endless choice, more than any other time in history and most solutions look identical to the outsider.
Now return to being a supplier……
Short of going on a price slashing exercise and destroying your margins to the point of [...]
Ever stood in an empty room and delivered a key note speech ? There would be little point, unless your preparing yourself for the big event when your audience will appear.
But I bet you’ve done some marketing and wondered why nothing happened, I know I have.
Was it something you said, something you didn’t say ? [...]
Conventional sales and marketing activities are being rendered less effective as each day passes and your ability to advance, innovate and create value will stagnate if you don’t recognise what’s holding you back.
Its easy to look at the bottom line and think all is well because your making a profit, but are you really, and [...]
Look back into economic history and you’ll see regions that prospered displaying patterns of industry built up around key developments which occurred as various factors come into alignment. Much the same way that the steel industry gave way to trains and cars and electricity gave birth to the light bulb and digital technology, all of [...]
Business as usual is over! Why ? Well the industrialisation mentality which has ruled the business scene over the last century and led to fences being erected between buyers and sellers, and raised big businesses to their ivory towers where they plotted to take control over our minds and dictate what we would buy, is [...]
There are many advantages of business growth that lead to a better business.
Think of a growing business like an acorn seed in a forest. Down on the ground you’re easily eaten up by the squirrels and being so small under all the other trees canopy growth there is not much light to keep you alive. [...]
I’m a big believer in systematising and building integrated sales and marketing which is fundamentally what was behind the reason why I wrote the guide “14 Secrets Of Sales And Marketing Integration That Maximise Business Development” and is at its very core.
A business becomes truly growth ready, invest-able, valuable, and scalable once its underpinned by [...]
Yes, you’ve read correctly, the customer isn’t always right and sometimes he or she is a total and utter scoundrel that uses and abuses a situation for their own evil gains.
Not so long ago I had a nasty run in with a company who’s now disgraced director tried to trash the organisations success by illegally [...]
By now you should have leads coming in or understand how you can increase them and your confident that you can convert a high level of quality leads into profitable business, but you still want to sell more.
If not then maybe you’re in the wrong business or your customers and prospects just don’t value you [...]
Once you have a lead generation system that works and your starting to attract some interest you now have to turn that interest into an income if you’re going to stay in business or convert more leads to sustain your growth.
Interest may come in various guises from somebody at an early stage who’s just looking [...]
During my business career I had the good fortune to travel and do business overseas.
In fact in my early years I spent time in Asia, mainly Japan and Singapore. Later I looked after parts of Europe, Israel and South Africa and travelled to and from different locations for meetings with suppliers, customers and distributors.
I was [...]
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