How you can to determine the optimal price to charge your customers
Van Westendorp and his amazing Price Sensitivity Meter.
Read moreVan Westendorp and his amazing Price Sensitivity Meter.
Read moreEmail marketing. How do you make it work for you?
Read moreOver half the companies in the Fortune 500 in 2000 are no longer on the list in 2017. The most significant contributing factor in success or failure? “Staying in tune with what your customers value”.
Read moreValue, like beauty, is in the eye of the beholder. You need to work with your customers to understand what they value so you can match what you’re selling… to what they want to buy.
Read moreYou might just say something 'in the moment', but you might say something that will stay with that person for a long, long time.
Read moreIt’s great to see a local company understand marketing at a strategic level and then implementing it brilliantly.
Read moreProfit is a clear driving force for setting up a relationship but, in my experience, far less critical in whether it works successfully over the medium to long term.
Read moreCan you link the value we offer customers to the values of your people? It made me think. Same word; different meanings. But yes; I actually think they are fundamentally linked.
Read moreIf you’re running an internal telemarketing operation, are you spending an inordinate amount of time recruiting new staff and finding it difficult to keep your motivate your existing people to make enough calls and achieve their targets? Read on...
Read moreIs all your marketing expenditure all spent pre-sale? Is it all about building the sales funnel? Is it about delivering sales support? Is it simply a lead generation tool? Well, it’s time to think again.
Read moreYes; I think in many situations it has. But before you rush out and fire your web developer, read on.
Read moreThe sales pipeline is at the core of business in general and business-to-business in particular…but is it getting harder to build your sales funnel than ever before?
Read moreSales and marketing are two sides of the business equation that often has a reputation for not getting on. It looks like a marriage made in hell… but it doesn’t need to be this way.
Read moreHarvard Business Review (originally published in 2005), saying ‘of 30,000 new products launched eachyear, 90% of them fail because of poor market segmentation”
Read moreHow Denis helped me fall in love with LinkedIn!
Read moreI’ve been on the networking circuit recently. I’ve also met a number of people who immediately step one step back when I tell them I’m in marketing. Yes, it’s probably me…
Read moreYou’re a ‘video production company’. How do you compete when everybody thinks they can film their own videos, for free?
Read moreDo they? I first heard this phrase of ‘showing up and throwing’ up a few years ago. It was made by an experienced sales director who wanted to move her sales team from feature selling to value selling. I asked her what it meant...
Read moreSometimes you just read a book and it brings together all the thoughts you’ve had over the years and distils them together succinctly.
Read moreI’m now a small business owner and I’ve worked in several small businesses and start-ups. Money is always tight. But why do so many business owners appear to turn off when the word ‘marketing’ is mentioned?
Read moreSunrise to sunset is another one of those phrases that focuses the mind on long time commitment to a customer. Others include ‘cradle to grave’, ‘womb to tomb’ and, more graphically, ‘lust to dust’.
Read moreI’m sure you can all remember a time when you were hauled into the MD’s office to dissect all the reasons why you had lost a contract or sales opportunity. But how do you really get a good insight into how you could have won the deal?
Read moreTraining often doesn't work due to lack of management understanding of or buy-in to the training, little or no coaching or encouragement of the employee after the training, and almost non-existent meaningful evaluation of the training.
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