Van Westendorp and his amazing Price Sensitivity Meter.

Email marketing. How do you make it work for you?

Over 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”.

Value, 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.

You might just say something 'in the moment', but you might say something that will stay with that person for a long, long time.

It’s great to see a local company understand marketing at a strategic level and then implementing it brilliantly.

Profit 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.

Can 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.

If 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...

Is 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.

Yes;  I think in many situations it has. But before you rush out and fire your web developer, read on.  

The 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?

Sales 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.

Harvard Business Review (originally published in 2005), saying ‘of 30,000 new products launched eachyear, 90% of them fail because of poor market segmentation”

How Denis helped me fall in love with LinkedIn!

I’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…

You’re a ‘video production company’. How do you compete when everybody thinks they can film their own videos, for free?

Do 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...

Sometimes you just read a book and it brings together all the thoughts you’ve had over the years and distils them together succinctly.

I’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?

Sunrise 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’.

I’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?

Training 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.