Way back in 1999 as the national sales manager of a major Australian telco, I sat in on a presentation on what I was told would be the future of sales. According to what was presented that day, the future for any sales person was gloomy at best. The internet was going to revolutionise the […]
Success in sales doesn’t just happen, well not continually. Sure we have all had a ‘blue bird’ from time to time, but to enjoy long-term success in sales you need to work at it. This doesn’t suggest I am taking sides on the debate on whether sales people are born or made. Regardless of where […]
Selling services is inherently more difficult than products because your client cannot ‘touch and feel’ what you are delivering. Unfortunately, this leads many businesses and sales people to promote themselves and their features and forget about the most important individual in the transaction – the customer. Like in all selling, people buy services from businesses […]
A great win by our client, Blue Eco Homes at Master Builder Awards for Contract Housing $500k – $650k . And received a Merit Award for Energy Efficiency on another Blue Mountains project. A nice addition to the Telstra Awards earlier this year. Congratulations Joe, Merylese and team.
While having the right strategy and applying the right tactics is critical to success in any area of your business, avoiding common pitfalls is just as important. In marketing, it is surprising how many businesses make the same mistakes and fail to learn from their past errors. Here are ten common errors I see regularly […]
CFO to CEO: “What happens if we invest in developing our people & then they leave?” CEO to CFO: ‘What happens if we don’t, and they stay?” From SMEs to MNCs and as far back as you would like to think, this conversation, in one form or another, is regularly occurring. One of the biggest […]
Today, your prospective customer may be as much as 70% into the sales cycle before they with engage you, or your competitors. How you engage with them during this time is critical Now the role of marketing is just as much about helping your prospective clients find you as it is about you finding your […]
“Businesses that challenge established organisations are willing to ‘eat their young;’ they recognise that if they don’t someone else will whether they like it of not”…Clent Richardson, ex VP Worldwide Developer Relations & Solutions Marketing, Apple Inc. This is a really powerful statement and those that don’t heed it will be eaten themselves. Businesses that […]
In a recent HBR interview, Jim Barksdale, former CEO of Netscape, made this observation… “On the Internet, just put it up. If people hit on it, it’s a product. If they don’t, it’s market research. It didn’t cost you anything, or it didn’t cost you very much.” This might be OK on the internet where […]
I wrote a post last week that attracted quite a bit of attention on Linked In. It related to the quote by Henry Ford that if he had asked people what they wanted they would have said a faster horse. We all know that Ford didn’t deliver a faster horse. What he delivered was disruptive […]