Monthly Archives: July 2014

Flying pigs and the carbon tax.

Last night (July 29) I watched Rod Simms (ACCC chairman) interviewed on the ABC about the price reductions consumers can expect from the removal of the carbon tax. He was assuring us that consumers will receive these benefits because in … Continue reading

Posted in Change, Governance | Tagged , , , | 4 Comments

7 essential sales tips for SME’s

Most of us recognise that the best sales lead you have is a satisfied existing customer, so why do SME’s so often fail to capitalise on them?. It seems to me that there are a number of reasons, usually they … Continue reading

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6 challenges (and 3 rules) of content creation

The single biggest stumbling block I see to successful digital marketing is not the technology, or the money, desire, or need, it is simply the unwillingness or inability to create relevant, engaging content of value that suits the context in … Continue reading

Posted in Change, Communication, Marketing, Small business, Social Media | Tagged , , , , , , , , | 4 Comments

Sales funnel revisited as a purchase funnel

  The “sales funnel” is a pretty familiar diagram, it has been around for a long time, simply because it makes sense, at least it did to sales people. To their customer prospects, there is a level of antipathy to … Continue reading

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Heston Vs Jamie, a retail bunfight.

  It is fascinating to watch the evolution of the marketing of the two retail gorillas, Coles and Woolworths. It is clear what they are doing, setting out to engage consumers with the freshness, range and provenance of their produce, … Continue reading

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The value curve

As a young marketing graduate in the 70’s I was given a scholarship to attend¬† an intensive marketing management program in Boston, run by Harvard professor Jim Hagler. He changed my life. One of the many things he rumbled to … Continue reading

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Digital body language

  Prospecting, lead qualification and nurturing, prospect management and the transaction itself have all changed forever. The salesman with a bag has been relegated, at best,¬† to the transaction end of the prospect to transaction continuum. In the process, we … Continue reading

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