Category Archives: Sales

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

Posted in Customers, Marketing, Sales | Tagged , , , , , , | Leave a comment

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

Posted in Change, Customers, Marketing, Sales | Tagged , , , , , , , , | Leave a comment

Greatest marketing mistake

  One of the most memorable, and biggest mistakes I made as a young product manager was to redesign a pack. The product was an old fashioned, relatively low value product on supermarket shelves, it had a small niche to … Continue reading

Posted in Branding, Marketing, Sales | Tagged , , , , , , , , | Leave a comment

Everyone is in Marketing & Sales!

We all know  the world of sales has changed. Consumers now have virtually all the information they need to make a purchase choice without any assistance from a “sales assistant”. Before a significant purchase, consumers now review all sorts of … Continue reading

Posted in Branding, Marketing, Sales | Tagged , , , , , , , | 2 Comments

3 steps to Lead conversion

Creating a lead is a whole world of work and pain for many business people, followed by another, converting the lead into a transaction. Too often I see the process followed as an aggressive “close at all costs” mentality. That … Continue reading

Posted in Branding, Management, Sales | Tagged , , , , , , | Leave a comment

3 essential sales skills

Regularly I find myself on the receiving end of a pitch of some sort, as do all in business. We all buy and sell on a daily basis, and whilst  there are easily recognisable and specialised functions that buy and … Continue reading

Posted in Communication, Customers, Sales, Small business | Tagged , , , , | Leave a comment

10 X 8 Framework for a content StrategyAudit

These days with the ubiquity of mobile and social, almost everyone is a media channel. Recognising this simple fact changes the formula for media success. In the old days, the formula used so successfully by mass marketers was: Money X … Continue reading

Posted in Communication, Customers, Marketing, Sales, Small business, Social Media | Tagged , , , , , , , , , , | 1 Comment