Do not rely on the old sales stereotypes and behaviours to engage with customers. Selling today is about genuine customer engagement, people buy from people. For sales leaders – design the optimal sales activity, for salespeople – don’t sell, understand you are working with people. The Sales Stereotype The old style, stereotyped sales gun is still lurking […]
READ MOREMeasure the influence you have, and realise the benefits – lessons from the NBA
Focus on influence not control. By going beyond what the National Blood Authority (NBA) could control, and by focusing on what they have influence over, the NBA have delivered around $600m savings to government over the last six years. A great example of using results as the focal point and measuring progress. Background and context I […]
READ MOREKnow your awesome customer and then, you may find them…
We all know that there are some customers that are worth more than others. It is something we often do not like to talk about, but it is the reality. Not all customers are equal. This is about how to identify your awesome customers – the ones that are profitable and promoters of what you do. […]
READ MOREThe top three things for entrepreneurs need to know to build a profitable customer portfolio
Your revenue comes from your customers – not your products, or your services – the customers who are prepared to pay for your offerings. When we start new businesses we tend to get our offer ready, then release it onto the market – knowing that customers will come and be wowed by our offering. […]
READ MORELet’s Ban KPIs
Let’s ban KPIs or perhaps more specifically, let’s ban how we are currently using KPIs. We use guess-work to identify KPIs, they don’t tell us what our priorities are, we fudge the numbers and confuse improvement goals with business-as-usual. This post was inspired by a friend who works in the field of customer analytics and […]
READ MOREOrange Sky Laundry
Last night I attended a Meetup with the founders of Orange Sky Laundry, a truly humbling experience. The Meetup was organised by Paul and Joeri from BigJump, and held at River City Labs. Orange Sky Laundry is the mobile laundry service that provides a free service to homeless people, and you can learn more about Orange Sky Laundry here. Listening to, and […]
READ MOREReflections on the Leader’s Edge Luncheon with Greg Hywood
Fairfax Media is a 185 year old newspaper company, that over the last 6 (or so) years has transformed itself into diversified media business. So as well as The Age, the AFR and Sydney Morning Herald, now also think of Domain, Stan and RSVP, amongst others. Greg Hywood is the CEO and Managing Director of Fairfax Media. Greg presented at the […]
READ MOREThe end of The Funnel
Yes that’s right – The Funnel that is used by some of the best marking organisations on the planet – has long passed its use-by date. The Funnel that we so often use to describe leads to converts (social media, marketing and sales), has stopped being useful at all, in fact I believe it actually hinders engagement with our […]
READ MORECustomers are your best investors
Insights from Steve Baxter, investor, entrepreneur and Shark Tank personality on startups and entrepreneurship. Sales and investors may be good, but your best investors are your early customers. Recently I had the pleasure (with 100 others) to have a “Fireside Chat” with Queensland entrepreneur and investor Steve Baxter (and channel 10’s Shark Tank). Speaking at […]
READ MOREThe New Path to Profitability and Engagement
Customer centricity bring enormous benefits to organisations. Apply the customer centric business approach, use the five key tenets and the nine imperatives for leaders to drive greater levels of success for all types of organisations. This success is then seen in increased profitability and engagement with customers and employees. Customer Centricity is […]
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