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 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 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 […]
READ MOREThe Five Tenets of the Customer Centric Approach to Business
There is a lot of hype about customer centricity. Customer centricity is not something we can just bolt-on to old business models. The benefits of the customer centric approach are real. However, we do need to reorient our thinking. Let’s start with the Five Tenets of the Customer Centric approach to Business. The customer […]
READ MOREThe Nine Imperatives for Leaders
Being customer centric is often cited by business leaders as a goal. However, customer centric leaders need to do more than talk. It requires leadership that is based on the principles of the customer centric approach to business, and then on the imperatives for leaders that these principles demand. The companion post, the Five Tenets […]
READ MOREYour targets are hurting your customers – lessons from Wells Fargo and Youi
The issue of how we use sales targets and KPIs has raised its ugly head again. Wells Fargo in the US blaming sales targets and sales managers for opening large numbers of false accounts, resulting in huge fines and mass sackings. The big issue though – they have lost the trust of their vast customer base. Also in Australia, Youi are allegedly caught […]
READ MOREThe Top Four Tips for B2B sales
I have been reminded over recent weeks how important it is not to “sell” during B2B sales discussions. Three colleagues have separately shared stories with me where someone on their team have jumped in too early with pricing discussions or what sounded like negotiations, or labouring over the features before understanding what the customer values. So here are […]
READ MOREThe Push Event March 2017
The Push is a huge entrepreneurial community in Brisbane. Their founder was looking for a speaker who could help the community with, sales and customer centricity, specifically how to profile the right customers. The event was specifically for the business owners and entrepreneurs who wanted help in defining their customers. Founded by Jack Ferguson, The Push hold […]
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