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 MORE
Know 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 MORE
The 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 MORE
The 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 MORE
The 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 MORE
You need to know what your customers value
In an economy that is shifting towards an experience economy, organisations are shifting focus towards improving the customer experience. However, prior to designing the experience we need to know what customers value. When we know what customers value, then we can design experiences that deliver on that value. It is commonly understood that most sales […]READ MORE
Are you using personas..? The one thing you are missing.
Customer personas need to go a little deeper than a generic customer. Not all customers are equal, get specific. Particularly get specific with you persona about how your customer buys. What characteristics or values do they have that brings then to you. The use of personas is fairly commonplace today. Most marketing and sales teams have […]READ MORE
Profit by Design – build your business for the experience economy.
We need to design businesses for profit, not just selling products or services. Profitability is derived from the customer portfolio. Through our customer engagement efforts we can build profitable customer portfolios, and businesses, relevant for the experience economy. I call this, Profit by Design. So many businesses put a huge amount of effort into […]READ MORE