Modern Selling, the world has changed but businesses have not kept up. Generally not anyway: customers have changed, what we know about customers has changed and yet most businesses are using sales techniques from the last century. Modern Selling. The World Has Changed: Have Businesses Kept Up? This was the title given to a lunchtime […]
READ MOREIgnore the customer at your own peril – Lessons from the Masters failure
There are business lessons from the failure of Masters. The strategy was wrong. By focusing on the competition, they ignored the customer. When you ignore the customer your fate is sealed. Woolworths/Masters ignored customer feedback and 63 stores will be no more. By focusing on “sucking the oxygen out of Bunnings” they delivered appalling customer experiences that will cost them up […]
READ MOREThe sales stereotype is still dominant, but in today’s market it is irrelevant.
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 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 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 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 […]
READ MOREYou 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 […]
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