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 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 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 […]
READ MOREAre 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 MOREProfit 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 MOREPersonal Selling and Leading Sales Teams – August 2017
The principles behind personal selling and leading sales teams today has changed dramatically is recent years. Most of the “sales wisdom” used today is derived from the last century. Customer have completely changed. Our practice of personal selling and how we lead sales teams need a serious upgrade. The Griffith University Business School teamed up […]
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