ARTICLES

 

MARKETING

 

'Outside In' Marketing

 

I met with a successful business owner last week who has tried unsuccessfully for some years to break through a turnover figure which he has been desperate to achieve for many years. He has got very close in the last few years, without making that final break through which would bring him the level of success he was looking for... more

 

Marketing...the forgotten piece.

 

I am surprised by the way the majority of businesses I come into contact with approach their marketing strategy.  I was sitting with a business owner last week who wanted to discuss their latest marketing ideas with me so that I could help them develop a brand new marketing plan... more

 

How Emotionally Intelligent is your marketing?

 

If you have attended any top level sales training or read any of the numerous books on sales available in today’s market place, you will see repeatedly that the decision to buy anything is predominantly an emotional decision, in fact, most people who really understand sales will say that 80% of any decision to buy something is an emotional one... more

 

Is your marketing a cost or an investment?

 

We all know that to grow our business we need to market effectively to generate new customers to grow our business, however, as soon as business slows, one of the first things to go is the marketing budget!
Why is that?... more

 

What's the Key to Success in Today's Competitive Market?

 

In the majority of businesses in the UK today, the biggest figure on the cost section of any Profit and Loss Statement is almost always; wages and salaries. The challenge facing most business leaders is to make sure that this cost on the Profit and Loss is actually an investment and not just a cost... more

 

So why should customers buy from your business?

 

I have had the good fortune to meet up and speak with a wide variety of sales people in the last few weeks. The point most of them wanted to discuss with me was what they needed to do to win business in this current tough market, however, in each of the meetings I managed to turn the general and lively discussions into absolute silence every time I asked them my question... more

 

Positioning your marketing for better results.

 

How you position your product or service is vital to your success, whether you choose to do it proactively or reactively, and by reactively, I mean you don’t do anything at all about your positioning.

What then is positioning?... more

 

Attention! Is This Headline Working?

 

Without a headline that truly attracts the types of customers you are looking for, your product or service will just remain hidden... more

 

 

SALES

 

So what are the key factors that make people buy?

 

In today’s competitive market place, the ability of businesses to sell effectively often determines the successful growth of a business.  If a business is generating large quantities of great leads, but cannot convert these into sales, that business will struggle... more

 

How much value does your sales process add?

 

The key strategy to grow any business has to be how effective it is at converting leads to profitable orders, or in other words, sales... more

 

Increase your sales with effective follow up

 

As the business market becomes more and more competitive, the effectiveness of our sales people and processes becomes more and more essential. When I meet business owners and sales people, it is so surprising how little they focus on the follow up as part of their sales process... more

 

Empathy, One the Key Ingredients to Improve Your Sales Performance.

 

Sales is all about human interaction and the building of relationships, however, too often, sales people just follow their natural instinct and believe that sales is all about convincing the buyer about how great their product or service is... more

 

Optimism, the Skill That Can Take Your Sales Success to Another Level!

 

Everyone in business is looking for something that is going to make them more competitive in the current business market. Should we network at more business meetings or perhaps become more active on social
media sites?... more

 

Emotion vs Logic- The 80/20 Rule of Sales.

 

One of the biggest challenges I face when I am training sales professionals, is getting them to understand how important and how much effort is required to build a long term emotional relationship with other people... more

MF