There’s a framework I’ve found useful with clients when considering business development options, whether that’s at a strategic level or when developing marketing campaign concepts and messaging. It’s developed by Neil Rackham (author of SPIN selling) and KPMG and is designed to stop client teams slipping into “safe
Read more →In a recent piece of research by Fournaise Marketing Group “80% of CEOs Do Not Really Trust Marketers (Except If They Are “ROI Marketers”)” it’s finally been revealed that CEO’s really don’t trust the numbers they’re getting from B2B marketers. CEO’s are saying that B2B marketers have to
Read more →As the old adage goes, “what gets measured gets done”, right? Well, that’s great as long as you’re measuring what really matters. As an old sales pro with a marketers hat on, I’m always interested in tracking outcomes that are directly linked to revenue. But it’s common to see people
Read more →Like most things in life, it’s always easier if you start out with the end in mind. A common situation I find with many businesses when discussing sales pipelines are not lost deals but “stalled deals”. This isn’t a qualification issue with lead generation, which would mean that prospects
Read more →I was prompted to write this post after an active discussion on this topic with a group of sales people. There wasn’t too much consensus, with numbers anywhere between 7 and 22 calls, but I thought the question was an interesting one because very few people ask it. My
Read more →When it comes to generating increased revenues there are 4 key “levers” that every business owner needs to consider. Some of these are simple, tactical changes that can have a big impact on your top line growth. Others require more strategic consideration since they can have a significant influence
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