Attack the market!

That’s right. Attack it! Most businesses I deal with don’t. They wait for an opportunity to approach the potential customer; for the phone to ring or an email to arrive. Only then do they jump into action mode. This is a “sales dominant mind-set”. It says: “give me a lead THEN I will go and…

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Stop selling

  I find myself saying this a lot these days. Just stop selling! Your sales process is killing your sales. Why? Because there is a fundamental problem with “sales” – it is focused on the product, not the customer. The result is nervous business owners trying to push product down the throats of irritated customers.…

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Don’t just build a website!

  Many business owners want to grow their businesses but don’t know how. They create websites just to be found on the internet. If you are only creating, you are doing it all wrong- THINKING is crucial! Search Engine Optimisation (SEO) helps business owners make the best of their websites and grow their customer base,…

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Is your business a work of art?

Can one get from A to B without a strategy? Only if there are no obstacles. For me a strategy, whether written or in someone’s head, is what sets a business apart from the rest. Companies that are managed strategically are the ones that outlive the rest. I sometimes come across small or medium-sized businesses…

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Where is your competitor?

Many business owners do not like the idea that they have competitors. They are quick to suggest that what they offer is unique and don’t really have opposition. This approach ignores a law of commerce: if you have customers, you also have competitors. It’s like “what goes up, must come down”. It’s how things are,…

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Time to get into the marketing slipstream!

In the world of business to business (B2B) sales, the role of marketing is a bit like that of the front rider in a cycling peloton. He usually does not win the race but sets the pace and helps the guy behind him claim the podium. There is no doubt as to the value that…

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