Your B2B sales funnel should start with marketing

Done right, marketing happens before sales. Not with sales, not as an afterthought to sales, but before it. You first do marketing, which then delivers you with a steady stream of enquiries, then engage in sales, the part where you negotiate one on one deliverables and price. This process of starting with marketing, to generate…

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What type of marketing engine are you building?

In my view there are two types of businesses: those that sell to everyone (or almost everyone), and those that sell to someone. Your business, whether in B2B or B2C, is either aiming to sell to a lot of people, or only a handful. Either mass market, or niche market. In my view this is…

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Your logo is not your brand

If you’ve been running a business for a while, your business has a brand reputation. Your business is a brand, whether you know it or not. People associate your business with something, either positive or negative and have a view of what they think of it. This perception of your business in the minds of…

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Getting the inside out view

It is amazing how business owners do marketing and sales related stuff without thinking it through. They go to events and conferences because it is targeted at their type of industry but never really benefit from attending. They write emails to prospects that make no difference. They spend money on Google Ads that produce no…

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The importance of micro sized businesses

The importance of micro sized business. I had a meeting with Mr Giovanni Roncucci, Chairman of  Roncucci & Partners , an Italian business development consultancy, last week. He told me how the Italian economy is built on micro sized businesses. That’s right, he used the word “micro”; not small; not medium. Micro. The best part…

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Why a strong brand is important

Why a strong brand is important. The more I work with businesses of all sizes, the more I realise the biggest issue with their marketing is not how they do it, or what they do, or how much they spend on it, but rather how they position their brand. Often there is no position, or…

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