Scaling sales: 6 Challenges for SME’s
Small and medium businesses usually struggle with the challenge of scaling their sales efforts. Most start with a group or network who know them, and their expertise, and are happy to use their services, but what next? How do they build from the small base of the...
How to make “SKAP” work for you.
SKAP, or Strategic Key Account Planning will enable general management, sales management and account executives to develop a comprehensive and measurable plan that will facilitate the development of relationships that identify, develop, win and keep business. Clearly...
Social intercourse: A definition.
"Self indulgent nonsense that passes as digital marketing strategy". That is what it often is, perhaps usually, but it can also be the road to success when leveraged by a truly expert marketer. But everybody is a marketing expert, it is easy, just common sense,...
Re: Social marketing. 3 easy to ask but hard to answer questions.
I am getting pretty annoyed with the enthusiastic panting of the toothy self appointed social media guru brigade extolling the 'awesomeness' (my current second most hated word) of social media. They give the serious advisors amongst us a bad name. It happened again...
The fundamental marketing things apply
Great line for a song? We all know the words, written by Herman Hupfeld from the song 'As time goes by', made famous in the movie Casablanca. It also applies to marketing, particularly the explosion of techniques and tricks that have emerged with digital technology....
Has digital killed the sales funnel?
Almost every organisation I have dealt with uses some variation of the accepted sales funnel model. Start by gathering as many leads as possible, then progressively whittle them down through the funnel until you have a customer. The practice is always way more chaotic...
7 tactics small business should be better at doing
Small business owners seem always struggle to find the ways to build their business. B2B, B2C, does not matter, the challenges are similar. How do you identify, engage, then build towards a transaction and relationship with people to whom your product or...
Barriers and opportunities for small business innovation in supermarkets.
Small business suppliers to supermarket chains are substantially compromised by the lack of resources to innovate. Peter Drucker stated 50 years ago that innovation is the only really sustainable competitive advantage, and the passage of events have proved him...
VW’s marketing lemon
VW advertising has helped redefine the practise of marketing and advertising over 60 years, and in the process built a brand valued in their last balance sheet at $US23 billion How much of that 23 Billion has been trashed by the unfolding fraud? The value of a...
11 things Social Media will not do.
Social media presents enormous opportunities for small businesses to connect with their customers in ways not imaginable just a few years ago. However, like every new tool that comes along, it can be misused and certainly abused, and is certain to be touted by...