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The old ways of business were determined based upon a position of dominance - being the incumbent was the ultimate goal. Today it’s less about being dominant and more about being relevant. It’s not about being different, but caring enough to do something that creates difference. Read More

With the continuing changes that Facebook makes to its algorithm, Facebook Business Pages have essentially become less effective – unless Page owners are prepared to spend significant amounts of money to promote their content. It’s time to evolve your company’s social media tactics. Read More

A demo is there as real-world proof of what the salesperson has been saying up until now. It should make the prospect feel as though the quicker they buy your product/service, the quicker their pains will disappear.

It's not a way for salespeople to get out of their role in the identification Read More

People buy stories. They buy experiences, feelings and emotions. They buy from companies and individuals that they feel have similar positions, thoughts and ideals to their own. Read More

I'm fed up with so-called “thought leaders” who go from conference to conference spouting so-called "wisdom" but being dead-wrong, yet everyone is so terrified of being thought odd or old-fashioned that they refuse to speak up. Read More

Today’s new customer experiences are becoming ever more concerted and connected every day. The result, through sheer weight of numbers if nothing else, is that this breed of "always-on", empowered consumer is out-gunning and out-marketing even the largest corporations. Read More

Buyers are more interested about how your product or service addresses their problem, rather than how it works. Read More

You don’t get to decide on which page your visitors join your website. That control has been given over to the search engines. Google, and the rest, are effectively deciding which page on your website is the “homepage” for the visitor. Read More

Are your customers still the same eager advocates for your business that they were, or do they think that you're heading down the road to irrelevance? Read More

The distinction between what’s media and what’s marketing is eroding. The inevitable result is a convergence and integration of the two – even if the business models required to support such evolution haven’t emerged in the same way. Read More