Western Australia experienced an economic super boom in the years between 2009 and 2014. This boom had a positive impact on almost every industry and as a consequence every business. As global demand for our resources has cooled, so too has our state economy.
Cold calling is dead, long live cold calling. Many people have been calling the end to cold calling and other forms of “interruption marketing” for a number of years now. Rather than being an extinct form of marketing I would suggest that it’s position in the marketing funnel has simply changed.
Sadly many sales people truly believe that they have to try and sell something to every lead they get. I have seen many companies enshrine this as a sales culture and it leads to:
Essentially trying to sell something to everyone is bad selling, and it creates anxiety at many levels within a business. Continue reading…
If you are anything like me, you may think that marketing is a dark art that makes little sense and costs lots of money. I was deep in this camp before I discovered the marketing funnel.
The Marketing Funnel helps explain the process of moving a prospective purchaser of your products or services through the different stages of the buying cycle, ultimately to become a client! Additionally it helps you identify where your different marketing activities fit into the funnel and allows you to understand if they are working or not. Continue reading…
It’s clear – Google and Bing are most interested in searchers getting quality results and information for their searches. Continue reading…
Here’s a frightening statistic – 85% of companies globally that employ any form of sales force operate without a sales process.
What this means is essentially 85% of companies are leaving their company’s sales outcomes to chance – “show up and throw up”. Continue reading…
Recently I wrote about focus areas for your business now that the boom is over. Top of that list was marketing and sales – history will tell us that there are very few businesses that there are very few successful businesses that are not great at marketing. Continue reading…
Marketing is one of the most important growth tools your business can deploy. If you are intent on growing your business, you need to engage in marketing. It is the act of introducing your business to potential clients and making sure your existing clients don’t go to a competitor.
Continue reading…
I have enjoyed over 20 years of selling professional services in a business-to-business context. Over this time I have researched successful selling techniques extensively, and boiled this learning down to eight key concepts, which I have detailed below. Continue reading…
