Branding 12: Three Stages Of Reaction
When a potential customer views your business there are three major steps in their reaction, all of which all happen pretty quick. Instinctual Reaction The first stage of any reaction is that lightning quick one as someone experiences your brand. This is that first instant impression that your branding is giving up and is where […]
Branding 11: Repeatability and Exposure
One of the things I often talk about is that how any given brand needs significant time and exposure before anyone really begins to recognise it. This is a task which is only becoming more difficult as we receive (and ignore) more and more branded messages and content online. Timescales The simple truth of the […]
Branding 9: Photographs
The old adage is that a picture is worth a thousand words. As technology have advanced and improved the ability to take photographs is within reach for most of the world, and indeed today more pictures will be taken then the previous 100 years combined. Despite the world becoming much more visual, there is still […]
Branding 4: Defining Your Brand
You’ve thought of a name and you’ve come up with a logo and already you should have started to ask yourself those essential questions on who exactly your business is selling and what you represent. This should inform everything about your brand and I have a great little exercise for you to help and even […]
Marketing + Sales 9: Goals
We are talking about sales and marketing and how best to push these two together and ensure they play nice. We have talked about some of the practicalities of sharing information between the departments and how to get marketing in a more sales orientated mind set and vice versa. One of the core ways in […]
Marketing + Sales 3: Categorising Customers
I am talking about how to tie the roles of sales and marketing closer together so they will be more effective for your business. We have talked about the importance of both knowing whom you are targeting, but now we turn our attention to how we will reach those people. First let’s clarify how I […]
Marketing+ Sales 1: Frenemies
Sales and Marketing are different pieces of the same puzzle. They are both tools used to grow your business and yet in many organisations they aren’t aligned. This happens in all industries and all business sizes so in this series of lessons, I want to cover what you can do to ensure that sales and […]
Growing Sales Team 9: Your Questions
As ever when we come to the end of one topic and I address questions that people have sent through… In your series you say that salespeople shouldn’t be evaluated purely on income generated, what would your alternative model be? I would look at the process as a whole. Let’s say your sales team each […]
Growing Sales 7: Managing A Team
One common thread I often see in regards to sales teams is that very often effective sales people are often promoted into team management, where perhaps they have less experience. You don’t necessarily have to be a good sales person to lead a sales team, so here are some tips. Go Crazy On Training As […]
Growing Sales Team 5: Red Flags When Hiring
So what sort of qualities should make a bad sales person? These are not necessarily easy to pick up in an interview but definitely worth looking out for… Emotional Any salesperson is going to get rejected A LOT. That’s bound to wear on their soul in some way, but having someone who is too emotionally […]
