Kissing Frogs
Why don’t we follow our instincts? In nature, many animals give out pheromones when they want to meet a potential mate - same in business.
top of page
Search
Jon
Jul 26, 20213 min read
What’s Your Organisation's R Number?
Movie reviews, Trip Advisor ratings, Internet influencers, celebrity endorsements – opinions make for powerful marketing tools. Back in...
24 views0 comments
Jon
Jun 23, 20212 min read
Automating Digital Transformation Design
The delicious irony with designing digital transformation programmes.
27 views0 comments
Jon
Oct 22, 20202 min read
Effective Advocates
Modern, convoluted buying processes make it so important to equip your advocates with new decision enablement skills.
37 views0 comments
Jon
Aug 21, 20202 min read
Getting Peeled
Why conversations need to be high gain and a simple tip to practice.
18 views0 comments
Jon
Jun 23, 20202 min read
You’re not just breaking rocks
Making your proposition as meaningful as possible to the most senior person in the buying process
23 views0 comments
Jon
Mar 3, 20202 min read
Your Customers Are Consumers Too
Is it time to borrow B2C techniques to reach and test your B2B customers?
26 views0 comments
Chris J
Dec 23, 20192 min read
Is Serendipity a Science?
Creating your own luck - finding those times when preparation meets opportunity.
46 views0 comments
Jon
Nov 24, 20192 min read
Appearances are Deceptive
Appearance isn’t a reliable predictor of buyer behaviour.
28 views0 comments
Jon
Nov 6, 20192 min read
Does your pipe run dry?
Avoiding dry pipeline and ensuring predictable revenue.
28 views0 comments
Jon
Aug 15, 20192 min read
How Big is Your Boardroom?
Unless you have a really small office you can fit your target audience in your boardroom. Go deep rather than wide on understanding them
28 views0 comments
Jon
May 26, 20192 min read
Get More Done
I have a bin for garden waste (grass cuttings, pruned plants, weeds - that kind of thing). I pay my local council a fixed amount each...
13 views0 comments
Jon
Apr 24, 20192 min read
When to fold?
What's the best way of winning more? Don't fight battles you’ll almost certainly lose. Sounds obvious but I've lost count of the number...
29 views0 comments
Jon
Mar 4, 20192 min read
Seduced by size
Back in the day, the size of someone's rolodex was supposed to be an indication of their ability to open doors. Today it would probably...
25 views0 comments
Jon
Dec 5, 20182 min read
Choices choices
It’s that time of year where budgets are committed and targets negotiated. Early in the new year you’ll have the annual kick-off and the...
38 views0 comments
Jon
Sep 17, 20182 min read
Seeing what's really there
Our brains are really good at bringing order from chaos, at recognising patterns from random data. But as is often the case, a strength...
19 views0 comments
Jon
Jul 27, 20182 min read
Playing Nicely
If your company was a person, how would the people who work with you describe it? Considerate and easy to get along with? Or thoughtless...
21 views0 comments
Jon
Jun 27, 20182 min read
What's your story?
Why do organisations find it so hard to articulate and quantify the value they deliver to their customers? It should be easy - “This is...
52 views0 comments
Jon
Jun 7, 20182 min read
It's in there somewhere
Historically we bundled things up because it made sense. It made processing quicker, easier and cheaper. But aggregation is rife with...
12 views0 comments
Jon
May 14, 20182 min read
"We use it every day"
Did Mr Kipling eat his own cakes? Do you use what you sell? If the answer to that is “no”, just think about that for a moment. Think...
41 views0 comments
bottom of page