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.
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Jon
- Jul 26, 2021
- 3 min
What’s Your Organisation's R Number?
Movie reviews, Trip Advisor ratings, Internet influencers, celebrity endorsements – opinions make for powerful marketing tools. Back in...
15 views0 comments
Jon
- Jun 23, 2021
- 2 min
Automating Digital Transformation Design
The delicious irony with designing digital transformation programmes.
24 views0 comments
Jon
- Oct 22, 2020
- 2 min
Effective Advocates
Modern, convoluted buying processes make it so important to equip your advocates with new decision enablement skills.
34 views0 comments
Jon
- Aug 21, 2020
- 2 min
Getting Peeled
Why conversations need to be high gain and a simple tip to practice.
17 views0 comments
Jon
- Jun 23, 2020
- 2 min
You’re not just breaking rocks
Making your proposition as meaningful as possible to the most senior person in the buying process
21 views0 comments
Jon
- Mar 3, 2020
- 2 min
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, 2019
- 2 min
Is Serendipity a Science?
Creating your own luck - finding those times when preparation meets opportunity.
46 views0 comments
Jon
- Nov 24, 2019
- 2 min
Appearances are Deceptive
Appearance isn’t a reliable predictor of buyer behaviour.
25 views0 comments
Jon
- Nov 6, 2019
- 2 min
Does your pipe run dry?
Avoiding dry pipeline and ensuring predictable revenue.
24 views0 comments
Jon
- Aug 15, 2019
- 2 min
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, 2019
- 2 min
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, 2019
- 2 min
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...
28 views0 comments
Jon
- Mar 4, 2019
- 2 min
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...
18 views0 comments
Jon
- Dec 5, 2018
- 2 min
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, 2018
- 2 min
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...
17 views0 comments
Jon
- Jul 27, 2018
- 2 min
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...
20 views0 comments
Jon
- Jun 27, 2018
- 2 min
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, 2018
- 2 min
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, 2018
- 2 min
"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...
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