Posts In Category

Sales & Marketing

Stimulate the senses for sales and marketing
MarketingSalesSales & MarketingSpeakers

By MD2MD speaker, Graham Jones Why you need to use sensory gratification marketing to sell more online Sensory gratification marketing sounds a grand term but all it really means is stimulating as many senses as possible. The more senses of a buyer you stimulate, the more likely they are to buy because they become immersed in your product. The problem

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Psychological ownership and sales
MarketingSalesSales & MarketingSpeakers

By MD2MD speaker, Graham Jones Creating a sense of psychological ownership will boost sales Psychological ownership is that feeling that “this is mine”. We clearly get that feeling when we do own something. But we also feel attached to things as being “ours” even if we do not own them. Many people, for instance, have a deep attachment to a

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SalesSales & Marketing

Customers and their procurement advisors don’t deliberately set out to write contradictory, vague or ambiguous instructions and questions in their Pre-qualification Questionnaires (PQQs), Requests for Proposal (RFPs) and Invitations to Tender (ITTs) but you would think so judged on the responses they receive back from bidders. One of the more obvious mistakes that bidders make is failing to ensure that

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Business StrategyMarketingOperations & QualitySalesSales & Marketing

Why do many organisations repeatedly pursue contracts where they have little chance of success? This is a subject which has fascinated me for many years. It is a phenomenon that shows no signs of running out of steam. There are numerous factors which may help to explain the reasons for it, most of them are self-inflicted. In the first chapter

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MarketingSales & Marketing

Many speakers at MD2MD meetings and I suspect most coaches and mentors discuss with their clients how they stand out in a crowded marketplace.  And during the sales and marketing process it’s especially difficult as it can only be about perception at that stage.  Even if the experience you deliver is exceptional potential buyers haven’t yet experienced it so how

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MarketingSales & Marketing

Marketing is in the midst of a seismic shift in power, and businesses must be versatile about how they engage prospective customers in order to remain current. A successful marketing campaign is no longer about the quick sale. It must build brand awareness and inspire confidence, developing a long-term strategy for attracting and converting customers. With the economy tight and

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Entrepreneurial ambition & growthMarketingSales

In this tight economic climate many clients are reducing their spending. So how in that context can my exhortation to use the tight economic environment to grow market share be achieved? It’s not easy, but the following may stimulate some ideas. Rather than putting all your effort into winning the few new clients that are around think hard about how

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Sales

I read an interesting and entertaining article by Chris Murray of Varda Kreuz about what buyers say about the mistakes salespeople make in the Institute of Sales and Marketing Managementmagazine this month.  Some interesting thoughts about what to do and what not to do as a sales person. I recommend you read the article yourself here or if you’re short of time here’s

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Business StrategyMarketing

MD2MD speaker Barnaby Wynter provoked members to think differently about their customers and their customer engagement process by considering carefully how they connect emotionally with customers.  He suggested that customers develop an affinity for a brand step by step through a number of stages in a refinement of the widely used AIDA model. I share his six step version below.

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MarketingSales

One of my favourite MD2MD speakers is Grant Leboff whose subject matter is how the role of marketing has changed dramatically over the last thirty years as we’ve moved from a world where information was scarce and attention was (relatively) easy to gain to an era when attention (time) scarce and attention difficult to gain. Grant’s thinking links closely to

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