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

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

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

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

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

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

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

For anyone with a big presentation to do, here are some pointers to useful resources. Nick Oulton spoke for MD2MD on his ‘campaign against audience abuse’. His own site is full of tips about the theory of presentations and how to put together a brilliant Powerpoint presentation. Chris Davidson focused more on the way in which you communicate and gives loads of

MD2MD member Tony Waters has many years of experience developing large scale relationships with global corporations and winning multi million pound contracts.  Tony recently shared with his group his summary tips for successful Big Ticket selling and we’re pleased he has agreed we can share those tips on the MD2MD blog for the benefit of other Managing Directors. Modest as always, Tony begins

In two recent blogs, I have suggested ways by which you might be able to grow revenues despite the recession andespecially by understanding and building effective relationships with influential individuals at good existing customers. One key influence on your ability to do so through the approach I suggested was your share of spend with your customers. So today the question