'Twas ten days before Christmas

'Twas ten days before Christmas

‘Twas ten days before Christmas up at the North Pole,

A workshop was whirring towards its end goal.

The elves had instructions, taking great care,

Knowing that soon St Nick would be there...

Spiders, monsters and feedback – oh my!

Spiders, monsters and feedback – oh my!

There are more negative emotional words (62%) than positive words (32%) in the English dictionary. The disproportionate way our brain has of filtering data, will have a significant impact on whether a customer chooses to spend money with your organisation again. When working with clients, we encourage them to understand and measure their value using the Value equation...

What one truck’s dangerous driving taught me about sales strategy

What one truck’s dangerous driving taught me about sales strategy

When a truck pulled out in front of my car I swerved out of the way and mentally made a note of the truck’s features. Three years later, all I remember about that vehicle is the bright, well-known store logo. To this day I refuse to buy anything from this store, although the only thing I have against it is that one member of staff made me feel unsafe while driving my car. I wonder whether the safe driving of the delivery employees was part of the organization in question’s sales and marketing strategy?

How to make the shift from transactional to consultative selling

How to make the shift from transactional to consultative selling

Here's one client’s journey illustrating how they went through the adoption of consultative selling within their business. It shows how successful this approach can be when applied diligently in the appropriate situation and lists key learning points.

How a total value proposition sets the stage for true customer-centricity

How a total value proposition sets the stage for true customer-centricity

How do you operate in a world where the customer has more and more power?  Is there a successful way to understand what’s going on customers’ minds so that you can ensure your business meets or exceeds their expectations? And finally, do you know how to make the necessary changes to your business – processes and offerings – to ensure your customers are happy in this relationship?