Posts in Views
It’s all about me: why B2B customers aren’t listening

Draw a cup. What do you see? A stylish item of crockery? A football trophy? Half of a bra? The point of this classic psychology exercise is to show that what one person says can be interpreted by others in many different ways. Now draw a “seamless integrated solution”. Your IT supplier would doubtless sketch out a perfect system that solves all your problems. But what would you draw?

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What business can learn from Banksy's Dismaland

I was one of the lucky few to visit Dismaland during its five-week run in the UK.  Designed by the artist Banksy and well-chosen artist collaborators, this anti-establishment theme park was dubbed ‘a post-modern bemusement park’. As well as finding some of the installations laugh-out-loud funny and others poignantly tear-jerking, I was struck by how much thought and planning had gone into the design of the whole experience, especially the service design.

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Why Am I Talking?

In our interactions with others, we will sometimes find that there is a shift in the power balance between us.  Often this shift leaves us feeling uncomfortable, as if something went wrong. For example, I might feel like I'm doing all the work and no matter how much I do it's never enough and you always criticise me. Transactional Analysis (one of the psychology disciplines) uses a model of human interaction called the Drama Triangle. Here we apply this to selling...

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Context is king for building stronger customer relationships

The more we know about a customer’s context, the more meaningful and mutually beneficial our customer relationships can be.  Marketing content in the absence of customer context will lead to wasted effort, wasted money and won’t deliver the desired results. Understand and work with context to build long-term, mutually beneficial customer relationships.

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