6th August 2012

Do you see opportunities or blocks everywhere you go?

Two sales men were sent from head office to Kuala Lumpur to set up a new sales office for Gillette. Within hours of landing the first one was on the phone back home.
3rd December 2011

Videos that say “I’m the expert”

If you want to see how to show your audience how much you know without being salesy or pushy, I really recommend that you rent the DVD and watch the extras.
27th August 2011

So THAT’s why people hate being marketed to!

Do you remember when people used to LIKE advertising? Back when people got excited if a salesman came to the door? When we HOPED the phone would ring with someone trying to sell us double glazing? Believe it or not, that's how things used to be. Back when marketers could say what they did in public and not get a torrent of abuse :) So what changed?
6th June 2011

#PRACEXPLOSION Quick Growth Tip #16: When they’ve bought, keep selling

I bought a new pair of trainers this weekend. That's not the interesting thing of course. What is interesting is what happened when I went to pay.
7th September 2010

#PRACEXPLOSION Quick Growth Tip #11: Just because you’ve sold to them once…

One of my first ever assignments when I set up in business as a growth strategist was to help a 12-man coaching and consulting firm get back on their feet. They'd gone from £1.5m turnover to £500k and it was painful. So I went in, asked a few questions, and asked why they weren't going back to any of their past clients. Their response flummoxed me: "if we've done our job right, then they shouldn't need us again."
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