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Articles


How well do you really know your customer?

August 15, 2013 | Posted by admin | Comments Off

Too many sales people, account managers & sales managers think they understand their customers, only to discover that someone else knows them better & steals the business from under their noses!

So, for anyone who needs to understand the different types of customers involved in making the decision to buy your offering, here is a practical guide.

Whether you are in sales or not, the aim is to help you improve your chances of winning business. By really understanding the different people who affect the decision to buy your products and/or services you will be better placed to ‘qualify out’, or to put successful strategies in place to help you win more business.

There are many different roles that a customer may assume and it is essential to understand which role individuals fulfil in order to plan the best strategy to meet their needs and help them buy from you.

There are 5 simple steps to help you understand your customer: Read more…

Return on Investment

July 19, 2010 | Posted by admin | No Comments

How can sales make the most of their marketing support?

In the current economic climate organisations will be all the more focused on seeing a return on their investment in sales and marketing activities than usual. Much has been written about the relationship between sales and marketing teams and the many reasons why relationships break down. In the article which follows, Clare O’Shea and Gill Kelley of The Chartered Institute of Marketing put forward a framework of 8 Ps for overcoming some of the friction that exists and some tips for moving forward positively.

When sales and marketing teams work collaboratively then much more can be achieved. Conflicting objectives – short term sales objectives and longer term marketing objectives – are often seen as the reason why relationships between the teams break down.

Read more…