Interactions Total interactions 250 So, if you start with 159 leads, you’ll end up with 1 closed deal. And along the way to that single deal, you will have 250 interactions with those 159 firms. PLUS
Read MoreMy Monthly Game Plan includes key types of activity that I need to address each month to keep the business moving forward. Some examples of Monthly Game Plan activities could be: At 10AM on the first Monday of each month I put an hour aside for 'Monthly Game Plan-ning'. During this time I review all the important types of activity, and quantity...
Read MoreLet me explain.
Read MoreTake the image above for example. It looks like a collection of hammers but, in fact, each hammer is different and has a unique purpose: hammers for masons, hammers for welders, hammers for carpenters, joiners, framers, prospectors, and so on. If you were in the ‘hammer’ business, I would challenge you to determine which of these segments you...
Read MorePersonalization and Matching. Dating apps use algorithms to match potential partners based on interests, behaviours, likes and dislikes* (see the last newsletter for more of these dislikes). B2B marketing can leverage market research to determine the same sorts of criteria and create the best possible match between buyer and seller....
Read MoreThe London Stock exchange, founded in 1571, has the motto “dictum meum pactum” on its coat of arms. It shows that members of the exchange are literally bound by what they say – without need of a written contract. In more modern times we would say, ‘my word is as good as my
Read MoreDepending on who you ask, Market Research can mean focus groups, data analysis, demographic studies, customer surveys and any number of things. But no matter how it’s defined, it typically looks at a group of potential buyers and tries determine if they could be convinced to buy your product or
Read MoreWay back in the swinging '60s, Jane Ball pioneered the first digital dating enterprise in London, England. Her secret sauce? Unconventionally successful. Instead of probing about desires, she asked what people decidedly ‘did not want’. It turns out that individuals had a foggy view of their wants, but a crystal-clear vision of what they did not...
Read MoreIn previous years words like volatility, instability, steady state were often used to describe the business economy. But this year, the big thinkers are using the word uncertainty which is a polite way of saying they haven’t got a clue. Why is this? We have a rise in the number of powerful dictators, ungoverned by rule of law, which means things...
Read MoreAre you: We have all heard the term Market Research and most often associate it with one of those bloated, generic reports that are tirelessly marketed on line. I will admit that even we succumb, occasionally, to their lure – only to be disappointed by the lack of applicability to the specific subject of interest. No matter what industry you...
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