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Why is customer acquisition always prioritised over retention?
Acquiring a new customer is five times more expensive than retaining an existing one. And…
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Perfectionism is just Procrastination in disguise
Perfectionism is just Procrastination in disguise . . . and Procrastination will kill a product…
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Are you in control of the buying cycle?
Every potential customer you have will go through some sort of buying cycle. There are…
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Why are schools so difficult to sell to?
UK schools spend around £85 billion EVERY YEAR! The education market is a dynamic, innovative…
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How to make a Product Partnership successful: the 7 things you can’t afford to ignore
Following on from my last post on the importance of Product Partners and how they…
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The importance of Product Partners: 4 ways software organisations can increase revenue
For many software companies there is a real challenge in continuing to develop the software…
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The Painful Truth about Sales
Selling is difficult. It’s not enough to talk about your product and hope your prospect…
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Why you need to stop being so Customer-focused (and what you should be doing instead!)
Many organisations would claim to be Customer-focused and, indeed, hold it up as their USP…
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Reaching the right person
This post is about the question I am undoubtedly asked the most by large and small…
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3 mistakes nearly everyone makes when selling to schools
So you’ve created a product, be it a piece of technology, clever software or an…