Business Development
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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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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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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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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…
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Why you shouldn’t obsess about decision makers
All too often businesses embark on sales and marketing activity, both inbound and outbound, with…
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How to turn your blog readers into customers
If you’re reading this then I’m guessing you have a blog and are creating lots…
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Who make the best salespeople: introverts or extroverts? Actually, neither.
A couple of years ago during an interview I was asked the almost inevitable question…
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Dangerous Phrases: “We don’t have any competitors”
Now this is a dangerous phrase because when businesses say this they are often referring…