It’s important to know your marketplace so intimately that you are able to see emerging trends and identify the problems your customers are hoping to fix. To have your finger on the pulse, as it were. The question is, where is the ‘pulse’ for your new product? In this article we aim to unpack the research phase of NPD a little further.

It's difficult, if not impossible, to predict the future for a business in 2025. What we usually fall back on is best practice. Even when...

Has the analysis provided for the Business Case been carried out to a depth that truly exhausts the critical marketplace questions? You know, the questions your Sales team will be trying to answer six months down the line.

An even more uncomfortable question might be how our customers or prospects view our competitors? The grass is often greener, especially where complex solutions are involved. What if our customers believe that our competitors offer superior customer service, support, value for money, ease of doing business,

Leading on from Sales Enablement – To Automate Or Not?

Is Automated messaging helping or hurting your Sales Enablement efforts?

Sales-Enablement is more than just a new catch-word; it is a business-critical culture

Marketing Operations is a key area for all organisations in all sectors and, in a digital age, it can be viewed as the ‘glue’ that ensures the Senior Management Team vision and the organisation’s Sales outcomes remain connected and successful.

If a business takes Social Selling seriously, then every employee can become a beater, cultivating their networks (on company time of course) to serve the business and its messages.

How do we apply this hunting analogy to contemporary business and Social Selling? Your company receptionist is probably trained to keep Sales calls out. So cold calling, previously the mainstay of business development, is practically impossible these days.

'Concentrate on measuring performance, and winning will take care of itself'

Unless activity is acutely focused, energy and resources are dissipated, because forward momentum alone is not the key to success.

Every successful organisation should take the time to understand their own strengths and weaknesses, and evaluate the opportunities and threats of the marketplace.