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The team that got you here, won’t get you there

Most of my clients have built a great business and a great team, but recently they’ve noticed things have started to stall. They just aren’t getting the results they need. Much like Marshall Goldsmith’s best-selling book, What Got You Here Won't Get You There, which...

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Why giving more choices is NOT good for your customer

Why giving more choices is NOT good for your customer

Throughout my career, working with both large and small companies, there is always one bit of customer research feedback that can lead the business down the wrong path.  Customer research will tell you that customers want choice, so this starts you thinking you need...

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Who are you trying to win over?

We all know new customers are critical to growing your business. Finding them, enticing them and converting them is the hard part. Trying to find them is a big business, in fact, the advertising market is a $2.8b market. Of course, it is much bigger than that when you...

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You need to know who is making the buying decisions

Standard marketing practice for a lot of marketers, digital agencies, and myself is to analyse and work with personas. However, most people in complex B2B sales are doing them wrong, and they don't really understand there's actually more than one persona in the sales...

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Let’s look at the PACT Model for B2B marketing success

The other day I was talking to one of my new clients. They were in the market for finding an external marketing partner. They're a big data solutions provider. They offer a great solution to complex business challenges and they are trusted with their customers' data....

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