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The best business question you will ever ask

For the past 25 years, I have been supporting businesses to prioritise customers’ perspectives in every decision they take. James McQuivey from Forrester recently released a book about Digital Disruption; [...]

The best business question you will ever ask

Five steps to finding and targeting new customers

Moving into new market segments can either be immensely rewarding or a dangerous game, depending on your expertise. Let’s look at how you can successfully select new potential target [...]

Five steps to finding and targeting new customers

How much are your customers worth?

If you want to build your customer base, increase sales volume, allocate your resources strategically and work more efficiently, you need to define the value of each of your [...]

How much are your customers worth?

Are your sales people at the top of their game?

The skills that your salespeople need are evolving almost as quickly as the technology you sell. Your success relies on helping them to keep their skills up-to-date and relevant. [...]

Are your sales people at the top of their game?

Account based marketing

If your marketing strategy isn’t delivering the ROI you’d like, it’s time to think about account-based marketing for your technology business. This involves focusing your marketing and sales resources [...]

Account based marketing

Sometimes It Takes More Than One Great Mind

Coopetition is growing in popularity in the business world, largely within sophisticated organisations which have come to realise that changing how they operate and collaborating with others is the [...]

Sometimes It Takes More Than One Great Mind

Solution led portfolio

If your product isn't selling as well as you'd like it to, you could be putting too much emphasis on what the product offers and not enough on how [...]

Solution led portfolio

The trick to keeping your customers loyal

Customer expectations are at an all-time high. Your customers are constantly exposed to your competitors and new technology solutions. It’s becoming harder to keep your customers close. But with [...]

The trick to keeping your customers loyal

How to write a case study

Case studies are invaluable. A showcase of excellent work will build your credibility, set you apart from your competitors and increase your chances of winning that new contract. Thanks [...]

How to write a case study