Common-sense sales & marketing: What works?

Covering a wide range of topics find fresh ways to approach and apply your sales and marketing. Posts reference: meetings; pitching; networking; dealing with people; closing; planning and strategy; research; ideas; branding; targeting; pricing; product development; distribution; marketing promotions; export and more.

Go Screw the Pitch
No one ever sets out to screw the pitch or screw up their presentation. But so many people do because they don't prepare properly and/or assume (falsely) what the audience wants. But for anyone who wants to screw the pitch (or for anyone who has suffered in the audience) here are my top 10 fulfilment tips. Enjoy the comedic, funny but true, value. Read More

Commercial Comedy is Serious Business
No joking. Commercial comedy and having a laugh is serious business. As our plane readied for take off to Cape Town, the stewardess commenced the well rehearsed health and safety briefing. Little did we know that the airline's approach to commercial comedy meant the ordinary was about to become extraordinary. "In the event of the cabin losing air pressure, oxygen masks will drop down from above your heads." Her words were calm. She paused and looked to see who was paying attention... Read More

Effective Salespeople avoid Crap Meetings
Learning how to avoid crap meetings is a key skill for entrepreneurs Once upon a business life I self-published a ‘book’ for the caravan market. Knowing little about these boxes on wheels and kidding myself the product was half-decent, I led a telesales department (me) and phoned UK caravan outlets in search of orders. And then I thought I had struck gold... Read More

Why is the Most Important Entrepreneurial Skill Seldom Taught?
Understanding why the most important entrepreneurial skill is seldom taught Globally, little evidence exists that business start-up and survival rates are improving. Data released by Experian (November 2011) showed 70% of start-up businesses fail within 36 months of starting. So it's a mystery why the most important entrepreneurial skill is seldom taught. If entrepreneurs are to survive & thrive we need to provide the right training... Read More

Teenage Love Fires Entrepreneurial Spirit
Teenage love fires entrepreneurial spirit To describe one of my first loves as a 'big bag' might be a little misleading, but it is quite true. Like any other 16 year-old, relationships were important to me. I wasn't necessarily looking for love. But back then I had no idea how or why teenage love fires entrepreneurial spirit. Fast-forward. Thirty years later, I get goosebumps. And the hairs on the back of my neck stand on end when I think of how we first met. It was like this... Read More

Take students to the darkside
Take students to the darkside to make learning meaningful & relevant Pink Floyd's chart breaking 1973 album 'Dark Side of the Moon' brought a legendary band together in a highly creative and entrepreneurial manner. The music was rich and expressive and importantly tangential to the popular but increasingly bland 'Glam rock'. Charting for over 740 weeks, 'Dark Side of the Moon' opened the door to world fame and fortune for 4 young men... Read More

Game on for back bedroom passion
Reading anything by Bill Bryson makes me smile and laugh out loud. As a young man, Mr Bryson discovered the joys of hitchhiking. Driven by a thirst for adventure he spent two summers travelling around Europe with the aid of his thumb. He didn't know it at the time, but the accumulated experience when combined with his journalistic skills (acquired later) would make him a best-selling author (and a mint)... Read More