Blog


Shout as Loud as you Like, Nobody’s Listening

When the pipeline of good leads and prospects starts to dry up, businesses reach for the megaphone. This is a metaphorical megaphone, of course. It’s the one that blasts marketing messages through PPC, social and direct channels. More volume means more attention, right? But what if you’re not shouting things people want to hear? What …

Why be so Secretive About your B2B Customer Experience?

If you are in B2B and your products or services are not 100% unique, you have a customer experience business – that’s it. You might be in accountancy, law, IT, telecoms or just about anything else. The reality is that there are dozens (or possibly more) competitors that your customers or prospects could find in …

What do you Want from Customers? Satisfaction, Loyalty, or Something Else?

The desire to measure customer satisfaction consumes budget and energy in many many businesses. I often wonder why. Businesses also talk a lot about customer loyalty. And I wonder whether they are clear about what they mean by loyalty and what they expect. Study after study shows that response rates from customer satisfaction surveys are …

Who Murdered your Content? You did – with your Headlines!

When did you last see an email subject line or article title that got your mouse finger twitching – desperate to find out what it was all about? Day after day I see a seemingly endless flow of headlines, blog titles and email subject lines that do nothing. They appeal to nobody in particular. They follow …

What you Say is what you Sow – Words are the Seeds of Prosperity

How much do you value the content on your company website? I mean really value it! Does it have a clearly defined job in securing new leads and customers? Or was it just another item on the list of things to do when the site was created? Perhaps it was a few hundred words you pumped out …

‘We Love your Solution – but We’re not Buying it’

I’m sure everyone in B2B sales and marketing has experienced the ‘irrational’ purchaser. B2B buying decisions often seem to defy common sense. Your prospect accepts that your solution can do things their existing supplier can’t offer; they’re not happy with the customer service they’re currently getting; and your price is competitive. Yet they stick with what, and who, they know. Have you …