Natural born …challengers! – 6 ways of knowing if you are doing ‘challenger...
Buying behaviours changed. Buyers got more sophisticated and knowledgeable over time. They know what they need and to look for. This had a massive impact on what added value Sales People can – and need...
View ArticleCMO forum –’101 comments cloud’
Based on 101 comments on the question: What’s the biggest problem in marketing right now? Chief Marketing Officer (CMO) Network – #1 Group for CMOs this is how it looks (removed all the English common...
View ArticleWhat Marketers can and should learn from F1 teams
Whilst for some people F1 racing is just cars going around in circles, for F1 fanatics, it is the sum of absolute precision and passion, where small changes make a massive difference. This year Vettel...
View ArticleIn value veritas – the unpleasant truth about value centric project delivery
Most companies buy into the ethos of value based pricing models and propositions as part of their go to market strategy. It is a widely accepted principle to charge for services based on the alleged...
View ArticleSurprise me! – why review websites are ruining our happiness
Since the massive spur of review based e-commerce websites such as TripAdvisor.. it has become close to impossible to be dumbfounded by the quality of the service we get. Just pause for a second and...
View ArticleTall, skinny, extra hot…
… Latte. aka the surge of modular selling … Starbucks was one of the first brands to give people the perception of power by letting them’design’ the exact coffee they want. By allowing them to specify...
View ArticleWe are worse than goldfish! – the increased value of 1 second of your attention
Have you ever thought about the value of ‘1 second’ of your attention? Humans’ attention span is getting shorter and shorter. (In fact, according to much promoted statistics about ‘the web,’ I already...
View ArticleQuantum computing – Making the world go faster
If you don’t know what a qubit is, you’d better learn the word now! The first time I read about quantum computing was a few years ago, but back at that time, the concept was deemed to be very...
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