Sales Innovation Expo 2015 – a Review

Over the years I’ve probably attended 40-50 conferences and exhibitions as an exhibitor, mostly in the science arena but with a fair share in the metals manufacturing sector. However, you could count on the fingers of one hand the number I’ve visited as a ‘punter’. Having spent countless hours gazing up and down empty aisles

Read more ›

Rethinking the Sales Funnel – Part 2

The sales funnel is no longer an accurate way to map the sales process. A bold statement but we laid out the reasons why we feel this way in Rethinking the Sales Funnel – Part 1. One area in which the model does hold true is that it is widely accepted that your output (orders)

Read more ›

“Sales Must Think Like Marketing”

My initial thoughts were that this was a good message to retweet. However, the more I thought about it, the more unhappy I became with the thinking behind the message. I’m well aware of who Jill Rowley is and of her reputation as a Social Selling evangelist/guru and one of the world’s Top 30 Social

Read more ›

If Your Product is Good, It Will Sell Itself

If you believe the title of this blog post, you are in for a huge disappointment. Which is why I was astonished to see this dangerous idea supported by the UK Government’s Department for Business, Innovation and Skills in a recent retweet. According to their website , this “…is the department for economic growth. The

Read more ›

So, What About Your Competitors?

Don’t kid yourself that you don’t have any competitors! Even if you are offering the latest, most whizzy technology, someone else will be trying to meet your prospects needs with what they have. Failing that, you may well be competing against ‘no decision’ as outlined in Bob Apollo’s post from 2009 here. It’s a tough

Read more ›

Riding the Product Lifecycle

Did you know that the majority of products have a lifecycle? That graph over on the left illustrates how sales volume varies during the various phases. What you may not appreciate is that sales and marketing requirements differ depending on where your products are within their lifecycle.


Is it time to bring down the curtain on the USP? I tend to shy away from those discussions titled “Is XYZ dead?”, my particular least-favourite being ‘Is cold calling dead?” However, I’m prepared to make an exception in this case. The Unique Selling Proposition, or Unique Selling Point is a marketing concept first proposed

Read more ›