2011 March « bizdom

How to motivate buyers to decide

31 March 2011 2 Comments

So often sales people fail to close business because the buyer prefers to do nothing. The sales person will say they have not ‘lost’ the sale because it has not been won by a competitor; but I suggest they have still lost the sale, and I think John C Lyons would agree with me. On page 49 of BRW magazine edition 7-13 Oct 2010 he clearly explains how a sales person can make a case for action which overcomes indecision, in his piece called Elevating the cause, not just the sale. What do you think? Please leave a comment and/or rating for the benefit of others.

Filed under Business, Performance, Selling Tagged with Business, Performance, Selling

Top 12 marketing models of all time

30 March 2011 Leave a comment

According to the Chartered Institute of Marketing in the UK, reviewing the last 100 years, there are 12 to consider, as below, in no particular order.

7 Ps – marketing mix

Product, Price, Place, Promotion, People, Process and Physical evidence – these elements of the marketing mix form core tactical components of a marketing plan.

USP

Unique Selling Proposition is the concept that brands should make it clear to potential buyers why they are different and better than the competition.

Boston Consulting Group Matrix

This model categorises products in a portfolio as Stars, Cash Cows, Dogs and Question Marks, by looking at market growth and market share.

Brand positioning map

This model allows marketers to visualise a brand’s relative position in the market place by plotting consumer perceptions of the brand and competitor brands against the attributes that drive purchase.

Productivity Commission draft report released 28 Feb 2011

29 March 2011 Leave a comment

This post is probably not about what you think it’s about; but it’s something every Australian should read. Our aging demographic demands more than compulsory superannuation.

The Commission has recommended the introduction of a National Disability Insurance Scheme (NDIS) and has outlined a number of recommendations about the way it could operate and be funded.

If you think this doesn’t concern you … take a look at the article which recently appeared in The Australian to understand why an NDIS is so necessary, and why we should all get behind it.

Visit www.EveryAustralianCounts.com.au to be fully informed and give this initiative some needed support.

Sometimes governments need more than an election to help them represent the people.

Filed under Personal, Planning, Productivity Tagged with Personal, Planning, Productivity

Richard Branson on Hiring the Best

24 March 2011 Leave a comment

Someone once told me that ‘employing one good person is equivalent to hiring 3 average people‘. I’ve worked on that principle ever since, and it’s proven itself over and over again.

So it’s encouraging to read that Richard Branson shares this among other sentiments expressed in the article entitled Hiring the Best which appeared in BRW magazine, page 16 of the 25 Nov – 1 Dec 2010 edition.

Now, if people really are your most important asset, and the best are worth so much more than the average, are you prepared to pay them what they’re worth?

Filed under Business, Customer Service, Entrepreneurship, Leadership, Performance, Productivity, Recruitment Tagged with Business, Customer Service, Entrepreneurship, Leadership, Performance, Productivity, Recruitment

Are you using email or is it using you?

22 March 2011 Leave a comment

Spam isn’t the problem. You are! That’s according to an article entitled Slaves to Email which appeared in BRW magazine, page 44, 13 Jan – 2 Feb 2011 edition.

The quoted figures confirm what most of us already know, and the others are in denial about.

The article includes clear and easy recommendations. Best results if you get everyone you know to put them into practice. And if you’re not sure how, I can deliver a workshop which shows you and your whole team exactly what to do to improve team productivity, including management of that infamous time stealer – email.

Filed under Business, Customer Service, Management, Organisation, Performance, Personal, Productivity, Systems, Technology, Training Tagged with Business, Customer Service, Management, Organisation, Performance, Personal, Productivity, Systems, Technology, Training

Profits with Purpose – complimentary invitation

21 March 2011 Leave a comment

Please be my guest over breakfast with Trent Bartlett, CEO Capricorn Society and Founding Chairman of the Social Business Association speaking on ‘Social Business – Profits with Purpose’ Wednesday 30 March 2011, 7.15-9.00am. This is relevant to all CEOs, MDs and Business Owners. Trent will explain why social businesses are an empowering model of proven sustainable business success. Read the full invitation with details of venue, RSVP, etc.

Filed under Business, Events, Leadership, Management, Performance, Profit Tagged with Business, Events, Management, Performance, Profit

Is your vision obscuring your opportunities?

17 March 2011 Leave a comment

When market conditions change, it may be time to start ‘thinking the unthinkable’ and question whether you’re still in the right business at all. An even better business might be waiting for you to discover?

This interesting UK case study entitled Thinking The Unthinkable appeared in Management Today, Jan/Feb 2011, illustrating how dramatic changes can be warranted and beneficial.

Filed under Business, Case Study, Marketing, Performance, Planning, Strategy Tagged with Business, Case Study, Marketing, Performance, Planning, Strategy

Why the fuss about sustainability?

16 March 2011 Leave a comment

Still wondering why ‘sustainability’ is such a hot topic? This 20 minute animated presentation (below) makes a provocative case for dramatic changes to the way our world economy operates. What do you think? Please leave a comment and/or rating. And take a look at www.storyofstuff.com if you want more.

Filed under Business, Equity, Leadership, Marketing, Organisation, Productivity, Selling, Systems Tagged with Business, Equity, Leadership, Marketing, Organisation, Productivity, Selling, Systems

Whether and how to form a Board

15 March 2011 Leave a comment

‘To grow your business, you need the scrutiny and experience that a properly constituted board provides‘, according to Kate Costello as reported on page 34 of My Business magazine Dec 10/Jan 11 edition in an article entitled Get On Board.

This article contains pretty salient advice for anyone contemplating forming or changing a board, including ‘who to appoint, what to pay, and the results you should expect’.

If you’d like some more specific advice tailored to your circumstances, possibly including assistance with the recruitment and selection of a non-executive director, then give me a call.

Filed under Business, Directorship, Leadership, Management, Performance, Planning, Recruitment Tagged with Business, Directorship, Leadership, Management, Performance, Planning, Recruitment

How to sell the sizzle not the sausage

10 March 2011 1 Comment

This video is a prime example of selling the benefits, not the features. In fact, in this case most of the features that get us excited are nothing to do with the product being sold. It’s 6 minutes of genius to get your sales force thinking again. Take a look into our future.

Thanks to my colleague Peter Martin of Retail Systems for sharing this gem with me.

Please leave a rating and/or comment.

Filed under Business, Marketing, Selling, Technology Tagged with Business, Marketing, Selling, Technology

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How to motivate buyers to decide