Sales

Competitive Fatigue: Are You Allowing it to Happen?

Submitted by Hamish Chadwick on Wed, 23/11/2011 - 12:41

It's easy to get despondent and think 'how can my competitors get away with that?', or 'why are my customers behaving in a particular way?', or more commonly, 'why do customers always question price?'.

It's not their fault, and you shouldn't hate your competitor.

One of the most powerful dynamics you can manage to your advantage is the competitive positioning you have with your competition.

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Don't Limit Yourself

Submitted by Hamish Chadwick on Thu, 17/11/2011 - 12:50

There's a tendency to stick to conventions with branding and marketing. These limitations are mostly self imposed on what each of us perceives to be 'professional' or 'appropriate'.

There are no rules!

The only guideline you should follow is to ensure your messaging, campaign, or brand resonates with your target audience. Aside from that you can leave tradition at the door.

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How Sales Teams Can Ruin Your Brand

Submitted by Hamish Chadwick on Wed, 16/06/2010 - 15:22

I have written previously on how sales people are undervalued.  High attrition rates are often the result of sales staff being seen as second class compared to the people that will deliver the product or service.  However I've noticed a concerning trend with sales people and their strategies.

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Brand Ownership, Is it You or Your Staff?

Submitted by Hamish Chadwick on Wed, 04/11/2009 - 13:08

Many people in sales roles are chronically undervalued by their employers.

A couple of our suppliers whom I’ve worked with for many years are in the fields of print and signage.  These industries are now highly commodotised where choice of supplier is largely down to price.  In other words there is very little qualitative differentiation in the end products they can supply.

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