Romancing prospects

Romancing prospects

For some reason people forget that the digital realm is really not that much different to the physical world when it comes to commerce. It's the same mistake sellers have made for decades, thinking that radio was different, or TV was different. The internet is no different. Yes, the channel's idiosyncrasies affects the way you craft your message, but the truth that continually gets forgotten is that when all is said and done, you're still trying to influence flesh and blood human beings. … read more
A bonus isn't an incentive

A bonus isn't an incentive

This might seem like semantics, but what we call things matters. The names we choose informs how we view things, and how we view things informs how we act. One of the greatest examples was the renaming of jungles as rainforests because climate and environmental charities found it much easier to raise money for rainforests than for jungles. Names matter. I've spent much of my career discussing sales management and advising organisations on the best way to train and manage sales staff. A s … read more
Easy is a fairy tale

Easy is a fairy tale

Sorry to break the news to you, but it's true. There's no silver bullet that will drive your success. But the good news is there are lots of bronze ones. Any successful strategy will have a complicated mix of many elements. There's nothing in the human experience that is solved simply. It's all hard work - at least the meaningful stuff is. One of my favourite sayings is "The further you get from a problem, the easier it seems to fix". This is also true if you don't know what you're talki … read more
What's in a name?

What's in a name?

Firstly let me say, the image above was about the least offensive one I could find when I did a web search for 'bad business names'. That should tell you something straight off the bat. But this blog isn't about bad names per se, it's about the process of naming a business, and what's important, and what's not. Like most things in life, a lot of what you should do in marketing makes a lot more sense when it's articulated to you by a professional. If you're left to your own devices, and y … read more
A little knowledge is dangerous

A little knowledge is dangerous

Whilst talking to a client recently I was corrected for suggesting that their website wasn't ranking within the top 30 on Google for a particular, high volume keyword. The client proceeded to tell me that they had searched for that keyword themselves and they came up on the first page. The next meeting I had a different client told me they didn't need SEO because when they searched for themselves they came up first. These two scenarios highlight just how confused most people are about SE … read more