Mark Hocknell

The 2018 Manifesto for Sales

Times have changed, our customers have changed. We need to completely re-think what we are doing with the sales and marketing functions. ...

The Problem with Sales today

Photo by Lena Bell on Unsplash Let's face it - the world we live in has changed. We are reminded every day about how...

“Customer Centric” a benefit for Whole Foods in the Amazon purchase

Some of the big business news right now is the intended purchase of US Whole Foods Market grocery chain by Amazon for US$13.7b. ...

You need to know what your customers value

It is commonly understood that most sales people cannot articulate value for their customers. This leads them to talk more about the features...

The Top Four Tips for B2B salespeople

Image:Alec Baldwin in Glengarry Glen Ross (1992) I have been reminded over recent weeks how important it is not to "sell" during B2B sales discussions....

The Nine Imperatives for Leaders

In my previous post, the Five Tenets of the Customer Centric Approach to Business provided a basis that is relevant today of how we...

The Five Tenets of the Customer Centric Approach to Business

The customer centric approach to business has been proven to produce more resilient businesses (see Ranjay Gulati, Harvard Business School). This "outside in"...

Profit by Design

Do those words actually go together - yes, they do. Businesses need to make a profit, so the business can continue to deliver...

The New Path to Profitability and Engagement

Photo Credit: George Paulides on Flickr When commerce was emerging in human history, there was an old path that entrepreneurs used to build networks...

The end of The Funnel

Yes that's right - The Funnel that is used by some of the best marking organisations on the planet - has long passed its...

Not all customers are equal – the top three rules to build a profitable...

Let's face it - revenue comes from customers - not products or services - the customers who are prepared to pay for your...

Know your awesome customer and then, you may find them…

We all know that there are some customers that are worth more than others. It is something we often do not like to...

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