Successful Sales Prospecting Is A Conversation

Successful Sales Prospecting Is A Conversation

Brand stories only resonate when they are placed in front of the right audience. No matter how good your brand story is, you can’t sell a beef fillet steak to a vegetarian. Clarifying who you are targeting allows you to curate your message so that when they have...
Leveraging the “Messy Middle”

Leveraging the “Messy Middle”

Exposure surrounds the purchase decision-making process. Google defines exposure as  “…the sum total of all the advertising emanating from a category that you’ve seen or heard…is not a stage, or a phase or a step. It’s an always on, constantly...
Identifying the “Messy Middle”

Identifying the “Messy Middle”

Over time, we’ve evolved in terms of how we’ve used technology to assist us with our buying decisions.  The attributes we used to use to narrow down the range of brands we consider has changed. We don’t want any ‘product name’, we want the one that best meets our...
Welcome to the “Messy Middle”

Welcome to the “Messy Middle”

Gone are the days of receiving a call, a price is agreed and a sale made.  Yet so many salespeople are still living as if this is the case. To stand out, to be remarkable, we have to get comfortable in what Google’s terming the ‘messy middle’. They define it as...