Thursday, November 10, 2011 These are tough times for business.
We've been working with some clients in transport and logistics over the last couple of years. They had been losing customers to competitors who offered cheaper prices.
Their initial response was to match the new lower prices to retain their customers. They even tried to win new business themselves by being cheapest.
Sunday, December 12, 2010 Excellent post on some of the key changes in selling, including ideas on how sales people can develop their "digital listening skills".
Thursday, November 11, 2010 Came across an excellent article this morning, just published by Matt Mullenweg who has led the emergence of Wordpress as one of the premier website publishing tools.
The heart of Matt's article is to get your product, service, or idea out into the real world because then:
...you have the unique competitive advantage of hearing from real people what they think of your work, which in best case helps you anticipate market direction, and in worst case gives you a few people rooting for you that you can email when your team pivots to a new idea. Nothing can recreate the crucible of real usage
Tuesday, November 9, 2010 This is a line from an excellent article in Jason Fried blog, founder of 37Signals who have led the way in SaaS web development since 2004.
Jason speaks of the need to summarise what we write:
I don’t care about the topic. I care about the editing. I care about the constant refinement and compression. I care about taking three pages and turning it into one page. Then from one page into three paragraphs. Then from three paragraphs into one paragraph. And finally, from one paragraph into one perfectly distilled sentence.
Wednesday, November 3, 2010 Here is an excellent blog post by Jacob Morgan of Chess Media Group answering the question "what is social CRM".
I particularly liked the explanatory diagrams that The author uses from his whitepaper "Guide to understanding social CRM".
Overall, Jacob describes well the profound shift in relationships between buyers and vendors.