Sales Funnel Management tips

How to earn more profit than your competitors

Hugh Macfarlane — Tue, 29 Jul 2008 09:21:57 +1000

What do you do when a tough competitor enters your space? Many businesses cut their prices, starting a “race to the bottom” as their previously unassailed niche becomes just another commodity product or service.

How to understand buyers

Hugh Macfarlane — Mon, 04 Aug 2008 09:22:17 +1000

Nothing is more frustrating for a salesperson than a potential buyer who, after acknowledging they need your product or service, decides not to buy. Why do they do this, and what can you do about it?

How to dominate a market

Hugh Macfarlane — Mon, 11 Aug 2008 09:14:08 +1000

Many businesses do their strategy in the rear-vision mirror. That is, they slide into a space by accident, and then seek to justify their position with a retro-fitted "strategy"!

How to find a needle in the haystack

Hugh Macfarlane — Mon, 18 Aug 2008 09:25:28 +1000

Mature marketplaces provide clear targets for new growth – the firm demographics have already been mapped. But how can you segment or target for growth in the virgin territories where little is known of who's buying what and why?

How to choose measures you can act on

Hugh Macfarlane — Mon, 21 Jul 2008 09:32:01 +1000

If you don’t know what’s working, how do you know what to change? So measure inputs (not outputs), measure buyer progression, and don’t measure what you’re not prepared to change (or can’t).