Waiting in my local florist last week I was struck by the increasing polarisation between sales styles. Being served was a young girl about to get married who was very emotional and wanted her wedding flowers to be ‘just perfect’ but she didn’t really know what she wanted. I listened as the very patient sales [...]

December 2, 2009 by Cindy Barnes

Or, ‘how does having more to choose from affect your choice’? Have you ever felt so daunted by the amount of different things to choose from that you ended up not choosing anything at all? If so, you are not alone, as the results from the following experiment show. A stall was set up in [...]

July 16, 2009 by Cindy Barnes

Customer experience, voice of the customer, market selection, client selection, client benefits, ROI measurement, no price erosion, not discounting, reducing risk of purchase, case studies, substitutes, alternatives, Total Cost of Ownership, benefits realisation, product or service management, solution development… Answer: They all link and work together to create your value proposition. The chances are that [...]

March 23, 2009 by Cindy Barnes

A travel industry client of a colleague recently reduced its offerings down to a narrow niche of cruises and then focused its marketing effort and management time on ensuring these were profitable and generated cash quickly. While there was a temporary fall in sales, the company returned to positive cash flow and profit within a [...]

March 23, 2009 by Cindy Barnes