Category Archives: Customers

Welcome to the MalcolmSays Blog

This blog aims to share experiences and opinions on a wide range of Marketing, Sales issues and the linkage to business planning and one page plans.  I try to come

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Measuring Marketing

In my view measuring the Marketing function is straight forward because it's exactly the same as measuring the Sales function.  Has the company met it's top financial and business objectives

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Which Marketing tools are best for gaining new customers?

One of the most frequently asked questions is: Which marketing tools are most successful?  We asked over 60 BtoB SME's what worked for them and which Marketing tools did not

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Does everyone buy on price? The RET factor

In some circumstances people just buy on price because the difference between the options is either invisible to them or they just don't care. In other situations they may buy

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Get the most from Speed Networking events

I was very cynical about speed networking but I realized that this was because, like many people, I had unrealistic expectations about what it could achieve. So let me give

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Should I research Competitors?

It's easy to become a bit paranoid about competitors, especially when it seems like they are winning more business than you are. The temptation is to spend a lot of

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Why is a good business plan important?

I see a business plan as the touchstone to test all major business decisions and and to ultimately help build the objectives of everyone in the organisation.  It's therefore more

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Loyalty – dogs are loyal customers are not

Customers buy from you for a range of different reasons based on their perceptions and the relative value that they place on: price, relationship, product/service, expertise and trust. There are

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What networking events work best?

I spent 6 years looking after events for IoD Berkshire and spent a lot of time asking members what events worked for them. The common answer was events that draw

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Definition of innovation

Innovation is anything that makes life better for customers, easier for staff and cheaper for the business. The best innovations do all three at once.   Blog: home              

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