In my time I’ve met a lot of digital agencies and marketing companies. They invent their prices from thin air because they don’t understand that their work needs to give a business return on investment. Every penny a business spends needs to make money at some point, even if that point is not immediate. Yet

Value value value – that’s what people buy; or is it? We’re told by gurus throughout the world that people buy on value, working out what’s valuable to them and choosing the best option. If they concentrate on price then they will buy “value baked beans” and if they value branding, then they’ll buy the

If you’re a nice guy like me, then you’ll want to be straight up and honest with people but telling the truth can often be a bad thing to do. You see it entirely depends on who you’re talking to as to what degree of truth you should say. One of the lessons you’ll need

A while back I was sent away for 8 weeks to recover a failing call centre. The centre itself had been set up with state of the art equipment and had not only an experienced manager but a sales trainer too. When I arrived I was introduced to the team that I would be helping

When the race to make HD videos was started, there were two competing systems to choose from. BlueRay and HD DVD. Now society would have us think that the better product would win, some sort of natural selection but this wasn’t exactly the case. The real winner was the one that could get the most

A lead is worthless if it’s just a name and number because in order to sell to a lead you need to be able to communicate to it. Having five leads you can’t communicate with is not as valuable as having one that you can. Great leads then aren’t just details, they are conversations; but