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Shifting Thinking

Successful sales managers must focus on more than dollars and cents

Successful sales managers must focus on more than dollars and cents

Why setting goals outside of revenue targets and working collaboratively both as a sales team and with marketing is a recipe for long-term success.

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Lee Hunter
Published by: Lee Hunter on 27 September 2019
Understanding Customers to Create Value - Part 5

Understanding Customers to Create Value - Part 5

When seeking to understand our customers it is easy to fall prey to the illusion that we already know everything about them and have all of the answers. Luckily, Jobs to Be Done is a helpful tool to keep us on the right path and guide us to that all-important ‘why’ that underlies their behaviour.

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Tracy Hall
Published by: Tracy Hall on 15 August 2019
Education that Goes up to 11

Education that Goes up to 11

Meet Dale.

Coming from a family that started and ran their own SME, Dale has a passion for helping B2B businesses succeed. His background has inspired him to select a path that not only speaks to him and gives him purpose but also delivers value to our clients.

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Jo Taute
Published by: Jo Taute on 1 August 2019
Understanding Customers to Create Value - Part 4

Understanding Customers to Create Value - Part 4

Why do customers do what they do? What sparks the choices that they make?

Here are six important elements that shine a light on what drives customer behaviour and decision-making.

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Tracy Hall
Published by: Tracy Hall on 25 July 2019
Understanding Customers to Create Value - Part 3

Understanding Customers to Create Value - Part 3

When trying to understand your customers, where do you begin? Where do you search for insights?

Here are five useful pointers that will help you to identify opportunities and find your way.

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Tracy Hall
Published by: Tracy Hall on 12 July 2019
Understanding Customers to Create Value - Part 2

Understanding Customers to Create Value - Part 2

As you seek to understand your customers it can be easy to stray off the path...

Here are four easily avoided missteps and pitfalls that you might encounter as you investigate.

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Tracy Hall
Published by: Tracy Hall on 21 June 2019
Understanding Customers to Create Value - Part 1

Understanding Customers to Create Value - Part 1

Sometimes understanding your customers can seem like an insurmountable task…

Get started with Jobs to Be Done and uncover insights into customer motivations and behaviour.

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Tracy Hall
Published by: Tracy Hall on 30 May 2019
5 Ways Putting Customers First Can Help Improve Your Bottom Line

5 Ways Putting Customers First Can Help Improve Your Bottom Line

A customer-first strategy is specifically designed to revolve around your customers and position them at the very heart of your business, ensuring that their wants and needs are the central driving force that informs your decisions and that your resources are properly allocated to deliver the highest value.

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Tracy Hall
Published by: Tracy Hall on 19 February 2019
6 Signs Your Strategy is Focussed on Products, Not Customers

6 Signs Your Strategy is Focussed on Products, Not Customers

There are a multitude of reasons why you should consider your customers first but it’s not always clear whether you are on track and moving in the right direction.

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Tracy Hall
Published by: Tracy Hall on 8 February 2019
11 Common Misconceptions about Customer First Strategy

11 Common Misconceptions about Customer First Strategy

Have you started piecing together the puzzle of Customer First Strategy? Don’t fall for any of these 11 misconceptions about what Customer First Strategy involves.

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Henrik Arlund
Published by: Henrik Arlund on 30 January 2019