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Shifting Thinking

Normal is up for grabs

Normal is Up For Grabs

Resume, rebuild or re-invent? We are presented a unique opportunity to learn from each other and evolve. 

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Dale Koerner
Published by: Dale Koerner
Verticalising the sales funnel: aligning strategy and sales around the customer lifecycle

Verticalising the sales funnel: aligning strategy and sales around the customer lifecycle

Building profitable, long-term customers is more than guesswork. Many businesses struggle to create long-lasting relationships at a sustainable cost. Often, inefficiencies created by a lack of understanding and forward planning can erode the profitability of long-term customers, even those with the highest lifetime value.

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Roland Leemans
Published by: Roland Leemans
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
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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Dale Koerner
Published by: Dale Koerner
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
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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Dale Koerner
Published by: Dale Koerner
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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Dale Koerner
Published by: Dale Koerner
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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Dale Koerner
Published by: Dale Koerner
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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Dale Koerner
Published by: Dale Koerner
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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Dale Koerner
Published by: Dale Koerner