Field Notes

Tips, guides and articles on marketing, sales and operations to help you grow your business

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How to make a follow-up call from first contact

This can be a bit awkward if you are not used to it. Also, even if you are used to it, it can have unsatisfactory results. Imagine you were at a networking event or you were exhibiting at a trade show, and you had a conversation with someone who seemed to be a likely customer for your business. You probably also exchanged business cards. The follow-up call A few days

How to protect your pricing –

– and avoid giving things away! Pricing is always a sensitive topic. Customers want to know how much something costs before they buy it, and suppliers don’t want to tell everyone (including their competitors) what something costs because often “it depends”. Unless you are selling a commodity product where the price is known at the start, there is a debate about whether you should expose your pricing structure early on

“It ain’t what you do it’s the way that you do it”

Fun Boy Three and Bananarama, 1982. Does that take you back? I am constantly seeing debates on LinkedIn arguing whether cold calling has been superseded by social selling, or that digital marketing is the way to go. All I’m reading is about “what” you do not the “way” that you do it. You know what? It doesn’t matter what you do if you aren’t doing it the right way. Whether you are cold calling

Let’s get rid of Marketing

Brian Halligan didn’t say that, but he made me think it. Brian is the founder of Hubspot, the sales and marketing app/suite/platform that has been a huge influencer in the world of business development since 2006. I was fortunate to catch Brian in a “fireside chat” session hosted by Christian Kinnear at the London Hubspot User Group meeting. Brian is awesome. He is one of those entrepreneurs who come up

How to ace a difficult client meeting

Have you ever dreaded going to a client meeting, knowing it was going to be really tough? It happens to all of us, and I have had my share of them. Some caused by my own actions, latterly in senior roles to take one for the team. I have learned some tactics over the years, which can not only make the experience less stressful, they can significantly improve the outcome.

Book Review: The Speaker’s Coach by Graham Shaw

Book Review: Graham Shaw: “The Speakers Coach – 60 secrets to make your talk, speech or presentation amazing”. You can add to that list: pitch, demonstration, lesson – or any communication where you want to attract, engage and inspire your audience. There are some lessons here that can be used in simple conversations too. I am a big fan of Graham Shaw. He is an expert at communicating visually –