Field Notes

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

Join our Ascent Club to get more
Gerald Rosen

How to deliver complex messages – successfully!

I am sure we have all done it – you have a great idea, an important message or a brilliant product and you explain it to your audience of colleagues, team or customers. But they don’t get it! How can this be? Surely they could see how compelling this is. But they couldn’t. Many of us fall into the trap of being so enthused about our message that we go

How to hit sales targets

How to hit revenue targets without worrying about sales

The Problem How many sales meetings, executive meetings and board meetings have we all endured where sales results are behind expectations and most of the meeting is taken up by micro-analysing every sale in its final stages to see if it can be closed? A lot. In fact, I can remember only a handful that were relaxed and that was because the year’s quota was in the bag already. How

Why Sales can no longer be a silo – collaboration rules!

Recently I heard someone say that the behaviour of the modern savvy buyer has caused the traditional sales model to be turned on its head. I’m not sure about that, but it definitely needs to be turned 90 degrees to the right. The traditional product cycle was to develop a product or service, pass it to marketing to promote, marketing would pass leads to sales and sales would follow up with

value proposition workshop from Pure Potential

Customers want value, not “solutions”!

When I first moved into a sales role, it was drummed into me that I was to sell “solutions”, not products. Solution selling became the mantra for decades, and it even became a trademarked methodology. Unfortunately, the term has become so over-used in sales circles that it is in danger of becoming meaningless. If you ask a sales executive if they sell products or solutions, they will usually say “Solutions,

How to easily create a strong elevator pitch

I am constantly amazed by the number of elevator pitches I read that are either not elevator pitches, or are just plain bad. Every executive, marketing and sales person needs one for their company and proposition, and everyone who wants to increase their reputation and network needs a personal elevator pitch too. Here is a simple formula for creating a great elevator pitch. Before that though, it is worth a

The most persuasive marketing quote ever

It is not widely known that Marcus Tullius Cicero, the outspoken Roman politician who lived from 106-44BC, ran a Marketing Academy. There is absolutely no historical evidence for this, but if you analyse one of his more famous quotes you know that must have been true. I use this in many of my marketing, sales and communication workshops run by Ascent Learning. “If you wish to persuade me, you must