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Margin Improvement – Introduction

There is scepticism in the telecoms channel about margin improvement, as the feeling is that there is a lot of pressure to offer the lowest price possible. The options that are available are apparently restricted to pushing back on the suppliers and selling high...

Product or Solution

I remember a TV ad not so long ago when an unsuspecting customer who was desperately trying to buy a mobile phone from a now defunct mobile retailer was challenged with the assertion “You text a lot don’t you?” The unsuspecting customer looks blankly at the wise...

Most of Us

It’s easy to read through the posts and pages on sites such as LinkedIn and harvest some fine points on the intricacies of management, business development, social media marketing and so on. There are a huge number of well respected, successful, global experts that...

Credible Sales

During a conversation with a successful telco, I had to defend the position that I was ‘always talking about the value chain from the customer’s perspective’. At about the same time another business owner stated that the ‘customer doesn’t tell me what they need, I...

Jargon

Jargon is prevalent in every industry and can be considered to be the source of most sales prevention in the market place. Such as paradigm shift, which invokes images of disruptive innovation, which is jargon for stuff changes quicker than the masses can adapt. In an...