Insights topic
44 articles on this topic.
How small suppliers can negotiate with larger customers: research, must-haves and walk-away price, quantified value, anchoring, trading rather than giving, scope creep and contract terms.
10 min read
Presentations and public speaking for business people: purpose, audience, the 5 Ps, the ARCS structure, voice and body language, questions, nerves and practice exercises.
10 min read
A practical pricing method: know your full cost, choose your market position, quantify the value you create, understand who decides, count the alternatives and price for the life-cycle.
10 min read
Practical retail lessons: plan the range from data, control costs to deliver value, manage space and supply, design displays that sell, serve every customer well and expand carefully.
10 min read
How to translate product features into customer benefits, discover which benefits matter, quantify value, back claims with proof and avoid overclaiming. With technical examples.
10 min read
Social skills for business people: reading non-verbal signals, listening, starting conversations, empathy and follow-up, and influencing by connecting first rather than pushing to convince.
10 min read
How the one-third rule splits revenue into product cost, operating cost and profit, how to apply it to manufacturers and services, what it reveals about your business and where it falls short.
10 min read
How start-ups and small firms can dominate a focused first market, size the opportunity, measure product traction, build distribution and expand to the next market with discipline.
10 min read
How to grow share in an existing market: ten market-penetration strategies, removing customers' options and objections, and twelve legitimate barriers that protect your position.
10 min read
Strong sales teams rest on a few durable values and habits. What accountability, tenacity, trust and empowerment look like in practice, and how leaders create the conditions for them.
10 min read
Rapport is the mutual understanding that makes honest conversation possible. Practical ways to build it, techniques that backfire, and how to know what to practise.
10 min read
People form impressions within moments. What the popular 12×12×12 rule captures, what research on first impressions supports, and how to start well without pretending.
10 min read
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