Wombat Selling

Michael — Fri, 05 Feb 2010 03:02:38 +0000

Peter Drucker’s body of work on business philosophy and strategy has yet to be surpassed, in my view.

One of my favourite Drucker quotes which I refer to regularly is:
“There are two functions, and two functions only, of any business: innovation and marketing”.

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What is neuro-marketing?

Michael — Fri, 05 Feb 2010 02:55:50 +0000

From Martin Lindstrom, author of Buyology:
NeuroMarketing is where science and marketing meet. Buyology bears witness to an historic meeting between neuroscientists and marketing experts, a union that sheds new light on how we make decisions about what we buy — everything from food, to cell phones, to cigarettes, to political candidates — and why.

A research discipline that’s still in its infancy, NeuroMarketing uses high–tech brain scanning techniques, such as fMRI and EEG, to investigate brain activity. This neuro–imaging hardware enables us to examine and analyze what really drives our behavior, our opinions, our preference for Corona over Budweiser, iPods over Zunes, or McDonald’s over Wendy’s.

••• Click through to original article …

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Michael — Tue, 19 Jan 2010 20:05:17 +0000

Trendwatching: Has there ever been more urgency for corporations to ditch the greed and embrace generosity?

It’s something that countless individuals have already started doing, of course: giving is the new taking, and sharing is the new giving.

And yes, we do realize that this month’s Trend Briefing is massive, but in this business climate, can you really afford not to spend some time figuring out how to get a little closer to your customers?

•• Click through to original article …

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“WORD OF MOUTH: Referrals. Referrals. Referrals.”

Michael — Wed, 13 Jan 2010 22:13:08 +0000

NEW HOT TOPIC: “MULTIPLY YOUR BUSINESS BY TEN IN 2010”

• What are the 3 priorities for all leading sales professionals? Referrals. Referrals. Referrals.

• Your customers influence at least ten other people. In any target audience the 10% lead the 90%. There is usually a small group of heavy-hitters who call the shots.

• They may be a handful of trade journalists, a few market-leaders, some early-innovators, an industry spokesperson, a recognised guru or a high profile customer.

• When these people talk the rest of the target audience listens! Every marketing plan should give deliberate thought to how to replicate your satisfied customers.

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Louise Karch reviews WOMBAT Selling …

Michael — Mon, 11 Jan 2010 01:21:02 +0000

How WOMBAT selling could save you

January 10, 2010

WOMBAT, Michael Hewitt-Gleeson’s savvy book on ‘How to Sell by Word of Mouth’ published by Hardie Grant Books is my first favourite read of 2010. I love writers who slay cherished assumptions with social science. Hewitt-Gleeson leverages a PhD of credibility and 20 years of international experience in leadership, creativity and sales to decree closing the sale is dead.

••• Click to more on this article

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Book Download: WOMBAT Selling: How To Sell By Word of Mouth

Michael — Wed, 06 Jan 2010 03:19:10 +0000

__________________________________________________________________________

• Download The Book: simply click here.

• Download The Cover: simply click here.

__________________________________________________________________________

Dr Michael Hewitt-Gleeson is Australia’s best-selling author of NewSell. In this third edition entitled, WOMBAT Selling: How to Sell by Word of Mouth he has upgraded previous editions and added ecommerce.

W.O.M.B.A.T = Word Of Mouth Buy And Tell

__________________________________________________________________________

What is WOMBAT Selling?

WOMBAT SELLING is a completely rewritten and updated third edition of NewSell published in 2006 (Hardie Grant).

NewSell was first published in New York in 1984 (Boardroom Books) and then in Australia in 1990 (Wrightbooks). It became required reading for any businessperson. It exposed the dirty secret of traditional selling: that we actually have no way of knowing how to close the sale!

WOMBAT SELLING by Michael Hewitt-Gleeson. RRP $24.95.
__________________________________________________________________________

• Download The Book: simply click here.

• Download The Cover: simply click here.

What a way to present!

Michael — Wed, 06 Jan 2010 02:10:55 +0000

What if your ideas or business ventures were presented in this way?

You’ve never seen data presented like this. With the drama and urgency of a sportscaster, statistics guru Hans Rosling debunks myths about the so-called “developing world.”

Just click, start the video … and enjoy the learning …

Quarterly Projections: uncheck2check

Michael — Wed, 06 Jan 2010 02:09:47 +0000

Moving from uncheck to check is the customer contact.

It’s the simple switch, at any particular moment, from not being in contact with a customer (uncheck), to being in contact with a customer (check).

This is the fundamental business move, the basic unit of business measurement–uncheck to check or uncheck2check.

Yet, in 25 years of consulting, I’ve never found a company that knows exactly how many check moves it makes each business quarter or how often they flip the switch from uncheck to check.

FACT: Sales are a direct consequence of customer contacts. If we use quarterly sales projections why don’t we use quarterly projections for customer contacts, for Check moves? To help escape from the darkness of uncheck and take control of your business, make quarterly projections of your check moves and keep daily measurements of how often you flip the switch. It’s simple to do and always significantly raises the sales activity – uncheck2check.

Michael on Leadership

Michael — Wed, 06 Jan 2010 02:05:24 +0000

Recently Michael addressed 2000 student leaders and their teachers on Leadership.

••• Click through here for the video …

Wreck the boat or miss the boat?

Michael — Thu, 02 Jul 2009 21:52:03 +0000

What should businesses do in a recession? What decisions should they make about business development? What are the consequences of their decisions? Will they wreck the boat or miss the boat?

This excellent article from The New Yorker is food for thought and discusses these questions >>>

In the late nineteen-twenties, two companies—Kellogg and Post—dominated the market for packaged cereal. It was still a relatively new market: ready-to-eat cereal had been around for decades, but Americans didn’t see it as a real alternative to oatmeal or cream of wheat until the twenties. So, when the Depression hit, no one knew what would happen to consumer demand. Post did the predictable thing: it reined in expenses and cut back on advertising. But Kellogg doubled its ad budget, moved aggressively into radio advertising, and heavily pushed its new cereal, Rice Krispies. (Snap, Crackle, and Pop first appeared in the thirties.) By 1933, even as the economy cratered, Kellogg’s profits had risen almost thirty per cent and it had become what it remains today: the industry’s dominant player.

•••Click through to the rest of the article …