There is a business indicator that nobody considers. Everyone uses KPIs of all kinds related to sales, or production, or logistics, or financial ratios, etc. But there is one that I never hear of, and that should instead make you prick up your ears. It’s the average age of our customer base. How long have […]READ MORE »
The dream maker and the lead generation
The film The Place is the story of a man who offers solutions to make people’s wishes come true. A bit of a psychologist, a bit of a devil, he gives each ” client ” an action plan. “What do you want?” he asks the client. The client tells him what s/he wants, he consults […]READ MORE »
Cristina’s private lessons and lead generation for salespeople
Once upon a time there was a student, Cristina, who was very weak in maths. Her mother found her a teacher for some private lessons. But Cristina, after several hours of lessons, got a 4 in the first test. Obviously, those first hours were not enough. What did her mother do? She understood that the […]READ MORE »
Do you want a great autumn?
Good morning and welcome back from holidays. We’ve conceived a new initiative to get back on track, and today I’m talking about it to see who might be interested. Last week I was on the phone with a customer, who exposed a concept that I found deep and interesting: most companies, he told me, learn […]READ MORE »
Do I have fool written all over my face?
It happened again. Every now and then a customer comes up and asks whether he can pay you “on the basis of the leads”. It hasn’t happened in a while, but recently there have been a couple of cases. Maybe it’s an indicator of discomfort in the market. Here’s my vision for that, expressed in […]READ MORE »