Blog

If you are looking for useful articles giving you B2B sales and marketing support, then you’ve come to the right place. I try to keep them practical, easy-to-read and as jargon free as possible. (This is not always easy in a world full of powerful value propositions, objection handling techniques and aligned brand architecture… Bleurugh.)

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Business development plan template for B2B SMEs (PART TWO)

Author: Kim Mason   |   Date: 17th September 2015
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This is the second of two posts helping business owners and those with responsibility for new business by providing them with a template for a topline business development plan. It is particularly relevant for small and medium firms selling B2B (business to business). If you want to start at the beginning, here’s Part One. If you’ve just read that, and you’ve been waiting with bated breath for points…

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Business development plan template for B2B SMEs (PART ONE)

Author: Kim Mason   |   Date: 9th September 2015
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Do you ever feel like you just want a look at someone else’s business development plan to get you started? Some inspiration and ideas to get you going? A sort of template umbrella plan that helps you think about the options, one that you could change to suit your own firm? Fag-packet new business planning More and more I’ve been sketching out…

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Rough guide to inbound & outbound marketing

Author: Kim Mason   |   Date: 11th August 2015
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If you’re marketing your business in order to acquire more new customers you will probably – at some stage – come across these two terms: inbound marketing and outbound marketing. You might feel confused by the difference, irritated by the glib terminology, or excited by the many possible ways in which you can get your message out in front of your…

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Attract new clients by giving things away

Author: Kim Mason   |   Date: 14th July 2015
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There are lots of different ways to attract new clients, and some of those routes-to-market can be more challenging than others. But one of the simplest methods – and in my opinion, the most satisfying – is to give away something of value to you. Something that you know your lovely prospects will also really appreciate, need or want. It might be timely…

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Business development in SMEs – a growth area

Author: Kim Mason   |   Date: 23rd June 2015
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According to this recent article from the BBC; the Federation of Small Businesses has seen a “robust” improvement in small business confidence, suggesting the sector overall is in for a period of growth. The FSB statistics are telling us that nearly two thirds (65.3%) of small businesses are aspiring to grow moderately or rapidly in the next three months – the highest figure ever seen by…

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Up a new business creek? Make sure you take a paddle…

Author: Kim Mason   |   Date: 16th June 2015
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When you go canoeing, you take a paddle. And so it is, that when you’re off out to get new business, you should make a plan. Without a new business plan in place (or business development, or sales, or marketing plan), you’re going to be unable to answer a few basic questions that everyone – from your boss and your prospects to investors and colleagues – will need…

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Why account directors don’t (usually) win new client business

Author: Kim Mason   |   Date: 10th June 2015
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Maybe you’re an account director, targeted with a new business revenue and wondering how you can possibly achieve that at the same time as servicing the accounts you’ve got. Or perhaps you’re the business owner of a professional services company wondering why your account managers or client service directors rarely seem to bring in any new clients themselves. Both of…

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Thought leadership – industry jargon or key to growth?

Author: Kim Mason   |   Date: 1st June 2015
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Done well, thought leadership is a very powerful tool for improving your positioning, raising awareness in your industry and target market, acquiring new business, increasing both revenue and profit and recruiting great talent. Having said that, it is still an irritating and dramatic expression that should perhaps be permanently excised from the English language. More on that later. I began the post with this title: Your…

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How good positioning wins you new customers

Author: Kim Mason   |   Date: 26th May 2015
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If you are well positioned in business, you will be able to charge more; reduce your cost of sale; let go of those low profit, poor-fit clients; better articulate who you are and what you stand for; be clearer about who you need to recruit; attract more profitable, good-fit customers; get more referrals for the right sort of work… The list…

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Be people curious: networking for the less confident

Author: Kim Mason   |   Date: 30th April 2015
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A lovely client of mine runs a speech and language consultancy in Hampshire. She trains organisations to improve childrens’ literacy, language and communications skills. This is her positive and funny experience of some informal networking and how it led to a business referral. I thought I would share this with anyone who is a less confident networker, who is wondering about how to start and whether it will work…

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