Are You Nervous? – Asks JWT

http://anxietyindex.com/anxietyindex/ It tracks the levels and intensity of consumer anxiety and, importantly, the drivers of anxiety. The index examines safety and security concerns—the threat of terrorism, potential and current military hostilities, crime, etc.—and economic worries, such as the cost of health care, the cost of living and job security. The AnxietyIndex also uncovers consumer insights [...]

Rule 1. Always Be Communicating

The prototype of a new breed of marketers is that today’s communications don’t necessarily require a different mindset but a whole different set of skills. She blogs. She tweets. She Facebooks. She SEOs. She Teleseminars. She Podcasts. All while conducting traditional PR marketing, brand identity and strategic communications duties. These skills make a model for [...]

Half the Battle: Use Dissonance, Minds Hate Confusion

Human beings rely more heavily on learning than any other species that has ever existed. Learning (scanning and assimilating) is the way we interpret new information, and this scanning always on. Memory is the way we retain that information over time, categorising information and prioritising activity. So, if memory is so important, what’s the secret [...]

Sales Interaction Research Insights

Having spent 15 years training others to sell products and organisations I developed a concept of what I think it takes to succeed in managing a Sales process. I hope it generates debate, but I’m really after a nifty equation; I’ve far I’ve come up with; Quality Product Knowledge x Customer Process Empathy = Selling [...]

Understanding Value Determinants

Understanding the concept of value for Australian’s is a fortification which can place our manufacturers at an advantage. It requires a broadening of perspective, as even though the importance of state of the art equipment (and sourcing international low cost labor) is clearly understood, the world outside the plant, that of market communication becomes ever more crucial.

Creating Powerful Value Propositions

Now days to get customers to even consider changing the status quo, you have to give them very good reason. There is a central way to excite business decision makers, through the tangible business results they’ll get from using your product or service. One of the best ways to awaken prospective customers out of their [...]

Advertising Funds More Advertising? Lucy’s a genius.

We abuse animals, whether it is environmental, experimentation or factory farming and Monty Arnhold of A Second Opinion believes “it’s something few of us ever give a second thought to.” Interesting of itself, no, not so much, until now; in what could be described as societal self loathing, the current campaign from Animal’s Australia makes [...]

6 Insights on How & Why Customers Buy

Companies spend millions of dollars and thousands of hours teaching their salespeople how to sell, and not a cent or minute on how and why their customers buy. Teaching salespeople how to sell is an important business activity, of course, but such instruction can never be truly
meaningful unless both the teacher and the student understand the mechanics of a customer’s purchase.

Those mechanics are explained below, and the points we make hold true for product and service buys in both the consumer and business-to-business worlds, from bargain basement cheap items to very expensive ones.