The Step Change Blog

The latest thinking on business, strategy, marketing and sales

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July 12, 2017

When Is It Right to Speed Up the Sale?

2 Minutes On, B2B Sales

Having a no-brainer business case doesnt always happen, and getting one that’s 10 out of 10 in every area is like Nirvana — it’s a beautiful time for the client and for us.

In less than two minutes, I share the criteria for when it’s absolutely right to speed up the sale and what this means for your clients and for your business development team.

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June 13, 2017

2 Minutes on Amplifying the Sale (Part 2)

B2B Sales, 2 Minutes On, Scale

Does your arsenal contain great, effective tools to help you boost sales in your business?

This is the second part of the 2 Minutes On series called Amplifying the Sale, and here I’m giving away four of the seven tools and foundations as a checklist so you can work out where your next opportunity is.

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April 28, 2017

2 Minutes on Amplifying the Sale (Part 1)

2 Minutes On, B2B Sales, Scale

We’ve been building bespoke customer journeys in B2B and consultative sales across all industries the government recognises. And this is what we found: it doesn’t matter what industry you’re in, the same seven fundamental areas keep coming up time and time again as foundations for optimising your sale.

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March 29, 2017

2 Minutes on How to Make Referral Relationships Work — Part 4

2 Minutes On, Referral Relationships, Marketing Strategy

Trying to be everything to everyone is not the best way to grow your business. If you want growth, one of the most tried-and-tested ways is through referral partnerships. 

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March 29, 2017

2 Minutes on How to Make Referral Relationships Work — Part 3

2 Minutes On, Referral Relationships, Marketing Strategy

Referrals from reliable third-party sources are one of the best ways to bring new and repeat leads for the business. But it takes more than just signing a referral agreement to have a successful referral relationship.

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March 29, 2017

2 Minutes on How to Make Referral Relationships Work — Part 2

2 Minutes On, Referral Relationships, Marketing Strategy

The professional services industry relies greatly on referral relationships for new business. It’s the most tried-and-true source of leads. In fact, in a professional services survey by PSM70% of new business is from referrals. That’s why it’s extremely important for businesses to get referral relationships right.

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March 29, 2017

2 Minutes on How to Make Referral Relationships Work — Part 1

2 Minutes On, Referral Relationships, Marketing Strategy

Referrals trump all other forms of business leads.

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January 24, 2017

2 Minutes on the Killer 3 in B2B (Part 3/3): Speed of Response

B2B Sales, 2 Minutes On, Marketing Strategy

More than 70% of new business goes to the company that responds to lead queries in a timely manner. What do you need to do to speed up how you respond to your leads? Jeff Cooper answers this question in this two-minute video.

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December 21, 2016

2 Minutes on the Killer 3 in B2B (Part 2/3): Engagement

B2B Sales, 2 Minutes On

Winning clients doesn’t just involve knowledge and rational data.

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November 16, 2016

2 Minutes on the Killer 3 in B2B (Part 1/3): Frequency and Depth of Relationship

B2B Sales, 2 Minutes On

How effective are your sales touchpoints? How many stakeholders should a B2B sales consultant need to engage with? The first of the three-part series called "The Killer 3 in B2B" will answer these questions.

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October 17, 2016

2 Minutes on Archetypes: Why Do I Need an Archetype, and How Do They Work?

Brand Archetypes, Ashton Bishop, 2 Minutes On, Branding

When brands identify with archetypes, customers are drawn to them. No wonder archetypal marketing is now a prerequisite to effective marketing. Discover how you can use the brand archetypes in your own business.

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October 12, 2016

2 Minutes on Disruption: What Does It Mean for My Business?

Disruption, 2 Minutes On, Ashton Bishop

Disruption is coming. How does your business respond?

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