The Step Change Blog

The latest thinking on business, strategy, marketing and sales

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June 12, 2018

Growth Hacking Tactics for Challenger Businesses

Scale, Growth Hacking

Over the years, growth hacking has been a widely used buzzword among startups. And although a lot has happened since Sean Ellis coined the term in 2010, many are still unsure about what growth hacking is and why it matters to their challenger business.

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April 12, 2018

Why Your Marketing Plan Will Fail [Marketing Plan Template]

Marketing Strategy, Scale

Marketing without a plan is like trying to chop down a tree with a crowbar. You might get there in the end, but there’s a better way.

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August 24, 2017

Where to Spend Your Marketing Budget: Part 3

Marketing Strategy, Scale

So you’ve been telling your audience lots of things about your business. But the thing is, is what you’re saying valuable to your customers? Does your message resonate with them? And does your message differentiate you from the other brands?

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July 20, 2017

The 4Cs of Qualifying Upfront

B2B Sales, Scale

Your success in sales depends on how effective your qualification process is. Your ability to find a prospect that is a good fit for your business can make or break your business. It’s crucial to nail this because once the prospect becomes a delighted customer, it doesn’t just mean profit — it could also mean a possibility of a repeat sale, more referrals, or the chance to upsell or cross-sell.

In two minutes, I will walk you through an easy-to-remember framework to qualify the sale upfront.

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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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April 12, 2017

6 Things You Should Be Doing to Engage Your Customers (But Probably Aren’t)

Scale

Jeff Bezos, CEO of Amazon, pointed out that obsessing over your customers is key. And rightfully so — they are the lifeblood of any business. So having a high-value engagement with them is extremely important for every business.

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February 28, 2017

How Do You Measure Your Customer’s Loyalty?

Scale

Most people measure loyalty by how many clients leave. But it’s unfortunate to be measuring loyalty once it’s too late to keep a client.

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February 7, 2017

3 Smart Digital Marketing Hacks You Need to Know for 2017

Scale, Digital

Make your business stand out from the competition in 2017 with these three digital marketing hacks. The rise in digital technology means most people can usually be found carrying a mobile device or laptop. The landscape of marketing online is very different from the traditional approach of brochures and television ads. These three tips will no doubt be fuelling the way businesses should market in the next few years.

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February 3, 2017

Where to Spend Your Marketing Budget: Part 2

Scale, Marketing Strategy

Are you the kind of business that goes, “Lets get our brand out there and appeal to everyone!“? The truth is, appealing to everyone is actually appealing to no one.

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January 27, 2017

Where to Spend Your Marketing Budget: Part 1

Scale

A successful viral video with millions of views is every business owner’s dream. Think of Dollar Shave Club’s video, which gained almost 24 million views. They practically did little else with their marketing. But here’s the catch: for every video that goes trending, thousands of others fail.

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January 20, 2017

Better than Free (How to Make Commodities or Low-Margin Offerings Valuable Again)

Scale, Marketing Strategy

In a world where margins are thinning and the internet has made so much available for free, Adam Long, Executive General Manager at Step Change, explores eight ways to find value in commodities.

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