Win when you lose – 10 guidelines for loss analysis
(Editor’s note: Serial entrepreneur Scott Olson is president of MindLink Marketing. He contributed this column to VentureBeat.)
Losing is never fun. When you invest significant time and resources pursuing a deal and it falls through, it’s frustrating – and invariably causes some self-reflection.
Why weren’t we successful this time? What could we have done differently? Implementing a process to learn from your losses can yield great dividends – and is often the best way to lock in… Continue Reading
10 ways to get the second transaction
Odds are a large percentage of your company’s attention and budget goes toward customer acquisition. That makes sense if your customer lifetime value is high – but if you aren’t driving repeat business, it’s ultimately a waste of resources. Securing the second transaction is a key step to generating a good return on your investment.
A 10 percent increase in the number of new customers who buy a second time results in a 15-25 percent revenue improvement… Continue Reading
Cinching sales with sports scores
When I was a young marketer I learned how to listen to customers by making a fool of myself.
Twenty eight years ago I was the bright, young, eager product marketing manager called out to the field to support sales by explaining the technical details of Convergent Technologies products to potential customers.
Convergent’s business was selling desktop computers (with our own operating system and office applications) to other computer manufacturers – most of them long gone: Burroughs,… Continue Reading