Have you ever wondered why it is so difficult to find a President or Director General that has developed his or her professional career in the Marketing field? Why do only 20 of the 100 companies listed on the London Stock Exchange FTSE index have a member of their Board of Directors who has come... Continue reading

Sales activity is fundamental, vital, and very complex for any company. A recent study undertaken among 178 company directors worldwide reveals that 55% of sales networks in large companies are incapable of satisfactorily analyzing sales opportunities. It is time for companies to accept that, in an... Continue reading

Who is behind that 20% of customers that generates 80% of sales? Who are the most profitable customers? What new market segments are emerging, and can we get to them before the competition? Which customers are on the verge of leaving for our competitors? What products and services can we sell to... Continue reading

The world of brand names is one of the hottest current topics in the Marketing world. In the United States alone, there are more than 2,500 books dedicated to the subject of brands or “branding”. However, we shouldn’t confuse the importance of having an attractive name with what... Continue reading

The hypercompetitive environment in which we operate has caused companies to put all the emphasis on obtaining new customers. In their frantic race to gain market share, many companies have ignored customer service, thus creating the paradoxical situation of investing efforts in obtainment, while... Continue reading