Emotion
Antonio Damasio, the leading professor in neuroscience, once said, "Human beings are feeling machines that think. We're ... Read More »
People Buy on Price
People are often heard to say that customers only buy on price and that there isn’t anything else, but in this Vlog, Gra... Read More »
Optimising your Pricing
When you go to the cinema there will be a different price for adults compared with senior citizens and most people are O... Read More »
Don't Pitch too Early
If you're unwell and your doctor prescribed big yellow tablets, most of us would take them. In this Vlog, Grant asks; Bu... Read More »
Build awareness the University of Pittsburgh way
Oscar Wilde famously said, 'familiarity breeds contempt' but in this Vlog, Grant shows that this is not the case. Read More »
Don't tell me. Show me
If you're an expert, don't tell me you're an expert, show me you're an expert. Write a book, write an authoritative whit... Read More »
Congratulations! You own a media business
In this Vlog, Grant explains that, whether you like it or not, over 90% of business purchases start with an online searc... Read More »
I don’t do marketing
Do you think that your business doesn’t need marketing? In this Vlog, Grant explains that, every business does marketing... Read More »
Why you can't rely on word of mouth
In this Vlog, Grant explains that whilst people still talk face to face and on the telephone, today the nature of word o... Read More »
Facebook changes don’t matter
There's been a lot of uproar about the new changes that Facebook have made to their newsfeed, but those changes really d... Read More »
Make your customer the hero
When people do their marketing they talk about their benefits, why people should use them, what they can offer. It's all... Read More »
Identity triangle - consistency in your communications
Is your website a monologue or an ever changing social magazine? In this Vlog, Grant explains why it should be the latte... Read More »
Your website is a social magazine
Is your website a monologue or an ever changing social magazine? In this Vlog, Grant explains why it should be the latte... Read More »
Knowledge isn't power
Businesses were originally built on the assumption of scarcity. That is, you had knowledge and products that made you at... Read More »
Creating regular content efficiently
Producing a blog, every week, isn’t always as easy as it sounds. ‘Stuff’ always happens that gets in the way of putting ... Read More »
Where do your clients learn?
In this Vlog, Grant explains that while social platforms may contain some useful information, professionals in any indus... Read More »
How do you get in front of cold prospects?
In this Vlog, Grant explains how to get in front of cold prospects and raise your credibility at the same time. Read More »
What's the difference between selling and order taking?
In this Vlog, Grant explains how to overcome the problem of encountering customers who believe they know what they want ... Read More »
What the Premier League can teach us about Content Creation
Have you ever struggled to make content that's really interesting for your audience? In this Vlog, Grant explains one ... Read More »
Everybody's got a channel! Grant Leboff speaking at the Sales Institute, Dublin
In a world of abundance of information means that, as sales people, we now live in a world of scarcity of attention - an... Read More »
Social is a way of thinking, not a platform
How many times have you heard people talk about 'social’ like it's a platform? In this Vlog, Grant explains that Faceb... Read More »
Confirmation Bias
In this Vlog, Grant explains that it’s down to ‘Confirmation Bias’ and how it can help you. Read More »
The Merging of Sales and Marketing
Can your sales and marketing departments continue to work out of separate offices? In this vlog, Grant explains why the... Read More »
The Digital Mindset
If we all needed an MBA to use Facebook, it wouldn't have 2 billion users. In this vlog, Grant explains that getting to ... Read More »
The buying journey hasn't changed
People, all over the world, have started talking about the fact that the buying journey is no longer linear. In this Vlo... Read More »
The Difference Between Sales and Marketing
Is your website part of your sales department or your marketing department? In this Vlog Grant explains the difference b... Read More »
Your USP explained in one simple step
Today, no company, even the mighty Apple, have a USP for very long, if at all. In this Vlog, Grant explains why it no lo... Read More »
Avoiding Social Media platforms won't spare your business from being mentioned
Just because you decide not to be on Twitter or Facebook, it doesn't mean that someone else can't post something about y... Read More »
The Importance of weak ties
In this Vlog Grant asks - if someone wants to connect with you online, and you don't know them too well - should you ref... Read More »
Fake News
There has always been inaccurate reporting, so why the emphasis now on fake news? In this Vlog, Grant explains that it's... Read More »
Making Use of Customer Attention
Many years ago, the main value in a company was the products or services it produced and delivered. In this Vlog, Grant ... Read More »
Effective Market Segmentation
Not all people in the same demographic group are the same. You can’t go to a data broker and ask for managing directors ... Read More »
Getting People to Share Your Content
Too many people in business create content without considering; what is the emotional deliverable for their client. In t... Read More »
What is the Purpose of a Brand?
We are often under the illusion that customers only want the best result, but actually, that’s not always the case. In t... Read More »
Stop Persuading People to Buy Your Stuff
In this VLOG, Grant explains that if you try to persuade someone to buy, you may or may not make a sale - but if you ins... Read More »
A Lettuce Ate My Grandmother
In this Vlog, Grant explains the importance of creating attention grabbing headlines. Read More »
Cognitive Economy
Have you ever lost out to the competition and not been able to understand why? In this VLOG, Grant explains why having t... Read More »
When the Channel kills the Value Proposition
Grant explains that when you're thinking about the channels you're going to use to get to market, it's not just enough t... Read More »
The Cardinal Sin of Marketing
We live in a world of an absolute abundance of information and the only way we can cope with it all is to ignore as much... Read More »
Marketing Isn't About Winning Customers
Grant explains that marketing used to be the art of interrupting someone else's audience – be it an advert in a trade ma... Read More »
The A-Ha Moment
What do you call the moment when, despite all the warnings, a clinically obese women, realises she has to stop eating an... Read More »
Same Hours, Less Time!
Do you keep running out of time? Not enough hours in the day? Grant Leboff explains why.. Read More »
Your CRM is rubbish
Grant questions why you enter information you have gleaned about your customers, such as their birthday, children or fav... Read More »
The customer is the channel
Grant explains that in order to have really effective marketing and communications today, one has to understand the cons... Read More »
How to share other peoples content
In this Vlog, Grant Leboff explains that you don’t have to create all of your content yourself. Read More »
How to create content that sells
In this Vlog Grant explains that although you have to create content which provides your audience with value, you also h... Read More »
Amazon
Grant explains that, like the Amazon, Amazon online, like other leading companies, is also an ecosystem... Read More »
Building an Audience
Grant Leboff describes how to build an audience on a website or social media Read More »
Growth Hacking Mindset
Grant explains that the best companies today don't just have a hunch as to what might work, rather by 'hacking' into the... Read More »
A short history of the Purchase Funnel
Grant explains how the Digital Sales Funnel has superseded the traditional Sales Funnel which was created in 1898. Read More »
The Experience Economy
Grant explains that companies can no longer differentiate themselves by service because it has now become a commodity. W... Read More »
What’s the story?
Grant Leboff explains that to get a message across, people respond better to stories rather than dull facts. Read More »
I Must Get An Accountant Today
Grant Leboff explains why triggers and events are so important in your customers buying process. Read More »
Let's Ban Content Marketing
Grant Leboff explains why he would ban the phrase ‘Content Marketing’. Read More »
Engagement Explained
Grant Leboff explains why engagement is so important in business. Read More »
Mr Shouty
Grant Leboff explains why shouting doesn't get you attention anymore. Read More »
The Importance of Purpose
These days, everybody needs to think of themselves as a media personality. Read More »
Everybody is a Media Personality Now
These days, everybody needs to think of themselves as a media personality. Read More »
Why has marketing hijacked social media?
Why has marketing hijacked social media? Marketing used to be responsible for corporate-to-person communications. So... Read More »
Digital Selling
These days purchase journeys start online; people using forums, blogs, social media, and websites to start their purchas... Read More »
Context Is Not Just About Location
When Apple launched the iPhone in 2007 it signalled the beginning of the smart phone revolution. Where the introduction ... Read More »
Social Media Is Not A Platform
I walked back through the front door of my parent’s home a little despondent. I was 17 years old and had just had my fir... Read More »
In Sales & Marketing We Must Ban The Word ‘Need’
We live in a world where consumers have been empowered. Buyers, in most of the purchases they make, have an abundance of... Read More »
How Effective Is Your Content Marketing?
Content Marketing is now becoming conventional wisdom amongst the marketing fraternity. Of course you have to use conten... Read More »
Are You Missing Out By Not Utilising Strategic Partnerships?
One of the facts of life is that, as one entity becomes abundant, it renders something else scarce. The world wide web a... Read More »
Why ‘Cognitive Economy’ Matters To Your Business
Do you understand where your business provides value for its customers? Do you have real and tangible competitive advant... Read More »
Be Aware - The Internet Is Under Threat!
We are living through a communication revolution. For the first time in history everyone owns their own channel. One no ... Read More »
Marketing Lessons From The ‘Three Crowns’ Pub
It was while enjoying a series of single malt whiskies, in the Three Crowns Pub, that I was reminded of a marketing less... Read More »
For What Purpose Are You Using Social Media?
Businesses' use of social media reminds me a little of the beginnings of the mobile phone. While embraced as exciting by... Read More »
A Lesson For Business - In Healthcare, Prevention Is Better Than Cure
A Lesson For Business - In Healthcare, Prevention Is Better Than Cure As wearable technology starts to become mainstream... Read More »
Marketing Today - Its About People, NOT Products Or Services
Much of the marketing and communications of yesteryear focused on the benefits of using a company’s particular products ... Read More »
Does Your Business Need Stickier Marketing?
We are currently living in the midst of a ‘communication revolution’. It affects every facet of society, the likes of wh... Read More »
Effective Marketing - It’s Time To Get Closer To The ‘Creepy Line’
“The Google policy about a lot of these things is to get right up to the creepy line but not cross it” declared Eric Sch... Read More »
What Are You Doing To Encourage Advocacy?
As early as 1967, Professor Johan Arndt from the Colombia Graduate School Of Business identified ‘word of mouth’ as “one... Read More »
Embrace The ‘Experience Economy’ Or You Won’t Be Able To Compete
During the 1950’s, as the western industrialised world became richer, and products became more commoditised, we became a... Read More »
2014 - The Beginning of Wearable Devices Becoming Mainstream
When Apple launched the iPhone in 2007 it wasn’t just a technological breakthrough. It ushered in a new era of communica... Read More »
Do You Want Competitive Advantage? - Think Data
The nature of ‘digital’ is that every action, decision, comment, gesture and click leaves a data trail. An increasing am... Read More »
Sticky Marketing Seminar At Kay Johnson Gee
With an ever increasing number of businesses blogging, using social media and producing content, it is the companies whi... Read More »
Is It Time To Start Thinking In Terms Of The ‘Outernet’?
Although the history of the internet can be traced back to the 1950‘s, it was during the 1980’s when the concept of a wo... Read More »
The Most Important Consideration In Marketing Today Is...
When you are thinking about how to communicate to your prospects and customers, what is your primary consideration? Is i... Read More »
Why You Are A Marketer Whether You Like It Or Not
We are in the midst of a revolution not seen before in any of our lifetimes. Communication is no longer one way, that is... Read More »
Dumb Marketing Question #1 - Does Social Media Work?
As ‘Social Media’ has become too big to ignore, most companies are dabbling with it in some way. Of course, there are bu... Read More »
Forget Social Media, Think Social Business
The World Wide Web is the biggest revolution in communication since the invention of the printing press. The printing pr... Read More »
Where Do Your Customers Learn?
When Gutenberg invented the printing press in 1450 he precipitated the democratisation of information. Neither the refor... Read More »
Why Your Story Matters
When you walk into a meeting, with a potential customer, what is the conversation you have? Does it, at some point, lead... Read More »
What Does 'Engagement' With Customers Really Mean?
Why is it that before we get married, we are ‘engaged’? Why do many public toilets say the word ‘engaged’ on the outside... Read More »
How 'Influencer Marketing' Can Accelerate Your Business Development
We now live in a world where everyone has the opportunity to own their own media channels. Utilising Twitter, Facebook, ... Read More »
Three Questions Every Salesperson Should Ask Themselves Today
There is no doubt that in a web enabled digital age the role of a salesperson has to change. Quite simply, in most marke... Read More »
How Information Distribution Is Changing
We used to live in a world where everyone knew the places to go for information. In the main, people would obtain their ... Read More »
Why Ignoring Mobile Is No Longer An Option
Too many businesses are ignoring mobile. While up until now many companies have ‘got away with it’, this situation is be... Read More »
What The Emergence Of 'Social TV' Can Teach Us All
Watching television, for many, used to be a solitary activity. Some people would obviously watch programmes, at home, wi... Read More »
Whitney Houston, Sony And The Importance Of 'Reputation'
Just hours after the death of Whitney Houston two of her albums, ‘The Ultimate Collection’ and “The Greatest Hits’ were ... Read More »
Do Not Commit The 'Cardinal Sin' Of Modern Marketing
The seven ‘deadly’ or ‘cardinal’ sins are commonly thought of as envy, gluttony, greed, lust, pride, sloth and wrath. Ho... Read More »
Does Your Organisation Have A 'Head Of Glasses'?
I was on a three hour train journey the other day. The staff were perfectly friendly but the way they worked was quite f... Read More »
How Search Engine Optimisation And Social Media Are Becoming One
Search Engine Optimisation (SEO) is the way of improving visibility by trying to ensure one has as high a web ranking as... Read More »
Google vs Facebook - Where The Real Battle Lines Are Drawn
Since Google launched their Google + social network in June 2011 a lot has been written about whether it will be able to... Read More »
Star Wars, Recruitment and Creating 'Sticky' Content
Marketing is no longer purely transactional. Historically, the major measure to assess whether a company’s marketing was... Read More »
The Importance Of The Social Graph
For a vast majority of companies Social Media is still new. However, because many of the customers a business would like... Read More »
Welcome To The Social Web
There has been much said about the ‘wisdom of crowds’. That is, how we can use the opinions of numerous disparate indivi... Read More »
New Marketing Is About Building Assets
‘Old Marketing’ was transactional in nature. One would organise a direct mail, telemarketing or advertising campaign, an... Read More »
Marketing Is A Conversation? Oh Yeah... About What?
There is an adage which is regularly used by ‘progressive’ marketers today. That is, marketing is no longer about broadc... Read More »
The Customer Is No Longer 'King', They Are Your Partner
The old adage; ‘The Customer is King’ came from a time when companies aimed to provide great customer service for their ... Read More »
Why Does Your Marketing Need To Be Sticky?
In traditional marketing, companies succeeded by ‘shouting’ their message very loudly. Whether this ‘shouting’ was deliv... Read More »
How To Make Your Marketing Messages Stick
Marketers were always taught to segment their customers based on demography. That is; characteristics such as age, sex, ... Read More »
How To Become Well Connected On Twitter
Social Media now accounts for almost a third of all activity undertaken on the Web. A lot is spoken about how it can be ... Read More »
Social Media and The Film Gremlins
I have this theory that ‘social media gurus’ are like Gremlins. In the 1980’s film, Gremlins would reproduce if they got... Read More »
Where Is The Value In iTunes?
One of the challenges facing all companies today, is the changing face of value. We all value speed and convenience in a... Read More »
