Grant Leboff

Envy, gluttony, greed, lust, pride, sloth and wrath — these are what we commonly think of as the seven deadly sins. However, in marketing today, there is another sin being committed by companies the world over. This offence creates so much dissatisfaction for prospects and customers alike, the ......

As social media has become too big to ignore, most companies are dabbling with it in some way. There are also businesses that take social media extremely seriously....

Podcast with Grant Leboff introducing techniques you can use to attract customers to your offer...

Since Google launched their Google + social network in June 2011 a lot has been written about whether it will be able to rival Facebook as a real alternative. Many people make a big deal of the numbers. While Facebook currently has somewhere in the region of 800 million users globally, Google + has ......

As early as 1967, Professor Johan Arndt from the Colombia Graduate School Of Business identified “word of mouth” as “one of the most important, if not the most important source of information for the consumer”. As time marches on, word of mouth has only become more influential....

Social media now accounts for almost a third of all activity undertaken on the web. A lot is spoken about how it can be a fantastic tool for companies to accelerate growth. However, many businesses venture into this brave new world only to be left disappointed with the results....

Facebook is used by 1.3 billion people a month. It is designed to be user friendly. It's not that difficult if you keep the customer central....

The buying process is hindered by fears and doubts. It’s up to the salesperson to allay the buyer’s fears. Grant Leboff explains how you can do it....

In order to make sales, we have to understand our customers then ensure we target the relevant potential customers with the right sales messages....

In a digital world, your greatest marketer is no longer you. Rather, it is the community of customers, prospects, suppliers, partners and industry experts who engage with your business. They share links, give you mentions and, in turn, prompt others to engage with your business....

There is an adage which is regularly used by “progressive” marketers today. That is, marketing is no longer about broadcast messaging as it was before the web. Rather, marketing is now about engaging with customers via online tools where customers have the right of reply. Consequently, mar......

Customer experience goes beyond good service; to provide a positive experience, involve the customer and think about how you want them to feel....

Old marketing was transactional in nature. One would organise a direct mail, telemarketing or advertising campaign, and one would measure the results obtained. If it achieved a return on investment, the campaign was deemed successful. If not, it failed....

What makes a great salesperson? One thing's for sure, it's not about having the gift of the gab. Two top sales gurus reveal the secret to selling....

Human beings have two major motivations; to gain reward and to avoid loss. There will be plenty of times where both motivations influence a decision....

Search Engine Optimisation (SEO) is the way of improving visibility by trying to ensure one has as high a web ranking as possible when relevant searches are undertaken. This is visibility in unpaid or organic search results as opposed to those opportunities which companies pay for in order to be fou......

Benefits often prevent a salesperson from engaging with the real motivations of the buyer. In fact benefits are no more than an abstract idea....

Whatever you sell, you need to understand your customer to maximise your sales. Grant Leboff suggests six steps to identify your target customer....

The old adage — “the customer is king” — came from a time when companies aimed to provide great customer service for their clientele. Great service was literally about serving customers. In other words, service was something done to a customer. ......

It was while enjoying a series of single malt whiskies, in the Three Crowns Pub, that I was reminded of a marketing lesson that too many businesses are missing in this new digital world....

There is no doubt that in a web-enabled digital age, the role of a salesperson has to change. Quite simply, in most markets, prospects now have more access to choice and information than ever before. This has altered the way buyers access choice and make decisions. Simple logic would, therefore, dic......

Although the history of the internet can be traced back to the 1950s, it was during the 0s when the concept of an interconnected world wide network —the internet — was introduced. However, it was in the mid 1990s, with the widespread use of email, Voice over Internet Protocol phone calls, ......

Why is it that before we get married, we say we are “engaged”?......

We used to live in a world where everyone knew the places to go for information. In the main, people would obtain their news from the same few newspapers, radio stations and TV channels. Specialist knowledge — whether in business-to-business or the consumer marketplace — would then be deli......

In traditional marketing, companies succeeded by “shouting” their message very loudly. Whether this shouting was delivered via advertising on TV and radio, on billboards and in newspapers, or via direct channels such as direct mail or cold calling, a marketing department’s job was to ......

When Gutenberg invented the printing press in 1450 he precipitated the democratisation of information. Neither the reformation nor renaissance, in Europe, could have happened if the printing press had not been invented....

Social media is a person-to-person tool, not a brand-to-person tool. That's why salespeople – and not just marketers – must use social media....

There is an old philosophical question — if a tree falls in a forest and no one is there to hear it, does it make a sound?......

Business use of social media reminds me a little of the arrival of the mobile phone. While embraced as exciting by some, at the beginning, many found the idea of a mobile phone abhorrent. “Why would I want people to be able to contact me everywhere I go?” was a usual retort I often heard. ......