Posts on Leak 5 – No Critical Approval

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How Inside Travel Group got their marketing stars aligned

How Inside Travel Group got their marketing stars aligned

“A printed copy of the Watertight Marketing Team Alignment and Benchmark engagement report has been on my desk permanently since I received it well over a year ago because we refer to it all the time as a guiding light for our ongoing marketing decisions.” Simon King, Director

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Is it time to Validate Concerns rather than Overcome Objections?

Is it time to Validate Concerns rather than Overcome Objections?

If we take the perspective that 1) Most third parties who have an opinion about a purchase decision at this stage in the process have the best interests of the buyer in mind; 2)Their opinion makes complete sense from their perspective; and that, 3)Nobody likes being told that they’re wrong… then looking again at the wisdom of Objection Handling can turn your thinking inside out.

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How to proactively generate word-of-mouth for your business

How to proactively generate word-of-mouth for your business

Many businesses will say that they generate most of their new business through word-of-mouth. However, dig a bit deeper and you often find that they are not doing anything to specifically support this... it's more a case of being a by-product of good service. If you have...

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How to overcome the third party veto in a complex sale

How to overcome the third party veto in a complex sale

< Back to the Blog Following a strategy workshop that I ran with Watertight Marketing Certified Practitioner, Joshua Morse, there was some disagreement. Going through the Touchpoint Leak™ Assessment, Joshua rated – Leak 5: No Critical Approval – as Red, whilst the client rated it as Green. I've...

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How many people have an opinion?

How many people have an opinion?

I blogged on Monday about how your business builds up its Commercial Karma through the way it conducts itself with every person it encounters. I often use this phrase, and people seem to like it, but perhaps don't take it as seriously as they could. I'd probably say that taking some...

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