Andrew Humphries

How to build your marketing strategy

“Everything that can be invented has been invented.”

Charles Duell, Director US Patent office. 1899

“The horsemen need not get alarmed that the motor car will injure their business in our country.”

Eastern Chronicle, New Glasgow, 19 April 1907

“No flying machine will ever fly from New York to Paris.”

Orville Wright

“Airplanes are interesting toys but of no military value.” Marchal Ferdinand Foch, Professor of Strategy, Ecole Superieure de

Guerre

“This 'telephone' has too many shortcomings to be seriously considered as a means of communication. The device is inherently of no value to us.”

Western Union internal memo, 1876

“The telephone will be used to inform people that a telegram has been sent.” 

Alexander Graham Bell 

“It seems the only people using the machines were a small number of prostitutes and gamblers who didn't want to deal with tellers face to face.”

Luthur Simian, inventor of the ATM

“I think there is a world market for maybe five computers.”

Thomas Watson, chairman of IBM, 1943 

“There is no reason anyone would want a computer in their home.” 

Ken Olson, president, chairman & founder of Digital Equipment Co, 1977 

“So we went to Atari and said, ‘Hey, we've got this amazing thing, even built with some of your parts, and what do you think about funding us? Or we'll give it to you. We just want to do it. Pay our salary, we'll come work for you.’ And they said, ‘No.’ So then we went to Hewlett-Packard, and they said, ‘Hey, we don't need you; you haven't even got through college yet.’”

Apple Computer founder Steve Jobs on attempts to get Atari and

HP interested in his and Steve Wozniak's personal computer.

“Don't be afraid to go out on a limb. That's where the fruit is.”

H.Jackson Browne

“People who say ‘It can’t be done…’ should stop interrupting those of us who are doing it.”

Henry Ford

“A ship in the harbour is safe, but that is not what ships are built for.”

Anonymous

1. Suspect

2. Prospect

3. Presentation

4. Demonstration

5. Benefits / ROI

6. Negotiation

7. Contract

1. Identify Need

2. Analyse Solutions

3. Gather Information

4. Identify Budget

5. Determine Benefit

6. Negotiation

7. Contract

8. BUYER’S REMORSE!

Sales Cycle Buying Cycle