Monday, March 16, 2015

Time to get NUDE!


Not your average business catch-cry, admittedly, but then again, there’s nothing average about N.U.D.E. Marketing.

With over 50 years of marketing and business experience, N.U.D.E. can provide your business with solutions to issues ranging from improved marketing returns to increased employee productivity.

The N.U.D.E. brand came from listening carefully to what businesses constantly ask for -  solutions that are New Uncomplicated Different and Effective.  That’s what we provide. We achieve this by turning intelligence into relevance, for your business, your staff and your customers. We take a channel-neutral approach to finding solutions. After all, channel selection is only a relevant consideration once the audience has been identified, and digital delivery is not necessarily the answer to every communication task – the audience dictates the channel.

Kym McInerney has been managing director of several of Melbourne’s largest Customer Relationship Management agencies (CMC, Grey Direct & EWA) and has worked with businesses including Myer Grace Bros, Honda, Officeworks, Telstra, ANZ Bank, Integrated Packaging, Mobil, Ford, Sancella, Blood Bank, World Vision, TAC, OfficeLife, GN Netcom, McMillan Shakespeare, Roundhouse Entertainment, PROV, RACV, Heidelberg, Monash University, Reclink, Stem Cells Australia, Cenitex, GTAC and many more. His key strengths are strategic planning & facilitation, customer engagement and communications effectiveness audits, creative development and leadership/management coaching.

Kim Gasperino has extensive experience in retail and business marketing including customer segmentation, brand-building and customer communications. Kim also provides individualised programs designed to improve employee productivity. This experience has been gained over 20 years through working in and with businesses such as Target, CML corporate, Ford, Roundhouse Entertainment, EWA Australia, Cenitex, Reclink, MS Society, Ozchild, SANDS Australia and the Public Record Office of Victoria.

Services offered by N.U.D.E. Marketing:
·        Marketing effectiveness audits/review.
·        Customer segmentation analysis – strategy & development.
·        Business and Marketing Plan development.
·        New business pitch facilitation.
·        Brand and customer communications – development & execution.
·        Stakeholder/Staff communications.
·        Corporate memory documentation.
·        Leadership Coaching & process improvement facilitation for employees.

For further information or an initial 30-minute discussion on how N.U.D.E. Marketing can help your business prosper, contact Kym McInerney or Kim Gasperino on 03 9587 2404 or visit

We look forward to helping you build your business.

Tuesday, March 3, 2015

Do expectations in CRM need changing?

The following information is taken from a report recently published by titled "100 Sales and Marketing Stats that will blow your mind".
I am not sure how wide a range of industries this covers and whether this figure encompasses high-consideration and low-consideration purchases, new sales and cross sales to existing customers, but assuming this is an average across all of these categories, it certainly flags some interesting points for discussion.

Pressure to perform and 'close' sales continues to escalate. It is simply the nature of business. The combination of technology and improved targeting opportunities has, for many businesses, increased the ability to attract more leads at a cheaper CPL than ever before. And predictive modelling based on past behaviour, life-stage, psycho-demographic profiling and propensity to purchase has certainly improved the ability for cross-selling.

Interestingly however, a widely-held belief and practice amongst many sales people I come across is based on the '3 strikes and out' philosophy where efforts and hopes are placed on the next prospect once the 3 attempts for a 'no sale' result have been made. Given the above figures, perhaps the expectations of businesses need revising.

Clearly, the strategy for high value/high consideration purchases warrants a more sustained effort, a range of strategies and a kit-bag of tactics before giving up, and it is assumed that the selling business clearly understands the metrics in terms of cost per lead (CPL) and cost per sale (CPS) so it knows when it really is time to lapse a prospect.

But I wonder - is it time for a paradigm shift in sales and CRM thinking? Does possessing the ability to so easily shop around, to be much more discerning, empower prospects to now demand more attention, more effort and more 'love' before committing their hard-earned money to a product or service? And if so, are all of your sales people really clear about the 'lead-sale-cross sell-retain' cycle and is this reflected in their targets?

Regardless of business size, having the right metrics in place is vital to gaining a clear understanding of what's working and what isn't. After all, if you can't benchmark it, you can't beat it!