Isn’t it great when one thing builds on another and things start to move forward with their own momentum.
I met Stephen in 2009 through a networking event in Bristol when I was starting up my own marketing and sales consultancy.
We re-connected in the summer of 2011 and I asked for an interview with him about his area of expertise – marketing strategy with an international dimension. You can read the write-up of that interview here.
I was delighted when he then invited me to be his guest ‘marketing expert’ on the radio show he presents weekly on Radio Ujima, 98FM. Stephen has a two hour slot on Wednesday lunchtimes.
He picked up on my experience in Business to Business marketing, sales and the sales funnel, and that was the core of the interview, broadcast live on 7th December.
To provide some structure Stephen asked me to provide half a dozen topics that we could chat through.
My suggestions were:
- What is a Sales Funnel?
- How is the Sales Funnel changing?
- What are companies doing in their marketing and sales now?
- What are the challenges of the current approach?
- What can companies do to improve marketing and sales?
- How can companies leverage the strength of their relationship with their existing customers?
Stephen was a very professional host, putting me at my ease, giving me a great build-up as an expert Business Development Consultant, and two hours passed as quickly as he said they would.
I was really impressed with how he multi-tasked, keeping the show on-time, linking to news and adverts, selecting and introducing track from his favourite Jazz artists as well as our interview.
During some of the tracks we chatted not just about the direction of the next interview section but also about the changes in broadcasting. Not many years ago he would bring boxes of records with him and have to cue them all up on the turntables. Now he connects up his iPad and selects tracks through the touch-screen. Amazing.
With Stephen’s knowledge of the typical listener to Ujima he kept the conversation at a fairly high level, about marketing basics, differences between B2C and B2B, about segmentation and niche markets, then moving through to online marketing, and top-level topics like websites, social media and email marketing.
We tried to avoid or to explain the jargon that is part of a marketer to marketer conversation but which may not make sense to people who run their own businesses and who tune into Ujima radio.
We did end up with an ‘interesting’ chat about dis-intermediation though, around how the internet enables some businesses to go directly to their customers and cut out the intermediary – in sectors like insurance and travel.
Stephen wrapped the interview up at the appointed time and I managed to get a few photos before we exited the studio.
What a great opportunity to push the boundaries and try something different. Thank-you Stephen.
I hope I have many more occasions to talk about what I am passionate about, and help people running businesses to improve their results, through better marketing, sales and help them to Turbocharge their Sales Funnel.