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Plan Grow Do Self Development

Plan Grow Do Self Development

Plan Grow Do, Self-Development “The secret of life, though, is to fall seven times and to get up eight times.” Paulo Coelho Running a business is just as much about your mental ability as it is skills and experience. An athlete can have all the skill in the world but...

Take Ownership of Self Development

Take Ownership of Self Development

“To earn more, you must learn more.” - Brian TracyBrian Tracy One study by the University of Padova showed that those who read for self-development earn 21% more than those who don’t. We can all think of at least 5 leaders in the business world who swear by learning...

Good To Great In Sales

Good To Great In Sales

A differentiator between being good and great is how high self development is up on your list of priorities. I've observed this in sales professionals for many years. It's not only that the great make time for self-development, but also, that they have the...

Top tips for finding your ideal audience

Top tips for finding your ideal audience

Top tips for finding your ideal audience When TiVo launched in 1999, the idea was to revolutionise the market through digital video recorders. The idea was simple: customers could record TV to watch later. In theory, a very simple marketing message such as “Watch TV...

Why Work With A Target Audience

Why Work With A Target Audience

A study shows that by identifying and then using your buyer’s profile improved the open rate in an email campaign by 2x and the clickthrough rate by 5x. This is data from a few years ago, but I’m sure that these statistics have only increased if not stayed...

Finding clients in a COVID world

Finding clients in a COVID world

Finding clients in a COVID world Since lockdown I don’t know where my ideal target audience is There’s no doubt that within the last 7 months the entire world has changed. From a selling perspective, I think irreversibly some of this change is for the better. While...

Aim High But Start Small.

Aim High But Start Small.

Aim high but start small. Do you know the story of Colonel Sanders, the same Colonel Sanders of KFC? You probably know that he sold chicken, that he had cooked, from his Shell Service Station during the Great Depression. But do you know that when the Interstate was...

Achieve Small Goals By Dreaming Big

Achieve Small Goals By Dreaming Big

Achieve small goals by dreaming big “Goals. There’s no telling what you can do when you get inspired by them. There’s no telling what you can do when you believe in them. And there’s no telling what will happen when you act upon them.” Jim Rohn When it comes...

Reach for the stars and land on the moon

Reach for the stars and land on the moon

Reach for the stars and land on the moon.  Space X has a vision to make humans a multiplanetary species, Google wants to make a self-driving vehicle, and Made In Space mission is to make everything in space be made in space. These moonshot goals by huge...

Sales Targets – Working Through COVID-19

Sales Targets – Working Through COVID-19

Working through COVID-19 has changed the expectations you had this year and might feel like your pushing a boulder up a hill. You might be tracking above or below your sales targets, but, I'd be surprised if your business has avoided the pandemic and stayed on your...

Say it like no one else can

Say it like no one else can

Say it like no one else can The key to becoming a leading voice is having a niche. There are established leading voices in most industries these days, whether it is on a local or global scale and it’s easy to feel second best as your voice becomes drowned out by some...

Stand out and make business!

Stand out and make business!

Sit down and be quiet or stand out and make business!  If, as a business owner someone told you to sit down and be quiet you’d be both extremely annoyed and flabbergasted that someone would and could say such a thing. After all, you are trying to run a business,...

Just be you, but louder!

Just be you, but louder!

Just be you, but louder! So, you want to become a leading voice because you understand the value in it helping convert sales. You have seen others in your sector excel at marketing and consistently talk about how well their sales are doing. However, you perhaps don’t...

Sales Gurus ain’t all that

Sales Gurus ain’t all that

I don't know when I started becoming aware of the birth of the celebrity sales guru. Sales as a profession has always carried a stigma and this has normally been nurtured by sectors that are driven by the hard realities of selling by th numbers: Double Glazing, Second...

Adapt For Online Networking

Adapt For Online Networking

Adapt For Online Networking - We use the term ‘a modern way of selling’ quiet often. Every year so called ‘Youtube’ sales professionals come out to try and convince you that there’s a new way of selling and you need to forget everything you once knew. “This is how a...

Winning Business Online

Winning Business Online

Time to go back to work but try and work from home’. I’m not sure about you but that sentence alone is enough to confuse most business owners as we/they try and navigate employees and even ourselves back into the office.  As you will notice from my social media...

A Sales Pipeline From Online Networking

A Sales Pipeline From Online Networking

A sales pipeline from online networking. Your buyers buying journey has changed. It’s time to throw all your marketing strategies and sales funnels out of the window and start again. Or is it? What has changed? Have you spent time analysing your prospects buying cycle...

Using Customer Feedback To Sell More

Using Customer Feedback To Sell More

Do you use customer feedback to help you sell more? Do you think as we come out of lockdown that gaining sales is going to get a lot more challenging? Then let me walk you through how you can use customer feedback to help you sell more. Tough times ahead For those for...

Listen to Feedback or Someone Else Will

Listen to Feedback or Someone Else Will

The 21st century is the digital revolution as more people rely on mobile technology to control their every daily life. With 79% of UK adults owning a smartphone there’s a high chance that you’re reading this on your mobile. But what phone is it, Apple, Samsung, LG,...

Feedback makes me feel like I’m failing.

Feedback makes me feel like I’m failing.

How many of these stats do you think are true? 90% of buyers claimed positive reviews influenced their buying decision 86% of buyers said negative reviews influence their decisions Only 17% of businesses track NPS (consumer satisfaction score) 22% of people want...

Listening To Feedback Brings You More Sales

Listening To Feedback Brings You More Sales

How are you getting on with the more virtual ways of working? Are you Zoom'd out or still loving how effective it is? Are you enjoying that you can sell from you home and network online? It's interesting that all this was possible before but many of us just didn't do...

The Sales and Marketing Divide

The Sales and Marketing Divide

The Sales and Marketing Divide is conquered when both sides understand their value to each other. Becoming a team instead of two competing sides helps with greater collaboration and a clearer message for buyers. What if it’s just you in your business? You take on all...

Marketing and Sales Need to Work Together

Marketing and Sales Need to Work Together

I’ve spoken a lot about how the companies we now know as industry leaders defied all odds to become the businesses they are today, and how having a sales strategy helped. I realise that times are different and although some of the key points are relevant, we now live...

Building and Sustaining Your Sales Strategy

Building and Sustaining Your Sales Strategy

Building and sustaining your sales strategy at time of adversity. Over the past few weeks I’ve taken you on a journey, explaining about the benefit of having sales within your business strategy, what this can do for you and what it’s done for others who’ve started in...

A product and a business plan.

A product and a business plan.

I have an idea, I just need $50, a product and a business plan. A son sends a letter to his dad “Dear Dad: Urgent. Please wire fifty dollars right away…” 60 years later the company he created is worth $39.1 billion. Dear Dad: Urgent. Please wire fifty dollars right...

I Don’t Have a Sales Strategy.

I Don’t Have a Sales Strategy.

I Don’t Have a Sales Strategy  Big brand company formed over 200 years ago loses 97% of its value in the space of 3 years, going from a value of £900 million to £20 million. What went wrong? Find out in this article and read about the pitfalls they faced and how you...

To Sell or Not to Sell is the Question?

To Sell or Not to Sell is the Question?

To sell or not to sell, this question is being debated across all our Social Media platforms right now isn't it. The answer is a resounding YES - SELL! You know me and you know that I will be saying sell, don't stop - you can't stop. People still need what you do, you...

Top Tips for Post Call Reporting

Top Tips for Post Call Reporting

Top Tips for Post Call Reporting This week I wanted to pull them all together and give you my Top Tips for Post Call Reporting. Before that let me remind you why writing things down is so vitally important. When are you as an individual more likely to write down...

The Power of Post Call Reports

The Power of Post Call Reports

The Power of Post Call Reports Sellers rarely appreciate the power of Post Call Reports, this is often seen as an admin activity that "I'll get round to". This article is written to help you see the power of Post Call reporting and the relevance in todays very changed...

What can you Learn From Each Sales Call

What can you Learn From Each Sales Call

What can you Learn From Each Sales Call  What percentage of customers are frustrated when sellers don’t have the correct information? 92% 84% 57% 46% Every time you try to make a sale or get a new customer you are managing interactions. You have belief in your product...

Free Sales and Marketing Help

Free Sales and Marketing Help

Free Sales and Marketing help   ***An offer of support to help your sales and marketing efforts***   Community is everything and you are important to us. I mean you’ve made our businesses what they are and like you we are feeling uncertain as to what the...

The Sales Skill of Door Knocking

The Sales Skill of Door Knocking

Have we lost the sales skill of Door Knocking? Yes, the skill of door knocking - using your initiative, using the clues around you to create opportunity, have we become totally dependant on faceless Facebook Ads and anonymous Google Reviews? We have the eternal debate...

My Top Tips For Better Cold Calling!

My Top Tips For Better Cold Calling!

In the 1970s a young aspiring actor living in New York was desperate to land good acting gigs. This young ambitious actor tried agent after agent in New York. All in, the actor got told “No” 1,500 times including being told no multiple times by the same agents. At...

Get Results From Cold Calling

Get Results From Cold Calling

This week we'll look how to get results from Cold Calling. When Leonardo Di Caprio showed us how to Cold Call in The Wolf of Wall Street most people (not just salespeople) were disgusted at the lack of respect shown towards the consumer, all he wanted was the result...

When Is The Best Time To Make A Sales Call?

When Is The Best Time To Make A Sales Call?

When is the best time to make a sales call? This after all is the key question isn't it! "when is the best time to make a sales call?" When am I most likely to reach the right person, have them in a good space so they listen to me and that they are in the buying mood...

The Results for Pre Call Planning are In!

The Results for Pre Call Planning are In!

Results for pre call planning Let’s say you have a lifelong ambition of becoming an Olympic athlete (it’s never too late!) you wouldn’t just wake up one day and expect to be entered in the next Olympics representing your country. Jessica Ennis-Hill started training in...

Cold Calling is just ineffective

Cold Calling is just ineffective

 “I believe luck is preparation meeting opportunity. If you hadn’t been prepared when the opportunity came along, you wouldn’t have been lucky.” ― Oprah Winfrey I love this quote by Oprah because it puts it so succinctly that even for someone as successful as her...

My top tips to a better sales pipeline.

My top tips to a better sales pipeline.

"Just because something works doesn't mean it can't be improved." —Shuri, Black Panther (2018) The last few blog posts have covered your sales pipeline frustrations, the benefits of having a sales pipeline and now I want to share with you how to make the most of your...

The Sales Pipeline.

The Sales Pipeline.

I can't keep track of my prospects I have no new prospects I think I have my pricing wrong I don't know how long prospects take to convert Just some of the common statements I hear from many of the business owners I work with. In fact according to Hubsort only about...

Outsourcing – my top tips

Outsourcing – my top tips

How much on average does it cost to hire and train someone new in your business? Is it: £7,345 £3,975 £9,730 £12,480 We’ll get to the answer in a short while. Today’s blog is all about my top tips for outsourcing, so that when you do invest in building a team as a...

Spend More To Reduce Costs.

Spend More To Reduce Costs.

According to a Deloitte’s 2016 Global Outsourcing Survey, what was the most common reason that companies outsourced elements of their business? Bear in mind that more than 85% of respondents were from organisations with over $1 billion in annual revenues. Five reason...

Always Learning – Amazon and a Book Launch.

Always Learning – Amazon and a Book Launch.

Amazon is amazing, isn’t it?! Do you admire what they do or are you cynical about what they do? Whilst launching my book Funnel Vision Selling Made Easy I’ve gotten first hand experience of just what an amazingly comprehensive offer Amazon has created and offer...

Your ideal client – my top tips.

Your ideal client – my top tips.

There’s a temptation as a business to over expand, consider yourself a market leader for one audience sector and then open up a product line or service to target another. Or maybe not even spend long enough defining your audience and just hoping your product fits...

Is everyone your customer?

Is everyone your customer?

My ideal audience is everyone, so why aren’t they buying? Well it’s because they are not. Everybody is not your target audience whatever your brand or business might be. Need proof? Let’s use Coca Cola as an example. Taking an outside view of Coca Cola’s business...

Know Your Value

Know Your Value

What’s your value? When I say value, what do you think of? If you think about what you’ll be earning, i.e. the value to you, then sorry, you’re wrong. If you think about the value for money you’ll be giving your client, i.e. charging a lower rate…wrong again. If you...

Sales Forecasting – top tips!

Sales Forecasting – top tips!

In 1985 a Wall Street Journal article noted that Toys ‘R’ Us ability of using computers to track products and quickly identify trends before their competitors were innovative and ahead of others. So how does a business praised for its ability to forecast and predict...

I want your forecasting!

I want your forecasting!

Hopefully by now all of you will have (or at least most of you) heard about how internet companies such as Facebook and Google have been taking your data and using it to expand their advertising abilities by carefully targeting your likes and behaviours. But what most...

I forecast… confusion!

I forecast… confusion!

Sales forecasting (or lack of!) getting you down? Read on! If only we as business owners, could accurately predict the future and know exactly what was going to happen next. We would all be self-made billionaires; business would be great and half our life would be...

Meaningful Targets – Top Tips

Meaningful Targets – Top Tips

Setting meaningful targets is vital for sales success - here are my top tips to help you along your way. Over the last month, I’ve been discussing how to set meaningful targets and during this time I’ve flicked from using the word target to goal on several occasions....

Meaningful Targets & Frustrations

Meaningful Targets & Frustrations

Many of us in business have heard the phrase, “Think it and it will happen”. I personally like to believe in the power of thought and the positivity it creates, but not everything in business works by just thinking it and setting business goals is one of them. After...

How to set meaningful sales targets

How to set meaningful sales targets

Have you ever tried to forecast effectively Forecasting can easily be forgotten about or even ignored by small businesses. It's a phrase that we commonly hear being used with some of the worlds biggest organisations. But the power of setting meaningful sales targets...

Well I never I saw that coming (Twice!)

Well I never I saw that coming (Twice!)

A chance meeting that led to some amazing developments! I sat down for lunch and who walked in but Beverly and Clare. They are both members of The Sales Mindset Facebook Group and Clare has worked through The Accelerator Programme so “knowing” each other we had lunch...

How I aim to become a leading voice for sales.

How I aim to become a leading voice for sales.

Stop press! I know I’ve already blogged recently but I needed to share this fantastic piece of news. I also think it’s good to remind you that the Sales Mindset Coach is on the business development journey with you; you are definitely not alone! Each week I’m looking...

Be a leading voice for your industry.

Be a leading voice for your industry.

What is a leading voice in business and how can it help your sales? How important is it to be a leading voice in the modern world? With the rise of social media influencers, it can seem a daunting task to compete with some of the most commonly heard names, Grant...

Are you a leading voice – The VLOG

Are you a leading voice – The VLOG

What is being a leading voice all about? Being a leading voice can be the difference between blending in and standing out within your business sector or industry. Watch this video and learn some key topics and tips to take your business to the next level by standing...

Networking expectations?

Networking expectations?

I remember reading a great quote in the Entrepreneur regarding how networking can increase your business net worth. “Every intelligent person involved in business knows to invest in money, but only the wise also invest in relationships.“ It’s also true when it comes...

Networking can be really frustrating

Networking can be really frustrating

How many business professionals do not actively network to gain sales and grow their business? Is it: 12% 25% 35% 60% The answer will be revealed further on. Did you know out of those that do a staggering 70% of sales professionals value face to face networking over...

Networking doesn’t work

Networking doesn’t work

Networking doesn't work unless it is built into your sales plan. Just rocking up hoping to speak to a few people and gain a sale is very uncommon, and if achieved it's a little bit of luck. You need to understand the product you’re there to promote and what outcome...

Customers and the pursuit of feedback.

Customers and the pursuit of feedback.

No news is bad news. The same applies for customer feedback. In 2014 64% of consumers formed an opinion by reading up to 6 reviews for the business they were actively searching for, in 2019 this rose to 73%. But how many consumers suspect censorship or faked reviews...

The Sales Mindset Vlog – Customer Feedback

The Sales Mindset Vlog – Customer Feedback

Welcome to The Sales Mindset Coach Vlog –  Customer feedback. In business, we all go through the difficulty of finding customers, it's want we need to do to survive and grow, both as a company owner or sole trader. So why not develop yourself with those new customers...

Sales and Marketing Alignment – The Results

Sales and Marketing Alignment – The Results

“I do believe the modern sales leader has to be a marketer.” – Matt Gorniak The last few articles in my blog have looked more closely into sales and marketing alignment, what it is, why it matters and how to get it. Today’s blog post is delving more deeper into your...

Sales and Marketing Alignment

Sales and Marketing Alignment

Sales and marketing or marketing and sales? Working out your sales and marketing alignment is key for successful selling. According to HubSpot what percentage of companies found that aligning your sales and marketing leads to higher sales win rates: 12% 38% 45% 64% A...

Having Fun and Making Money

Having Fun and Making Money

This blogs topic is fun. As in, actually about fun. It’s one of my core values, to make sure there’s an element of fun in everything I do. I’m not talking about the David Brent style of constantly making jokes, which was taken from the real world experiences of that...

I Want To Sell

I Want To Sell

Back in 1963, a young guy named Joe Girard started his first day at a car dealership where he had begged for a sales job, having previously dropped out of high school and taken on various jobs including newspaper boy, dishwasher, and shoeshine boy. On his very first...

Build and Sustain a Sales Strategy

Build and Sustain a Sales Strategy

According to research by HubSpot what percentage of salespeople said that finding new prospects is the most challenging part of the job: 67% 35% 42% 28% As a small business owner, you are a salesperson, especially if you are a solopreneur in which case you are the...

Customer Retention

Customer Retention

Research by Harvard Business Review shows that one year after being contacted for feedback, customers were how many times as likely to have opened new accounts? Twice as likely Three times as likely Four times as likely No difference Approaching customers for feedback...

Post call – value in documenting

Post call – value in documenting

One of these four statistics is false. Which one is it? Our brains can store the same amount of data as 4000 iPhones with 256GB storage. Walking through a door is likely to make you forget what you were supposed to do. We remember about a third of what we hear. Short...

Mindset and Cold Calling

Mindset and Cold Calling

One of these four statistics is false. Which one is it? Best days of the week to call prospects are Wednesday and Thursday. Almost six in 10 buyers want to discuss pricing on the first call. 54% of buyers want to see how the product works on the first call. Successful...

Use Pre-call Planning to Deliver Sales Outcomes

Use Pre-call Planning to Deliver Sales Outcomes

How many questions is the optimal number of questions to ask a prospect when calling them? 1-6 7-10 11-14 15-18 Why does this matter? Whose benefit is it for? What can I do with this information? Structuring your planning so that your sales calls reach a set outcome...

Drive Accountability

Drive Accountability

Why accountability matters By 2020 it is predicted that the freelance workforce will be up to 43% which is made up of solopreneurs, freelancers and independent consultants, etc. If you find yourself in this category it is reassuring to know that you aren’t alone and...

Take Ownership of Self-Development

Take Ownership of Self-Development

“The only person you are destined to become is the person you decide to be.” ―Ralph Waldo Emerson It is easy to list reasons why you can’t or don’t have the time or capacity to work on self-development. Here are a few you might have uttered yourself: “I don’t know...

Setting Meaningful Sales Targets

Setting Meaningful Sales Targets

Are you asking Why before you ask What and How? Target Setting: Are you getting it right? Are you fretting that you’re nowhere near getting those targets you’re regretting setting? I’m betting you’re forgetting the jet-setting lifestyle you wanted to be netting. Don’t...

Leading voice and leadership in business.

Leading voice and leadership in business.

What makes a good leader? A leader has to have a destination and others who want to go there. Those are the two critical things you need to focus on. But this isn’t a chicken and the egg scenario. First, you’ve gotta decide where you’re heading. You’re not the Pied...

How to Be a Leading Voice

How to Be a Leading Voice

You can’t change other people. You can transform by leading with your example. Jason Treu   Are leadership and leading voice the same thing? What does it mean to be a leading voice? Traditionally, we think of leadership as someone who guides a group of people or...

How to Incorporate Customer Feedback

How to Incorporate Customer Feedback

What is the shortest word in the English language that contains the letters: abcdef? Answer: feedback. Don’t forget that feedback is one of the essential elements of good communication. Source: Anonymous Research published by Harvard Business Review found that just...

How to Build and Maintain a Sales Strategy

How to Build and Maintain a Sales Strategy

Does your business have a sales strategy? A sales strategy should be at the heart of your business model. Here's how you can build and maintain a sales strategy in your business. Plan, Execute, Review, Adapt. Before we know how to build and maintain a Sales Strategy,...

How To Improve Client Retention

How To Improve Client Retention

Client retention is vital for business growth and sales success. But how do you improve your client retention? Utilising feedback, pre-call planning and post-call documenting to give yourself the best shot at retaining clients. “They say” it’s 7x more expensive to...

Why post-call reports are so valuable

Why post-call reports are so valuable

If you’re not analysing your sales and don't know what worked (and what didn't!), you can’t learn. If you can’t learn, you can’t improve. Remember and track historic data. It could be six months between contacting a prospect. With everything else going on in your...

Post-call report template

Post-call report template

Download your free Post-call report PDF template Why should you keep post-call reports? What use are they to you? Have you ever tried to remember any important details from a family or friend's life from 6 months ago? It gets difficult as more time passes by. This is...

How to Get into the Cold Call Mindset

How to Get into the Cold Call Mindset

How do you feel about the prospect of a cold call? How can you best prepare before dialling? The answer is in understanding your own reactions to cold calls We all have a friend or foe mentality when we’re answering the phone. Anything we don’t recognise is treated as...

6 Facts About Cold Calling Infographic

6 Facts About Cold Calling Infographic

How do you get into the cold-call mindset? The answer is in understanding your own reactions to cold calls. We all need to do it (see infographic). We all have a friend or foe mentality when we’re answering the phone. Anything we don’t recognise is treated as a foe...

Pre-call planning template

Pre-call planning template

Pre-call Planning sets your mindset as you go into the sales call and the outcomes of the call. Taking 15 minutes before each call to go through WOPPA will help you achieve your goals. Pre call planning template 2

How to Prioritise your Sales Activity

How to Prioritise your Sales Activity

Your Sales Pipeline is there to analyse, not just to look professional. ALWAYS FOCUS ON THE TOP 5 & THE BIG 5 What are the TOP 5 things that are going to happen this week? & What are the BIG 5 things that are going to take longer, but they’ll likely be more...

If you can delegate it, delegate it.

If you can delegate it, delegate it.

How to Lead a Team and Manage Your Time to Focus on Growth You’ll have heard the phrase, “work on your business, not in your business.” Coming from corporate where I led teams, it’s entirely normal for me to shell out responsibilities. If I had a problem with my...

How to Get into the Cold Call Mindset

How to Get into the Cold Call Mindset

Why is making a cold call so difficult? How to make a cold call. The answer is in understanding your own reactions to cold calls. We all have a friend or foe mentality when we’re answering the phone. Anything we don’t recognise is treated as a foe before we’ve even...

Ethical Selling is the Route Success

Ethical Selling is the Route Success

Ethical Selling is the route to Long-Term Success With bonuses and incentives for high levels of sales, rather than high professional standards, money motivated sales staff will use dark arts and shortcuts to make quick sales. They jump from ship to ship, claiming...

Being A Great Account Manager!

Being A Great Account Manager!

What makes a "great" Account Manager? Has the role of the Account Manager changed much over the years when we consider changes in buyers behaviours, additive technology and automation of routine tasks through AI? The answer to that question is of course yes it has....

Own Your Personal Development

Own Your Personal Development

A trio of lists focusing on Personal Development. One is all about excuses you may have heard why people don't invest in their personal development. Two is all about what you can do to own your personal development. Three highlights the benefits to you of taking...

8 tips to get you past the Gatekeeper

8 tips to get you past the Gatekeeper

Are you familiar with the term ‘The GateKeeper". This the individual whose job it is to prevent people getting access to the Decision-Maker. Typically, this is a personal assistant or a secretary, but in some companies, it is even the receptionist or switchboard...

When is the best time to make a Sales call?

When is the best time to make a Sales call?

Simplifying the Science of Sales. So you’ve got your Sales head on. You read my blog on Valuing People and Its Relationship to Prospecting. You’re not going to read from a script, you’re going to ask all about the client to make sure you’re really helping them out...

Become A Great Sales Coach

Become A Great Sales Coach

Being a great Sales Coach is a differentiator when it comes the results of sales teams and the results of individual sales professionals. The quality of a Sales Coach has a direct impact on sales performance whilst also positively impacting attrition rates when it...

Do you need Senior Sales Professionals

Do you need Senior Sales Professionals

What's the Senior Sales Professional thing all about... Why is this addition to an already perfect description being seen more & more? I can see only see two possible reasons; It plays to the ego of a sales generation that is adding value to a company through...

Social Media is Killing Networking

Social Media is Killing Networking

If you are seduced by the shortcut of social media you might also believe that face to face networking has had its day. After all, every contact you’d ever need is just a click or a phone call away… My motivation to write this article came from a most brilliant post...

Sales And Marketing Alignment

Sales And Marketing Alignment

Why Is Sales and Marketing Alignment So Important? Brings knowledge of your customers into the company.  Helps you serve your customers better. Informs the development of better CVP’s for the future. Improves your top-line and bottom-line growth. You would have...

5 Attributes That Make Goals Stick

5 Attributes That Make Goals Stick

Are your goals sticky? A week into this New Year, and “Dry” January became “No alcohol drinking in the house”-uary. Here we are three weeks later and it’s (d)evolved into “Only drinking alcohol in the house” when West Ham United are playing football on TV. Recently I...

3 Behaviours that win business

3 Behaviours that win business

U.S. companies spend over $900 billion on their sales forces, which is three times more than they spend on all ad media. Sales is, by far, the most expensive part of strategy execution for most firms. Yet, on average, companies deliver only 50% to 60% of the financial...