Sales Strategy
The danger of absorbing inflation into price
Last week that dreaded message popped up on my dashboard: Warning! Tyre pressure alert! Just a few days earlier I’d topped up the air so this one looked like being a slow puncture. Yes, there was enough air to get home, but the diary was packed for the next 48 hours with little chance of…
Read MoreHow to use questions to improve the skills of your sales team
You’re busy, it’s been a long day and another sales-person is asking for guidance or help. Is answering your sales team’s questions a good thing to do or not? And what’s the alternative? Does it save you time to jump straight to the answer? Undoubtedly in that moment it does – and if you’ve been around…
Read MoreHow to get sales recruitment right
How to create an effective sales recruitment process to bring a new salesperson into your business. Be certain what kind of salesperson you want. There are different types, and they require a different mix of skills and attributes. You can read more about this in our March blog – ‘How do I recruit the right…
Read MoreGetting the best results from employing consultants
Inviting a consultant into your business is a big commitment. Even more so if a whole gang arrive together. Not business as usual It’s Monday, it’s 9am and already you’ve got a faulty printer, a production issue, one late order urgently awaiting a courier, and six new customer enquiries looking back you from your inbox.…
Read MoreAm I where I think I am in business?
During a really important pitch to a new client…and of course within your business. Taking Stock Now’s a great time to be taking stock, reflecting and learning. It’s an opportunity to adjust your plans, refine your activity or leverage something you’ve become really good at. 2020 didn’t go to plan for most people. But there’ll…
Read MoreClient Case Study: Sales funnel management for technology and SaaS companies.
Are my biggest customers receiving the focus they deserve? The question asked at the very begining of this case study! Clients often come to us with concerns about sales forecasts and sales funnel management. Anybody in charge of a business needs to know their sales funnel is reliable. When you’re in the middle of September…
Read MoreWaitrose starts a quiet revolution by featuring B-Corp range
Waitrose is perhaps the last of the major retailers you’d expect to start a revolution. Yet occasionally they lead on something really innovative. In the words of The Beatles: You tell me that it’s evolution. Well you know we all want to change the world. It should thus be no surprise that Waitrose’s new initiative…
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