The danger of absorbing inflation into price

Nov 30, 2021

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…

How to make sales work in a care homes

Client success story – Care Homes

Nov 30, 2021

Our client ran a group of care homes in the midlands and southeast. The business was well-established, but Covid had impacted occupancy rates and staff patterns had been disrupted. They had completed some mystery sales…

The Face Race. Where next for hybrid sales?

Nov 3, 2021

Have you played the new etiquette game yet? You’re meeting someone for the first time in a while and handshaking seems a bit uncertain whilst bumping elbows all feels a bit artificial. Then you meet…

value-based selling the shop window

What is Value-based selling?

Jul 5, 2021

You’ll probably have a very accurate idea about what your business costs you. The bricks and mortar (or your desk, laptop, printer and supply of chocolate Hob Nobs) Your people – either on your payroll…

Sales Teams like sleeping dogs

How to use questions to improve the skills of your sales team

May 4, 2021

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…

butterfly of sales recruitment

How to get sales recruitment right

Apr 19, 2021

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…

Flamingos sales manager post

How to be an effective sales manager

Apr 6, 2021

Being a sales manager requires effort. It means joining the dots between your business strategy, sales plan and sales activity. It means knowing which sales goals to aim for, and which sales people to recruit.…

New Business - Chinese lanterns for sale

Acquiring new business

Mar 30, 2021

Two key measures that relate to customers are cost of acquisition and customer lifetime value. The first a measure of the total cost of attracting and converting new business. The second a measure of how…

Overcoming objections

Overcoming sales objections

Mar 22, 2021

Sales objections aren’t always what they seem. A lack of immediate agreement to buy does not automatically mean “No”. It might mean “I have another question you’ve not answered yet” Learning to embrace sales objections…

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