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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…
Client success story – Care Homes
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?
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…
What is Value-based selling?
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…
How 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…
How 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…
How to be an effective sales manager
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.…
Acquiring new business
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 sales objections
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…