What’s Customer Lifetime Value and why is it important?

Sometimes, companies will be all over you when you’re making your initial purchase but will disappear as soon as you’ve made your decision to buy. This may be because they don’t understand the importance of customer lifetime value.

Why being a B Corp is important to us

A B Corp certification is given to businesses, committed to promoting social and environmental change through positive business practices. Read the post to find out why it’s so important.

Where does marketing stop and sales start?

This is one of the most important handover points to get right in any company. But the boundaries are really fuzzy. How many times have you heard comments like this? “We could improve performance if only Sales followed up on the leads we give them” “We could grow sales if only Marketing gave us decent…

5 steps to building a high-performing sales team

Have you ever baked a cake? A few people who are expert bakers can throw together a few ingredients and come up with something sweet and fluffy in a matter of minutes. Most of us, though, need to follow a recipe. That recipe tells us what the component parts are and in what order to…

Three ways to understand your ideal prospect

Knowing your ideal prospect is vital to be able to connect with them, and have a higher chance of turning them into a client. But how do we find out more about them?How do you get to know what they like?How do you understand where to find them? Imagine you’re happy to take money from…

How to attract the right customers for your business

Identifying and attracting the right customers for your business isn’t always an easy task and you’ll often need to make tough choices at both a strategic and operational level to optimise your sales. Remember those grammar tests you were set at school? The ones where you completely changed the meaning of a sentence by emphasising…

When’s the best time to start selling?

when is the best time to start selling? Sales start now

Short answer: The best time was yesterday, so if you’re too late then start today. This is a discussion we’ve heard a few times recently. It’s often asked in the context of a new product or service. Maybe it’s not fully formed or there’s more work required to perfect the offering. Quite naturally this might…

How do you give feedback to sales people?

Questions around giving feedback to sales people is something that’s come around a number of times just recently. It’s perhaps revealing that it rarely shows up as a question about “building a buzzing sales team” or “getting the very best out of” someone. When people pose this challenge it’s much more likely to be presented…

One small business on the road to net zero

Net Zero carbon emissions B Corp small business

March was B Corp month, but you might not have noticed. It was planned as a month of celebration for a rapidly growing global movement, but with events in Ukraine it took on a more muted approach. March is also our year end, when we review results for last year and set growth targets for…

When’s the right time to create a business strategy?

This question came up with clients a couple of times in February. This challenge is especially acute as 2022 kicks off with so many uncertainties. Many organisations have seen their “known knowns” torn apart in the last two years. Brexit was followed by the pandemic, which in turn has been eclipsed by a brutal war…

Are you easy to buy from?

“Please take my money, I really want to spend it with you. Honestly I do…despite how difficult you’re making this.” Our on-going game of Snakes and Ladders in trying to get fibre optic installed, highlights the stark contrast between a business that’s able to expensively and constantly market and sell to customers; and those that…

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…