Achieving sales goals
How a focus on skills delivers goals Every WHAT needs a HOW Whether you succeed in achieving your goals. Whether you successfully pivot your business, or whether you struggle to keep things on track – your personal impact upon WHAT your business achieves is defined by HOW you go about it. Are your goals SMART?…
Read MoreHow to buy the right sales training for your business
Choosing the right sales training for your business is a real challenge. Search for ‘Presenting Skills’ in Google and the pages of offers and companies go on and on and on. We did, and Google reported is has 246 Million results for you to choose from! How are you finding sales training options for your…
Read MoreDriving growth with an effective sales funnel
Using the sales funnel to ensure your sales activity delivers your sales growth It’s one thing to have an aspirational target for the turnover of your business. It’s quite another to understand and execute the sales activity required to achieve that. What is your sales funnel? This is where a sales funnel comes in. This…
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 MoreGetting the best from sales training
Sales training is more than just making the booking and hoping for the best. All training has a cost attached to it. There’s the obvious financial one if you appoint an external training business to support you. There’s also the opportunity cost of asking your people to leave their day jobs and spend time doing…
Read MoreGetting the best from working with a sales coach
Making the most of any coaching support you invest in takes effort. Coaching is often transformative. However, like most things in life, what’s right for one won’t suit another. And understanding the circumstances by which the relationship might be put under pressure can be helpful before you commit your time, brain and cash. How coaching…
Read MoreExternal sales support, do you need it?
How do you choose what kind of sales support you need? Sales support varies widely – from sales training programmes via coaching and mentoring, to tailored consulting and beyond. There are pros and cons for business owners, and it’s a puzzle where to begin and who to speak with. One consideration when selecting sales support…
Read MoreClient case study: Sales process improvement for IT service businesses
The Customer Journey a good place to start a case study Sometimes customers are so picky. You think their “journey” through your sales process is simple and predictable. Yet it turns out understanding what they do and when is akin to herding cats. This client asked us in to help improve sales process more because…
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 MoreStealthflation means consumers have to brace themselves for hidden price increases.
Recession is always a time for businesses to reposition themselves as consumer champions. Tesco made a pre-emptive strike last month, demanding that suppliers contribute towards (or pay for) their latest round of price cuts. In parallel with this there are some big inflationary drivers too. We’ve managed to avoid too much mention of the B…
Read MoreMotivate, setting goals and recognition.
Not everyone has a price to motivate… It may be a coincidence, or maybe a result of planning cycles beginning their annual re-boot; but we’ve noticed that a number of clients are thoughtfully scratching their chins and debating bonus, incentive, reward or commission schemes (again!) And it causes real angst and debate. Designing reward structures:…
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