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 or as associates or suppliers. Your manufacturing, purchasing or tech development costs. What you spend on marketing your business and…

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 you time to jump straight to the answer? Undoubtedly in that moment it does – and if you’ve been around…

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. It means keeping a number of plates spinning at the same time. You’re the owner, the founder, the mender-in-chief. The…

Feedback is a Gift

feedback with an image of three sleeping ducks in a row

Over the last 12 months we’ve completed a number of 360-degree feedback for senior people across a number of different business sectors. All lead others. All set the agenda for where others are headed. All have a significant and wide-ranging impact, and all commissioned their own feedback. None of it was hoisted upon them as…