As I’ve a said before bigger companies usually ask me how to get more sales. They often expect me to say, “more sales staff” or “increase your marketing” or “increase your sales activity.” The truth is, you need to really look at your whole business and view it as a sales and marketing machine. That [...]

I’ve spent years helping clients grow their business and helping them concentrate on profitable business growth. And there are two key questions that businesses ask me. Firstly small businesses often say, “would you agree that referrals are the best way of getting business?.” And secondly, bigger businesses say , “how do we get more sales?” [...]

Your business, every business, faces issues at the moment because of the fear generated through the current economy. That fear has slowed demand and made some organisations delay orders to their suppliers and consumers put off their own purchases. We can all see it simply by watching the news every day. In fact now is [...]

If you read my previous post on mistakes in sales recruitment you know 3 big mistakes businesses can make when recruiting sales people and getting someone who’s not the sales superstar you wanted but a sales dog who actively kills done deals.. This post goes through a 7 step process to get the best sales [...]

When asked to conjure up an image of a sales person people in the UK tend to think of someone who has the gift of the gab, are "hale fellow well met" party people, someone whose interest is in squeezing the most money they can get from their customer and someone who once the sale [...]

After the major computer issues the first blog post is a case study highlighting Mark Linnell an interim manager. Having coached a great number of interim managers and business coaches I know that they’re a dedicated bunch! And the post about Mark reflects that. Mark’s biography is given at the end of the post. This [...]

Albert Einstein said “ The definition of insanity is doing the same thing over and over again and expecting a different result.” When you apply this to business you can see how much sense it makes. I’ve coached company owners who keep doing what they’ve always done. And often the reason they continue to do [...]

And yet there are sales people who work on a commission only basis. So if they’re useless they don’t get paid. The only problem with useless sales people is they squander the leads you provide. And worse they can badly affect your standing in your market. So commission only rubbish sales people are not a [...]

The news is that a super sales guru has just released a new book, he’s so good clients retain him at $25,000 per month! If he can’t teach you anything about selling I’d be very, very surprised. Normally I would have reviewed a book like this to see whether it’s any use, but … I [...]