Most individuals find change uncomfortable. Don’t let fear of change stop you embracing exciting possibilities and new experiences! We are living through a period of unprecedented change at a relentless pace. It touches millions and reaches across political, economic and geographical boundaries. In this state of constant change its only natural to want a sense … 
If you’re watching one of your salespeople miss their target month after month, it can make even the best manager feel a bit depressed! Often this problem is compounded by a sales manager handling the situation poorly. It’s all too easy to opt for having “tough conversations”, in an attempt to push and cajole them …
BLUM & Linear Consulting hosted “Creating Customer Engagement that Delivers Loyalty & Revenue Growth.” In this month’s newsletter, I wanted to share some insights from a recent interactive seminar we ran with BLUM UK focusing on creating dynamic customer engagement. The group comprising of twelve companies from different sectors, worked together, sharing their common challenges …
In this article, I’d like to share with you some powerful winning strategies to ensure your 2019 business plan gets the results you desire. I’ve used this approach with dozens of companies and seen the dramatic impact it’s had on their performance and results. In thousands of boardrooms around the world, budgets and business plans …
(original content created in collaboration with Amanda Hughes BLUM.) The way companies and individuals buy products and services today has changed dramatically. Today, customers no longer want to buy from salespeople they want to speak with experts who can add value and help them quickly achieve their objectives. Today, instead of salespeople qualifying which customers …
One of the most important aspects of creating value for customers in the digital age is an understanding of the radical changes that have occurred in the way we buy. We are now in a new sales landscape largely due to the availability of information on-line. You can take any industry, product or service and …
Let me ask you a question… Why is it that some companies slow down as they reach the last quarter of the year and inevitably start the New Year slow and foggy? While others finish with a bang making the last quarter their best! Plus, they invest time now to leverage their plan for next …
Recent research has found that only 20% of customer sales information is being recorded in a company’s CRM system. This seems like a shocking statistic when you consider that senior management is relying on this information to enable them to make major decisions. To illustrate: Can you imagine looking at a painting where only 20% …
Making consistent small improvements can deliver a massive impact to your overall performance. Sports teams provide a great example: England v France Feb 2017 Six Nations, think of how each phase of play may only gain the team 4 or 5 meters. It seems punishingly hard work. But as they progress down the field into …
Last weekend we were entertained by a wonderful sporting experience in the 2017 Masters Golf tournament. Watching Sergio Garcia win his first major at the 74th attempt was amazing to witness! As one of the world’s top 10 professionals I’d always assumed he’d achieved this goal previously since turning pro back in 1999. So, I …
