Every company has their favourite customers their top revenue accounts. Often, they may have been with the firm for a number of years, they like you and see value in the work you do. That’s why it’s so easy to fall into the trap of complacency. A frequent mistake that must be avoided is to … 
To maximise your sales effectiveness in a virtual environment you must recreate your sales content. What do I mean by that? Well, previously if most of your meetings were face to face with customers, you typically wouldn’t have stopped the conversation to power up your laptop to show visuals, videos or draw on a Whiteboard. It …
No one saw COVID-19 coming, and as a result, your sales content and process must adapt rapidly to the virtual environment. Sales leaders across the world are struggling to pivot their plans and lead their teams. So, here are six keys to ensure you thrive in this new reality. Lead with Value – Expertise & …
Sales managers everywhere realise the power of social media. But often it’s a struggle to leverage this power through the sales team’s activities to ensure it impacts sales results. In a recent webinar with Sara Pearce of Saffron Pea Media, we discussed several keys to achieve this. In this brief post I’d like to share …
Put your own Oxygen Mask on 1st. Over the last six months we’ve all been on an emotional rollercoaster. It’s good to acknowledge this fact and the effects uncertainty have on yourself and those around you. In the first few months of the pandemic you were probably reacting on adrenaline and coping with the sudden …
With exhibitions and events postponed how can we replicate these experiences? How can we create new valuable relationships and meaningful meetings? Over the last couple of months one of the most frequent questions I’ve been asked is… “How can I network and develop new business contacts?” So, this week I was delighted to be joined …
In this month’s newsletter I wanted to share with you some of the insights and ideas from the latest Best Practice Sales Optimisation Day. How to create value and differentiate your business in the digital age were topics discussed at the Furniture Makers’ Best Practice Day, hosted by international office furniture manufacturer Herman Miller, earlier …
Over the last few months, I’ve had several conversations with senior executives about an insidious challenge they are seeing develop with the use and proliferation of mobile device technology. The issue is ‘Phubbing’ and it has been receiving increased attention in the media recently due to its negative impact on personal relationships. The term describes …
