All posts by Nicola Cook

How sales process mapping links to building brand

There’s a reason why at Company Shortcuts, we keep banging on about the importance of creating ‘Your Sales Process Map’, so you better understand the flow and the variables of your customer buying experience…   …because, amongst other things, it supports the building of your brand.  But how? I hear you shout, “what has sales […]

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A great tip when building a team of A Grade Players

Lara Morgan on panel The Apprentice: You're Fired

We all know we want a team of A Grade Players for our businesses. A critical part of scaling our companies, but what does the term A Grade Player actually mean? And how do you find them?  An A Grade Player is the term used to describe the top performing 15% at any given pay […]

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Navigating the commission maze

Commission schemes. Do you have one? Does it work – i.e. does it drive the team behaviours you want? And do you need a PhD in pure Maths to understand it? This is a topic that was discussed very recently with our current BAPs cohort, so here are 4 quick headlines to think about if […]

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Do you stress test your marketing?

Stress test your marketing

Last week I had the luxury of a couple of focused days with my Chairman Lara, reviewing business plans, current results and seeking ways to enhance our existing offering.  As always I come away with a head full of new ideas and scribbled ‘grey time’ notes.  If you’ve attended any of our live events you’ll […]

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Solving the productivity puzzle

We’re used to seeing people walking down the street randomly talking into thin air – until you see the little white wire and realise they are engaged in a ‘usually’ very loud conversation with another person on the other end of their mobile phone.  Today whilst travelling down the escalator at Kings Cross onto the […]

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Are you maxing the sales hours of the day?

So – how much of your team’s resources last week was focused on income generating activities? 100% perfect, 50% or I know in some cases it may even be as low as 25-30%. Even those members of your team employed in full-time sales roles, how much of their valuable time was spent on the right […]

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Can a man work in his wife’s business?

Husband & wife at work

I first wrote a blog on this topic a few years ago and it definitely ruffled a few feathers so, in support of International Women’s Day– I thought it was worth updating and re-sharing some more thoughts on the topic. As an active supporter of female entrepreneurship and as a female entrepreneur myself I know firsthand […]

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Firms recognise the importance of Street Smart over Book Smart

The Importance of Street Smart Over Book Smart

Earlier today I was standing in front of 200 young people (Year 11’s) sharing my story from school through to the career I have today, via www.speakers4schools.org, with the intention to hopefully inspire them. I always incorporate the following as one of my opening lines in my talk; [feature_box style=”23″ only_advanced=”There%20are%20no%20title%20options%20for%20the%20choosen%20style” content_font_size=”18″ content_font_style=”italic” content_font_color=”%233ab4ba” alignment=”center”] “Today, I […]

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Do you own a Job or a Business?

Confident business owner

If like me you have watched Dragon’s Den you will be familiar with the phrase “this is a lifestyle business and therefore not an investable proposition”. So what is it that you can do to move your business from a lifestyle to a business that is attractive to investors and other buyers? Making this move […]

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Sales IS the heart of growth

Answer this ONE question… What is the single most important strategic sales activity, that if applied consistently by your business as a whole, for the next 90 days, would have the greatest impact on your growth? I’ve just finished delivering a great Sales Secrets Academy to a cracking customer of ours and once again the […]

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