All posts by Nicola Cook

When is the deal really closed?

Have you ever been the salesperson feeling hugely disappointed that a piece of business you had considered ‘closed’ went to a different supplier?  Clearly, in this case, your prospect had a very different perspective of the conversations that had taken place, and in their mind, they had never confirmed the contract – perhaps you never […]

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How to close like a ‘Geordie’

11 actions to implement today that will immediately secure more commitment from prospects. If you’re not a native of the North East of England, like myself, (otherwise known as a Geordie) there’s a good chance you won’t have heard the phrase ‘shy bairns get nowt’ Loosely translated it means, ‘if you don’t ask you don’t get’. Geordies are known […]

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When is a Sale a Sale?

When is a sale a sale? – depending on who you talk to in your organisation will depend on the answer you’re given. Ask an over-eager salesperson, business development rep or rookie business owner and they’d likely tell you, “when the client shakes your hand and says ‘Yes’”. Ask a Sales Manager or Ops Director and […]

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Who would you hire in 2015?

My top 5 prospective employees

The Apprentice versus Apprenticeships As I write this, we are approaching the pointy end of the current UK Apprentice TV series where a further intake of hopefuls are scrabbling to win favour with Lord Sugar, Nick Hewer and Karen Brady. The last few bold and brash candidates in the series are running around London attempting […]

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I’m drowning … how to manage the tirade of communication when you’re leading a fast growing business

It’s not that long ago that we all had Rolodexes (which doubled as our own personal CRM), phones were attached by wires and the main form of communication was by a pigeon! Then along came technology that promised to streamline us, make everything easily available at our fingertips, enable us to be more productive, work […]

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Don’t let sales inhibitors into your business…

Is your customer buying experience digitally enabled? The final step of any business’s sales process is finalising the transaction with your customer and making that process as quick, easy and pain-free as possible, regardless of the digital, retail or business platform you use to interact with your customers. Why go to all of that effort […]

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Big business results fuelled with small business juice

Is it possible to grow a global brand and deliver big business results, yet retain the juiciness and creativity that drives a small business? I’ve just come out of a meeting with one of my customers who is currently facing this challenge and it’s not the first time I’ve come across this problem. (I experienced […]

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The Importance of Powerful Peers

It’s a fact that we become like the five people we spend the most time with, therefore it’s so important to ensure you have people within your inner circle who inspire you, believe in you, support you and stretch you. For some years now I’ve understood the importance of surrounding yourself with a group of […]

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The importance of leading oneself, before empowering others by Nicola Cook

Or what we call Leadership Inside Out. What defines a successful leader? It’s a question often asked during our keynotes or seminars and the responses from delegates are as varied as the number of books that have been written on the subject; however, one aspect that everyone always agrees on is that the effective leader […]

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One Thing All Businesses Must Do To Accelerate Sales Growth

Positive cash flow, budgeting

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? We’ve just finished delivering yet another great Sales Secrets Academy to a cracking customer of ours and once […]

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