Category Archives for Sales Skills

Top 10 Negotiating Rules

Andrew Bailey speaks about his top 10 negotiating rules that he has personally tried and tested. Negotiating and deal making can be fraught with issues and danger, to overcome these challenges some simple, tried and tested ‘rules’ will help. We discuss 10 Negotiating Rules in this piece, of course there are more, however mastering these will make […]

Continue reading

OmniChannel Marketing

You’ve heard CS persistently bang on about the importance of… Adapting to your buyer’s changing behaviour (We’re not in Kansas anymore!) The importance of winning the digital ‘mindshare’ of your customers as they enter your buying cycle The age of the customer we now find ourselves in and the importance of the experience of not […]

Continue reading

Opportunity Realised – Some Wise Words from Lara Morgan.

Ultimate summer reads for ambitious entrepreneurs and business leaders

This week I thought I would share some wise words from our Company Shortcuts Chairman Lara, who circulated the words below to all of her company heads. I think the message speaks for itself… “In order for a business to take advantage of an opportunity, four factors must be in place.  The formula looks like […]

Continue reading

Possibly the most important step of all?

by Ernest Capbert Market research has been around formally since the 1920’s. Entreprenuer.com defines it as: The process of gathering, analysing and interpreting information about a market, about a product or service to be offered for sale in that market, and about the past, present and potential customers for the product or service; research into […]

Continue reading

Help Us Pay It Forward

Pay It Forward - The Sales Nation Programme from Company Shortcuts

At Company Shortcuts we exist to ‘grow the nation by improving sales performance’ and the growth rates of our client base which averages 140% increase in Net Profit one year after engagement, tell us that we are well on our way to achieving our mission.

Continue reading

A Guide to Exporting for SMEs

Robert and Lara in Las Vegas

IF YOU WANT TO GROW FAST, BE READY TO EXPORT! [LARA MORGAN] During UK Trade & Investment’s (UKTI) Export Week,  thousands of companies will be opening their doors to show the rest of the world why Britain is a great place to do business. While some businesses are embracing exports and taking the world by storm, […]

Continue reading

3 ways to close a deal

Nicola Cook walks you through how to define when a deal is really closed and suggests how you might improve your Closing Process. Why don’t businesses close more warm leads? In part, they take their foot of the gas too early in the sales process. And lets face it, depending on who you talk to in […]

Continue reading

How sharp are your team’s sales skills?

Sales Secrets Masterclass

Over the years, Lara and I have seen many organisations, from micro businesses through to large corporates, with sales teams so detached from Profit Generating Activities that they misdirect their activity and end up, at best, increasing revenue but not profit, or at worst increasing revenue but to the detriment of profit. It sounds obvious […]

Continue reading

Effective sales targets and rewards

sales targets and rewards

Lara Morgan shares the system of reward she established in her business to motivate her sales team to accelerate the growth of her business. She explores how effective sales targets combined with really understanding what motivates an individual are crucial to developing the team culture focused on profit priorities for growth. Reward mechanisms, the generosity to some extent and […]

Continue reading

Build on your Natural Selling Style

Selling styles natural extrovert

It’s important to be honest about both the strengths AND challenges different selling styles present. Nicola Cook explains in greater depth what to expect from each style. After reading the outlines in Selling Styles Part 1, do you find yourself associating in particular with one of these styles? The Gladiator The Best Friend The Wizard […]

Continue reading