Sales Bible, Playbook, SOP – Sales Operational Manual – call it what you want, but you can’t scale your sales function without one.I’m often quoted as saying ‘Brand is a promise of consistency’, but that also applies to how well you codify and deliver a consistent end-to-end customer journey in your business. If someone’s experience …
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 …
This week I thought I would share some wise words from Lara Morgan, 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 this. VISION + …
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. Yet according to the Scale-up report published in November 2014, commissioned by UK …
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 …
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 as …