After working with numerous companies to help them identify the best path for their strategic planning process, it has become apparent that organisations usually fall into one of two categories when it comes to how they approach strategic planning, and what they expect from it. Upon further reflection of the two approaches it’s helpful to […]
Insights for Business and Sales Success
How to say ‘No’ to clients and still have them buy
Have you ever heard the saying, “The customer is always right”? It makes sense, doesn’t it. The customer is the person who ultimately pays your bills. Without customers – or clients – any business will grind to a stop. But clients are not always right Sometimes they ask for something we cannot or should not […]
B2B sales teams: Hunters, Farmers, Shopkeepers or Hippies
The structure of a business-to-business sales team can vary greatly from one company to another. And to make it more complex it’s often the case that some members of the sales team may have a dual role, such as a Branch Manager, Technical Specialist or Consultant. Sometimes the composition of the sales team has developed […]
7 ways to boost B2B revenue without advertising
If you’re a business leader operating in a business-to-business market, or have a company that is selling complex or technical products or services, then you will understand that your company’s sales challenges are fundamentally different to those of businesses that sell simple services or commodity products. If you want to boost your revenue consider these […]