Blog Archives

Can you over-process your sales team?

I know this might seem strange, based upon my obsession with using process and controls to create a scalable business, but it’s a valid question. Can you damage your sales function by having too much control and if so why?

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Posted in Blog, Sales Leadership, Sales Management

3 banging reasons everybody needs to blog

Considering writing a blog? Here are my top 3 reasons why you should dive right in and make a start.

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Posted in Blog, Mike's Take On

Can you grow your business on referrals alone?

The truth is you can but it’s a risky, very risky, strategy.   Depending solely on referrals is risky because you can’t control the number, type, frequency or quality of the leads you receive.     You can decide not

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Posted in 2 Prospecting, Blog, Sales Lead Generation, Sales New Business

Video For Business: 5 Tips To Get You Started

Video is becoming increasingly important in the world of business. In a 2016 HubSpot survey, 43% of consumers wanted to see more information delivered by video.  If you’re not already it’s probably time to embrace video. But people have the

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Posted in Blog, Sales Tools

If you don’t play with fire you’re going to get burned

Playing with fire means you’re doing something different; something new, something that might fail at first. If you’re doing what you did last week, last month, last year you’re playing it too safe. Truth is, as you read this one

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Posted in Blog, Mike's Take On

How I Nearly Killed My Company

Guest post by David Friel, Managing Director of the Entrepreneur Handbook. Five years ago I started my media company. About three years ago I had reached a point where revenue was heavily positive, we’d gained two serious investors and the

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Posted in Blog, Entrepreneurship, Guest Posts

3 questions to ask at networking events

Let’s face it, the typical ‘networking events script’ can be both predictable and dreary. “So, what do you does you company do then?” “And what’s your role?” “Do you come here often?” – well maybe not this one but you

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Posted in Blog, Real Networking

USPs – giving a client a reason to choose you: Part 2

Supposing you want to strengthen your product’s Unique Selling Points (USPs) but you aren’t allowed to change the core offering.

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Posted in Blog, Differentiation In the Sales Process

USPs – giving prospects a reason to choose you: Part 1

Standing out from your competitors helps you win more business and is achieved by promoting your Unique Selling Points or USPs.

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Posted in Blog, Differentiation In the Sales Process
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