In the early days of Lockdown, in many conversations with friends who are small business owners, the prevailing mood was that now was not the time to be selling. It was the time to be helping wherever we could – and it had to be ‘for free’. I was sort of there with that thinking … Continue reading When good selling became ‘a thing’
You can’t help but hear the antagonistic tone of so much communication these days. I know I am not party to every conversation that is happening but through social and traditional media I am witnessing an unwholesome pattern of communication where, when someone airs a view which we disagree with, the almost normal response is … Continue reading Why we need to change our responses
I’m in the process of writing a book on Sales for the Non-Salesy Business Owner. (The working title – not the finished product!) I’d wrestled with whether it was the right thing to do – as why would I, as a Business Coach, recommend that people force themselves to master skills that don’t play to … Continue reading Tackle your sales Nemesis
I'm not big on my work anniversaries or making much noise about milestone events – even though I recommend that clients do! I’ll tell them it gets you noticed. It’s free PR. It rekindles past conversations and sparks new ones. This week LinkedIn has reminded me that I’ve been in business for 14 years. I … Continue reading Time to celebrate?
There is a lot being said about the doom and gloom of January. People are lamenting the gaping emptiness without Christmas celebrations, the pressure to give up alcohol or indeed anything else you enjoy and the sheer darkness of the mornings. But I’m a big fan of January! I love how uncluttered it is. Family … Continue reading January is a great month!
It’s all too tempting to think that the biggest opportunity for improving your business is to get more customers. It might be the right decision – but not necessarily. So how do you know? Take the example of a general car repair garage which has seen a steady decline in sales. A typical, instinctive response … Continue reading How to identify your biggest business improvement opportunities
Nearly everyone is guilty of at least one of two time-management pitfalls: Under-estimating how long it will take to complete a task. Over-estimating how much time you have. I count myself amongst the many. Symptoms include a ‘to-do-list’ with the same tasks appearing week after week after month, and regularly lamenting, ‘Why on earth am … Continue reading Why 4 Week Planning is Worth the Time
It’s all too tempting to think that the biggest opportunity for improving your business is to get more customers. It might be the right decision – but not necessarily. So how do you know? Let’s take an example. Your business is a general car repair garage which has seen a steady decline in sales. A … Continue reading Why marketing might not be the right answer
There are traditionally two reasons why you would want to write a business plan: The first, to satisfy potential investors or future business partners that you have a well thought out proposition The second, to create a roadmap to achieve that success. While the first reason is externally focused, I think that the second reason, … Continue reading 7 Ways To Make Your Business Plan Work
It’s a question I have often been asked in the context of working with teams to improve their business development processes. 10 years ago I would have said that you can probably train most people in the skills to sell, however, that doesn’t mean they will use them. Negative perceptions of sales, an unwillingness to … Continue reading Can Anyone Be Trained To Sell?