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“I am the Referee and Not your Coach!”

“I am the Referee and Not your Coach!”

Posted by on Feb 28, 2017 in Business Development, Coaching, Continuous Improvement, Customer Experience, Mentor, Planning, Sales, Uncategorized | 0 comments

“I am the Referee and Not your Coach!” Romain Poile refereeing 6 Nations England v Italy 26/2/17 A Business Coach does not have the luxury of saying “I am your coach and not a referee” when working with clients in a period of change, especially in family owned business where the younger management team want to move forward and the...

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Upto 71% of Sales Leads are NOT followed up?

Upto 71% of Sales Leads are NOT followed up?

Posted by on Dec 6, 2016 in Business Development, Continuous Improvement, Customer engagement, Customer Experience, Follow Up, Lead Generation, Sales | 0 comments

In my May blog post this year I talked about how perseverance can massively increase your conversion rates from sales leads to actual sales. So in order to persevere you have to start somewhere, and that usually is when a lead is generated, whether by you or your company’s marketing activities. if you have generated the lead then more than likely you...

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Success: What does it mean for you? Week 2

Success: What does it mean for you? Week 2

Posted by on Aug 8, 2016 in Business Development, Customer engagement, Customer Experience, Sales, Sales Training, Uncategorized | 0 comments

August has already seen the start of the 2016 Olympic games and success has started with our 1st swimming  medals with a Gold & world record from Adam Peaty plus a silver from Jazz Carlin following successes in sport during June and July for the UK in the shape of Andy Murray winning Wimbledon and Chris Froome winning the Tour de France for the 3rd...

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Negative Selling – It Didn’t Work Today

Negative Selling – It Didn’t Work Today

Posted by on Jun 24, 2016 in Business Development, Continuous Improvement, Customer Experience, Sales Training, Uncategorized | 0 comments

Negative Selling has been a key tactic in REMAINS Strategy of Project FEAR during the EU Referendum campaign this year. Look where it has got them – nowhere! Fear is a very powerful emotion and can can be used as a powerful tactical tool in your sales arsenal however, it should only be used, if at all, to put emphasis on a point  when closing your...

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Voicemail – Friend or Foe to Salespeople?

Voicemail – Friend or Foe to Salespeople?

Posted by on Jun 16, 2016 in Business Development, Customer Experience, Sales Training, Uncategorized | 2 comments

Salespeople are rightly judged by the number and value of sales that they gain; to achieve this they must have a continuous supply of leads to feed into the sales pipeline for these leads to become prospects and then customers. One of the challenges in this process is to to actually talk with the buyer, and usually the first verbal contact is by phone and...

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Tenacity Beats Waiting in Sales

Tenacity Beats Waiting in Sales

Posted by on May 17, 2016 in Business Development, Customer engagement, Customer Experience, Sales Training | 0 comments

Congratulations to Andy Murray who won the Rome masters beating Novak Djokovic in straight sets last weekend. In the previous 20 meetings Andy had only won 4 times, so did he expect to the win this time? Of course he did. Like every successful competitor, in sport, business and life it is self belief and tenacity that makes people successful. And so it is...

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