Leadership

The key to sales success – understanding your customers

Every business has a customer it would like to win, grow or retain. In any of these cases it takes considered action and preparation to achieve the objectives. Whether you are endeavouring to win business from an owner manager or a global corporation, one-dimensional salesmanship is unlikely to be sufficient. Instead, having a deep understanding

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Leadership

Sales Visibility: Your launch pad for business success

As we move out of the current COVID-19 crisis and into an uncertain economic future, it is so important for businesses to understand their current position. A clear, reliable view of your true position is absolutely key to decision making and maximising effectiveness. However, undoubtedly the biggest challenge during this time is the need for

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Leadership

Does your business have a compelling market offer?

Wherever your business is in terms of performance, battling for survival or pursuing growth, it is unlikely either would be achieved without having a compelling market offering. Let’s be clear, compelling does not mean to say that the product or service has to be a ‘larger than life’ brand with global appeal. What it means,

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Leadership

Are you incentivising your staff effectively?

Incentivising staff is often confused with the idea that business owners need to offer key staff extra income opportunities to drive motivation and productivity. Instead, I’d like you to think about it another way. The purpose of incentivising staff is to proactively influence behaviours that increase performance. But, of course, you need to identify which

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Leadership

Leadership – the management practice every SME needs to get right

I’m sure we have all heard the phrase… “Leadership is different to management” I believe this is entirely true. Businesses today need strong and clear leadership to achieve success. While management is concerned with key metrics and deliverables, leadership is more often about intangible qualities. This includes behaviour, setting the cultural tone and establishing the

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Leadership

Getting back to the ‘new normal’ – has your SME got the basics right?

Now more than ever, business fundamentals are essential ingredients for success, regardless of any global crisis. Many businesses often believe they have got the basics covered. These are often ignored because they are regarded as either ‘routine’ or too ‘obvious’. However, managing cash, margins and overheads is the management practice that effectively enables you to

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Management Practices

Is your SME ready to get back to work?

It is difficult for businesses right now, especially for SME business owners. There are so many new pressures to consider: furloughing staff, HMRC support, remote working, social distancing. And, of course, more than ever, the priority of cash management. Whilst it is still difficult for big businesses with equal pressures, there are generally more resources

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Sales Challenges 2018

Are you giving your most important opportunities due care?

Welcome to number this series of articles reviewing some of the most common sales-related challenges faced by SME leaders last year. In each article we will take on the key issue and offer some practical steps to help you to navigate through these in 2019. If you are just joining us, you may also want

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Sales Challenges 2018

Are you focussing on one dimensional activity targets?

Welcome to our third article in this series of 7. We are taking a look at some of the most common sales-related challenges faced by SME leaders last year. In each article we take one key issue and offer some practical steps to help you to safely navigate through them. If you are just joining

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