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Sales – A Data Driven Process

Posted on 28/04/2015, 09:14

I was speaking on “Improving Your Sales” at a recent event and started with capturing the key sales issues faced by the businesses present; the list included demonstrating a need / describing the benefit; generating and converting leads; commoditisation / focus on price; closing the sale.

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Markets, Competitors and Customer Segmentation

Posted on 27/04/2015, 14:44

The Market: This is an important part of your marketing plan which needs to demonstrate both your expertise in your particular market and the attractiveness of the market financially. You need to know your target market, its needs, where it is and how you will reach it.

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How to Leave a Legacy with Your Business

Posted on 22/04/2015, 14:57

Today marks the anniversary of the day Henry VIII took the crown and marked the start of the Tudor Dynasty that left him revered as one of the greatest Kings in our history. In this article, we will talk about the importance of leaving a business legacy and how to achieve it.

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How to Get an Advantage in Business

Posted on 17/04/2015, 09:21

Business owners know full well that 9 out of 10 start-up companies don’t really last that long in the industry. They are the ones that are off to a good start but lose steam in the middle of their operation due to poor planning, lack of employee training, and even lack of foresight as to where they want to take their business.

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How Successful People Stay Productive and In Control

Posted on 16/04/2015, 14:52

A recent study has been conducted, showing that successful people are also those who have high emotional intelligence. On the other hand, the core of emotional intelligence is self-control, which is a skill that releases massive productivity and allows you to keep your focus and on track.

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Defining Marketing: Marketing Planning

Posted on 16/04/2015, 10:03

Marketing is often defined as the process responsible for identifying, anticipating and satisfying customer requirements profitably – how to get your service or product in front of your target customers and persuade them to buy it.

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Don’t be put off, Act Smart – Handling Sales Objections

Posted on 16/04/2015, 09:50

We all agree that Sales is an important function in any business. Many sales people think of objections during the sales process as a bad thing…. they are missing the big picture. If your customer raises an objection, that is actually a good sign. It means that they are close to making a purchase.

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5 Key Areas to Improve Sales

Posted on 15/04/2015, 12:06

For most SME’s growing sales is often seen as the holy grail; steeped in mystery and shrouded in myths surrounding the art of selling and ‘gift of the gab’. In reality Sales are like any other business process when approached in a systematic manner.

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Marketing: Fluffy or providing Return on Investment?

Posted on 14/04/2015, 13:27

An oft quoted phrase from William Lever, the First Lord Leverhulme and founder of Unilever is “Half the money I spend on advertising is wasted; the trouble is I don’t know which half”. It is a common jibe that marketing and in particular marketers are “fluffy”; generally this means that the discipline is unaccountable and that marketers don’t add value.

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Tweets to Soon Show in Google Search Results – How this will Affect your Marketing

Posted on 13/04/2015, 11:51

Google and Twitter have reached a deal that will allow the search engine giant access to the latter’s content database. That means users will see tweets in Google search results soon. It is a win-win situation for both companies. Google can revive its real-time tweet results, and Twitter will get more traffic and activities.

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People Series: Blog 4 – Performance Management

Our last newsletter focused on the importance of setting objectives and expectations for each of the roles in your organisation. Having done that it is vital to review performance against the objectives set.

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People Series: Blog 3 “Objectives and Expectations”

So, you’ve now decided on your organisational structure, the roles you are looking to fill and started to recruit your team (see our previous newsletters). Now it’s time to start to think about setting the objectives for these roles and, just as importantly, your expectations.

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People Series: Blog 2 “Recruitment”

Good recruitment always starts with being clear about what you are trying to recruit for.  This sounds simple but is rarely easy…

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