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Sales

5 Essentials to grow your sales and improve your profit

Posted on 16/12/2016, 16:58

Can you remember the summer of 2012, the London Olympic Games and in particular the success of the British Track Cycling Team? They were a team, led by Sir Dave Brailsford who went from no success in 2002 to the best in the world in 2012. Read More

How to Construct a Sales Strategy

Posted on 09/12/2016, 14:31

A high proportion of SMEs fail to grow their sales for two main reasons: internal (e.g. lack of planning or inadequate capacity and capability) and/or external (e.g. strong competition or difficulty in accessing growth finance).

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If you could sell 20% more to your existing customers, what would it mean to your business?

Posted on 22/07/2016, 13:06

In order to achieve growth, many businesses get drawn into competing on price. This, inevitably, is unsustainable.

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Driving sales in uncertain times

Posted on 22/07/2016, 12:55

Some business owners will implement cost cutting initiatives in uncertain times, hunkering down to weather the storm.

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Keep calm and choose your attitude

Posted on 18/07/2016, 13:04

In conversations with business owners post the referendum I have noticed a “we’re doomed” mentality creeping into the conversation.

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Choosing to Live Above the Line

Posted on 18/07/2016, 13:01

You are driving and suddenly someone cuts in front of you. You brake quickly, heart racing and …. How do you react?

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New Products and old? – How to balance profits

Posted on 03/06/2016, 13:36

As any business, small or large, grows there comes a point when there is a decision to be made to add to the product line or the services offered.

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Sales – Qualify To Win!

Posted on 22/03/2016, 16:46

Time is a finite resource. You may be a sole trader allocating your time across marketing, selling, making product or delivering service, or perhaps the MD/CEO of a business with a dedicated sales function.

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The Hidden Objection?

Posted on 17/03/2016, 11:45

Prospects raise objections during the sales process. It should be expected, anticipated and welcomed. In fact objections excite me – it means the prospect is engaging in the process, it is my opportunity to advance the process and get closer to agreeing the transaction which will deliver the value I am promising.

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Sales: Converting leads into business

Posted on 02/12/2015, 11:48

We tend to buy things (especially big ticket items and intangibles) from people we trust and like, yet the majority of sales people don’t invest time and effort, before the sales meeting, in creating credibility and rapport.

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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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Developing an Organisation to Enable Your Business to Grow

From humble beginnings: Often the business starts with just the founder and perhaps an assistant. As the business grows, new people are brought in and they start to cover more and more roles.

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Board Meeting minutes, outcomes and follow up

So, you have organised your board meeting, invites, the agenda and board papers have been circulated and everyone has arrived on time…. what happens now?

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