How to build a company culture where everyone likes to sell

all employees enjoying selling

The saying goes we hate to be sold but love to buy. However, the same can be said for how people feel about being involved in selling. We all love to help people buy but only a few feel comfortable with being seen to sell to someone.

In the past, this worked well, as the “sales” team were primarily responsible for doing the legwork knocking on doors and finding people to sell to. The trade-off for the company culture was that some individuals in the sales team then behaved like minor gods expecting all to fall before them. (more…)

The 4 Rs of getting more business from your existing customer base

Marketing is about getting more business – and that includes getting more value out of your existing customer base – through delivering them multiple times the value you get.

If all you did was chase new clients, then you would be regularly losing the ones you already have, which means you would need to be constantly building. This is hard work.

There is an important model that will help you understand what to do in terms of sales and marketing for your existing customers, and it is one that every business owner should know and understand. (more…)

How to out-think your business competition

Brainstorming, problem solving & decision making

A standard approach to the resolution of business problems is to ‘brainstorm’ a range of possible solutions. The problem is that the method doesn’t work!

How many times have you sat through a brainstorming session and thought ‘I could have produced that list of solutions on my own?’ How many times has the most senior or dominant person in the group railroaded everyone else into accepting their solutions at the expense of potentially good ideas from quieter or less senior participants?

So, if you want to out-smart your competitors, you need to start using some smart thinking techniques. (more…)

Copycats: Why the best business ideas come from copying what others are doing

Have you ever heard the saying: “There is no such thing as an original idea?”

Like many things that live in the public imagination, it is there because there is some truth behind it. There are some ideas that come like a bolt of lightning out of the blue, or so they seem. But when you look closer at the facts, the ideas have been stimulated by other factors and inputs.

A great example of this is in watching the evolution of the earth and how totally separate cultures, closed off from each other, have developed similar inventions over time.

The best ideas have a bit of something else in them, but how can you capitalise on this and use it to develop a great business idea? (more…)

Growing your business with the 3 layers of systems

If you want your business to grow, it will mean employing more people. And to give those new members of staff the best chance of helping you break through to a whole new level of sales and productivity, it’s important to set up systems.

These systems need to be scaleable, understandable, and effective. Don’t charge ahead and introduce systems blindly as you may find they are largely ineffectual, doing little, if anything to boost your company’s performance.

To construct clear, simple, effective systems. that will optimise your output, you need a foundational knowledge of the three basic layers of systems. Shweta Jhajharia, of The London Coaching Group explains;

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Leaders tell people what to do – don’t they?

As a leader, it’s your job to decide what kind of behaviour you would like in your organisation. But, how do you find your own style as a leader and set the tone for everybody who works with you?

Here, Kate Mercer, author of ‘A Buzz in the Building – how to build and lead a brilliant organisation’, looks at different styles of business leaders and explores the concept of partnership at work as a guiding principle…

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How you can use the power of leverage to get more done in your business with less effort

Archimedes said, “Give me a lever long enough and a fulcrum on which to place it, and I shall move the world.

What he is talking about is that with the right tools, you can achieve a lot more with much less effort. And this ‘leverage’ is a critical step in taking businesses to the next level.

The point of it is that you do the work once and achieve the result over and over again using this leveraged system. Shweta Jhajharia, founder of The London Coaching Group outlines 4 ways that you can use the power of leverage to help your start-up succeed.

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What you need to ‘master’ to turn your startup into a growth business

Parents, politicians, pundits, pub philosophers. They all have something in common – an arsenal of adages, aphorisms, proverbs, mottos and maxims. But of all the oft-used phrases you’ve heard in your life, which do you think sticks with people most?

  • Give a hundred and ten percent
  • Never say never
  • Game of two halves
  • Winter is coming

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Your business isn’t ‘yours’, and your problems aren’t all about ‘them’

When you start and run your own business, your company inevitably means more to you than anybody else.

As a business owner, it’s easy to get wrapped up in everything and become frustrated with staff that don’t understand ‘your’ business like you do. This mindset can lead to you spending too much time and effort battling with employees, and this is not good for business. (more…)

The sales strategy secrets that drive sustainable, profitable sales

A key part of any business development goal is creating an efficient sales strategy that gets your products or services in front of the right people and invites them to make a purchase.

Successful business leaders understand that the sales process is the lifeblood of the company. Without an efficient, productive means of making sales, even brilliant ideas will fail, so it’s vital for every business owner to find the sales process that work bests for their company.

The quicker you can do this, the better your chances of growing your business, and the more likely you are to succeed. With so much at stake, William Buist reveals the sales strategy secrets that will help you make sustainable sales.

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How business owners can strengthen 5 key business skills with 1 simple activity

Most new businesses will fail within the first five years. If you are starting a business you have probably read this before. Do some research and you’ll find that poor management, inadequate funding, or failure to understand your customers tend to top the lists of why this is the case.

Continue researching and you’ll get much on how to make your business a success, with advice like write a business plan, conduct market research, and ensure you have enough capital before you begin, all good suggestions.

However, even the most innovative idea, followed by the most robust market research, accompanied by more than adequate funding can still fail. That’s because success is rarely the product of any single task or decision. (more…)

Why the chain of accountability is essential to your business success

Whatever your position with a company – your role within the organisation matters. There are various functions that each member of the team, as well as your customers, should be able to count on you to provide.

Everyone is expected to come through on promises and commitments made, and to deliver on their responsibilities. If this isn’t the case, a business will never thrive, and may not even survive. Here, William Buist, explains why companies need to have a clear ‘baseline of accountability’ and how to instill one throughout your business.
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How to avoid self-destruction and achieve your business goals

When we are starting up and running our own business there are extraordinary demands on our time. We need to spend time on getting our product right, finding customers, seeking finance, managing staff and dealing with the latest legislation, such as the new auto-enrolment pension laws.

With the sheer range of tasks and every day duties to tackle, we can all find that our business goals can get lost in the frenzy and the frustration of not meeting our aims can get us down.

To achieve long-term success we need stay focused on our goals. And to achieve those goals, we need to keep quite a degree of discipline to ensure that our time doesn’t get sucked away and evaporate like a puddle on a sunny day.
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The 10 business development truths that will give you an edge over your competitors

Business development is much more than just about marketing, sales, pitching, online wizardry, mailings, advertising, branding, social media strategies, glossy brochures, discount deals, promotional gimmicks or special events.

Every single thing a business does has a potential impact on how your business performs. Following these 10 business development truths, will help your business to grow and give you an edge over your competitors.
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