It’s important to understand that, in sales, you predominantly have two modes of operation; new business (Hunters) and account management (Farmers). Companies can spend a lot of time dressing these aspects up to look very differently but fundamentally they usually break down into these two components. The question at the top of this blog is… Continue reading
Sales, sales and more sales. Sales, and the art of selling, are a crucial part of more or less every business. But while most are after that step-change increase in revenues, very few know how to make it happen. In fact, I would go so far as to say that many organisations that I come… Continue reading
So, you’ve been running your own show for a while now. You have services/products, customers, staff and most of the other accoutrements that go with a business and business life. You want to grow but you just seem to be missing that ‘spark’, that one thing that could help you leave the ground and take… Continue reading
Have you ever looked your monthly or annual spend on Marketing, exhaled and silently said to yourself “This just isn’t working. I’m wasting time and money here”. You’re not alone. The uncomfortable fact is that for lots of businesses this statement is completely true. Whether they want to believe it or not is, of course,… Continue reading
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