Preparing for your 2008-09 Sales Year

By / / Business Acumen, Sales Forecasting, Sales Management, Sales Measures - Inputs & Outputs, Sales Pipeline, Sales Planning, Sales Strategy, Value Proposition & Value Add, Vision, Mission & Purpose

If you haven’t already it may be worth your while to hold a formal review and business/sales strategy planning session with your team before the new financial year kicks in. Many markets have and are going through major changes and this requires us to be on our toes and ready for action.

The challenge for any business, especially those of us who run a small business with limited man power and resources, is to take the time out to work on our business and plan for the future rather than stay stuck in the day to day of our businesses. This …

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Insights from being in business for 13 years

By / / Brand & Reputation, Business Acumen, Self Development, Strategy, Success, Vision, Mission & Purpose

Happy New Year to you all. I wonder if you took time off over the Christmas-New Year break and, like me, had a bit of trouble letting go initially and then found yourself easing into enjoying a little time off from work commitments. It’s when I slow down that I find some of my thoughts drifting to why I got into business for myself in the first place. There is a good reason for this. You see on the 9 January 2008 my business will be 13 years old.

Around that time, 13 years ago, I wasn’t happy where I …

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Not all customers are good customers

By / / Business Acumen, Ethics & Values, Sales Planning, Sales Skills, Sales Strategy

Ever had some customers who spend very little with you but take up enormous amounts of your time? Nothing’s ever right, they quibble about every cent and they do not intend to spend much with you anyway.

Or those customers who are really nice and you get along with them very well, but you know they do not have the potential to develop into long-term revenue generating accounts for your business.

What do you do? You need sales, but at what cost to your business? These types of customers, in effect, keep you from working with customers where you can get a …

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