It’s Rudimentary My Dear Watson

If you’ve stopped by here before you would have heard me talking about the ‘World of Over Supply’ and how that affects both the buyer and the seller today. Something else common today is the ‘Reboot’. Old is ‘cool’. Movies. Music. Adverts. Clothes. Just about everything is being rebooted. I wouldn’t be surprised if the…

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Andy Murray, Ivan Lendl and Coaching Relationships

This last weekend was one to celebrate. For Americans everywhere July 4th continued on for an extended bbq and firework family fueled frenzy while, for us Brits, we had some sporting moments to cherish. The British Lions roared to success in Australia. (Sorry to my Australian brothers and family!) Andy Murray put the curse of British Tennis…

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3 Tips For Ethically Controlling The Sales Process

Life presents us with the opportunities to make choices. Some are ‘world saving’. (Like having the choice of taking a blue or red pill a la The Matrix.) Most are fairly innocuous. Or are seemingly innocuous. Some have more of an impact than we could have imagined on us and our surroundings. Something that falls in…

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Spray and Pray Marketing. Really?

Hands up if you have ever relied on the advice given to you by a medical professional… Only to find that, well, it didn’t work? Flashback to 1990 and the 9 year old me is hobbling off the rugby pitch in the direction of the school nurses office. My leg has seen better days, in fact a…

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Dali, Glass Cutting Mustaches and Lessons In Small Business Marketing

One of the great things about being an ex-pat is being able to be a tourist in your own country. It’s something I didn’t do as a national in my homeland in England. Don’t get me wrong, I did some things but then, for example, I never went to Bristol Zoo in the seven years…

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Ambition, Over Excited Squirrels & Predictable Success

I’ve never considered myself in the ‘lifestyle business’ genre. That all sounds rather nice. You know, the 4 hour work week, the extended holidays and, ultimately, the passive revenue. Who doesn’t want to earn money while they sleep, right? With that said, I am ambitious and love having the flexibility earned from being my own boss.…

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3 Things Companies Look for in their Favorite Sales Partner (Guest Post – Retail Capital)

There’s an endless pool of knowledge on sales strategies to convert more sales and please customers, some of them are very insightful, others not so much.  However, there’s a shortage of literature on how to maintain the best company-to-partner relations, and as a company that does 90% of our business through independent sales reps, this…

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9 Tips For Getting More Clients

The question seems simple enough. “How do I get more clients?”. So simple that I get asked this on a frequent basis as if there is one answer that fits all and that I can deliver the golden egg on a platter in less than five minutes. Well, good news. I do have the key…

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Roller Coasters, Small Child Syndrome and Having More Productive Sales Conversations

Last week I took some time off (well deserved if I do say so) where I got to hang out with a couple of friends from back home. At one point, though, I wasn’t sure I was going to make it back. That was when I was being shot through a dark tunnel at the…

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3 Stages of Lead Qualification

Having an hour long meeting with an unqualified prospect is like buying an expensive software that only shows a blank screen. It’s pointless. An unnecessary waste of time that can only have a negative impact on the bottom line. With lead acquisition costs rising (the small business average is $70) and sales cycles lengthening it…

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