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How do you describe what you do?   Our words can give prospects an image or a feeling about what it might be like to work with us.   For years, I tried on various marketing tag lines [...]

It’s just 41 days til February – according to the sales calendar   It’s currently October 15th and although we’re not quite at the end of the year, it’s important to have a sales [...]

Front-line worker, or Business Development staff – Who is better at bringing in new business? Some companies choose, either by design or tradition, to have a business development team or [...]

Your CRM can suddenly become the most fascinating part of your business when you are using it competently.   Most of us would have heard of, or are currently using, a CRM – a Customer [...]

Does this sound familiar? You’ve had a great initial conversation with a prospect. They were asking all the right questions and giving you all the right signs that you would be the ‘chosen one’. [...]

How to achieve your forecasts better   One common frustration I hear from companies relates to not being able to predict their revenue because of inconsistent performance. Some months are [...]

Speed kills Imagine the revenue in your company is a factory, operating like a production line, but you’re too impatient to go through the whole process, so you just do a few of the bits [...]

How financial services practices can supercharge their revenue   The challenges worth solving Not charging what you should be charging, not converting prospects effectively and consistently, [...]

Accidents are mostly never good. Something even more concerning is that there are businesses operating their revenue machine (aka ‘sales’) by accident. They are making it up as they [...]

When it comes to increasing your price or fees, it can be a delicate conversation if not handled correctly. You can get clients offside, you can lose clients, you can loose face or worst case, [...]