Posts In Category

Sales

MarketingSalesStaff & teams

MD2MD speaker Andrew Thorp challenged our Managing Director members to present their business effectively by using interesting and interest-grabbing stories.  I read an interesting story on his blog recently about how a young web manager called Philippe Dubost got himself a job using a very different advert. Andrew uses the story to make the point that things have changed.  Nowadays it’s

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Business StrategyEntrepreneurial ambition & growthMarketingSales

‘Any old fool’ can get their company website ranked higher on Google.  But there is FAR MORE to the web than SEO – search engine optimisation – and FAR MORE that monitoring your website’s bounces, clicks and hits. In a presentation at our Local Leaders’ Meeting last month, John Cardy of Garden Games Limited explained three ways to reduce costs and

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Business StrategyMarketingSales

In line with one of my recent themes – In addition to the well publicised difficulties it causes, the tough economy is also creating opportunities for those sharp enough to spot them and with the resources to take them – I noticed a three articles this week confirming this hypothesis very clearly. Pawnbroker Albemarle & Bond set to open more

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MarketingSalesStaff & teams

People who have talked to me on the subject will know that I am a cautious supporter of the use of Social Media Marketing in business. I DO believe that it is an important component of the marketing mix, but like all marketing, it has to be done properly with an allocated time investment for a purpose and the return

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Effective managementEntrepreneurial ambition & growthOperations & QualitySales

A final blog building on the talk on Key account management that Phil Jesson gave to MD2MD the Managing Directors’ Group I chair. In my blog on understanding your share of spend within a strategic customer account, I  suggested that a great key account manager knows their client very well and gets to that place by asking powerful information soliciting

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Operations & QualitySales

Author of the 2008 report ‘The 23 biggest mistakes that bidders make’, David Harrison shared his updated version ‘The 43 biggest mistakes that bidders make’ for the first time at MD2MD’s meeting of business leaders in March. Following 23 years working for multi-national contractors in the Construction Industry, holding positions from commercial manager to senior vice president and developing a successful

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Effective managementEntrepreneurial ambition & growthSales

Do you want to grow revenues – despite the economic climate? Or maybe even win some revenues to stand still?  (Which is still probably enabling you to grow market share – which will pay off when growth resumes!) Tip:  Start first by growing revenues with your existing accounts. A rough rule of thumb is that it costs ten times more

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MarketingSales

The simplest tips are the best! The speaker at the MD2MD business leaders’ group this month was Mike Southon. Amongst the many sales tips Mike shared was the following: If you are trying to open up a new customer by email, keep the email to 4 lines with the following structure: Dear Mr X I noticed that … (Something specific

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Effective managementSales

At our Managing Directors’ meeting this month we decided, in the current economic climate to focus on ensuring the deals we do get are the best possible deals we could get and so the topic this month was Advanced Negotiation Skills. Given that some members of the group are, I know, already advanced negotiators, I was worried that the speaker

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Sales

Fascinating HBR research into what types of Sales People are most successful.  Here’s the summary:   More details in the slides here.

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