So, you’re wondering whether you need an account management team when you already have a sales team? The answer is yes – if you are a business that sells products or services to other businesses and relies on long-term customer relationships. Then account management is essential for success. Sales teams are primarily focused on acquiring new … Read More
I often talk about ‘connection’ and ‘engagement’ (in a business context) and how they work together. I believe one generally leads to the other. Business owners and leaders who feel strongly connected to the purpose of their business are engaged wholeheartedly and with passion. Employees who find themselves connected to their company’s values and goals … Read More
When we reflect on our performance it’s common to identify habits we’d like to change. The bad news is, because our brain likes to hardwire everything it can, it’s almost impossible to ‘change’ a habit. However the good news is, it’s relatively easy to create new wiring and thus build positive habits that eventually take … Read More
Workplace engagement is the measure of connection and commitment employees have with and to their place of work. The stronger the feelings of connection and commitment, the higher the engagement. If we want to retain good people and recruit additional talent, staff engagement is critical. A key to building engagement is providing a psychologically safe … Read More
The first stage in setting effective goals is to start with the vision of where you want to go, or even better (for our self-centred brains) – who you want to be. Because our brains are naturally self-referential, goals tied to who we are are more motivating. In addition to being self-focused we are motivated … Read More
1. Take time out to truly reflect on why you started your business. Are you being true to that initial vision? If not, are you off track and need to reassess and work out how to get back on course? Or is it time to take a new path? Perhaps your values and purpose have … Read More
Owning, or starting, your own business is exciting. You get to be the boss, call the shots, build and develop a team, and turn your ideas into products and services. It can also be daunting and lonely. Who helps you stay clear on your goals, the ones that got you into business in the first … Read More
Decision making biases and filters Believing that prospects or clients think the same way, make decisions using the same criteria or are motivated by the same things as we are, is a default thinking filter for many of us. But no two brains, or life experiences are the same. Which is why people think through … Read More
How do you cultivate advocate clients? By providing an amazing customer experience supported by genuine account management relationships built on trust and understanding. When your business is focused on engaging, delighting and retaining your clients, this in turn can attract new ones. The best sales reps for your business are your advocate clients. An effective … Read More