As a business owner/leader you’ll be no stranger to the importance of sales – it’s what brings in revenue and drives growth. However, there’s another aspect of business that shouldn’t be overlooked either – account management. In fact, good account management can be the difference between a one-time sale and a lifelong client. So, what … Read More
New Year, new goals – for your clients. Add this to your to-do list.
It’s January. Do you hear that sound? It’s the New Year chorus, a two-word refrain, ‘Goal Setting.’ Don’t get me wrong, I’m a big fan of setting goals, it’s something I coach my clients on and pursue myself. And I’ve written a few posts on the subject of setting and achieving goals in the past. … Read More
Wanting to connect and engage with clients? Think about their social needs.
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
What do in-groups and out-groups have to do with team engagement?
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
8 ideas to rekindle the passion for your business
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
What is a coach? And why would a business owner want one?
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
What do biases have to do with sales?
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
3 questions to ask when qualifying a sales lead
There is a cost to acquiring new customers. Every proposal or request for tender/information you, your team, or your outsourced bid writer completes takes time, effort and money. Knowing your Customer Acquisition Cost (CAC), enables you to determine the return on investment of those efforts to grow your client base. It’s calculated by adding up … Read More
Advocate clients are your best sales reps
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
10 ideas to attract and retain employees
According to KPMG’s 2022 edition of their ‘Keeping us up at night’ survey, the number one challenge currently keeping business leaders awake is ‘talent acquisition, retention and re/upskilling to meet a more digitised future.” I wasn’t surprised to read this, it’s a topic of conversation that comes up regularly with business owners with the pandemic … Read More