It’s been over a year since the World Health Organisation first declared COVID19 a global pandemic. Its effects will cast a long shadow over global business for months, if not years, to come. So, how do you expand your business despite the ongoing pandemic? It’s a...
If you are a manufacturer of consumer durables, building a strong direct-to-consumer (D2C) business should lie at the heart of your business development strategy. Today’s consumer expects a direct relationship with your business. In fact, the more recognised your...
Direct to consumer (DTC) sales - What’s stopping you? It’s a fair question, isn’t it? After all, we’re witnessing a surge in demand for DTC. Right now, eCommerce and rapidly changing consumer behaviour are combining to power growth in direct to consumer sales. So, if...
If ever there was a right time to enter the direct-to-consumer (D2C) arena, now is that time. Even before the lockdown forced shops to close, online sales were already growing rapidly. At the same time, bricks and mortar retailers were struggling to adapt. This is...
When was the last time you reviewed your business development plan? Do you even have one? As we kick off 2021 now is the perfect time to plan your next moves. And doing more of the same as you’ve done in the past is unlikely to be a smart move. So, it’s the right...
You can learn a lot by reading the right business development books. So, I've put together 6 short summaries of the best books on this fascinating subject. Each book addresses a different aspect of business development in a novel and insightful way. With the year-end...
An MVP (or minimum viable product) is a great tool to get your fantastic new product, service, or business model into the market as quickly as possible before your competitor beats you to the punch. Once in the market, you can develop your MVP further based on real...
Lean business development is not just for start-ups. It’s also a must for businesses facing rapid change. And in these uncertain times, that means even if you have an established business you need to learn how to make lean business development work for you. What is...
Agile business is smart business. I learned this lesson a long time ago. "The problem with you is: You want a brand-new Ferrari but all I can offer you right now is an old bike" This was quite literally what my boss said to me when I presented him with my...
Agile business development is a rational response to the volatile, uncertain, complex and ambiguous operating environment that prevails today. In a world of disruptive innovation where the customer really does call the shots, opportunity and risk are everywhere. So...
The best business development strategies generate long-term growth and create lasting value. However, no truly successful business goes it alone. Business development in the 21st Century demands that companies, irrespective of size or segment, look beyond the...
There are big benefits to bringing in independent business development consultants to help you take your company to the next level. This is true regardless of your company size or sector. It also applies equally whether your business is flatlining or growing strongly....
Business development vs sales is a hot topic right now as the world sinks into recession. How you generate revenue is vital. Are you in business development or are you in sales? Chances are that however you answer this, someone is going to tell you that you’re...
What is business development? It's a simple enough question. But it turns out one that's quite difficult to answer: Some people might say that business development is just a fancy phrase for sales. Others might say that business development is a function of marketing...
How do you make service pay? You can start by integrating it within your sales and marketing programs! Not so long ago it used to be that service was strictly “back office”. On the other hand, branding and marketing communications were very much “front of house". This...
You need to sell more. As a sales professional, your livelihood depends on it. Your company craves growth. It needs more customers to survive and thrive. The heat is on. You feel under pressure to deliver but somehow – even though you are trying very hard – you are...
Are you running the rule over your carefully crafted business plans looking for “buried treasure” to help you improve performance this year? Perhaps you are already confident about your prospects for this coming year but need a contingency plan just in case? Maybe you...
What’s your image of the best salesperson in your industry? If your mind just conjured up a vision of a sharp-suited, smooth-tongued, quick-witted sales superstar, then you need to reframe. Why? Because old style selling is well on the way out! You don't need to be...
Sales success is all in the mind. Have you ever considered? What motivates us to buy things that we don’t need? Why we chose to become loyal to some brands and not others? How successful companies make money out of giving away their products and services? The answers...
If you’ve been in sales or marketing for a while, you’ll know just how much things have changed over the last few years. However, not everyone has managed to keep pace with these changes. This is no wonder because to do so very often means having the courage to...
Improve your prospects at year end by working continuously and consistently in December so that you finish strongly. “It’s not where you start – it’s where you finish that counts!” It’s a fine quotation from best-selling author and motivational speaker, Zig...
When was the last time you bought over the phone from a telesales team? Was it a great experience or did it leave a lot to be desired? According to Contact Babel, over 42 billion inbound call minutes were racked up in 2014 in the UK alone. Many of them from customers...
Using service technicians to boost revenue is a hot topic right now. I’ve worked for and with a number of highly regarded businesses that have radically overhauled their service infrastructures to tap into the rich vein of sales opportunity flowing in through their...
Want less revenue? No. I thought not! Every year, in pretty much every company, the clarion call goes out to “grow or die”. Clearly, revenue growth is an absolute business imperative. But just how do you increase your revenue? Surprisingly, there are just 4 ways to...
In many companies you would be forgiven for thinking that aftersales are often little more than an afterthought. This is all the more surprising given that the prolonged recession has forced so many companies to re-examine their business models. Organisations really...
Today more than ever customer loyalty is a precious and priceless asset. So how should you reward your most loyal customers, encouraging them to buy more and stay with you longer? Here are five tried and trusted techniques: 1. Deliver exceptional quality and service...
