This fact sheet is designed to help you to develop your business networking skills, in order to retain and gain customers and suppliers, and to expand your range of beneficial contacts. What is Business Networking? The term “networking” produces different responses from different people. As an activity, networking is not new. It is a long-established … Read more
This article provides an introduction for anyone planning to implement a change programme in the workplace. Its key aim is to assist in the planning process by covering the basic building blocks of change. change is inevitable and change matters. While the pace of change may vary within organisations, there will be no remission in the extent … Read more
Many sales people fall into the trap of attempting to close the sale too soon and risk scaring off their customer and losing the whole opportunity to make the sale. In this article, we’ll look at the proper sequence of managing a series of rational and orderly events within a sales interaction. How can you … Read more
How to find the 25th hour in your day? Time Management 1. Cut back on the time you spend watching television, aimlessly surfing the web, etc. Anything you do on an average of 30 minutes each day consumes a full week’s time for every year of your life. 2. Know thyself. Start … Read more
Sales strategy Do you have a clearly defined salaes strategy? (Targetsegments, markets,customers?) can you, and your sales team explain the strategy if asked to? Can you,and the sales force, explain this strategy simply? Does the sales structure support this strategy? (What channels are you using to reach your customers?) Have you broken down the sales … Read more
Few would argue that the best place to train salespeople is in the field, observing the salesperson selling to real customers. However, the things sales managers and sales management in general typically get wrong are: 1. Training is not carried out on a regular basis for essential professional selling skills. 2. Training objectives are unclear … Read more
This article outlines 7 steps for drawing up and implementing an effective customer relationship marketing strategy. Customer Relationship marketing is often represented as a developmental process, the aim of which is to increase customer loyalty and improve the relationship customers have with an organisation. The 7 step process evolves through a series of stages or … Read more
This article outlines the steps in project management and provides a framework of sequential action for the manager undertaking a project. Project management is recognised as a special process which differs in approach from general management or change management. The traditional project management focus has been that of completing defined work within given time constraints … Read more
This article is intended for those who have mapped a change programme for the organisation and are now ready to implement it. It provides pointers to the issues you will need to consider in bringing in change, rather than providing a detailed implementation schedule: this will vary according to the organisation and the nature of … Read more
Times are tough aren’t they? We are hearing the word recession mentioned every time we check the news. All the talk of doom and gloom can really damage our confidence and self-belief especially if you are in sales. Having lived through the previous recession I can reassure you that some salespeople did well and others … Read more