Do you ever properly analyze your CRM system? I’m not just talking about leads, opportunities and pipeline value, but the detail around why you win and why you lose? Every CRM system I have worked with (and populated I’m not afraid to say) had loads of closed leads or opportunities with “Called 3 times, no […]
Why is it so difficult to get past the purchasing team? Read More »
One of the things many companies are guilty of is the lack of a proper commercial strategy for the business to follow, that can then be cascaded down to the rest of the workforce, so that everyone points in one direction and everyone knows what they are working towards as an organization and how their
I will get around to writing a commercial strategy. . . . ! Read More »
The Covid-19 pandemic has had a massive impact on pretty much every industry in one way of another, whilst some have been damaged enormously, some have prospered. I have seen businesses that had record years already on the order books for 2020 have their entire life’s work decimated in just a few short months. At
COVID-19 and finding the perfect Candidates Read More »
I always loved the first few months of working in a company, you get to find all the easy wins with regards to making a difference and providing growth. One of the things that has never failed to amaze me over the years is the lack of focus on poor performing accounts. I’m not talking
The Silent Margin Assassins Read More »
I’ve watched with interest the many different strategies employed by organisations to engage with their customers during the lockdown and as we come out of it. To most of us, before March it would be almost unthinkable that you would attempt to forge a long-term relationship with a new client, never physically meeting them. Of
How can I capture new clients when I can’t even meet them? Read More »