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Business Growth Blog

For CEO's in Seach of Ideas, Insights and Strategies for Business Growth

Previous Blog Posts

How to Build Valued B2B Relationships During the Sales Process

How did I help one company grow their sales by £6million in less than 1 year? I stopped the global senior sales team selling another bog-standard product and helped them to understand: the buying unit and how the buy process has changed how the buyers organisational culture and business strategy effects the macro and micro environmental pressures and effects. All these characters are essential in creating a valued proposition that sales itself. This resulted in... Read More

Scale Your Sales: Build Your Professional Relationships into Social Strategic Partnerships

The world has evolved; created by challenges in the global economic environment and the advances in technology. Sales leaders must now overcome three pressing problems: Unmotivated sales reps. Under-performance of sales teams. Lack of access to decision-makers. The Reasons Why B2B Sales Must Adapt 90% of decision makers will not answer cold contacts but 80% of contacts in LinkedIn are open to new opportunities. 57% of buyers are in the decision-making process before reaching out... Read More

Why Building Buyer Seller Relationships is a Lot Like Dating?

Relationship building is a lot like dating.  Who here has done online dating?  I have, and your mindset and objective are critical in dictating the pace and speed of trust and connection. Without trust and connection your relations will not have longevity. If your mindset is to build a friendship rather than find the right one, then you will find many friendships and within that the possibility of the right one. The Smarter Sales Manifesto... Read More

3 Strategies to Increase Your Sales Productivity in No Time

Want to be more productive in Sales? Then stop selling. Why because it does not work – no one whether in B2C or B2B, no buyer wants to be sold. It is like being conned into something you do not want. I am not saying the sales process is irrelevant, it’s has a new place in the buying process and that is one of reassurance. The difference today is that buyers buy. Buyers have the... Read More

The Books I Read: What You Need To Know

While working out in Morocco this past month; I set myself a challenge to read ten books. For personal development I read Brene Brown, ‘Braving the Wilderness’ and ‘Rising Strong’. Along with Tony Robinson OBE ‘Loose Cannon’. I thought it would be useful to review the professional development books I read while researching #ScaleYourSales. I re-read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon Brent Adamson We know the world is... Read More

The World of Sales Has Changed Now Millennials Are in It

Forrester, “research indicates that 73% of Millennials are involved in B2B purchasing decisions, their rise to power is largely going unnoticed.” Currently 35% of the population, a report by PWC states “millennials will form 50% of the global workforce by 2020”. A millennial, also known as ‘Generation Y’ is a person reaching young adulthood in the early 21st century. Born between 1980 and 2000; millennials are the largest generation in Western history. Millennials have experienced... Read More