Management

3 Simple Tools For Small Business Success

Front Office Box

A sales management process and the right tools for small business selling will increase your chances of succeeding as an entrepreneur. We’ve talked about a number of philosophies and concepts to help small business owners make the most of their opportunities in this blog. But there are 3 which stand out as simple to understand, [...]

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Change The Point of Competition to Control The Sale

Sales Coach

Do you position competition for your prospects, as part of your sales strategy? If so how do you that, and does it work for you? Do you focus on major differentiators or those minor points the others won’t think relevant? In the good old days we were always told not to say anything bad about [...]

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Business is Simply a Process But What’s a Process?

Front Office Box

Image via Wikipedia Is business simply a process, or is there more to it than that?   Can software be a series of templates to suit any process? Does that work for small business? It seems to me any activity which starts one place and ends up somewhere else is a process, and certainly the [...]

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Calling all Business Owners Like Us

Internet Enabled Business

Are you a business owner like us? We’re a small bunch of guys open to helping business owners like us, and getting a helping hand when we need it. We’re professionals, most with decades of experience, and we’re sales managers. Not ordinary sales managers, but business owner sales managers. Some, not many, have professional sales [...]

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Business Planning for Entrepreneurs and Start Ups

Front Office Box

Planning ways a business will operate requires a vision, strategy, objectives and tactics – where are you going with it, how will you get there, and how will you keep on course? It also needs a template for the process, milestones, checklists and schedules to help you organise your thoughts. For most small businesses, planning [...]

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CEO Guide to Sales Management – Introduction

Sales Manager

The CEO rarely has any experience of sales management. The boss typically has a finance or maybe operations background. That’s probably because sales managers, (and the sales guys they started out as) have a different skill set. Getting the best out of others through collaboration, communication and compromise isn’t what sales people typically do. They’re [...]

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Surviving Sales Management

Sales Manager

Sales Management can be both the best job in the world, and the worst. And working for sales managers can be fun, or frustrating. From both sides – the manager and the managed – Sales Management is a roller coaster ride, always with the risk of falling from the carriage. It’s not a lot of [...]

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Why Business Plans Never Work

Uncategorized

My Business Plan never works, so why are we always being asked for meaningless spreadsheets? There is a type of business plan which makes sense, but it doesn’t have a lot to do with revenue, costs and cash. The way these pretend business people, in banking, government, support services etc. all ask for a copy [...]

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Knowing the Good Sales Guys from the Bad

Sales Manager

Good sales guys are very different to bad sales guys, in all sorts of ways. Customers will have one view. Colleagues another and management yet another. In this post we’re talking about the sales manager’s perspective. How does a new sales manager tell the difference between his good sales people and the other kind? This [...]

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