by Anna Kennedy | May 13, 2017 | Business Planning, Do's and Don'ts, Thought Leadership
Accepting that the grass isn’t always greener When business is great, when lots of prospects are a good fit for your offer and when you’re running at 100 miles an hour to keep up with the growth, you probably don’t spend much time gazing over the fence at the next...
by Anna Kennedy | Feb 2, 2017 | Do's and Don'ts, Quick Tips, Sales
You’re in, you’re trusted. Just as in the pre-sales phase in the preceding section, you want to set the tone for the relationship and continue to manage the customer relationship with care and attention. I don’t mean diving in and doing all the work for the customer...
by Anna Kennedy | Jan 6, 2017 | Do's and Don'ts, Quick Tips, Sales
Here’s a loaded question: when are you selling and when are you not? Clearly you can only close a deal when the customer’s need exists, the time is now and the prospect is ready to buy, but the prospect being ready to buy doesn’t mean you have to get all ‘salesey’....
by Anna Kennedy | Nov 29, 2016 | Do's and Don'ts, Marketing, Quick Tips
Some people have very clear offers (yes, people have offers too – it’s not just companies), whereas other people’s offers are very confusing. Take a look on LinkedIn for a few minutes to see what I mean. Perhaps you see a person going from studying the History of Art,...
by Anna Kennedy | Nov 1, 2016 | Business Development, Do's and Don'ts, Marketing, Sales, Thought Leadership
Business is only fun when you’re doing the right things for the right customers at the right time. The challenge is how you get to that position. If your approach is to grab every piece of business that walks through the door, chances are you’ll never get to that...
by Anna Kennedy | Aug 19, 2016 | Business Development, Do's and Don'ts, Quick Tips, Sales
Looking for Obvious and Not-so-Obvious Problems Why is business development problematic for smaller firms? I hear the following misconceptions regularly: * Something else is always more urgent. * I’m fine when I get in front of a prospect – I just need more leads....
