When selling complex solutions to organisations it is imperative to understand your buyer's mode. Not all potential buyers are in the same ‘mode’. All buyers are not in the same position or share the same outlook. As a sales professional,…
A growth strategy is a plan to increase a business’s size and value. It defines how you will win a race against your competition and identifies the most efficient way of reaching your strategic objectives. What’s more, it will apply…
All businesses come up against the challenges of business growth at some point in their growth journeys. The key to overcoming them is identifying possible challenges ahead of time in order to make a plan of action. However, this can…
Starting a business is easy, but getting a venture to a state where it can trade successfully, on a profitable sustainable basis is difficult. Even after taking in rounds of investment, haveing a venture you can IPO or sell, the…
We’ve long understood the concept of ‘crossing the chasm’. The task of established start-ups who have found the repeatable business model, but can’t get to that next step – the step of scaling up. Great products, cool brand, nice looking…
You’ve formed a company. You’ve built your product. You’ve validated the market and there has been early interest from a small number of potential clients. So what are the next steps? Sales in the startup. That’s the next step.…
Crowdfunding has taken the start-up ecosystem by storm. Companies like Kickstarter, Seedrs and Crowdcube have become a funding choice for entrepreneurs. What may have seemed slightly risky or too unconventional for a mainstream business, have now become established and a…
Sales management of your opportunities requires different attention and investment by you, dependent on where you deem them to be in the sales funnel. The incorrect sales approach - at the wrong time - will damage your chances of moving…