The Sales Funnel is dead. It is used in 99% of sales teams, on nearly every sales course and in nearly every business for over 100 years. But maybe it is dead, defunct, extinct. It has ceased to be! The funnel uses the metaphor of a … [Read more...]

So, imagine the situation. Five budding entrepreneurs come together and decide to look for a new business venture. They create their wish list and send out their researchers to find: •           the perfect industry (growing, … [Read more...]

Businesses that have recently suffered the ultimate indignity from keeping their heads well and truly planted in the sand include: PC World Blockbuster Woolworth Millets   But even if your name is not on the casualty … [Read more...]

If you wish to prove that your new business is just a run-of-the-mill and unoriginal, vanilla-flavoured company like the rest, just keep on banging out those quickly-written and to be honest, shallow blog posts. Every so-called social … [Read more...]

For those of us who are not charging by the hour, then I would argue that it may well be more profitable to work less. I repeat… to work less. Less hours… less stress… less banging your head against a brick wall. I shall be more … [Read more...]

It seems that, despite numerous reminders, the pompously named ‘customer/client relationship teams’ just don’t ‘get it’. In fact, the majority of the marketing team don’t ‘get it’. They just don’t understand the whole ‘customer’ … [Read more...]

In an age where everyone seems to be obsessed with Twitter and Facebook it could be considered risky to dismiss social media but that doesn’t seem to bother Robert Craven. Business reporter, Liza-Jane Gillespie, talks with the guru about … [Read more...]

The principles of business growth are pretty straightforward. Find and fine-tune a formula that works, test that it can scale, and scale it. It all looks so simple when you put it on paper but the actual reality is something … [Read more...]

When our fast-growth business is on a winning streak, life is great. When things go wrong then it doesn’t feel so great. There’s also another place we can end up. Partly as a result of the stress and partly as a result of a lack of … [Read more...]