by simon | Feb 24, 2016 | General
In this heavily commoditised world where professional purchasers are incented to extract the lowest price, many companies spend their time reducing costs to maintain margins or even worse reduce prices and accept lower margins. There is though, an alternative, and...
by simon | Feb 24, 2016 | General
In last month’s SalesPulse I talked about how buyers were commoditising our offerings to negate those characteristics that make us different. There is research to support this statement; for example in the US SSI Data having researched some 40 companies and 750 B2B...
by simon | Feb 24, 2016 | General
There are many ways in which a company can improve its profits. For example, it can cut costs, if there are any left to cut: suppliers can be squeezed if there is any juice left in the orange: acquisitions, mergers and disposals; and of course let us not forget...
by steve | Feb 18, 2016 | General, The SalesPulse
WHAT ARE YOUR CHALLENGES IN 2016? Happy New Year. I trust you all had a good break and are now refreshed and ready for what looks like an interesting and demanding 2016. What are your challenges? Are they to do with growth and market share; profit and margin...
by phil | Jan 22, 2016 | General
When To Go With Your Gut When To Go With Your Gut is a great article written by Jack Welch. It’s something that too few business people practice, in my experience. The phrase “In God we trust. For everyone else, bring me the data” springs to mind....
by steve | Dec 17, 2015 | General, The SalesPulse
MORE VALUE DRIVES MORE LOYALTY Another calendar year draws to a close, and for some, if not many of us another financial year closes. Still, if we plan it well we get two weeks off to enjoy ourselves with those really important friends and family and clear our minds...
