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The SalesPulse is the market leading sales newsletter in the United Kingdom and has been published for over 10 years. We have published over 120 issues and should you want our views on a particular topic, please contact Steve Rowe.
To read the previous issues of the SalesPulse, see below for the links.
Have you checked your own acres of diamonds?
I often trot out the story of Russell H. Conwell's parable - Acres of Diamonds - to my clients, as a way of encouraging them to properly look in their 'own back gardens' (existing clients) before setting out for pasture new in search of their next client. It is all...
The SalesPulse Blog, January 30th 2015
How much time do your sales people actually devote to selling and how much of it is productive?
There have been many studies on this subject and as many answers. The only way to be truly accurate is to carry out a study of your own sales team, but first of...
When to sell with facts and figures and when to appeal to emotions
A tricky one, this. But Harvard Business Review addresses the question neatly in this article. I have been aware of this issue for some time, having read books on Emotional Intelligence, but have seldom seen articles about when and how to use an emotional approach as opposed to a logic...
How to avoid five financial mistakes Entrepreneurs make
I know some of these appear obvious, but I certainly fell foul of at least one of them, so it's worth reading this quick article to avoid falling into the trap that other Entrepreneurs have.
OK, so Finance isn't my specialty but I suspect that's true of most Entrepreneurs, so any...
A revealing assessment of your sales approach – at no cost!
A revealing assessment of your sales approach - at no cost! Yes, that's right. I am offering an audit on your existing sales approach with a high level report with NO investment on your part - aside from a couple of hours of your time.
Increasing sales is tough. Even tougher...
Companies with a Formal Sales Process Generate More Revenue
Companies with a Formal Sales Process Generate More Revenue. This article is singing my song!! I bang on to all my clients - and prospective clients - about the need to have a formal Sales Process and it seems the world renowned Harvard Business Review agrees. So, there must be something...
The SalesPulse Blog, January 2015
SOME THOUGHTS FOR BUSINESS SUCCESS IN 2015
Happy New Year. The respite is over and another set of challenges are on your desk. In this brief newsletter I am going to offer ten answers to the question, "What is it we can do to improve our chances of success in 2015"?...
Business Growth Service
I am delighted to inform you that on Friday 5 December, the Government announced the launch of the Business Growth Service which integrates the existing GrowthAccelerator and Manufacturing Advisory Service (MAS) programmes, along with the Intellectual Property Office Intellectual Property (IP) Audits and the Design Council Design Mentoring.
The Business Growth...
The SalesPulse Blog, December 2014
CREATING CUSTOMER VALUE MAKES YOU DIFFERENT
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 sales people say there has been a...
How does your Value Proposition stack up?
One of the topics I bang on about with my clients is the importance of a carefully thought through Value Proposition so it's good to see that Vistage agree with me! It is important in a B2B environment to think through and be able to articulate the value you are...
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