Grow Sales
How to increase Sales? This is a key question of all businesses and should always be re-framed as How to increase sales, profitably. The sales team in the business needs to:
- Understand each high priority Customer Segment, the profiles of its customers (buyers) and consumers (end users) and their key wants and needs
- Develop Customer Account Plans for each key customer and understand the customers purchasing Journey Map from Identified Need through Researching Solutions to Committed Purchase
- Sell (or enable the customer to buy) and Serve them in a way that meets or exceeds their expectations; profitably. This includes upsell and cross sell to ensure that the needs are met with a complete and fit for purpose solution
- Encourage Customer Loyalty using service, relationship building, follow-up and other retention strategies
- Consider the other additional Revenue Opportunities that may relate to ongoing maintenance contracts, customised services, training, strategic advice and so-on.
How to make your good business great
As published in The Herald Sun, The Daily Telegraph, The German Finanzen100 and Accountants Melbourne News THINGS are chugging along nicely. You’ve kept your head above water, maintained customers, made a profit and retained your talented staff. But why settle for good when you can be great? By putting your head down and making some changes, […]
Read more
Make the most of business loyalty cards
Many businesses are switched on to the benefits of rewarding their own customers with loyalty programs. But are they switched onto using the very same cards to reduce the costs of consumables and expenses or to gain discounts on major purchases? Utilising these deals and asking for deals where there is no such program can […]
Read more
Be Great Now! Interview with Jim Collins – acorro
Bo Burlingham | Inc. magazine May 29, 2012 Jim Collins: Be Great Now The leadership expert sits down with Inc. editor-at-large Bo Burlingham to talk about what makes great companies tick. Over the course of nearly 25 years and four best-selling books, Jim Collins has set out to systematically unlock the mystery of what makes […]
Read more
10 ways to cut costs – without cutting staff
Article in SmartCompany about cutting costs by Leon Gettler on 28th February 2012 Workers at Alcoa’s Geelong smelter are now waiting for pink slips and their counterparts at Toyota, Holden, Telstra and Westpac are losing their jobs. BHP has warned of more closures of struggling assets and development spending cuts as it seeks to deal with […]
Read more
Interlloy to fund exceptional growth
Interlloy sells warehouse portfolio to support major expansion plans. This Press Release was first issued by the Business Development Company. Australian speciality steels market leader Interlloy is in the process of selling off their national property portfolio of purpose built warehouses to underpin major expansion plans. The warehouse sales are the first stage of a […]
Read more