Sales management is a deep topic but this series of podcasts is focusing on the quick and easy ways to increase revenue. So let’s look at some of the obvious stuff which many companies forget to do. The adage “If you don’t measure it you can’t manage it” is absolutely true. “But I do measure sales results” you say! Fair enough.. but do you just man...
Read MoreIf you want to increase your revenue, increase your prices. Stunninglyobvious but so few do it. We often don’t raise our prices because we believe we are already at the limit of our pricing ... ... and perhaps it was a few years ago when your service level was lower, when your product quality wasn’t as good, when your competition was different, or...
Read MoreI’m a great fan of diversity in the work place – not just those more obvious visible aspects, or the broad range of cultural perspectives and experiential insights that people can bring, but also the way we are all wired differently. This is known as *neuro-diversity. Neuro-diversity can give a team strength by allowing it to ‘see different and to...
Read MoreClick image to play The way bees operate in their hive can provide an useful lesson that we should think about in our businesses. And while we are talking about bees: World Bee Day is celebrated on 20 May each year (since 2017) in honour of Anton Jansa who was born on that date in 1734 and who is recognized as a pioneering beekeeper. World Bee Day...
Read MoreI was invited to observe a meeting with a client last week. Ten of the invitees arrived on time but the meeting didn’t start on time because a couple of ‘key’ people were missing. And then, when it finally got underway, I realized that most of the attendees weren’t sure what the meeting was all about. As the conversation progressed, one or two peo...
Read MoreAt a recent event organized by Peter Jaskiewicz at University of Ottawa and the Ontario CPA, the above participants each weighed in on a family business case study to provide succession advice based on their expertise. And while each piece of advice was excellent, I couldn’t help thinking about the old adage of ‘when you have a hammer – everythin...
Read MoreYou have at least 10 projects sitting on your to-do list grinding away at you every day. Whatever you do, you feel you should be doing something else instead. So, which one should you do next? There are only so many hours in a day, only so many people to help you get things done, and yet so much to do. A question that crops up regularly from clie...
Read MoreFor this instalment of the accelerator we are going video. Let us know what you think. Bottom Line: If you find ways to help your clients reduce their labour needs, you can charge more, differentiate yourselves and create deeper customer relationships.
Read MoreAcceleration is all about going faster, and then going even faster, and then faster still. If you look at a graph of acceleration – it shows that over time, your speed, or size, or revenue doesn't just get larger in a nice straight line, but it’s a line that curves upwards. Now the thing is with acceleration, as opposed to a nice steady linear g...
Read MoreOn my journey home over the weekend on a busy highway, I was able to watch the driving style of another driver. We joined the highway together – I noticed him because he was in the wrong lane and squeezed into the on ramp behind me. We slipped into the traffic stream and went on our way. A minute later, his car went flying past me on the right...
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