Coaching for leaders in the tech industry
Whatever business you are in, it is worth considering cause and effect whenever something good or bad happens. It’s a bit like a doctor diagnosing the illness that is causing the fever, not just treating the fever, but far too often we focus on preventing the bad stuff, not repeating the good stuff. The same…
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It’s much easier to sell to an existing customer than it is to a new one, but many businesses don’t have a formal program to retain their customers. When you measure all the effort that goes into winning a new customer, all the money and management time you spend acquiring those new customers, compare that…
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A great challenge in business is to do things at the right time whereas doing the right thing at the wrong time can easily lead to failure. This is clearly apparent in sales, where asking for the business at the wrong moment can damage the emergent relationship. You are seen as pushy and / or…
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There’s a saying that people only buy from trusted sources, and if you combine that with the one “people do business with people” you begin to recognise just how important it is that your prospects and customers can trust you / your organisation / your people. Establishing trust is difficult and can take a…
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I was at a funding event recently where one speaker talked about how investors decide to invest – or not to invest. It has very little to do with the financial forecasts, or the potential return. It has everything to do with the people. Investors will not invest in businesses if they don’t like…
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It’s much easier to sell to an existing customer than it is to a new one, but many businesses don’t have a formal program to retain their customers. When you measure all the effort that goes into winning a new customer, all the money and management time you spend acquiring those new customers, compare that…
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Most businesses think they provide good service to their customers and they are probably right, if they are still customers. Some time ago, I was managing a large distribution business. Every year we commissioned a “Customer Satisfaction Survey” from a third party. It was a report that we debated at some length, to see if…
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A colleague told me a story about an engineering business having trouble with the reliability and frequent failure of its products. A fellow speaker described what they do as helping people to listen. A different colleague told us how he had created a multi-million dollar business using a simple sales technique. The engineering business…
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When I ask a business leader “What was your revenue last year?” I’ll get a number as the answer. That tells me a little about the business, but from a business value perspective I want to know a lot more. The next question is “How many active customers do you have?” This often leads to…
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Every year all the children get excited because Christmas is coming, but all the retailers get stressed because Christmas is their busiest time of the year. In the US their busy period is from Black Friday (the day after Thanksgiving) through to Christmas. Wikipedia tells me the name comes from the appearance of the crowds…
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