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Not all Prospects are Equal

Not all Prospects are Equal

Hopefully your business has spent a lot of time defining what makes it unique. It might be a unique product, your first class service, competitive pricing, or something else. “Hopefully” is a big word….. it amazes me even now how often I ask the businesses I work with...
Client Service In The Digital age

Client Service In The Digital age

I’m sure that most in the accounting world, like me, are regular visitors to Accounting Web to read up on the latest news and insights (and occasional gossip) within the world of accountancy. I’m also an avid listener of the Accounting Web weekly podcast “No...
The Chumbawamba Guide to Selling

The Chumbawamba Guide to Selling

Some of you may know that in a “former life” I had a business as a Sage Reseller. I was pretty good at it as well, (if I may say so myself) and for a while we were one of the fastest growing Sage Resellers in the UK. This was long before the advent of the Cloud...
The Trusted Advisor Gap

The Trusted Advisor Gap

Most Accountancy practices want to see their clients grow. After all, growing clients are likely to be more loyal, and growing clients provide new opportunities for high value advisory services. Many accountants offer Business Development services for their clients,...
Top 3 challenges facing B2B sales teams

Top 3 challenges facing B2B sales teams

Considering that much of a buyer’s journey takes place without his or her knowledge, salespeople have to overcome a range of challenges, regardless of their industry. Competition is fierce, and organisations are finding that their salespeople are unable to tell a...