Warning signs you need a business coach

Posted on February 13, 2012

A question business owners and executives often ask themselves is, “Can I benefit from business coaching?”

Without question, the answer is yes. There is not a business owner, executive or professional alive who could not benefit substantially from business coaching. Every busy executive and business leader needs greater objectivity and accountability to help change his or her mindset and behaviors in order to earn more, work less and enjoy a more balanced and rich professional life. Read the full article …

Help your customers make the right decisions

Posted on December 5, 2011

So, how do you guide your customers through a high quality decision process that will help them understand the value of your solution and be willing to invest in it? 

The first step is to assemble a group of people within your organization and, if possible, a few of your best customers.  This group should include those who understand the critical characteristics of the types of problems you solve and are able to understand the unique way in which your solution addresses those problems. Read the full article …

10 questions for business growth

Posted on December 2, 2011

Our emotions have a tendency to obscure the obvious. We think we can build a successful business through tenacity and desire, fortitude and sweat. We may see our dreams through blinders or those famous rose-colored glasses. Well that may be true to a point but there are other less emotional issues that have to be taken into consideration before, during and after we start our enterprises.

The following are twenty questions to ask yourself when it comes to your business, its growth and success. Read the full article …

Hold on to your top accounts

Posted on November 17, 2011

Nothing is more discouraging. You’ve spent years developing this account, building relationships, working hard at meeting their needs, and then, in the blink of an eye, you lose the business to a price-cutter.

Is there anything you can do to prevent this? Of course. Here are four proven strategies that will help you prevent your hard-earned business from disappearing into the hands of price cutting competition. Read the full article …

In tough times, focus on the Sales Manager

Posted on October 18, 2011

Yet budgets are still tight, and nervous CEOs are hesitant to fund broad-based sales initiatives. What to do?

Start with the sales managers.

If you want to do something to improve your sales force, the best application of limited funds is to invest in the sales managers. Read the full article …

Get inside your prospects head

Posted on October 5, 2011

Do you ever shake your head and wonder why so many prospects fail to pull the trigger when you’ve clearly made a compelling case for them to do so? To those of us in Sales, it makes no sense – it’s clear as day that they should. But for some reason we can’t fathom, it often doesn’t appear to be so clear to our prospects. Why is this? And what can we do about it?

When it comes to making a major purchase, buyers’ decisions are influenced by numerous factors, many of which are not obvious. Key among these factors are the prospects Read the full article …

Success through mentoring

Posted on September 26, 2011

Mentoring is one of the best ways to learn, to get feedback, and to take your career to the next level. Here are ten tips for making the most of your mentoring relationships. Read the full article …

Things that stole my time, (or did do so!)

Posted on September 17, 2011

I decided to catalogue the things that most deterred me from my work so I could properly address them during the business day.

Emails

Emails are constant and dense. I get in the habit of checking my email each time I get a prompt for a new message. I also get lost in the myriad of messages that accumulate each day.

I found I work better by ignoring the new messages and designating certain times per day to check my mail. I also use folders to categorize what needs immediate attention and what can wait until later in the week. Read the full article …

Habits of great sales people

Posted on September 9, 2011

Do great B2B sales people, regardless of what they sell, have any practices in common? In other words, do the best sales people all sell the same way?

A number of years ago, a professional association attempted to answer that question. They studied superstar sales people from a wide variety of industries and concluded: Yes! Read the full article …

The power of the referral for sales

Posted on August 30, 2011

Creating a referral gathering process can address both. To set up your process consider the following:

Create a profile of who to ask. Asking for referrals can be scary. It’s another opportunity for rejection. Perhaps your client isn’t as happy as you thought or may not want to disclose names. With this in mind, you want to be sure you’re asking people with whom you have the best potential for success. Create a profile of the characteristics of the ideal client to ask, such as they appreciate your recommendations on how to use IT more effectively across their business. This helps everyone on your team envision who they’re asking. Read the full article …

Managers V Leaders

Posted on August 11, 2011

Let’s breakdown theDNAof a typical leader…A leader is usually a very creative,   dynamic, outgoing and unflappable individual. They tend to think big picture   focusing on vision and strategy while looking to make a long-term impact. By   way of contrast let’s examine theDNAof a manager. Managers are usually more   analytical while focusing on process and procedure looking to make short-term   contributions. The following list adapted from Mind of a Manager, Soul of a   Leader by Craig Hickman, John Wiley & Sons, demonstrates theDNAgap between  leaders and managers: Read the full article …

When is the perfect time for sales training?

Posted on July 5, 2011

Let me lay some ground work with a bit of thinking about effective sales, in general and then circle around to address the question head on.

1. I think everyone would agree with this statement: Better sales people sell more than average sales people.

Better sales performance is not a matter of inheriting the best customer, or falling into a lucky deal. Those things happen occasionally, but year in and year out, the best performing sales people are those who ‘sell better’ than the rest. They do something, and usually a lot of things, better than their colleagues. As a result, their customers respond more positively to them, and the sales people post better numbers. They sell more because they act differently. Not just differently – but better. Read the full article …

Sell yourself for future success

Posted on March 16, 2011

Quest Resettlement Magazine (March 2011)

There is an art to making others notice you and want to have you on their team.  In business as in life, it is called “selling yourself.”

Selling yourself correctly is fundamentally simple and anyone can do it. There is two parts to this art. The who am I and what is my psyche and skill set, and, secondly, making the right first impression with others whether networking or potential employers. Both parts properly conducted will go some way to putting you in the sights of those who are able to assist you. Read the full article …

Sun Tzu and his Art of War for business?

Posted on March 4, 2011

Sun Tzu wrote the Art of War in the late sixth century BC. Some believe that even today, the writings can “enlighten” our own world of (business) war whether it is in the Board Room, Sales Team, or Managing Suppliers.

The following are snippets of key phrases, so, still relevant today? Read the full article …

Olympic style sales coaching

Posted on February 23, 2011

 Many top sports coaches utilize physics, computer graphics, metrics and nutrition, to get their “team” to peak performance. Historically for the sales coach, (or sales manager as was), this was done through “pep talks and war stories”. The sales manager and his field sales team being talked at about “in my day”. Thankfully, this is changing and maturing. Read the full article …

Returning home for good

Posted on January 23, 2012

Quest Resettlement Magazine (February 2012)

It doesn’t matter at this juncture why your leaving the Services or why your now going to be 24/7 at home (you know what I mean) what matters is making the “transition” to civilian social as smooth and as rewarding as possible. There is huge support for your career transition and you should fully exploit this but Service leavers must also be aware that there is another form of transition pending. Read the full article …

You know your leaving the Armed Forces when….

Posted on January 19, 2012

A few light hearted comments; Do any of these hold true to you?  Read the full article …

Ask us – ask me

Posted on November 6, 2011

Quest recently launched its new ‘Ask us’ service to readers, aiming to offer you responses and solutions to your most frequently asked resettlement-related questions. We are still on the lookout for readers’ questions, so if there is a burning issue troubling you, or you have a query to do with resettlement (however trivial it might seem) to which you just can’t find the answer, email us at askus@questonline.co.uk, and business coach and CTP Associate Keith Turnbull will do his best to help. Read the full article …

Its November again, dont lose your spark

Posted on November 5, 2011

It’s November again – the month traditionally associated with remembering: either ‘gunpowder, treason and plot’ on the 5th or, more importantly, on Remembrance Day, the members of our Armed Forces who have died on duty while serving their country. And, to complement this, remembering is the theme of this month’s ‘From the Editor’. Read the full article …

Nice guys finish last

Posted on October 11, 2011

Nice guys don’t necessarily finish last, but will finish a distant second in the pay stakes, a recent study into earnings and agreeableness has found. Unveiling their findings (reported on the ContractorUK website), researchers at New York’s Cornell University showed that agreeable workers take home considerably less than their harder-nosed colleagues. Read the full article …

Job searching the visiable market

Posted on September 19, 2011

Quest Resettlement Magazine (September 2011)

Raise the bar with the two key areas for job search in the visible market; Recruitment Agencies and Internet based Job Boards.
 
Recruitment Agencies will always remain a massive and valuable part of the job search market. They will always be an obvious first step for advice and receipt of your very well tailored CV. Just remember two things; they should never be the only source for the CV and that they work in many different ways despite what they say. Read the full article …

Finding the hidden job market

Posted on July 13, 2011

Quest Resettlement Magazine (August 2011)

While the percentages may vary between those in the know, it is certainly true that a massive share of the available employment market remains hidden to most. I for one believe this secret market could be as much as 60%. So, you are reading this article, perhaps having spent a few hours trolling through the 40% of all opportunities on the internet sites, and, remember, that’s 40% of all jobs not the type you are looking for. Those are even fewer. So start now and give your search the edge. Read the full article …

So you’re out and you’re working with civilians!

Posted on June 25, 2011

Quest Resettlement Magazine (July 2011)

With your second career underway you will notice some real differences but don’t be anxious or resentful. We do things in different ways, to different timescales and for different (financial) reasons.

First, civilians are simply different not better nor worse. We won’t fully understand your experiences and we may think you won’t understand ours. We may think that we are better in many ways and you “haven’t worked in this world so listen up”. I suggest you look to understand the thinking but you do not have to accept it. Read the full article …

So you want to work for yourself

Posted on May 9, 2011

Quest Resettlement Magazine (June 2011)

There are around 3.7 million workers registered as self employed in the UK today. This number continues to rise although slowly. The diversity of backgrounds and end products served is vast and a great testament to the skill and inventiveness of our working population. While some will make millions most utilise self employment for the lifestyle choices it facilitates. I would recommend approaching self employment for the lifestyle choice it allows over any expectation of uniform to riches. Read the full article …

You have the interview now don’t blow it

Posted on April 12, 2011

Quest Resettlement Magazine (May 2011)

I have heard a thousand times “failure to prepare is preparing to fail”. How true this can be.

Research the company but be clever. Review their web site across all the range of services. Look over the news tab for recent company success, and, I always squint at the careers page; “just how fast are these guys growing” – are they recruiting many? Google the person you are meeting; Interesting? You can be assured they have goggled you!  Lastly, you don’t need to memorise share price or Board structure at this stage, relax. Read the full article …

Defence cuts may boost business but will cost lives

Posted on April 6, 2011

Hugh Andrée, founder of ForceSelect, looks at the effects of recent armed forces redundancies:-

Having been an army officer for a decade myself, and finding I had little support when I finished my commission, I knew that there was an opportunity to help the men and women who have served their country. Little did I know when I set up ForceSelect in 2009 quite how dramatic the cuts to the armed forces would be, and I have to say the scale of the cutbacks has left me shocked.

Command, control and leadership will be undermined due to the loss of so many officers, while the vital support given to our forces by the RAF will also be compromised. Read the full article …

The British Minitary

Posted on April 5, 2011

(The Sun Newspaper 5 April 2011)

MORE than 10,500 military personnel were yesterday warned they could be sacked this year — as it was revealed the entire Army faces being replaced by a much smaller TA-style force.

In a first round of savage cuts, 2,600 servicemen and women will definitely go in the autumn. And 10,600 received letters yesterday telling them they could be among those chopped.

They included many currently in frontline action. Incredibly, the cull was announced against a backdrop of TWO wars being fought in Afghanistan and Libya.

It prompted a volley of blasts aimed at David Cameron’s Government, with critics wondering how Britain can maintain credible operations with shrinking forces. Read the full article …

Get in the door with the right CV

Posted on March 11, 2011

Quest Resettlement Magazine (April 2011)

Perhaps the most discussed job search tool of them all is the CV. This sales document (for that is what it is), can prove more valuable than tapping the hidden job market or the power of constructive networking. In reality, however, a successful employment search will likely combine all three elements. Read the full article …

Positive Mental Attitude

Posted on February 17, 2011

Quest Resettlement Magazine (February 2011)

It is natural when leaving any employment of substantial length to take certain expectations along with you. You could be leaving in anticipation of an improvement in your circumstances, or if you are reluctant to leave and against the change, then you could be anticipating a decline in your overall feeling of well being.

Leaving the armed forces and starting any transition into civilian life and civilian work place can be a real headache and a massive change. Remember, it is what you make of it and it does not have to be a negative experience. The key to any successful management of change is controlling expectations and advanced planning (isn’t that what you learned in the services anyway?). Read the full article …

Chartered Management Institute & the Armed Forces

Posted on January 20, 2011

There is an interesting short article in this months Quest Magazine (Service leavers resettlement publication), about the link between the CMI and the Armed Forces; that the CMI understands the specific requirements of Forces personnel for training that will stand up against the best available in the private arena. They got on to recognise that quality (re) training will prove valuable during and after the resettlement process in civilian life. Read the full article …