Guest post by Martin Clark, Ripple Effect Sales Training.

They fail to understand the fundamentals of selling!

First of all to clarify, when I say ‘sales people’ I’m also referring to business owners who are responsible for making sales.  If you’re in business, then one of the many hats you must wear is that of a ‘sales person’.

There are 2 key fundamentals that drive ALL sales…  Failing to understand these is why most ‘sales people’ struggle and businesses suffer… continue

Freelancing and consulting can often seem like an impossible juggling act, but if you keep these seven practical business tips in mind, your business will go from strength to strength.

Work out what you’re best at and express it clearly on all marketing material – niche marketing is a simpler and more profitable way to grow your business, rather than trying to be everything for everyone. The more detailed your customer avatar is – the simpler it will be for you to find them, connect with them and offer something of value. To start creating your customer avatar think of the following questions:

• Who is my ideal customer? Who would I like to work with?
• Are they able to pay my fees? Will they be willing to pay my fees?
• What problem do they have in life, that my offering will help them solve?
• Why is it important to get it solved?
• How many of those customers are out there in the marketplace?
• WHERE… (do they work? Where do they study? Where do they live?)
• WHAT… (do they eat, drink, read, listen to, are interested in?)
• HOW… (do they look for new products or services, do they choose their suppliers, do they pay the bills?)

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3-in-1 that work as One!

Over the past year we have been searching high and low for a super-efficient business system we can use in TJConsulting and offer to our clients. And finally, after trying and testing, reading 100s of reviews – it’s here.

It consists of 3 parts, but don’t despair – they all work as One, efficient, online, affordable solution. And they are…. Xero, Capsule and MailChimp.

Xero is the accounting system of the 21st century. If you are not an accountant and dread “reconciliation” or “P&L” – this is the system for you. It’s very simple to use, you can access it from anywhere with an Internet connection and it’s secure.

Capsule is an online Contact Relationship Management (CRM) tool that will integrate with Xero – so you only have to enter your data once. You can track leads and conversion, manage information, analyse sales and productivity, and (yet again) it’s very simple to use!

MailChimp is used to send your newsletters, mailshots and autoresponders. Without being repetitive – it’s simple, clean, straightforward. It can send regular newsletters and schedule a series of messages. MailChimp can integrate with a large number of social media networks, Eventbrite (for event bookings) and is a top-rated social media tool (according to mashable.com).

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Guest post by Sally Kettle.

I run, but not very well, my arms spin like windmills and my feet land with the subtlety of an elephant but, on occasion, I can pull off a marathon; but it’s through running that I’ve learnt a very valuable lesson. ‘You can be your own worst enemy!’ Once the mind starts chattering you can literally turn every pounding footstep into a torturous experience.

But why running, when the title of this blog is ‘No Hope on the Boat’? Well, in 2004 I rowed across the Atlantic for the first time; by 2006 I’d rowed it again becoming the first woman to do so. As I write, I’m just a day away from sailing back across the Atlantic in a 68ft racing yacht.

You’d think with that experience I’d have all the confidence in the world? I’ve been there and done it; the trouble is I am as nervous and anxious now as I was standing on the pontoon for my first rowing attempt. It seems these things never get any easier. My imagination has run away with itself turning my preparations into an exercise of torturous self-doubt! continue

If a business does not develop people effectively they may decide to move on, taking with them knowledge about the business and its products, good experience and an individual link for clients to an organisation. In its place is the cost involved in recruiting a new staff member, put at £5,500 by recruitment consultant Angela Mortimer.

In order to create the right learning environment to enable your employees to benefit from Continuous Professional Development (CPD) you could follow the following steps:

1. Define a clear structure of what development solutions there are available and who they are suitable for.
2. Use development solutions that include a variety of techniques.
3. Agree the investment in development in terms of time and money.
4. Create visible ‘role models’, providing insight into the role of senior positions.
5. Help your staff develop both their strengths and their weaknesses.
6. Establish objectives around CPD and review.
7. Measure and evaluate continuously.
8. Remember the little things like ‘Thank you’ and ‘Well done’.

If you want to create an environment where continuous learning and development is an integral process, you will have to invest time and energy. In the long term the benefits can outweigh the costs. Spot and nurture talent as talented individuals can be an organisation’s biggest asset.