Let’s start by reviewing the purpose of the business. I’m sure you’d agree with me that the aim of any business is to generate profit, and lots of it.
Before that can happen, the business needs to have cash flow. Cash flow comes from making sales. Sales come from customers and repeat sales and referrals come […]

A common question asked by self-employed service providers, consultants and coaches is “How much should I charge?”
Let’s take a look at this one…
I always start from the bottom line of the P&L. At the end of the day, you’re in business to make a profit, yet when I look at profit and loss statements, either I […]

The Difference Between The Best And The Also-Rans…
As a consultant and trainer in sales and the sales process, I’m often asked the question, “What makes a top-performing salesperson?”
As with most things in life, the answer can be summarised in just two words, Attitude and Activity.
Attitude determines the difference between the best and the rest. The […]