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Why you need to be clear on who the decision-makers are  Being clear on who makes the buying decisions in your sales process helps you align your...

How can I nurture my network as an SME? Networking's all about building genuine relationships, offering support, and nurturing connections.  It...

How often should I re-visit my business model? The bottom line about this one is that business models aren't static and should evolve as your...

Is Strategyzer a good tool for mapping out my business model? There's no doubt in my mind that Strategyzer's Business Model Canvas is one of the...

What’s a business model? A business model is a framework and structure that outlines how a company creates, delivers, and captures value. It...

I’ve done lots of client/customer personas but I’ve never found them useful For customer personas to be useful, they need to feel alive...

What information should I include in a useful client/customer persona? The information you include in your personas will depend on your business and...

Why you need to know your target market (almost) better than they know themselves Knowing your target market (almost) better than they know...

Why it’s essential to be crystal clear on your target market Being clear on your target market means you can align your business strategies,...

What’s the difference between features and benefits? In essence, features describe the attributes or functionalities of a product, while...

Where can I get a CRM for free? I've listed several free CRM options here (info correct at the time of writing/publishing - but do check it for...

My business is small – do I need a CRM? The bottom line is this - if you have a limited customer base and interactions are minimal, you'll...

What’s a CRM? The primary goal of a CRM system is to improve customer relationships by facilitating better communication, personalisation, and...

How can I map out my customer journey? If you've never mapped out your customer journey - the most important thing is not to put pressure on...

Do I need to understand my customer journey? The answer to this is probably "yes".  Why?  Because continually monitoring and updating your...

What’s a customer journey? Your customer('s) journey refers to the process or path that a customer follows when interacting with your...

Does print still have a place in today’s digital world? In my view, the answer to this question is a big fat YES. Although print alone today is...

How can I map out my sales process? Mapping out your sales process involves the visualisation and documentation of every step in your customer...

Do I need a sales process for my business? While sketching out or writing down your sales process can sound a bit of a faff, you most probably...

What’s a sales process? A sales process is a structured framework for managing customer interactions and helps you move prospects through the...

What is upselling? In a nutshell, upselling is selling more to each customer - either more in terms of a higher priced solution or simply more....

What’s cross selling? In a nutshell, cross-selling is selling more to each customer.  Successful cross-selling requires a good understanding...

How can I create a sales funnel for my SME? Your sales funnel is the journey that people go through from not knowing much, if anything about your...

What’s a sales funnel? Your sales funnel is the journey that people go through from not knowing much, if anything about your business to...

Why is your value proposition important? A strong value proposition is essential for differentiating your business, attracting and converting...

What’s a value proposition? A strong value proposition is a clear, unique, statement that's relevant to your target market. It should address...