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20 Business Resolutions for 2016 It’s that time of year again—new year, new start! Many of us make personal resolutions, but what about for our businesses? Of course, we set goals and targets, but what about all the smaller improvements that could make a big difference? I’ve decided to combine New Year Resolutions with Business[…]
Joined-Up Business Development for 2016 As we progress through the new year, you might be thinking about what lies ahead for your company in 2016. For SMEs, taking a step back to assess the business’s vital signs every so often is a sensible move. You may have done well in 2015, but how can you[…]
Effective Sales Techniques for Small Business Owners I’ve been a sales professional for over 18 years and nearly five years ago, I started The Last Hurdle with no financial backing and in the middle of a recession. Today, we have offices in Moulton Park, Northampton, I employ a small team of experts and we’re expanding[…]
There Is No Value in Free The Dangers of Giving Stuff Away It can be tempting, especially when you are just starting out, to offer your products or services for free. The reasoning is simple: get your offering out there, let people use it, hopefully like it and then they’ll come back, willing to pay[…]
Focus on the Solution Ever had one of those problems that seemed insurmountable? The kind that you just kept dwelling on? It’s all too easy to fixate on the problem itself, rather than focusing on the solution. Worrying about the issue won’t get you any closer to resolving it. In fact, it only drains your[…]
How to Ask for the Business! At The Last Hurdle, our expertise lies in helping businesses develop by providing the tools, advice and strategies they need to move forward. One area where many SMEs struggle is sealing the deal once all the presentations and discussions have wrapped up. You’ve got the product, the skills, the[…]
Needs Analysis A “Needs analysis” is often dismissed as sales jargon, a phrase that can put people off, especially those who instinctively mistrust anything sales-related. But what does it actually mean? Simply put, Needs Analysis is about finding out what your prospective client wants—before attempting to make a sale. It’s about asking: How may I[…]
The Importance of Sustained Growth Every business wants to grow and for many, the quicker, the better. However, rapid expansion without the necessary infrastructure in place can lead to serious challenges. The business landscape is filled with examples of companies, both large and small, that have been overwhelmed by their own success—whether by launching a[…]
Features vs Benefits The key to a successful sale is aligning the benefits of your product or service with your customers’ needs. Think of it as offering the solution to a specific problem they face. Today’s salespeople are problem solvers, using their product or service to make life easier for their customers. Features vs Benefits:[…]
How to Get the Best From Your Sales Team Does your company employ a salesperson or a sales team? Are they consistently meeting targets, or have they lost momentum and stopped bringing in the business you need? Before considering a change in personnel, ask yourself whether you’re providing them with the support and motivation they[…]
