44% of salespeople give up
“Can You Send Me Some Information?” Here Is What That Actually Means. 44% of salespeople give up after just one follow up. Yet 80% of...
Commission Breath: Why Nobody Passes You Referrals
Most directors, when they ask for a referral, don’t realise what the person on the other end is actually hearing. What they hear is roughly...
Computer Says No
You filled in the form. You uploaded the documents. You hit Submit. And then came that email. “We are sorry. On this occasion…” Most directors...
The question I dread being asked
This week a director asked me one of the worst questions I ever get. One of his biggest clients had just gone into liquidation. Completely...
This could cost you THOUSANDS
There is one word that is quietly costing UK directors more than they realise. That word is direct. Direct to the lender. Direct into the...
Why good businesses get turned down for finance
Stop. Before you fill in that online application form, there is something you need to hear. Right now, thousands of perfectly good businesses are being...
What are you actually selling?
Let me start your week with a question that sounds simple. What do you sell? If your answer was a product, a service, or something...
How to get your invoices paid quicker
Three people asked me exactly the same question this week. How do I get my invoices paid quicker? And every single time, my answer surprised...
Are you checking these TWO numbers?
There is a fisherman who can look at the water and tell you exactly where the fish are. No guesswork. No luck. Just years of...
Would you lend your 17-year-old son your £50,000 car?
Your 17-year-old has just passed his driving test. Would you hand him the keys to your £50,000 car and wave him off? Of course you...