Business, Learning, partnership, Sales, Selling

Transformation – things have changed

Digital transformation means many different things to different people and there is a glut of offerings in the market currently that promise you a life of luxury if you take their latest solution for your transformation journey. One of the most impactful solutions that I have witnessed is one I will write about here; It’s from a vendor called Nureva and is available exclusively here in the UK from distributor Ascentae.

Nureva Span is a cloud-based software (and hardware) solution – simply a licence that enables collaboration on any device anywhere you can connect to the internet.

So what?

Well this is the really cool part (as if that wasn’t already cool enough) – Span is a virtual canvas – a virtual white board that allows users from wherever they are, to write, draw, or place virtual Post-IT™ notes onto the virtual board. Share desktop content, add comments with virtual INK, and even follow other users who are leading a discussion – so you are quite literally ALL ON THE SAME PAGE. All users connected to the “canvas” see all of added content and contributions, as you would if you were all in the same office sticking physical notes onto a physical wall and writing comments with a marker pen.

Because th

is is a virtual canvas, there is no issue with Post-IT™ notes falling off the wall, or the issue that many security conscious business experience, in that the physical office with the physical Post-IT™ notes must be secured when empty and cannot be accessed….. With Span, you simply close the canvas and it is secure.

Take this to another level, and SPAN can be used on physical touch screen panels – multiple panels connected in software to provide a scrolling wall covering of virtual canvas. Huge real-estate for collaborators to work together on, in the same location, joined by remote participants in other locations with similar hardware components, or sat on a lounger connected via Wi-Fi or 4G on an iPad or similar device…..

This opens so many possibilities for commercial enterprises as well as for education – imagine a collaboration session finishing without the need to take your smartphone and take photos of the walls for some poor sole to spend several hours deciphering and writing up to share amongst the collaborators – That is digital transformation

Interested to learn more or perhaps have a demonstration – then drop me a note and I’ll be happy to arrange

Business, channel, productivity

Trust Strike Ascentae Deal

Creative Workspace SolutionsTrust Business Partners has announced a new contract with Ascentae to support growth into the UC VAR space. Trust will provide business consulting services to support the growth strategy of Ascentae, a fledgling UK distributor of AV equipment and services.

David Pitts and Graham Bunting will be working with Jon Knight of Ascentae to promote CREATIVE WORKPLACE SOLUTIONS as a key differentiator for UC VAR’s to sell more to their existing customers and make them stickier.

It’s a debate that many businesses face as they ponder the possibilities of digital transformation. How can the benefits of greater collaboration be embraced without losing all paper-based processes? The business value of improving collaborative opportunities may be obvious, however, there seems to be a degree of apprehension when it comes to transferring to digital. One major barrier to change is workplace culture and the reluctance to introduce new technology for fear of disrupting tried and tested processes. Organisations want to take small steps towards a new working world rather than a giant leap to overhaul existing practices.

Ascentae’s exclusive distribution agreements include the Nureva HDL300 Audio conferencing technology. At the heart of the HDL300 is Microphone Mist technology, which fills the room with 8,192 virtual microphones.

Listening to all microphones simultaneously, it dynamically selects the one closest to the speaker, ensuring the best quality sound for remote listeners.

“Trust and integrity are the foundations of partnerships,’ says Graham Bunting ‘and we are looking forward to working with Ascentae to help grow and expand their business.”

Business

When selling isn’t selling

 

 

 

 

 

 

I have a perspective that says we are all selling at some time or other despite the fact that our role title may not have the word “sales” in it.

I have worked with a wide range of different people with differing skills and life perspectives and occasionally there was a tacit understanding that whilst the “sales team” carried a responsibility for the “number”, everyone had a responsibility as a representative of the company to present a positive external image to the World at large and in so doing increased the potential for businesses to want to work with us.

This has not always been the case, and at the other extreme, I have experienced the silos of “you are sales” we are….. etc. Whilst I am not saying that this is right or wrong, what I am intending to highlight is the fact that I believe, we all have a responsibility as a member of the business team to take the job of representing the business as positively as we can as “ambassadors” if you will. In so doing, it is my belief that this will create a wave of good-will that can only be positive. Remember of course that the reach of social media can play a big role in this and everyone in the business knows people – very often people of influence and potential customers for your business’s services or products.

Make sure you are a person of value to yourself and your business and ultimately you are contributing to the success of the organisation – PLEASE don’t just leave it to the sales team

Business, Compliance

Are you taking this seriously?

The scramble is on – only 48 days to go for you to guide the ship to a state of compliance. The GDPR notification was set almost 2 years ago, and for most, this seemed what it was, years away. However, the day of reckoning is arriving, and you’ve not done anywhere near enough have you? The LARGE fines are taking centre stage and they are very worrying, aren’t they?
relay-race-competition-stadium-sport.jpg

My advice to you, however, is DO NOT PANIC. You do however need to get started and ensure that you are in a more prepared state than you are right now – The stress and inertia of doing nothing is the challenge and once you do start, the stress will disappear and you will feel much better that you took action.

So delay no more – www.geckocompliance.com will get you started and be your constant companion on the journey to GDPR and beyond

Business

What do these wheelbarrows have in common with sales?

None of them are effective until you push them…..

How many great ideas did you and your business come up with last year? I’ll wager at least one, probably way more than that. How many of those great ideas did you implement successfully? I’m guessing that you probably didn’t implement them all – fair?

Your business success is predicated upon ACTION! Even a poor business strategy executed well is better than a great business strategy poorly executed or not executed at all.

So often I encounter discussions that are extremely positive and exciting – full of energy and purpose, until it comes to action. Then there is none, and the moment and opportunity are lost.

Will you be different and be a person of action, or will you join the ranks of idea creators and languish in average? The decision is yours

Need some help and guidance or just a sounding board – contact me here 

Business

Here are the three reasons you’re not selling enough

1. Prospecting too little

2. Follow up poor

3. Lack of persistence

Too little prospecting

Prospecting is probably one of the most written about topics in the sales process. The act of seeking out new customers should form one of the highest priority activities for your business. Interestingly, despite this being a critical element it’s incredible how little senior focus this gets (other than quizzing the sales management and sales team on what they have done) across most businesses. Cold calling as an activity, however, has become an industry in itself, often being seen as a sales activity conducted by the junior team members, usually with banks of young men and women calling, calling , calling all day long looking for the needle in the haystack. The words “cold calling” strike fear into even the most mature and experienced professional. Yet if “baked-in” to good sales habits is in no way onerous and can actually become, dare I say enjoyable. Remember too, that like most activities in life, there is no quick-fix, it is about sustaining a regular cadence and patiently watch the results unfold.

Poor or no follow up

Poor follow up is in my mind inexcusable, as it should be a natural activity to follow any engagement and a way of capturing your own take-aways and recollections of commitments made and actions to complete, plus of course next steps. It is a great way of showing your professionalism and interest in the other parties. The old adage of “forget your customers and they will forget you” is for me the embodiment of this habit…stay connected and engaged and be relevant and professional.

Lack of sales persistence

How often have you said or heard sales people saying “I’ve chased and had no response, I can’t be bothered chasing any more” or words to this effect? Statistically 80% of sales are made on the 5th to 12th contact, so stay persistent and show that you want to do business, but a word of caution – not at any cost. We are all living in an attention-deficit society and responses are often delayed because of this.

In summary – get a structure in place and make sure you are consistent in applying your routines and build a reputation that you can be proud of by being a true professional in the way you conduct yourself at all times.

Business, Leadership, Personal Management

Who is coaching you?

never quitWhether you are Jonny Wilkinson, Steph Houghton or Mo Farah, the one thing they all have in common is that they all had, and continue to have support to develop their skills and success – a sports coach – in fact probably several coaches with differing and complementary skills.

How about you? Are you so talented that you don’t need coaching? Maybe it’s more simple than that – you simply lack ambition?

No of course not, It’s none of the above is it….you just haven’t been thinking in these terms have you? But now that we are discussing it, it makes sense doesn’t it? In fact it’s rather more common than most of us might think.

So now you are thinking about it – what will you do differently?

Give me a call now – that’s right be a “do it now” person of action.

Success awaits you – the bold and audacious, I salute you.

Business, Sales

Sales – Art or science?

Selling – is it an art or a science? not giving in

In truth, it’s both. The process of a non- customer becoming a customer through their buying process, has a bucket full of potential twists and turns to arrive as a new customer to your enterprise.

The science of selling is in the planning and understanding of how to get from where you are, to where you want to be. How you reach your target audience and what will attract them to your online presence (the NEW Shop window). The art component is to do with your engagement with the potential customer.

However you consider customer acquisition, you need to attract or find new ones and take care of and nurture the ones you already have. Rest assured that someone will be trying to lure your customers away from you, just as you are attempting to encourage new customers into your care.

The one universal truth is that this does all take some time, so do not expect to have orders rolling in because you have launched your web site or because you have received 3 inquires this week. Building your business is a long game, so stay ambitious but realistic and keep trusting the process, and above all be persistent and professional.

Business

No thank you – is a valid response

In a world of political correctness gone extreme, it is often very difficult for a business to establish what is a real sales opportunity versus what is simply noise, misinterpretation, over-optimism, and lack of clarity.

Why is this seemingly so difficult for us to manage?

My hypothesis is that more often than not, we fail to create the environment where our potential customer feels able to provide clarity (or a simple no thank you). So how do we create the right environment for good open dialogue, and who takes the lead?

Simply, I’d suggest that the seller should be taking the lead in pursuit of clarity. The buyer may provide a clear indication of the seller offer’s fit to the need, which is great, but my experience tells me this is the exception. So we end up with a “send me a quote”, “leave it with me”, “I’ll let you know”… None of which is helpful. The seller logs into the CRM tool to update and notes that this is a probable deal and it is duly added to the forecast. Misleading? Perhaps. Unhelpful? Certainly.

Ultimately, deals are done where buyer and seller have congruence and the detailed effort goes into working out HOW the deal is done, as the decision to deal is already made.

Business

Business leaders are two-faced!

What the heck Graham!!!! Are you trying to alienate the business community? 
Not at all – but it does make you wonder how a business leader can insist that the sales team create a larger pipeline and close more deals…and when the inevitable sales pipeline reviews come about, that the sales team are scrutinised for the level of engagement….. You’re getting there ahead of me now aren’t you?

Business leaders – you avoid the sales people who continue to call and mail you requesting an audience with you, and at the same time push the sales teams in your own organisation to “call higher”. What do you do that supports your teams efforts and how would you suggest that your peers within your target audience behave when your sales and marketing teams reach out to engage?

I’d suggest that it’s somewhat hypocritical to ignore sales requests whilst pushing the sales team to do likewise.

So why don’t we get a little more sales sensitive and not only support the sales effort, but take a sympathetic view of the sales requests.

I’d welcome your views….