News Archives | CompanyHQ


April 29, 2020

Your business can never go back . . . it’s time for your talent to shine.

Assumptions of “how we’ve always done things”, expectations built over people’s lifetimes are forever altered. So, as we turn our minds to the recovery, do you really want to put things back just as they were?
March 4, 2020

What is your ideal Sales Lead response time?

What is the science behind lead response times and what might frame customer expectations. Here is a summary of a little research:
February 12, 2020
understand the customer experience

Understand the customer experience you create

When you think about it, the main reason people have dogs is because of how they make us feel. If we could just create a customer experience like that.
February 12, 2020

Why CRM won’t work in your business

If you deal with more than a few dozen customers per year, you will not find a business leader or expert that will tell you not to implement the latest technology or a CRM system. You may however be surprised at the resistance you will get from your team.
February 7, 2020
create a connected customer experience

How to create a connected experience

Create a connected experience. Remove friction and make each interaction seamless. Better still, automate and remove all redundant steps. We used to look for a connected experience, now we just expect it everywhere.
January 23, 2020

How to create a sales playbook – the ultimate guide

The sales playbook incorporates the knowledge base of the whole business. It is the ultimate reference for any question. It sets the brand voice of the company and the standards for the customer experience.
January 19, 2020

Renovate your business for much the same reasons as you renovate your home.

People seem to love renovating their home, even though they know it often involves some pain and inconvenience. Renovation is a transition that can take some […]
January 7, 2020

How to maximise sales performance with a sales playbook

When a salesperson steps into their work environment on a Monday morning what sales framework, tools and infrastructure should they have at their disposal?
January 2, 2020

How to improve business performance – today!

There are always only three ways to increase profit in business. Sell more, increase your price, or reduce your cost. The most profit comes . . .
December 9, 2019

Finding good sales people . . . how hard can it be?

Turnover rates for salespeople are currently quoted by surveys to be 35% to 55%. That sounds worrying, until you consider that nearly half (46%) of sales staff don’t make quota each month. There is the high cost of recruiting, including time to find and induct and train a new person, then you wait to discover if they’ll be productive.
November 19, 2019

Five most common mistakes that kill sales performance

Imagine if you could know as much about the performance of your business as you do about the petrol in your car!
November 19, 2019

The number one killer of sales performance

Often in sales management, I have had people say to me, “Don’t judge me on the process, judge me on the outcomes”. Two problems with that approach. The first is, if performance is exceptional, you can’t replicate it, the second is that business performance then becomes personality based.
November 1, 2019

Options to improve student retention and revenue

The real challenge many RTO’s must consider, is whether their sales process is aligned with their recruitment policy. The issue is that you ultimately must train the students you enrol. So, what happens when your sales team enrol people who are unlikely to succeed or complete the course?
October 4, 2019

Grow your business by doing less . . . here’s how.

What steals profit in business, more than anything, is lack of connection. This is especially true if you are trying to expand. Lack of connection makes your customer experience more clunky than it should be, loses you business and makes you spend more on staff hours or head count. The first step to improving connection is, to change the way you look at the talent of the business.
June 5, 2017

Should you be worried about unknown unknowns in your industry?

I have heard many people say, “If I had known what it was really going to take to succeed when I got into this business, I never would have started.” Foolish or not, we dive into a business, and an industry,
May 6, 2017

ASQA’s five key phases of the Student Experience

You never need to fear an audit. The customer experience benchmarks that your RTO business success becomes framed on, are the ASQA benchmarks used to regulate the industry.