EXPERT INSIGHTS
Expert Insights are short articles designed to provide readers with a professional “tune-up” no matter what your job might be…

Sales and Business Development

Is Networking Not Working?: Best Tips From a Serial Networker

Author : Grinsted, Keith
Bio : Keith has been made redundant six times in the past eighteen years! Yes, he picked a few duff companies to work for. Though, in his defense, some of these were in the dot-com boom and- bust years! POP, they went! Keith knows and understands the issues individuals face when they must start their careers over again and often, perhaps, reinvent who they are. Equally, they often need to learn about a completely new sector. He has worked with many people facing life after redundancy, or simply looking for a new start having reached a crossroads. The single most important thing he works on is uncovering what it is they are passionate about. Keith believes that we are all capable of great things but we tend not to try new directions. Unless we release our emotions and uncover our passion, we will find setting a new course for the future very difficult. Keith strongly believes everyone should continue to learn and relate that learning to the work environment.
ISBN : 9781631578885
Publish Date : 2017/4/26
Page Count : 8
Description :
This article covers both online and offline (face-to-face) networking. It deals with some of the tips and tricks learnt by Keith over the years and emphasizes how important online networks such as LinkedIn are. It does not matter what age you are, or where in your career you are, there are always opportunities to network and develop new and exciting opportunities.

You’ve Started Your Start-Up

Author : Keith Grinsted
Bio : Keith Grinsted has worked with many start-up businesses over the years and has seen the things they have done right, and the things they have done wrong! He has been made redundant six times in the past 18 years! Yes, he picked a few duff companies to work for. However, in his defense, some of these were in the dot-com boom and bust years! He knows and understands the issues businesses face and how they must constantly review and, in some cases, reinvent. Keith’s main message: DO IT! If you think that you can stand still and do nothing, then you will certainly get left behind and ultimately fail.
ISBN : 9781631579509
Publish Date : 2017/6/13
Page Count : 8
Description :
This article looks at the position start-up businesses arrive at after 2 or 3 years. They get to a position where the initial excitement may have waned and the future is looming. It’s a time when a complete review of the business needs to be done and careful consideration given to the future. The key question asked is: “If you were to start over today knowing what you’ve learned, what would you change, or do differently?”

How to Exhibit Professionally

Author : Y.K. Loo
Bio : Y. K. Loo, Founder of K-L ASSOCIATES, a chartered engineer, with an MBA from London Business School, Kwan Loo has 40+ years’ experience, including advising varied organizations and mentoring their management on motivating leadership, competitive strategies, change management, sales growth, minimizing “wastes” in processes/operations, and performance. Providing invaluable insights into complex situations and customized solutions using proven techniques are his specialties. e-mail: kwan@k-lassociates.com
ISBN : 9781631578618
Publish Date : 2017/6/13
Page Count : 8
Description :
You may waste valuable resources by exhibiting ineffectively at trade shows/fairs. Distilled from many years of dealing with exhibitions, this article contains pragmatic ideas on stands (location, layout design, messages etc.) and ways to attract visitors to one’s stand. Having quality and well-trained stand personnel is important to exhibiting successfully. Hence, there is detailed advice on how personnel should look and behave; thus ensuring that your stand projects professionalism and helps achieve good results.

Selling Successfully and the Secret of Questions: The Ultimate Method of Irresistible Persuasion

Author : Keith Williams
Bio : Keith Williams was an entrepreneur who spent over 35 years creating and developing small businesses. He was a disciplined self-starter working from home to a regular schedule, using skills learned during his training as naval officer. His warm, charismatic disposition and sense of humor helped him easily build a rapport with new clients. His personal strength lay in understanding the risks and pitfalls in setting up and running a successful business. During his life, Keith attained a wealth of academic awards, returning to University on three occasions, which gave him the rare distinction of being both a master mariner and business administrator.
ISBN : 9781631577376
Publish Date : 2017/6/26
Page Count : 24
Description :
This article explains how we can all become irresistible persuaders, get a 100-percent sales strike rate, get ideas and plans accepted and adopted, or raise the finance required for start-ups and projects. The author describes, explains, and teaches a methodology that has solid roots in our psychology and relies on our automatic, subconscious reaction to stimulus, the study of which is called “ethology.” For the readers who have gone head to head with a prospective customer and found that an enthusiastic description of the wonderful features and benefits of their product did not persuade and did not win the business—this article is for you.

When Start-Ups Don’t Start

Author : Grinsted, Keith
Bio : Keith has been made redundant six times in the past eighteen years! Yes, he picked a few duff companies to work for. Though, in his defense, some of these were in the dot-com boom and- bust years! POP, they went! Keith knows and understands the issues individuals face when they must start their careers over again and often, perhaps, reinvent who they are. Equally, they often need to learn about a completely new sector. He has worked with many people facing life after redundancy, or simply looking for a new start having reached a crossroads. The single most important thing he works on is uncovering what it is they are passionate about. Keith believes that we are all capable of great things but we tend not to try new directions. Unless we release our emotions and uncover our passion, we will find setting a new course for the future very difficult. Keith strongly believes everyone should continue to learn and relate that learning to the work environment.
ISBN : 9781631579455
Publish Date : 2017/5/23
Page Count : 8
Description :
This article looks at some of the reasons start-ups fail to get funding. It highlights 10 reasons why this may be. This is by no means an exhaustive list but is indicative of the most likely reasons. Entrepreneurs may have great ideas but they need to structure the way they bid for funding if they are going to be successful.

How to Get More Business from Existing Customers

Author : Ashton, Robert
Bio : Robert Ashton is a social entrepreneur, author, and campaigner
ISBN : 9781631577574
Publish Date : 2016/12/13
Page Count : 12
Description :
Seeking out new customers may be exciting, but it’s rarely more lucrative than selling more to existing ones. Discover how to strengthen your customer relationship; how sell in additional lines and why this will generate you more profit with less risk. Finally, how your customers can refer others to grow your sales even further

How to Make Your Social Enterprise Profitable

Author : Ashton, Robert
Bio : Robert Ashton is a social entrepreneur, author, and campaigner
ISBN : 9781631577581
Publish Date : 2017/1/28
Page Count : 12
Description :
We start a social enterprise to make a difference in the world. But unless you are profitable, failure is almost inevitable. Discover how to make your social enterprise pay, without compromising your ideals. Only then can you can afford to help those you truly care about.

The Perfect Sales Call, Part I

Author : Tony Morris
Bio : International Sales Expert and Motivational Speaker
ISBN : 9781631578298
Publish Date : 2017/3/7
Page Count : 11
Description :
This article is a practical workbook that has been written by a telesales expert with 20 years of sales success. It provides hundreds of tips, tools and techniques that can help any person making sales calls in any industry. Every technique can be implemented immediately to achieve great results and all that is required is you read this article and pick up the phone. Hundreds of practical tips readers can implement immediately to achieve better results over the phone such as: Create a killer opening statement; Qualify that interest; Navigating the Gatekeeper; Build rapport & close deals.