10_TPC_Perf_MngtIf you want to maximise your profitability, then you must maximise the output of your team. Traditional methods such as annual staff reviews are no longer effective in today’s work environment.

How to manage a high performance team

Profit leaders use a different system that increases the probability of their team achieving their targets.

How to manage a high performance team

In this short video you will learn a simple four-part system you can begin using immediately to performance manage your team. When you implement it, your people are far more likely to achieve the results you are paying them to achieve.

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TPC_9_Acc_DevI advise all of my private clients to sack all of their account managers. This usually generates a startled response. Once I explain why, and what to do instead, they immediately get it.

Why profit leaders are sacking their account managers

You can no longer afford to have account managers in your company.

Why profit leaders are sacking their account managers

In this short video you will learn why you should fire your account managers and what you need to do instead.

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How To Get Your Team To Do More Things Faster

TPC_8_More done fasterIf you’ve been in the leadership and management position for some time, you know how difficult it can be to get your team to execute consistently. You’ve probably had the experience of discussing a project at one weekly meeting, only to discover no progress has been made next time you reconvene.

How to get your team to do more things faster

We all know how important it is to optimise the workflow in your factory. And the exact same is true with your team. You have to optimise how you and they execute and get things done.

How to get your team to do more things faster

In this short video you will learn three simple practical actions you can take that will significantly increase your teams’ productivity.

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TPC_7_DominoIt is so easy to get distracted in business these days. But you can’t afford to get distracted from important projects that drive profitable growth.

How to use the Domino Effect to create growth

Profit leaders have the ability to get things done on a consistent basis. I’ll explain what they do and how they do it using a traditional ‘domino run’ as a metaphor.

How to use the Domino Effect to create growth

At the end of this short video, you will learn the five-part system profit leaders use to conclude business growth projects on time.

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TPC 6 _ 1_PercIf you think about changing something by 1%, it hardly seems worth the effort. Yet, the whole concept of ‘Lean’, ‘Six Sigma’ and ‘Kaizen’ are all based on this concept. And often it’s less than 1%.

How to use 1% to revolutionise your profits

Most printing companies have worked on their production efficiencies and cost base over the last four or five years. They’ve had to do that to remain in business and stay competitive.

How to use 1% to revolutionise your profits

In this short video you will learn why profit leaders are using the same concept in their business growth and sales & marketing.

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How To Improve Your Customer Loyalty

TPC 5  Customer LoyaltyWe all want customers who remain with us longer, spend more and haggle less. And the good news is, there are certain actions you can take to make that happen.

How to improve your customer loyalty

When people talk about customer loyalty, they assume it to be one thing. Customer loyalty has in fact four different levels, and it’s important to understand all 4 and what they mean for your long-term profitability.

How to improve your customer loyalty

It’s likely the majority of your clients are at Level II. After watching this video you’ll understand why you need to take them to Level III and Level IV. I’ll also share with you a quick three-part process you can use immediately to improve your customer loyalty.

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How To Strengthen Your Value Proposition

TPC 4 _ Value Proposition DevelopmentEveryone knows that your value proposition is the foundation of your business growth strategy. It answers the question… “If I am your Ideal Client, why should I buy from you, versus the competition?”

How to strengthen your value proposition

If you don’t have an answer to that question, your salespeople end up selling your products and services on price. And we all know that there are no shortage of incompetent competitors willing to submit suicidal pricing at unsustainable margins.

How to strengthen your value proposition

In this short video you will learn the first important step you need to take when developing a winning value proposition.

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TPC 3 _ How to Focus On The 20PercA client recently informed me that 123% of his profits came from a specific client segment. That’s a strange comment to make. The only way that could be true would be if all the other clients were leaking profits out of the business.

Discover the 20% of sales activity that matters

And in fact, that is the case in every single business I have ever coached. Anything between 20% and 50% of your client base could actually be costing you money.

Discover the 20% of sales activity that matters

In this short video you will learn where your business is making money and where you are potentially leaking profits out the back door.

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How To Target Your Ideal Client

TPC 2 _ How To Target Your Ideal ClientThe way you target and sell to your Ideal Client has changed a lot in recent years. Everybody knows that print buyers and purchasing people are primarily focused on saving money… at your expense.

How to target Ideal Clients

The top salespeople have learned how to sell to 2 groups of people in larger accounts. These 2 groups have very different agendas and you have to learn how to sell to the separate agendas if you want to protect your profits

How to target Ideal Clients

In this short video you will learn about both of those agendas. And, I’ll show you what you need to focus on when selling to each group.

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How To Recruit Better Salespeople

TPC 1 _ How To Recruit Better SalespeopleB2B selling has changed a lot in the last 20 years. Traditional relationship selling and product centric conversations are no longer effective. Of the 6 capabilities salespeople need to master, the 2 I just mentioned are the least effective. I’ll cover all 6 in this video, but pay particular attention to the last 4.

How to recruit better salespeople

Ineffective salespeople are costly. Not only do you have the carrying cost, but you also have the management time and opportunity cost to take into account.

How to recruit better salespeople

In this short video you will learn what to look for when recruiting and what skills you need to develop in your existing team.

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