Pipeline looking dry post lockdown?
Only a small percentage of B2B businesses have benefited from the pandemic, and the resulting lockdown. For most, the pipeline is looking pretty dry these days – and it’s not looking all that much better for the fall. If you’re like most executives, you aren’t quite sure how to kick-start your business, as the country [ … ]
Your Most Important Hire
The most important investment, a B2B company can make, is to ensure it hires top performing sales people. Why do I say this? Because your sales force is the front line to all of your prospects and clients. If you don’t hire top performing sales people, you could suffer drastically in the short and the [ … ]
Keep doing this to ensure success
All of us here at York Consulting want to wish you a happy New Year, and we sincerely hope that 2020 is your most successful year yet. We also hope you have not only enjoyed the articles we write for you, but more importantly, you get good business value from them. There are two things [ … ]
The Year-End Dilemma!
As you move through December, you usually work on two areas of your business. You work on closing as many deals as you can, to reach or exceed your quotas for the year. You start planning for next year. But a third initiative, just as important, often gets overlooked. Where most B2B companies usually ease [ … ]
Recession: Media attention getter or something you can plan for?
As a business executive, you well know that there are many ups and downs you encounter in any business cycle. You know that good times don’t last forever, and neither do bad times. I’m also sure you know that the past ten years have been one of the longest growth periods in recorded time. And [ … ]
The Final Quarter is here, are you ready?
As we head into the final quarter of the year, we all need to pick up our game. Like in most sports, the final quarter is where the game is really won or lost. It’s where you really have to turn up the heat, and leave it all on the field, rink, or court, for [ … ]
The B2B Sales Dilemma!
Why can’t my sales people sell? This is a refrain we hear all the time from B2B business owners. There are many reasons for this. But the biggest reason is that very few B2B companies train their sales and marketing people anymore, and even fewer have ongoing coaching. And yet selling in the B2B marketplace [ … ]
Cold Calling vs Digital Marketing
Is the phone still useful in today’s digital marketing world? Is your B2B sales model safe from extinction? Or at the very least, safe from a complete overhaul of how you do business? A report, released by Forrester Research Inc., analyzed the effects of e-commerce and online ordering on the future of traditional B2B sales rep [ … ]
In-House or Outsourcing – Which is better for your company?
Are you very good at building things? My neighbour is an electrician by trade, but he seems to be able to build anything. He built this unbelievable, beautiful two-tier deck, on the back of his house. He poured the concrete fittings, sawed all of the wood for the deck, and put up this incredible railing, [ … ]
How to Get More Business From Your Customer Base
Sales teams tasked with managing and growing existing accounts, and pursuing emerging opportunities, often don’t have the time to spend with smaller customers. We do! York Consulting is usually known for our work in developing new prospects and new markets. We also help companies grow from within – helping you realize more revenue, yes – [ … ]