Business Strategy | FocalPoint Canada

Uncover Lost Profits in 6 Steps – The Power of Strategic Business Units

by FocalPoint Business Coaching of Canada on August 6, 2019 with No Comments

We’d all probably agree that diversifying your company’s product lines or service offerings is a good idea, but there’s also a risk that accompanies multi-product/multi-service business models. It can be become incredibly challenging to maintain a clear view of what’s working (or not) when it comes to individual products/services, so it becomes harder to make well-informed, targeted decisions. That’s where Strategic Business Units come into play. The concept of Strategic Business Units (SBUs) centers around the idea that each product … Read More

Profit Potential: Assessing The 4 Categories of Products & Services

by FocalPoint Business Coaching of Canada on July 24, 2019 with No Comments

If you’re like most business leaders, you want to maximize the profitability of your products and/or services. But you also likely recognize that success means managing your time and resources effectively. Before launching a new sales strategy or marketing campaign, it’s important to first look at the profit potential of each of your products/services – empowering you to make the best decisions possible for allocating your resources. The 4 Categories of Products and Services Step back and think about your … Read More

Sales Techniques: Applying the 80/20 Rule to the Sales Process

by FocalPoint Business Coaching of Canada on July 3, 2019 with No Comments

Often, when we talk about sales techniques, we explore concepts like “closing techniques” or “overcoming objections.” And while these are incredibly important for sales success, there’s a foundational skill that has an even greater impact on your ability to thrive in sales: time management. As a salesperson or sales manager, you know that your time is your most precious resource – but you likely also have experienced that feeling that there simply aren’t enough hours in the day to get … Read More

Sales Secrets: How a Unique Selling Proposition Increases Conversions

by FocalPoint Business Coaching of Canada on June 19, 2019 with No Comments

In every sales effectiveness training program, sales professionals learn that customers don’t buy products/services – they buy solutions to their problems; they buy excitement; they buy hope. And yet, many business and sales leaders continue to position their messaging from the company’s perspective. By identifying your competitive advantage and using it to craft a unique selling proposition, you begin to unlock messaging that not only resonates with your customers but also prompts action. What is a Unique Selling Proposition (and … Read More

The 3 Closing Techniques Your Sales Team Needs to Know

by FocalPoint Business Coaching of Canada on June 5, 2019 with No Comments

All too often, sales directors and executives consider the importance of developing an effective sales strategy over developing the skills of their sales team. While, of course, a sales strategy is integral to sales success, it’s meaningless unless you also have a team who can implement it. From prospecting to overcoming objections to closing techniques, sales skills are learned and honed over time. When approaching the final stages of the sales process, it’s common for anxiety to build inside the … Read More

A Mission Statement: Your ‘North Star’ for Navigating Success

by FocalPoint Business Coaching of Canada on May 22, 2019 with No Comments

Do you feel like your business is lacking direction? Are you finding it challenging to inspire loyalty and commitment from your employees? Does your team understand what your company does and what it stands for? Do you? A mission statement provides the guidance and direction necessary to achieve ultimate success while instilling a sense of meaning and purpose throughout your organization – aligning the everyday work with the bigger picture. To put it another way, if your strategic plan is … Read More

Sales Funnel 101: What It Is and Why You Need It

by FocalPoint Business Coaching of Canada on May 15, 2019 with No Comments

Although most of us wish the sales process was as simple as “a prospect has a need” followed by “the prospect buys from us” – we all know that’s not the case. The truth is that the sales process is complicated and challenging, and we’re all constantly looking for ways to close more deals and drive more sales. This is where your understanding of the sales funnel comes into play. What is a Sales Funnel? From identifying that they have … Read More

3 Strategic Planning Myths That May Be Holding You Back

by FocalPoint Business Coaching of Canada on April 24, 2019 with No Comments

What C-suite executive doesn’t love the words ‘strategic’ and ‘planning’? After all, strategic implies an outlet for you to apply your business acumen and carefully honed skills, and planning gives you a sense of control over future outcomes. It’s no wonder ‘strategic planning’ has become such a predominant buzzword across all industries. Unfortunately, as strategic planning continues to become an increasingly mainstream topic, some common myths and misconceptions have taken root in the business community – and are holding many … Read More

Sales Tips: 5 Questions Your Sales Team Needs to Answer

by FocalPoint Business Coaching of Canada on April 4, 2019 with No Comments

To build a high-performing sales team, many business leaders search for the latest sales tips and techniques while overlooking their team’s foundational knowledge. The most effective salespeople are proactive in learning as much as they can about their company, its products/services and its customers, but imagine the impact if your entire sales staff was armed with that knowledge. Sales Question #1 – What Are We Selling? Talk about the impact your products or services can have. Instead of simply knowing … Read More

Define Your Competitive Advantage: How Do You Line Up?

by FocalPoint Business Coaching of Canada on March 27, 2019 with No Comments

Many business leaders spend a good deal of time and resources trying to create an impactful marketing strategy and/or winning sales strategy – only to find that it doesn’t translate into increased conversions. Often times, it’s because an integral step was missed: defining the company’s competitive advantage. The truth of the matter is that customers don’t think like we do about our business. They don’t care about your products or services; they care about the solutions you provide. There’s a … Read More

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