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  • Solve the Sales Drought – Take a Four Minute Shower!
    tasks and activities that can be considered to be quite simply effective and can include such things as Revitalising dormant customers Measuring and prioritising conversion ratios of different marketing channels Developing strategic partnership relationships to quickly increase market exposure Merit mapping existing customers to immediately identify cross up selling opportunities Increasing the number of proactive mentor relationships within key accounts Ensuring an effective sales toolkit is in place and is used to include collateral capability statements and case studies testimonials As a way of addressing this in your business try a simple exercise with your sales team by asking each of them to map out every sale they have made in the past six months Next to each sale list the revenue attributed to that particular sale as well as the actual profitability of that sale getting them to think about the elements of selling costs such as margins and the amount of resources and time required to win that sale Then put them in order based on the most profitable sales they have made down to the least profitable sale Then as a group or 1 1 discuss what they did to win each of those high profit sales mapping out the step by step process they took to get that customer on board and close that opportunity When you go through a number of these you ll start noticing some common activities approaches and Proof Points that you took in order to win that higher profit business and I would be fairly comfortable saying that in the majority of cases these were the more back to basic sales activities Cutting out 20 of the waste activities we do in sales earning back 20 of my profitable sales time reducing the amount of time I spend in the shower working on ineffective Profit Points I can very quickly turn a drought into a flood and spend more time back on that eighteenth green at my local golf course Comments Thank you for your comment It has been submitted for moderation and will appear here as soon as we have been able to approve it Your Name Your Email Title Text BLOG TWITTER NEWS 16 Feb 2016 We re Recruiting Digital Marketing Executive As part of our expansion plans in 2016 Innergy are looking for a Digital Marketing Executive to head up the Innergy Digital division 12 Feb 2016 Congratulations to Innergy client Blacks Vets All 5 branches of Blacks Vets have been ranked in the top 10 vet branches in the UK more 16 Feb 2016 Does every employee understand what defines success It is very telling when we go into a company and you talk to the receptionist or the customer service advisor and you ask then what defines success for the organisation In our experience it would be roughly 8 out of10 who say that they don t know 08 Feb 2016 Risk Management Move Your Feet When I was playing tennis the other day I remembered

    Original URL path: http://innergy.co.uk/about/blog/item/Solve-he-Sales-Drought-Take-a-Four-Minute-Shower (2016-02-17)
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  • The Easiest of Decisions
    you do about it Let s take a scenario you have a strong culture clear values and a harmonious team You take on a salesman who is soon in the top 10 of performers in the business yet ignores the business values of respect for others and teamwork and winds others up as a result What do we do about it As a manager or business leader the consequences of keeping such an individual and accepting the way they are has significant consequences Your leadership is undermined and you lose the respect of others and they become less engaged Others start paying lipservice to the values and they become just words There is increased conflict within the team Good people leave because there are no clear ground rules or a sense of belonging New people sense a disruptive and in cohesive atmosphere If the individual was in the bottom 25 of performers it wouldn t be a dilemma The message would be get on board or get off the bus Yet the power of collective performance and team work in a supportive harmonious environment over a bunch of self focused individuals however talented is evident in all walks of life and can be observed in all great organisations The question should not be about whether or not they stay assuming after effective management and feedback they still don t buy in but by when and how they are exited from the business Comments Thank you for your comment It has been submitted for moderation and will appear here as soon as we have been able to approve it Your Name Your Email Title Text BLOG TWITTER NEWS 16 Feb 2016 We re Recruiting Digital Marketing Executive As part of our expansion plans in 2016 Innergy are looking for a Digital Marketing Executive to head up the Innergy Digital division 12 Feb 2016 Congratulations to Innergy client Blacks Vets All 5 branches of Blacks Vets have been ranked in the top 10 vet branches in the UK more 16 Feb 2016 Does every employee understand what defines success It is very telling when we go into a company and you talk to the receptionist or the customer service advisor and you ask then what defines success for the organisation In our experience it would be roughly 8 out of10 who say that they don t know 08 Feb 2016 Risk Management Move Your Feet When I was playing tennis the other day I remembered the constant badgering from my tennis instructor when I was younger telling me to move my feet This was a great analogy for how to deal with the broad variety of risks faced by any company more Sales Training Designed for new and experienced sales professionals who want to significantly increase the effectiveness of their sales activities find out more Packaged Services We have developed a number of unique service packages based on what our clients have asked us to do for them in the past find

    Original URL path: http://innergy.co.uk/about/blog/item/The-Easiest-of-Decisions (2016-02-17)
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  • Innergy’s Monthly Rapid Review – What do you hope 2012 will bring for you to push your business forward?
    with a clear and simple process to follow It often takes half the time to implement as their original sales process and each step is measured and supported by an appropriate tool system or piece of collateral marketing and sales collateral The role of any organisation is to remove any excuse for a sales person not to sell and provide them with all the tools necessary to sell Look at your sales processes currently and measure which of your sales activities are bringing you the most return on your investment in time and resources Position In market places that are saturated with competition as many markets tend to be today organisations need to stand out from the crowd in order to capture market share and win new business One of the first things I tend to ask sales people when I first start working with them is to tell me their lift spiel sometimes referred to as an elevator pitch and walk me through their Capability Statements After the initial oh that is old school sales everyone knows that type comments it soon becomes very clear that many sales people either make something up on the spot that is far from inspiring or use a lift spiel that I could guarantee would be semi identical to the majority of their competition If organisations and their sales people are therefore positioning themselves in the same way as their competition then the only point of difference is always going to be price i e customers will be thinking to themselves if you are all saying the same thing and therefore presumably doing the same thing then I might as well go for the cheapest of the two If you are a sales person stop right now and write down what you would say if I was a new client that you were talking to the very first time and I asked you to sell to me but I only have a 2 minutes so be quick and get to the point If you are a manager of sales people ask each of your sales people to do the same thing right now and email you back their responses you might just be both amazed and concerned about what comes back Remember a good Capability Statement includes a positively intriguing lift pitch validated USPs tangible Proof Points and some Benefit statements all supported by some Case Studies and Testimonials Contact james innergy co uk if you would like some more information on how to create effective Capability Statements for your business We will be focusing on the other three areas highlighted in the poll Increased Employee Motivation Better Business Processes and Improved Communication in our next post shortly Comments Thank you for your comment It has been submitted for moderation and will appear here as soon as we have been able to approve it Your Name Your Email Title Text BLOG TWITTER NEWS 16 Feb 2016 We re Recruiting Digital Marketing Executive As

    Original URL path: http://innergy.co.uk/about/blog/item/Innergy-s-Monthly-Rapid-Review-2012 (2016-02-17)
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  • Managing the Customer Experience – Gap 3
    invest in new signage this either comes from people with the wrong attitude or the wrong training When it did go all wrong the printers should have followed up with me to ensure that I was satisfied and ideally made some gesture to turn around my perception of them Again attitude and or training One recognised service mantra is under promise and over deliver as opposed to what happened above over promised and under delivered None of the actions above are costly to implement and yet the cost of losing customers and negative word of mouth is massive let s face it they are hard enough to come by So not falling short when it comes to the delivery of the service requires the following Recruit people with the right attitude Support them by developing clear customer led standards and processes Train them and equip them with the confidence and ability to deliver Ensure anyone on the front line has the tools and technology they need to deliver the required customer experience Reward and recognise the right behaviours For access to Innergy s unique online Cycle of Service to manage the customer experience or further information about closing Gap 3 please contact Gordon on gordon innergy co uk Comments Thank you for your comment It has been submitted for moderation and will appear here as soon as we have been able to approve it Your Name Your Email Title Text BLOG TWITTER NEWS 16 Feb 2016 We re Recruiting Digital Marketing Executive As part of our expansion plans in 2016 Innergy are looking for a Digital Marketing Executive to head up the Innergy Digital division 12 Feb 2016 Congratulations to Innergy client Blacks Vets All 5 branches of Blacks Vets have been ranked in the top 10 vet branches in the UK more 16 Feb 2016 Does every employee understand what defines success It is very telling when we go into a company and you talk to the receptionist or the customer service advisor and you ask then what defines success for the organisation In our experience it would be roughly 8 out of10 who say that they don t know 08 Feb 2016 Risk Management Move Your Feet When I was playing tennis the other day I remembered the constant badgering from my tennis instructor when I was younger telling me to move my feet This was a great analogy for how to deal with the broad variety of risks faced by any company more Sales Training Designed for new and experienced sales professionals who want to significantly increase the effectiveness of their sales activities find out more Packaged Services We have developed a number of unique service packages based on what our clients have asked us to do for them in the past find out more Next Event Sales Excellence Masterclass London 20 Apr 2016 OUR CLIENTS Goodwood Innergy invested a lot of time getting to know the business and culture of Goodwood and the type of managers

    Original URL path: http://innergy.co.uk/about/blog/item/Managing-the-Customer-Experience-Gap-3 (2016-02-17)
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  • Manage the Customer Experience
    leadership lip service The business is structured around functions and not the customer experience Layers functions and silos do not lend themselves to providing a great customer experience Front line people deliver the customer experience not management and so we must create a bottom up mentality for ideas communication and feedback Also who owns the customer experience The reality is that most functions create it and touch the customer marketing sales operations finance customer service etc and others enable it HR IT etc These functions are rarely seamless often having different functional agendas and priorities The business does not know how to go about managing the customer experience There are three key aspects to any customer experience framework A clearly articulated reputation differentiated and valuable to the customer A clearly defined customer journey with all touch points mapped out Customer led standards which incorporate both hard standards those you can measure and soft standards for which you need feedback The experience needs to be profitable deliverable and powerful enough to stand out in the market place Done effectively it becomes not only an effective management tool but it can also become core to employee training communication and customer feedback without it we are all shooting in the dark For access to Innergy s unique online Cycle of Service to manage the customer experience or further information about closing Gap number two please contact Gordon on gordon innergy co uk Comments Thank you for your comment It has been submitted for moderation and will appear here as soon as we have been able to approve it Your Name Your Email Title Text BLOG TWITTER NEWS 16 Feb 2016 We re Recruiting Digital Marketing Executive As part of our expansion plans in 2016 Innergy are looking for a Digital Marketing Executive to head up the Innergy Digital division 12 Feb 2016 Congratulations to Innergy client Blacks Vets All 5 branches of Blacks Vets have been ranked in the top 10 vet branches in the UK more 16 Feb 2016 Does every employee understand what defines success It is very telling when we go into a company and you talk to the receptionist or the customer service advisor and you ask then what defines success for the organisation In our experience it would be roughly 8 out of10 who say that they don t know 08 Feb 2016 Risk Management Move Your Feet When I was playing tennis the other day I remembered the constant badgering from my tennis instructor when I was younger telling me to move my feet This was a great analogy for how to deal with the broad variety of risks faced by any company more Sales Training Designed for new and experienced sales professionals who want to significantly increase the effectiveness of their sales activities find out more Packaged Services We have developed a number of unique service packages based on what our clients have asked us to do for them in the past find out more Next

    Original URL path: http://innergy.co.uk/about/blog/item/Manage-the-Customer-Experience (2016-02-17)
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  • Delivering Powerful Customer Experiences
    While some of the words might seem uninspirational ask yourself the following question if the customer experience we provided on a systematic basis led to customers saying that about us would they recommend us to others and stay loyal One accountancy firm we worked with recently completely eliminated customer churn on transactional work by articulating their reputation and engaging all employees to make sure that every time they came into contact with their customers their reputation was reinforced Needless to say their profitability improved At Innergy we continually get feedback from loyal customers about what it is that they like about us and make sure that we reinforce that reputation at every step What customers tell us is that they recommend us to others because Innergy challenge us really understand us they are professional and honest are creativity in a way that actually works are fun to work with add real value enable change that brings lasting impact Define the reputation and sense check it to see whether it is Differentiated once achieved would this reputation be different enough to attract new customers to us Valuable does the customer care enough about saying it So the first gap to close is all about getting closer to the customer improving feedback from the customer and those working on the front line and being very clear about what reputation you need It s a powerful strategy for growth Coming soon Mind the Gap No 2 Managing the Customer Experience Comments Thank you for your comment It has been submitted for moderation and will appear here as soon as we have been able to approve it Your Name Your Email Title Text BLOG TWITTER NEWS 16 Feb 2016 We re Recruiting Digital Marketing Executive As part of our expansion plans in 2016 Innergy are looking for a Digital Marketing Executive to head up the Innergy Digital division 12 Feb 2016 Congratulations to Innergy client Blacks Vets All 5 branches of Blacks Vets have been ranked in the top 10 vet branches in the UK more 16 Feb 2016 Does every employee understand what defines success It is very telling when we go into a company and you talk to the receptionist or the customer service advisor and you ask then what defines success for the organisation In our experience it would be roughly 8 out of10 who say that they don t know 08 Feb 2016 Risk Management Move Your Feet When I was playing tennis the other day I remembered the constant badgering from my tennis instructor when I was younger telling me to move my feet This was a great analogy for how to deal with the broad variety of risks faced by any company more Sales Training Designed for new and experienced sales professionals who want to significantly increase the effectiveness of their sales activities find out more Packaged Services We have developed a number of unique service packages based on what our clients have asked us to do for

    Original URL path: http://innergy.co.uk/about/blog/item/Delivering-Powerful-Customer-Experiences (2016-02-17)
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