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September 2004 Newsletter

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As Peter Drucker, management guru, famously once said: "There is only one definition of business purpose: to create a customer". Attracting new customers and growing existing customers is a more difficult task than ever before, with more competition, demanding customers, rocky economic conditions, and many markets becoming commoditised. Recognition that the customer is the main purpose of any business and that a company lives or dies by the number of customers it can win and develop has certainly taken prominence in recent years. Something that makes our approach unique is the way in which a clear distinction is made between “Customer Generation” and “Opportunity Generation” – sales people having sold a product or service to a prospect will often declare that they now have a customer – this is usually not the case. If you recognise the need to improve performance and you would like to understand how we helped one of our customers increase their revenue by 10% quarter on quarter over the last year then for more information If you could not make this event, but would like to meet, then please call now on 01494 582 084 and ask for John Bancroft
Holistically speaking: sales improvement and HR... The selling operation is perhaps under more pressure now than ever before, with less skilled sales people in the market, more product launches, increased competition, difficulty in differentiating products and services, market commoditisation and a marked shift in business-buying behaviour. Forget the short term approach to improving the performance of sales staff, HR needs to get holistic…find out more by reading an article published on www.hrgateway.co.uk on the 20^th November 2002 or read the full text
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	Latest News
	There is no shortage of methodologies, tools, training, help and advice when you have a clearly identified opportunity, but for many, finding good well qualified opportunities is a real problem. Performative has launched its new ‘Business by Phone’ service aimed at putting you in front of the right customers, with the right information and at the right time. To find out more, call us on 01494 582084
	Rocket Science it's not but Performative have been helping Biotech Students at Queen Mary College to understand that there is a better approach that will bring more predictable sales results.
	Every penny counts Smaller companies often have to run marketing on a shoe string, but to find out how you can make your direct marketing budget go further pick up tips and ideas from a recent article published in Marketing Direct, which contains contributions from Performative and other leading companies.
	Holistically speaking: Sales improvement and HR Research carried out by Cranfield School of Management supports the Performative view that companies need to take a more holistic approach to increasing performance if they are to succeed.
	Sales training is not enough... Performative Plc is shaking up the sales performance improvement market with a new approach that has a longer term and more positive impact on a company’s overall business performance.
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