Visitor, your JULY 2020 FocalPoint Newsletter is here

No matter what an owner sees for the future of the business, transferable value can be the common denominator that makes the business you have built and cared for worth anything.  What is "Transferrable Value?"  How do you create it?

How will it impact your ability to sell your business or retire with the lifestyle you have planned?  Find out here.

It’s easy to get swamped by the daily grind of keeping your business running. You miss opportunities and fail to see solutions to chronic problems. Those are just two areas where a business health assessment can deliver transformative insights.

If you’ve never had a business health assessment – or it’s been too long since your last one – jump into this article, get fired up for a powerful experience, and be ready to make the most of it.

Virtually every business has had to make operational changes since the pandemic hit.

Recruitment and hiring is among the most impacted because not only do you need to use new recruitment strategies and tools, the “new normal” may require new employee skills in your company – it can be a daunting challenge at best.

But with the insights and tips provided here, you’ll be able to plan out and implement strategies that will be successful today and when we (finally!) get beyond the COVID-19 headlines.

None of us wants to face our final days on earth with regrets and unfulfilled dreams and aspirations. But to avoid that sad situation, we need to really understand how much time we have and what our ideal life looks like.

Come along on this journey guided by mentor Martin Howie and discover a solid strategy that will put you in command of your life and well on the way to achieving your most cherished

Fact: The number of product review videos doubled in the span of a single year. Why? Because video marketing has become the most effective, engaging, and necessary tool in the sales and marketing toolkit.

With lockdowns, social distancing and other disruptions merchants are dealing with as a result of the COVID-19 epidemic, using video to engage prospects and customers is more important than ever.

And, review videos are just one video genre that can boost your online and overall success. But as the saying goes: Fail to plan, plan to fail. That’s why we’ve provided you with this comprehensive, yet concise guide to video marketing in 2020.

The top traits that B2B buyers value in salespeople do not always align with what sales managers look for when hiring, with 42% of buyers valuing active listening but just 26% of sales managers valuing this trait. So finds a recent report [download page] from LinkedIn that explores what defines a top-performing sales team.

In the survey of more than 500 buyers and 500 salespeople, active listening was cited as the #1 trait that buyers value in salespeople (42%) with problem-solving at #2 (38%). Other top traits included confidence at #3 (38%), relationship building at #4 (34%) and oral communications at #5 (27%). All these traits make for mutually-valuable calls between buyers and salespeople – a practice common among top B2B salespeople.

However, when comparing the characteristics that sales managers look for in their hires, a gap emerges between the teams that sales managers are building versus the qualities buyers really want.

Read the full report here.