What is Value-based selling?

You’ll probably have a very accurate idea about what your business costs you. The bricks and mortar (or your desk, laptop, printer and supply of chocolate Hob Nobs) Your people – either on your payroll or as associates or suppliers. Your manufacturing, purchasing or tech development costs. What you spend on marketing your business and…

How to find the right Executive Coach for you

Executive coaching is usually transformative. However, like most things in life, what’s right for one won’t suit another. And understanding the circumstances by which the relationship might be put under pressure can be helpful before you commit your time, brain and money. Plus, it’s important to know that making the most of any coaching support…

What’s it like to be part of a winning sales culture?

This is Sales Untangled Co-Founder, Martin’s story on sales cultures… “It was the early 90s and the afternoon sun was beating down as I floated on my back in the hotel pool. I vividly remember looking up at the neon hotel sign and thinking: Wow! How did a boy from East Hull end up here:…

Building a sales pipeline through referrals

“Do you help with lead gen?” This is a question that always makes us pause. The outcome of successful lead gen is more sales…but surely it’s a marketing activity isn’t it? Similarly, there’s often questions around whose job it is to gain referrals and introductions. If you read marketing textbooks they’ll tell you marketing is…

5 winning strategies for new team leaders

A high proportion of people we work with are transitioning from one management level to another. With company owners it’s often that tricky stage when their team reaches the size where they absolutely must delegate. Being the best person at everything gets you started but as your organisation grows it becomes a rate-limiting factor. Likewise,…

Does every business need a sales pipeline?

Part of our Sales Untangled promise is to make business simple. So whenever this question gets asked we’re always willing to listen to why the questioner thinks their business can manage without one. [Note: This is a topic where terminology varies. For the purpose of this article we’re using the terms sales funnel and sales…

How do you prove ROI on personality profiling?

Personality profiles like DiSC, Insights or Emergenetics are common in the workplace. Many experienced employees proudly claim to have completed a number of them! Lessons are learned and the reports carefully hidden away at the bottom of a drawer until they are randomly discovered in an office move! Some organisations use personality profiling as a…

The 4 secrets to running effective meetings

This sounds pretty obvious doesn’t it: Who doesn’t know how to run an effective meeting? Well, recent research from Atlassion suggest that meetings are ineffective a whopping 72% of the time. And that’s not a new statistic. Numbers like that have been popping up for years. Hybrid working might have changed how you hold many…

Untangling Sales Enablement

I spent many years in key account management for the UK’s biggest consumer goods companies. The first time I was asked to present recommendations for a major retailer’s range review I was completely stumped. How were you supposed to approach that? Asking my colleagues, I was advised to simply present each of my brands in…

Why purposeful leadership matters

“I’m helping put a man on the moon.” Many of us know this story and it encapsulates purposeful leadership perfectly. In 1962, President J.F.K visited NASA. During his tour of the facility, he met a janitor who was carrying a broom down a corridor. J.F.K casually asked the man what he did for NASA, and…

5 questions to answer before employing a Sales Mentor

Most business owners are not sales experts. AND most business owners will never pay for sales advice or a Sales Mentor. Is this the most damaging equation in your business today? The first part of the equation is perfectly understandable. When people leave education their career usually introduces them to something they are good at…

How do you give someone leadership skills?

You might be surprised how many sectors have challenges when it comes to leadership skills. Most people think they left education behind when they joined the workplace. But this management issue is clearly seen in the education system. If you’re knowledgeable in economics or geography and love children then you’ll make a brilliant teacher. In…

What is your ideal selling style?

Are you having trouble figuring out your ideal selling style? You won’t be on your own if you’re a bit uncomfortable about selling. Let’s be honest, sales has lots of negative connotations. The Hollywood portrayal of sales is always the brash, win-at-all-costs mentality. Think of the Wolf of Wall Street or Richard Gere in Pretty…