What is Value-based selling?

value-based selling the shop window

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…

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How to get sales recruitment right

butterfly of sales recruitment

How to create an effective recruitment process to bring a new salesperson into your business. Be certain what kind of salesperson you want. There are different types, and they require a different mix of skills and attributes. You can read more about this in our March blog – ‘How do I recruit the right salesperson?‘…

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How to be an effective sales manager

Flamingos sales manager post

Being a sales manager requires effort. It means joining the dots between your business strategy, sales plan and sales activity. It means knowing which sales goals to aim for, and which sales people to recruit. It means keeping a number of plates spinning at the same time. You’re the owner, the founder, the mender-in-chief. The…

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How to buy the right sales training for your business

pondering while looking out over a lake

Choosing the right sales training for your business is a real challenge. Search for ‘Presenting Skills’ in Google and the pages of offers and companies go on and on and on. We did, and Google reported is has 246 Million results for you to choose from! How are you finding training options for your business?…

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Driving growth with sales activity

Waterfall funnels water

Using the sales funnel to ensure your sales activity delivers your sales growth It’s one thing to have an aspirational target for the turnover of your business. It’s quite another to understand and execute the sales activity required to achieve that. What is your sales funnel? This is where a sales funnel comes in. This…

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Choosing the best support for your business growth

SME sales support choices

How do you choose what kind of sales support you need? Business support varies widely – from sales training programmes via coaching and mentoring, to tailored consulting and beyond. There are pros and cons for business owners, and it’s a puzzle where to begin and who to speak with.  One consideration is cost, however, the…

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Client case study: Sales process improvement for IT service businesses

Customer journey case study how we helped improve sales process

The Customer Journey Sometimes customers are so picky. You think their “journey” through your sales process is simple and predictable. Yet it turns out understanding what they do and when is akin to herding cats. This client asked us in to help improve sales process more because of internal friction than anything else. The sales…

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