Sales Strategy
Falling out with an AI agent — and what it tells us about using AI in sales
I’ve fallen out with an AI agent. How can that happen and what does it tell us about the risk of taking shortcuts when using AI in sales?
AI agents don’t have emotions.This means my “falling out” is a one way thing. If I go back to that same agent now it will treat me in the same even-handed, unemotional way it has done for the last four weeks.
This is probably a good thing.
Read MoreWhy your sales plan isn’t a sales plan (and how to write one that is)
Most business leaders have a sales plan. Some are detailed forecasts. Others live “in my head”. And plenty are just targets dressed up as plans. This post sets out the six things that turn a growth number into a real sales plan, with side-by-side examples of the difference. Because the target is your destination. The plan is your route map.
Read MoreWhy you’re losing out on revenue if you don’t use Good, Better, Best pricing
GBB is a way of structuring your pricing so you have an offer for everyone. UK supermarkets are experts in this, appealing as they do to a wide range of shoppers.
If you shop for a pie in Sainsburys there’s an entry level offer, either under the Value or Stamford Street brand. Then there will be a Sainsburys offer at maybe twice the price. Then if you want to indulge yourself you have the Taste The Difference option at twice the price of the mainstream offer…or four times the base price.
Read MoreWhy so many sales forecasts are fiction dressed up as data
A sales forecast is only as good as the sales leadership, operational discipline and culture that sits behind it. The good news is that it’s possible to shift these things, replacing optimism with a more scientific approach. That’s a load off the shoulders of most business owners.
Read MoreWhy it’s so hard for business owners to diagnose sales problems
Most small business owners know something’s not working in their sales — they just can’t pinpoint what. When you’re deep in the day-to-day, it’s hard to see clearly. This guide walks through how to diagnose sales problems in your small business, why more activity rarely fixes them, and the simple diagnostic approaches that actually move the needle.
Read MoreTime to Value: Why clients question the value you deliver. And how to fix it
You delivered great work. So why is your value still being questioned? For many B2B service businesses, this is where things start to unravel. The project lands, the work was delivered, and the client was satisfied. But a few months later, the relationship feels fragile. Procurement starts asking harder questions. A competitor appears with a…
Read MoreThe hidden risk of AI in business: Why faster pace limits learning
AI is accelerating business growth, but many founders are losing something critical: learning. Discover why speed without reflection leads to poor decisions and how to fix it.
Read MoreBefore you rip up your sales process, take a look at how you like to buy stuff
Before you rip up your sales process, take a hard look at how you like to buy stuff
Read MoreCustomer Success is your most underused commercial asset
In many SMEs, Customer Success holds the clearest, earliest view of where future revenue will actually come from. That insight is rarely used well.
Read MoreTech sales as the Growth Engine
Sales and revenue are the engine of growth. The product roadmap is the destination. What happens when tech businesses apply more sophistication to the destination than to the engine that funds it? Discovery: the comfortable lie in tech sales Tech sales’ favourite illusion: “We’ve done Discovery.” Most tech sales teams will tell you they’re good…
Read MoreAI in sales. Opportunity or threat?
Sales leaders are feeling the squeeze: deals are slowing, buyers are harder to reach, and the sales process is getting more complex by the day.
Read MoreYour sales team is your first line of defence against late payments
Most businesses we know have a little celebratory dance they keep for days when a big order comes in. Few think about the possibility of late payments. Quite rightly. It’s a time to stop and reflect on all the hard work you’ve put in and the value you add to customers. So some people are…
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