value-based selling the shop window

What is Value-based selling?

Jul 5, 2021

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…

Sales Teams like sleeping dogs

How to use questions to improve the skills of your sales team

May 4, 2021

You’re busy, it’s been a long day and another sales-person is asking for guidance or help. Is answering your sales team’s questions a good thing to do or not? And what’s the alternative? Does it save…

butterfly of sales recruitment

How to get sales recruitment right

Apr 19, 2021

How to create an effective sales 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…

Flamingos sales manager post

How to be an effective sales manager

Apr 6, 2021

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.…

New Business - Chinese lanterns for sale

Acquiring new business

Mar 30, 2021

Two key measures that relate to customers are cost of acquisition and customer lifetime value. The first a measure of the total cost of attracting and converting new business. The second a measure of how…

Overcoming objections

Overcoming sales objections

Mar 22, 2021

Sales objections aren’t always what they seem. A lack of immediate agreement to buy does not automatically mean “No”. It might mean “I have another question you’ve not answered yet” Learning to embrace sales objections…

sales skills - Duck on a agility course with a sheep dog

How do I develop the sales skills of my team?

Mar 13, 2021

The shape of your sales team and the mix of sales skills needed must reflect your business and the clients you serve. Where and how you invest in developing your salespeople will also be unique…

recruit - PushmiPullyu

How do I recruit the right salesperson?

Mar 8, 2021

There are lots of people in sales roles, but not all will or should be the salesperson you recruit. Recruitment takes your time, effort and money. So how do you ensure that the right salesperson…

A lone runner in the desert

Achieving sales goals

Feb 28, 2021

How a focus on skills delivers goals Every WHAT needs a HOW Whether you succeed in achieving your goals. Whether you successfully pivot your business, or whether you struggle to keep things on track –…

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