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The Untangle Your Sales newsletter is published monthly
New B Corp certification standards: are they truly holistic?
Everyone’s calling the new B Corp standards “holistic”. We’ve just finished our recertification under them, and we’re not sure that’s the word. Five pillars have become seven areas, the points have disappeared, and the workload has multiplied. Here’s what’s changed, what it took us, and why comprehensive might be the better description.
Why 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.
Why do people think they need a “hungry” sales team?
“I need a hungry sales team.”
We hear it all the time. It’s never appeared in a single job description — and that’s the problem.
You can’t measure hungry. And in sales, you get what you measure.
Keep a dog hungry and you don’t get loyalty. You get an angry, aggressive dog. So why do it to your sales team?
In our latest blog we unpick the hungry sales team myth (also Sales Myth #6 in Untangle Your Sales)
Summers are getting longer. Your sales pipeline isn’t.
With summer in full swing, sales pipelines are quietly grinding to a halt — and this piece makes the case for not letting it happen. Between record heat, the World Cup, and school holidays, there’s every temptation to coast until September. But with half the year already gone and December offering little relief, that leaves a very narrow window to hit revenue targets.
Why 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.
Why 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.
AI leadership and clarity: Why the leaders who thrive won’t be the busiest – They will be the clearest
AI is flooding leadership teams with ideas, tools, and urgent priorities — but more information is making decisions harder, not easier. This article explores why AI leadership today is a cognitive problem, not a capability one
Why 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.
Time 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…