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The Untangle Your Sales newsletter is published monthly
How small businesses can drive sustainable impact. Part 1: The environment
“I am only one, but I am one. I cannot do everything, but I can do something. And because I cannot do everything, I will not refuse to do the something that I can do.”…
The importance of customer loyalty and how to measure it
If sales measures had a Greatest Hits catalogue then customer loyalty would be the one everyone is singing along to. Customer loyalty is the banger that keeps everyone singing long after the band have left…
How to choose the best psychometric profiling tool for your team
Many large organisations use psychometric profiling tools nowadays. If you’re an employee you might have been asked to complete a number of them on different occasions! But if you’re in control of your company budget…
How to create meaningful sales measures
We wrote last month about the importance of sales funnel measures. This month we’re focusing more on sales measures and results. How many sales measures should I have? A question you might want to consider…
How questions can improve the performance of your team
I remember my very first day at school. It sticks in the memory because the teacher asked a whole bunch of questions and a couple of us were able to answer them all correctly. In…
The importance of sales funnel metrics
Sales is all about the numbers, right? If you’re in a sales job and you’re falling short of budget then you’ll have questions to answer. In some organisations if you miss target for three months…
What’s the difference between leaders and managers?
“Leaders focus on doing the right thing and Managers focus on doing things right” So goes the well known quote. But is it as simply defined as this? And would it even be desirable for…
What sort of sales training does my business need?
It’s surprising how often companies decide they need sales training before answering this key question. In many ways the decision is a no-brainer: Good sales training helps you engage better with customers and it helps…
5 mistakes that lead to unsustainable sales deals
Sustainable selling is something we frequently speak about. Why is that? It’s because sales is a specialism that’s full of people offering quick fixes, which can result in unsustainable sales. Search Google for sales questions…