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The Untangle Your Sales newsletter is published monthly
How do you give feedback to sales people?
This is a question that’s come around a number of times just recently. It’s perhaps revealing that it rarely shows up as a question about “building a buzzing sales team” or “getting the very best…
One small business on the road to net zero
March was B Corp month, but you might not have noticed. It was planned as a month of celebration for a rapidly growing global movement, but with events in Ukraine it took on a more…
When’s the right time to create a business strategy?
This question came up with clients a couple of times in February. This challenge is especially acute as 2022 kicks off with so many uncertainties. Many organisations have seen their “known knowns” torn apart in…
Are you easy to buy from?
“Please take my money, I really want to spend it with you. Honestly I do…despite how difficult you’re making this” Our on-going game of Snakes and Ladders in trying to get fibre optic installed, highlights…
The danger of absorbing inflation into price
Last week that dreaded message popped up on my dashboard: Warning! Tyre pressure alert! Just a few days earlier I’d topped up the air so this one looked like being a slow puncture. Yes, there…
Client success story – Care Homes
Our client ran a group of care homes in the midlands and southeast. The business was well-established, but Covid had impacted occupancy rates and staff patterns had been disrupted. They had completed some mystery sales…
The Face Race. Where next for hybrid sales?
Have you played the new etiquette game yet? You’re meeting someone for the first time in a while and handshaking seems a bit uncertain whilst bumping elbows all feels a bit artificial. Then you meet…
What is Value-based selling?
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…
How to use questions to improve the skills of your sales team
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…