5 ways to increase sales for 2023

We’re now at that time of year when leaves are tumbling from the trees. Clocks have gone back and you can count the days down to Christmas. It’s not the time to talk about your “beach-ready” body. But it is the time to think about your sales priorities for the new year and how you…

Sales Suspect vs. Prospect: How do you define your Suspects?

If you enjoy a good TV cop drama you could be well on the way to answering this one. So what are we talking about when it comes to a Sales Suspect vs. Prospect? A Suspect is someone who’s better defined than just a lead. You’ve done enough research into their attributes, challenges and needs…

Does My Business Need A CRM System?

Whether you’re already using one or you’ve been putting it off for a while now, at some point most business owners are going to ask: does my business need a CRM system? They can seem like more trouble than they’re worth, but the key is to remember that they’re only as good as the information…

What’s Customer Lifetime Value and why is it important?

Sometimes, companies will be all over you when you’re making your initial purchase but will disappear as soon as you’ve made your decision to buy. This may be because they don’t understand the importance of customer lifetime value.

Where does marketing stop and sales start?

This is one of the most important handover points to get right in any company. But the boundaries are really fuzzy. How many times have you heard comments like this? “We could improve performance if only Sales followed up on the leads we give them” “We could grow sales if only Marketing gave us decent…

Overcoming sales objections

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 rather than fear them can make all the difference to whether you win a sale or let an opportunity slip…

Driving growth with an effective sales funnel

Using the sales funnel to ensure your sales activity delivers your sales growth It’s one thing to have an aspirational target for the turnover of your business. It’s quite another to understand and execute the sales activity required to achieve that. What is your sales funnel? This is where a sales funnel comes in. This…