What’s it like to be part of a winning sales culture?

This is Sales Untangled Co-Founder, Martin’s story on sales cultures… “It was the early 90s and the afternoon sun was beating down as I floated on my back in the hotel pool. I vividly remember looking up at the neon hotel sign and thinking: Wow! How did a boy from East Hull end up here:…

Does every business need a sales pipeline?

Part of our Sales Untangled promise is to make business simple. So whenever this question gets asked we’re always willing to listen to why the questioner thinks their business can manage without one. [Note: This is a topic where terminology varies. For the purpose of this article we’re using the terms sales funnel and sales…

5 questions to answer before employing a Sales Mentor

Most business owners are not sales experts. AND most business owners will never pay for sales advice or a Sales Mentor. Is this the most damaging equation in your business today? The first part of the equation is perfectly understandable. When people leave education their career usually introduces them to something they are good at…

Five ways to motivate a sales team in 2024

Every business wants a motivated sales team but what makes this even more important in 2024? Three things stand out as being unusual in the coming year: You might argue good sales people shouldn’t need motivating, so let’s start there. Remove the piss-off factors Really this shouldn’t need writing, but the reality in many sales…

7 tips for successful sales pitches

When it comes to successful sales pitches, there are some components that should show up every time. You need confidence and enthusiasm. You need to know what your message is and who your audience is. And you need to look the part and have the right tools or materials to convince the listener. For this…

What are the benefits of a part-time Sales Director?

Many growing businesses don’t consider the advantages of hiring a part-time Sales Director. Business owners think of employing a Sales Director as a binary decision: when we’re big enough I can employ a Sales Director. Until then I’ll manage without. The problem is, this is not how your customers behave. As your business grows there’ll…

Three steps guaranteed to boost sales team effectiveness

If you’re really short on time, the ways to boost sales team effectiveness can probably be summarised in three words: Direction, leadership and skills. Business owners often stress about recruiting the right sales person – then spend more time worrying about whether they’ve done the right thing. Yet in our experience the biggest determining factor…

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 and responsible for people outcomes how do you choose the best one? We’re very clear that the worst profiling tool…

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 motivate and keep great sales people. So budget time comes around again and everyone agrees “sales training” is something that…

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 and you’ll find plenty of “clever” questions designed to manipulate customers. Not to mention the countless lead gen businesses promising…

Moving sales from an artform to a science

Successful selling. Is it about working alongside someone and collaborating on solutions, or is it about getting them to do what you want? Is it about helping them or manipulating them? We hear both of these views and there are believers in both approaches. Nor is it easy to draw the line between these styles.…

Lead gen – 7 reasons you should avoid spending money on it

Once upon a time, in a land far, far away, there was a small wooden cottage in a forest. This was home to the sales fairy. Thanks to the internet the sales fairy was able to sell lead gen services to hopeful business owners. Signing them up to unapproved mailing lists she was able to…