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Sales Process

A clear sales process helps sales teams move opportunities forward in a structured and predictable way. This category explores the stages, frameworks, and best practices that guide prospects from initial contact to a successful sale. Learn how to build, refine, and optimise your sales process to improve efficiency, strengthen customer relationships, and achieve more consistent results.

thriving in the slow lane

Thriving in the Slow Lane: Sales Strategies for Tougher Markets

Change, Coaching, Sales Process, Sales Tools, Strategy /

For sales leaders, there are few feelings more unsettling than watching demand stall. Pipelines thin, conversations stretch out, and once-reliable buyers become hesitant. It’s tempting to tell yourself it’s a blip, that the market will self-correct, but ignoring the reality of slower consumer demand is a mistake. Selling in a downturn is likely to happen […]

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how to win before the contract ends

How to Win Before the Contract Ends

Change, Closing, Coaching, Contract Renewal, Customer Support, Questioning Skills, Sales Process, Strategy /

Last week’s article, Stay Seen, Stay Sold: The Art of Account Contact, explored why consistent, year-round engagement with clients is critical, not just waiting until renewal time to check in. But eventually, every relationship reaches a pivotal moment: the renewal conversation. In sales, we often glorify the “close” — the signed deal, the ink drying, the

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stay seen, stay sold the art of account contac

Stay Seen, Stay Sold: The Art of Account Contact

Coaching, Customer Support, Pipeline, Prospecting, Sales Process, Sales Tools, Strategy /

From Pipeline to Partnership In many sales organisations, the primary focus remains fixed on acquiring new business. Considerable time and resources are devoted to prospecting, pitching, and closing new deals. Yet, in the pursuit of growth, a critical aspect of sustainable revenue is often overlooked: An Account Management contact strategy, the management and development of

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the winwin illusion why clarity beats compromise

The Win/Win Illusion: Why Clarity Beats Compromise

Change, Coaching, Negotiation, Questioning Skills, Sales Process, Sales Tools /

Negotiation is often presented as the final test in the sales cycle—a high-stakes arm-wrestle between buyer and seller where strategy, psychology, and persuasion collide. For many sales leaders and their teams, negotiation feels like a battleground of margins, concessions, and nerves. And perhaps most dangerously, it’s still taught in many circles as a quest for

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what's your story

Once Upon a Pipeline: Storytelling for Sales Success

Change, Coaching, Questioning Skills, Sales Process, Sales Tools /

Every great sales conversation has one goal: to move someone from indecision to action. And while facts, features, and frameworks have their place, what can really shift the needle is a well-told story. I am not talking about fiction, but the art of painting a picture in words. It’s a fundamental skill that helps prospects feel the

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accessing power coaching your team to influenc

Accessing Power: Coaching Your Team To Influence Decision Makers

Change, Closing, Coaching, Negotiation, Questioning Skills, Sales Process, Sales Tools, Strategy /

As a sales leader, you’ve probably been there. Your rep is confident, the demos are going well, conversations are flowing, and yet… the deal stalls. Or worse, it disappears. When you dig deeper, you uncover the truth: they never actually got access to the decision maker.  This scenario plays out every day. Reps are often

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from forecasting to feedback coaching via pipe

From Forecasting to Feedback: Coaching via Pipeline Management

Change, Closing, Coaching, Pipeline, Sales Process, Sales Tools /

When most sales leaders think about pipeline management, they think about forecasting, pacing, and reporting. And while these are all critical elements of a well-maintained pipeline, they only scratch the surface of what it can truly offer a high-performance sales team. The pipeline isn’t just a rearview mirror showing where your deals have been—it’s a

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who really closed that deal understanding sales attribution

Who Really Closed That Deal? Understanding Sales Attribution

Change, Goals, Ideal Customer Profile (ICP), KPI's, Prospecting, Sales Process, Sales Tools, Strategy /

As a sales leader, you are constantly assessing performance—of people, processes, strategies, and numbers. You track your team’s pipeline, monitor conversion rates, and tweak messaging based on results. But there’s one area that often remains murky even in otherwise well-oiled sales organisations: sales attribution. Sales attribution is the process of determining which activities, campaigns, touchpoints,

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are you fishing in the right pond how to pick

Are You Fishing in the Right Pond? How to Pick the Right Channels

Change, Ideal Customer Profile (ICP), KPI's, Pipeline, Prospecting, Sales Process, Sales Tools, Strategy /

I think most people in sales would agree that generating high-quality leads is more complex, and more critical, than ever. The explosion of digital channels, the rise of buyer self-education, and the growing importance of data have all shifted how companies attract and convert new business. For sales leaders, this raises a fundamental question: Which lead

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train to retain how sales coaching fuels resul

Train to Retain: How Sales Coaching Fuels Results

Change, Coaching, Recruitment, Sales Process, Sales Tools /

Imagine a professional athlete training once during pre-season and never again. It sounds ridiculous, doesn’t it? Yet this is exactly how many sales teams are treated: onboarded, perhaps given a one-time sales playbook, and then left to their own devices indefinitely. In a competitive, ever-changing market, that simply isn’t good enough. Sales is one of

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