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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.

the art of questions

The Art of asking the right questions as part of your sales process

Questioning Skills, Sales Process /

The right questions bring success The ability to ask the right questions is an art form that can lead to extraordinary success in your sales process. Questions are far more than mere information-gathering tools—they are powerful tools for establishing meaningful connections, developing a deep understanding of client needs, and ultimately closing more business. You need […]

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the power of word of mouth

The Power of Word-of-Mouth

Prospecting, Sales Process /

Finding and acquiring new customers can be time-consuming, costly, and challenging. Yet there exists one often-overlooked channel that consistently demonstrates superior performance: referrals. This article looks at why a referral marketing strategy is critical and how to implement or improve yours. Why referrals matter Referrals are much more valuable than just an easy way to

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beyond the ideal customer profile

Beyond the Ideal Customer Profile

Change, Ideal Customer Profile (ICP), Sales Process, Sales Tools /

A well-defined Ideal Customer Profile (ICP) is often hailed as the key to sales success in today’s competitive business landscape. While ICPs undeniably serve as crucial components of any successful sales strategy and provide invaluable guidance for targeting and qualification processes, viewing them as a complete solution in isolation represents a significant oversight that numerous

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aligning company and sales strategy for revenue growth

Aligning Company and Sales Strategy for Revenue Growth

Change, Sales Process, Strategy /

Is your sales team working tirelessly but still missing their targets? This is not an uncommon challenge which often stems not from any lack in your team’s abilities or efforts, but rather from a fundamental misalignment between your overarching company strategy and your day-to-day sales approach. This disconnect can create invisible barriers to success that

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customer journey mapping aligning sales with buyer needs

Customer Journey Mapping: Aligning Sales with Buyer Needs

Change, Closing, Ideal Customer Profile (ICP), Sales Process, Sales Tools, Strategy /

Many years ago, I read a book that illustrated a typical sales process and a typical buyer’s journey and then put them side by side. It demonstrated very clearly that both processes started very much aligned, but just a few steps in, they started to move apart, and by the end of both processes, they

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more isn’t always better

More isn’t always better 

Sales Process, Strategy /

More leads, more appointments, more customers, more sales, and more revenue – these phrases will echo through boardrooms and casual conversations alike as companies around the world gear up for their 2025 planning sessions in the coming weeks. This mantra of “more” will be heard in various settings, from informal chats by the water cooler

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