A strong sales strategy provides the direction needed to achieve consistent results and long-term growth. This category explores how to develop, refine, and execute effective sales strategies that align with business goals and customer needs. Discover insights on planning, market positioning, targeting the right prospects, and creating structured approaches that help sales teams perform at their best.
A strong sales follow up strategy is often the difference between a deal moving forward and a prospect disappearing into silence. You’ve been there. You had a great first call. Promising signs. Good questions. Maybe even a verbal yes. Then… nothing. You follow up with a friendly “Just checking in…” or “Any updates?” but it […]
Stop Checking In, Start Standing Out Read More »
Every salesperson has been there — the discovery call that felt good but went nowhere. You asked about their challenges, nodded at the right times, felt a spark of rapport — yet a week later, silence. No follow-up meeting. No proposal. No deal. The truth? Discovery calls rarely fail in the close; they fail in the conversation. Your ability
How to Ask Questions That Actually Create Next Steps Read More »
Let’s start with a truth that doesn’t get spoken often enough: prospecting is hard. Not technically hard. Not skill-based hard. But emotionally hard. Sales prospecting motivation will ebb and flow Because prospecting requires something that most other parts of the sales process don’t: self-generated energy. You’re not reacting to a lead. You’re not responding to
Beating the Prospecting Blues Read More »
Continuous improvement in sales, like in every discipline, is essential for sustained success. Teams that build a culture of reflection, feedback, and skill development don’t just close deals; they strengthen their ability to create value in every interaction. Sales has always been about momentum. The market moves, customers adapt, competitors adjust, and sales leaders must
From Good To Great: The Power of Ongoing Sales Evolution Read More »
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
Thriving in the Slow Lane: Sales Strategies for Tougher Markets Read More »
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
How to Win Before the Contract Ends Read More »
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
Stay Seen, Stay Sold: The Art of Account Contact Read More »
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
Accessing Power: Coaching Your Team To Influence Decision Makers Read More »
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,
Who Really Closed That Deal? Understanding Sales Attribution Read More »
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
Are You Fishing in the Right Pond? How to Pick the Right Channels Read More »
