Many organisations track many different performance metrics, yet still seem to struggle to answer one simple question: What are we actually trying to achieve? This often comes down to confusing KPIs with OKRs. While they're closely related, they serve different...

Learn what SPIN selling is, how Situation, Problem, Implication and Need-payoff questions work, and how to use them to win more B2B sales.

If you’re stuck talking to people who never buy, your problem is qualification, not closing. BANT is a simple 4‑step framework that tells you who to chase and who to drop. Have you ever had a ‘perfect’ call that went nowhere because the prospect ‘wasn’t ready? This is...

Choosing between consultative selling and transactional selling depends on what you sell, how buyers make decisions and how much support they need before they commit. Both approaches have a place. A fast, simple purchase may not need a deep discovery process, while a...

If you've ever felt like your decisions are based more on gut instinct than clear thinking, then a SWOT analysis is the tool you need. It works for any business challenge or decision, and it will sharpen how you think about your next move. Let's break it down in more...

If you sell to other businesses, you already know that prospecting is the hardest part of the job. Inboxes are full, decision makers are harder to reach, and most outreach is ignored before it is even read. Sales teams are working harder than ever, yet pipelines often...

We talk a lot about intelligence in the workplace. But when ‘intelligence’ is mentioned we are often only thinking about one certain type (IQ). The ability to analyse, problem solve and make decisions. However, what many don’t realise is there are actually three...

Sales discovery questions help you understand whether an opportunity is real, whether the prospect is a good fit, and whether there is enough reason to move the conversation forward. In most B2B sales environments, early calls are where deals either gain momentum or...

In sales today, many organisations still view sales coaching as an option, rather than a strategic and necessary tool to drive higher performance, improve employee engagement, and strengthen long term business growth.   What Is Sales Coaching? A sales coach...

Consultative selling, sometimes referred to as value selling, is a sales approach based on understanding the customer’s situation before recommending a solution. Instead of leading with a pitch, the salesperson asks questions, listens carefully, and builds a clear...

In sales, your most valuable asset isn't your products or your pitch deck, it's your relationships. The ability to remember a client's name, recall a conversation from months ago, follow up at exactly the right time, and keep every sale moving forward is what...

For many people starting out in sales, B2B can feel unclear or unnecessarily complex. Deals take longer than expected, conversations involve more people, and progress can stall without obvious reasons. Prospects may sound interested, yet decisions are delayed, budgets...

The MEDDIC sales process is one of the most effective sales qualification methods used by top performing B2B sales teams globally. It is used mainly for complex enterprise sales and to close bigger deals more predictably. It is a subject you should be including in...

Sales conversations often reach a familiar point where interest is clear, value has been discussed, and yet progress slows. Prospects ask for time, suggest reconnecting later, or say they need to think things through. While this hesitation is common, it can quietly...

If you find you are often losing prospects or not closing sales it could be down to the communication - in particular the questions you are using, we're not using! Communication plays a huge part of being successful in sales and which questions you do and don't use...

There is a sales model that 40% of consistency high performing salespeople use. It’s called the Challenger Sale. It’s been around in B2B sales for over a decade. There is even a book about it called the challenger sale by Matthew Dixon and Brent Adamson. Now we know...

Sales professionals are the backbone of every successful business. Their ability to connect with clients and close deals directly affects revenue, growth and long term customer loyalty. Great salespeople do more than simply sell, they combine personality, skills and...

Do you find yourself procrastinating and not being as productive as you would like when it comes to work or personal tasks? If your answer to this is yes, you may simply need a system in place that allows you to get more done and feel less overwhelmed. In this blog,...

LinkedIn™ is no longer just a networking platform. Whether you’re searching for a new role or looking to generate leads for your business, your profile acts as a free website, a shop window that introduces you to potential employers, clients and collaborators. A well...

Sales proposals not resulting in a sale? It's not because you don't have a great product or service. Nor is it because you're not skilled at client meetings. It's because most salespeople make three common mistakes. In this article, we're going to examine what those...