Sales

No business can survive without selling. Our overview of planning your sales strategy and recruiting, training and managing sales staff.

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Sales - overview

No business can survive without selling. Our overview of planning your sales strategy and recruiting, training and managing sales staff.

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Sales lead generation - overview

How to find new leads and convert them to sales - from making your initial list to qualifying leads, making your approach and managing contacts.

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Sales management - overview

Sales people need hands-on support and guidance to help them succeed. Our overview of how to get the best out of your sales staff.

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Sales presentations - overview

Our guide to planning, structuring and delivering a sales presentation to get across your key points in a persuasive way - and make the sale.

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Tendering for contracts - overview

How to identify opportunities to tender, work out which ones are the most promising to pursue and write a winning tender document - the basics.

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Sales tools and technology - overview

Some sort of customer database is vital if you want to improve sales success. Our guide to the basic tools available to manage customer details.

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Telesales - overview

How to work out whether telesales is right for your business, and make it work for you with effective planning and staff training.

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Sales strategy - overview

A good sales strategy will help you identify prospects, manage relationships and convert leads to sales. The basic things you need to know.

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Delivering presentations - checklist

This checklist will help you to deliver a presentation, and includes advice on body language, covering the key points and dealing with questions.

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How to overcome buyers' fears

The buying process is hindered by fears and doubts. It’s up to the salesperson to allay the buyer’s fears. Grant Leboff explains how you can do it.

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Managing your sales team

Getting the most out of your sales team is an essential part of ensuring they achieve their full potential. Read our guide to managing sales people.

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FAQS

Marketing with your database FAQs

Small firms need to concentrate on niches that are either too small and specialised for the big boys or too new for a large firm to catch on to.