Sales

Sales bring in the money that enables your business to survive and grow. Your sales strategy will be driven by your sales objectives.

Sales
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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.

Telesales
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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.

Sales strategy
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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.

Sales lead generation
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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.

Sales management
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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.

A saleman makes a presentation to interested clients
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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.

Tendering for contracts
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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.

Sales tools and technology
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Sales tools and technology - overview

Customer data management and mobile tech are vital in today's sales landscape. Our guide to the basic tools available to improve sales success.

Man in a white shirt delivering a presentation to a group of people sat around a table
Article

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.

Article

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.

Managing your sales team
Article

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.

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.

No more fears - selling made easy

What makes a great salesperson? One thing's for sure, it's not about having the gift of the gab. Two top sales gurus reveal the secret to selling.

Recruit and pay a sales team
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Recruit and pay a sales team

Recruiting skilled and motivated salespeople is vital to help your business bring in new customers and grow. How to attract and keep the right people.

Sales presentations
Article

Sales presentations

Many people are nervous when it comes to making presentations - but the right preparation and approach can make all the difference. Our guide.

Selling the benefits
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Selling the benefits

Successful selling means showing customers how your product meets their needs. Highlight its benefits rather than just describing it.

Article

How to win back old customers

Keeping sales flowing is a big challenge when people are spending less. Rather than chasing new customers, it can be economical to revisit old leads.

Closing a sale
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Q&A: Closing a sale

Sales expert Ian Cochrane explains how to recognise buying signals, overcome objections and close a deal when selling to customers face-to-face.

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Q&A: Motivating your sales team

Businesses survive on their sales. So how do you motivate a sales team to ensure you maximise its potential and get the best results?

Buy 1 get 1 free sign
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Sales promotion

Sales promotion aims to provide a short-term boost to sales. While a price cut is one option, we look at alternatives that are more cost-effective.

Shelves containing lots of coloured telephones representing telephone marketing calls
Article

Telephone marketing

Many businesses use telephone marketing to communicate with customers. Any firm that sells direct usually handles enquiries and orders over the phone.

Female travel agent with headset on sat at her desk with a globe in the background
Article

Agent or distributor?

Find out about the differences between agents and distributors and work out which one is best for your business with this handy guide.

Two men in suits shaking hands and closing a sale
Article

Closing a sale

Having the right information about your customers can help to seal a deal. There are four key types of information that can help you make a sale.

Paper chain cutout showing a team of people holding hands on fake grass
Article

Create a team networking culture

Good networking generates sales leads and contacts who can help you develop your business. But how do you get your employees to network effectively?

A barometer showing rain
Article

Create an effective sales forecast

Sales forecasting is essential for short and medium-term business planning. An accurate forecast can help you manage your cashflow.

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Article

Dead men walking

Many firms have them, but few managers know what to do with them - the uninterested employees who contribute little or nothing to your business.

Two employees shaking hands with an agent with paper and mobile devices in the foreground
Article

Dealing with an agent

An agent will act on your behalf to negotiate sales of your products or services. They are often used when selling products in overseas markets.

Article

How do you market an expensive item?

There are no quick tricks when it comes to selling expensive products. But with the right marketing you could seriously improve your sales.

Article

How to perform at the top of your game

The techniques used by sports stars to maximise their performance can also work in business - and help you and your staff get to the top of your game.

Article

How to succeed in sales meetings

Sales meetings demand many skills and being mindful of the basics can go a long way to ensuring a positive outcome. Read these top tips.

Article

I'm too reliant on a single customer

Reliable customers are the lifeblood of every business. However, it can be risky to rely on them - if their business flounders, so might yours.

FAQs

Negotiating a sale FAQs

The key to successful negotiation is to understand your customers. The more you know about them, the stronger your position will be. Read these FAQs.

Article

Q&A: Sharpen up your sales force

Andy Preston of sales performance training company Outstanding Results explains how training can help you improve the performance of your sales team.

Article

Recruiting the right salespeople

Good salespeople are a major asset, because they deliver sales, yet finding them can be very hard. Learn how to find and recruit them.

FAQs

Sales presentations FAQs

Ten FAQs on planning your sales presentations, including how to prepare your notes, what can go wrong and how to deal with questions.

FAQs

Sales promotions FAQs

Sales promotion is a method of increasing sales over the short term: usually a special offer which is available for a limited period only. 10 FAQs.

Article

Sell solutions, not benefits

Benefits often prevent a salesperson from engaging with the real motivations of the buyer. In fact benefits are no more than an abstract idea.

Article

Selling to big business

Winning a contract to sell to a big company can be just what your business needs, but getting your foot in the door is hard. Here are some tips.

FAQs

Telemarketing FAQs

Useful FAQs on using telemarketing for your business, from planning a campaign and deciding on a script to costings and incentivising staff.

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Article

Ten tips for approaching cold leads

Cold leads are difficult to convert into buyers. So how do you approach a cold lead to give yourself the best chance of making a sale?

Article

Understand body language in business

Being sensitive to the body language of prospective customers is a useful skill for salespeople if they want to capitalise on selling opportunities.

Article

Write a quality statement

When tendering for a contract, you will have to show that you can be relied upon to deliver the project to the required standard, on time. But how?

Article

Write a winning business proposal

The difference between winning and losing a contract could be down to the quality of your initial proposal: saying the right things in the right way.

Preparing your sales pitch - checklist
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Preparing your sales pitch - checklist

Selling can be intimidating, but our useful checklist will help your prepare a sales pitch that will persuade the customer, overcome objections and close the sale.

Don't compete on price
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Don't compete on price

Competing on price threatens your margins and your reputation. Ben Dyer explains why small business owners should avoid price-cutting.