No business can survive without selling. Our overview of planning your sales strategy and recruiting, training and managing sales staff.
Sales bring in the money that enables your business to survive and grow. Your sales strategy will be driven by your sales objectives.
No business can survive without selling. Our overview of planning your sales strategy and recruiting, training and managing sales staff.
How to work out whether telesales is right for your business, and make it work for you with effective planning and staff training.
Our overview of how to use sales agents, wholesalers and other distributors to access new markets, and how to manage the relationship.
A good sales strategy will help you identify prospects, manage relationships and convert leads to sales. The basic things you need to know.
How to find new leads and convert them to sales - from making your initial list to qualifying leads, making your approach and managing contacts.
Our guide to basic techniques to help you make a success of selling, including solution selling, getting past gatekeepers and dealing with objections.
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.
Our guide to planning, structuring and delivering a sales presentation to get across your key points in a persuasive way - and make the sale.
How to identify opportunities to tender, work out which ones are the most promising to pursue and write a winning tender document - the basics.
Customer data management and mobile tech are vital in today's sales landscape. Our guide to the basic tools available to improve sales success.
How to set a sales strategy that will help your business achieve its potential, from finding new customers to setting targets and performance reviews.
This checklist will help you to deliver a presentation, and includes advice on body language, covering the key points and dealing with questions.
Many people hate cold calling, but sometimes there is no alternative when you need to attract new customers. Expert Andy Preston provides advice.
Kay Phillips of SMS marketing specialists 24X highlights ways that texting can help you spread the word about your products and services.
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.
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.
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.
Good negotiation depends on setting clear objectives, including knowing where you will and won't compromise. Our guide to getting the right deal.
From preparing yourself and clarifying your objectives to realising the importance of listening, learn how to improve your negotiating skills.
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.
In order for other people to believe in your business, you need to be able to sell it effectively. Read about how to pitch your business persuasively.
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.
Didi Hopkins of the National Theatre's Theatreworks business training programme, explains what charisma is and how you can develop it.
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.
Many people are nervous when it comes to making presentations - but the right preparation and approach can make all the difference. Our guide.
Good sales technique can help you find the right person to speak to, overcome objections and close the sale. Read our simple guide to selling.
There are so many ways to keep in touch with customers or approach new prospects. But a well-written sales letter still has the power to persuade.
Ten suggestions on how to approach new customers, from advertising to networking and mailshots, with advice on how to go about each technique.
Successful selling means showing customers how your product meets their needs. Highlight its benefits rather than just describing it.
Networking can help you generate new sales leads, deepen connections with existing contacts and learn useful information about your markets.
Competing on price threatens your margins and your reputation. Ben Dyer explains why small business owners should avoid price-cutting.
Even if you're flat out, generating sales leads allows you to be choosy about which jobs you take on. Ben Dyer looks at how to increase your leads.
Partnering with a bigger business can help you leverage your innovations. How to get in front of the right people - and make a great impression.
Keeping everyone in the know can be difficult when it comes to sales. Effective communication is essential to ensure everyone is up to speed.
This huge and lucrative market is no niche - it encompasses consumers from all walks of life who just happen to be over a certain age.
Relying on too few customers can leave you vulnerable - losing just one could mean you hit cashflow problems. Here's how to find new customers.
Businesses survive on their sales. So how do you motivate a sales team to ensure you maximise its potential and get the best results?
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.
Many businesses use telephone marketing to communicate with customers. Any firm that sells direct usually handles enquiries and orders over the phone.
Webinar exploring how technology like Blockchain can revolutionise global trade by bridging funding gaps and unlocking opportunities for global trade.
From posture to hand gestures, your body language speaks volumes about you. Improve the impression you make and learn the body language of others.
Just because a rival has slashed their prices doesn’t mean that you should. They might not have the same reasons as you for considering a price cut.
Research reveals that 80 per cent of non-routine sales occur only after at least five follow-ups, so the 8 per cent who persevere will succeed.
When you are selling, how do you handle the objection that you are too expensive? Here are four ways to help you sell without having to cut prices.
Find out about the differences between agents and distributors and work out which one is best for your business with this handy guide.
If you can't afford to employ a dedicated sales person but want to target new markets, a commercial sales agent could offer the solution.
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.
Big contracts may seem out of reach, but by linking up with other firms, you can gain the resources you need to pitch for lucrative business.
Good networking generates sales leads and contacts who can help you develop your business. But how do you get your employees to network effectively?
Sales forecasting is essential for short and medium-term business planning. An accurate forecast can help you manage your cashflow.
Many firms have them, but few managers know what to do with them - the uninterested employees who contribute little or nothing to your business.
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.
Websites like Rated People, Checkatrade and My Builder put homeowners in touch with tradespeople. Ben Dyer investigates the power of referrals.
Avoid blowing a make-or-break meeting with a client by following our light-hearted tips on how to avoid committing one of the cardinal sins.
We asked you what lessons you can learn from TV business shows such as The Apprentice and Dragons' Den - and this is what you told us.
There’s nothing more powerful than a face-to-face meeting when trying to win a new customer. Sales expert Andy Preston reveals how to prepare.
There is almost always a better deal to be had, but how do you go about finding it? Bryan McCrae of Cognitive Sales Consulting offers advice.
When a customer wants to buy from you, make it easy for them to complete the purchase. But are things really that simple?
Podcast with Grant Leboff introducing techniques you can use to attract customers to your offer
There are no quick tricks when it comes to selling expensive products. But with the right marketing you could seriously improve your sales.
How Wilfred Emmanuel-Jones, managing director of The Black Farmer, pursuaded supermarket chains to stock his sausages and other products.
Small businesses need customer relationship management solutions that are quick and easy to use and deliver results fast - including increased sales.
There are many ways to keep in contact with customers. But your office phone system can improve customer service, increase sales and boost profits.
If you really want to be successful in developing your business-to-business operation, here are five smart things you should do now.
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.
While many businesses put a lot of effort into trying to attract new customers, they risk missing the chance to sell more to existing customers.
In order to make sales, we have to understand our customers then ensure we target the relevant potential customers with the right sales messages.
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.
Cross-selling and upselling can make a huge difference to your sales figures. Find out how customer service plays a vital role in making more sales.
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.
Reliable customers are the lifeblood of every business. However, it can be risky to rely on them - if their business flounders, so might yours.
The idea of networking fills many people with fear. But what are the skills you need to be a good networker and how can you improve your performance?
"It's not what you say, but how you say it." How often have you heard that phrase? It might be over-familiar but it's well-used because it's true.
Many firms don't know who their most profitable customers are or how to retain them. In difficult times, customer loyalty may be your greatest weapon.
What your customers say is incredibly valuable. Positive feedback boosts business and criticism can help you to improve your offering.
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.
Finding new clients is not easy when you are self-employed - nine ways to get more work as a freelancer
Many firms have found agents to be a cost-effective way of accessing sales expertise, contacts and customers. But you need to choose the right one.
Sales expert Ian Cochrane explains how to recognise buying signals, overcome objections and close a deal when selling to customers face-to-face.
Andy Preston of sales performance training company Outstanding Results explains how training can help you improve the performance of your sales team.
Body language expert Robert Phipps explains how understanding non-verbal communication can help small firms to increase their sales.
Good salespeople are a major asset, because they deliver sales, yet finding them can be very hard. Learn how to find and recruit them.
Human beings have two major motivations; to gain reward and to avoid loss. There will be plenty of times where both motivations influence a decision.
Understanding how sales contracts work and what selling regulations apply to your business is more than just a matter of compliance.
Ten FAQs on planning your sales presentations, including how to prepare your notes, what can go wrong and how to deal with questions.
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.
Benefits often prevent a salesperson from engaging with the real motivations of the buyer. In fact benefits are no more than an abstract idea.
12 FAQs on sales technique, including which customers to concentrate on, when the best time is to make a sales approach and how to close a deal.
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.
Presentations are crucial in business communication - from industry conferences to pitching to potential clients. Here are seven ways to get them right.
CRO (conversion rate optimisation) is a process of website testing and improvement to make it easier for customers to buy so you make more sales.
Useful FAQs on using telemarketing for your business, from planning a campaign and deciding on a script to costings and incentivising staff.
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?
Whatever business you're in and however small your firm, CRM can help you to manage problems more effectively.
The public sector spends billions of pounds directly on orders with SMEs. How can you improve your chances of getting a piece of the action?
Good customer service can turn customers into evangelists for your product or service, spreading the word and bringing in new business.
Being sensitive to the body language of prospective customers is a useful skill for salespeople if they want to capitalise on selling opportunities.
It's not all cheap toys: merchandising can be a valuable means of connecting with customers, raising awareness of your brand and boosting sales.
It’s more cost-effective to cultivate existing customers than look for new ones. CRM can help you sell more to your existing customers.
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?
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.