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

Sales - overview

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

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 - 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 - 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 - 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.

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 - 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.

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

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.

Woman wearing a disguise next to a clothes rail trying to overcome buyers' fears

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.

White database with marketing information written on them

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.

Worried sales man

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

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.

Making a presentation to customers

Sales presentations

Making presentations: a step-by-step guide to preparing for and giving successful presentations that keep your audience engaged and get results.

Selling in a nice way

Selling the benefits

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

A small dog sitting on a front door mat with writing on it saying welcome

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

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.

A sales team take part in a motivational teambuilding exercise

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

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

Telephone marketing

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

Two men in suits shaking hands and closing a sale

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

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?

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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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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

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.

Four bottles of expensive red wine resting in a wooden crate with hay

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.

Four employees discussing around a table about how to succeed in sales meetings

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.

Two men in suits sat at a table negotiating a sale together

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.

A rack of clothes in a sales promotion

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.

A happy couple pose with a new car they have just purchased

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.

A blackboard with a chalk drawing of a bit fish eating little fish

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.

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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?

An annoyed man stands with his arms crossed

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.

Writing a quality statement when tendering for a contract

Write a quality statement

How to write a quality statement when tendering for a contract that will demonstrate your skills, experience and expertise

A salesman makes a winning sales pitch

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.