Sales

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

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.

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.

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.

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.