Many SMEs collect customer feedback but don’t always use it to make changes. After a project, a survey might be sent out. Some reviews come in. Sales teams hear objections every day. Still, most of this feedback never reaches strategic planning or marketing. This means a valuable opportunity is being missed. When used well, customer…
If you manage sales or marketing at a small‑to‑medium‑sized business, chances are your CRM dashboard displays a “created” or “last‑touched” date for every contact. It seems logical: an older date equals a colder lead. Yet that single field is quietly steering many teams away from revenue‑ready buyers and toward an endless hunt for “fresh” names,…
Not every promising conversation ends with a handshake in sales and business development. Some prospects vanish just before closing, others go cold after a proposal is sent, and a few may decide the timing isn’t right. But a “no” or a “not now” isn’t necessarily the end. Past prospects often represent a rich, underutilised opportunity.…
Getting precious time with a potential client is pure gold for a salesperson or business owner. A young, enthusiastic salesperson at a startup I have been coaching recently mentioned that he prefers not to accept the offer of refreshments when meeting potential clients. He felt it was a waste of his precious time, and I…
In business today, sales and marketing often overlap. Some prefer to call it marketing as it sounds more sophisticated, but at its core, it’s all about sales. Business survival hinges on sales, but it’s more than just selling. It’s about building genuine relationships and driving revenue through ethical sales practices. This guide will equip you…
Crafting individualised sales pitches allows you to connect with your audience personally, addressing their unique needs and desires. In this post, we’ll explore the five key benefits of taking the time to create personalised sales pitches that will not only capture attention but also lead to increased conversions and customer loyalty. One of the main…
As someone who has worked in customer service for many years, I have seen my fair share of negative feedback. Whether it is a dissatisfied customer complaining about a product or a scathing service review, negative feedback can be tough to swallow. However, it is essential to understand that negative feedback can also be an…
Outbound telesales has been around for decades, and its effectiveness in generating sales is undeniable. However, with the advent of digital marketing, some businesses have relegated telesales to the background, thinking it’s no longer relevant. But the truth is, outbound telesales remains one of the most effective ways to generate sales leads and convert them…
As a sales representative, you understand that the success of your business depends on your ability to engage and captivate your customers during sales meetings. However, achieving that can be challenging, especially if you don’t have a solid strategy in place. The good news is there are proven techniques that you can use to make…
