As we have been hearing frequently over the last few weeks, we are living in unprecedented times. Deep concerns surrounding the coronavirus outbreak have brought a phenomenal change in how we work – the traditional workplace has now shifted, almost overnight, to an overwhelming trend of working remo..

Lead generation and lead nurturing both perform critical functions in sales strategy. Where lead generation identifies potential customers or clients for your products and services, lead nurturing is a process of guiding prospects through each stage of the buyer’s journey in order to ultimately earn..

In this blog, we continue the theme of remote working and consider strategies for successful remote working.

As a concept, remote working is a double-edged sword – it is enticing because of the freedom and flexibility it offers, benefits of which have been outlined in our blog The Rise of Remote Wor..

The emergence of digitisation has accelerated the general trend of remote working. According to the ONS (Office for National Statistics), 1.54 million people worked remotely in 2018 as compared with 884,000 a decade earlier (in 2008).

The availability of digital communications and cloud-based software makes remote working easier, more productive than ever before and a popular alternative in many industries. Buffer’s latest State of Remote Work annual report provides insights into remote working, indicating that it is more than ju..

The product or service you offer for sale is important – equally so is finding the right people whose needs it fulfils. Therefore, keeping the sales pipeline full has over time become imperative. This has historically unlocked sales prospecting techniques which enable a steady flow of qualified pros..

Our blog on The 6 sales skills you can acquire offers a prelude to the negotiation side of the sales process. The sales rep, having fulfilled their sales obligations culminating in an agreement, has to now negotiate the final terms which satisfy both the buyer and seller.

B2B negotiations can be com..

The increasing role of technology and digitalisation impacts sales people and processes in a very competitive B2B sales landscape. This transformation is triggering businesses to adapt and evolve alongside customer expectations. It’s this fast pace of change in today’s digital world – digital transf..

Buying and selling have changed over the last few decades. From the once universal sales approach to a more customised process, buyers and sellers need to be connected. A structured sales process is needed to match each stage of a buyer’s journey to ward off miscommunication, which can hamper sales ..

Despite being in possession of optimal sales tools and meeting compliance regulations, B2B sales presents many challenges. These challenges emanate from a naturally competitive environment which can lead to improper practices. Solutions for unprofessional selling techniques can be found in the adopt..

Email is the leading method of communication despite the popularity of social media and the continued use of the telephone. Although people still prefer to be contacted via email, that is not to say that it is always an effective tool. In three out of four cases, your sales email is being ignored by..

Sales by nature is very competitive. Healthy competition can motivate your sales team into completing the highest number of deals and capturing the highest commission.

However, high quota demands, and an emanating fast-paced environment can push salespeople into conducting improper sales practices. ..

A sales manager plays a key role in the success of the sales team, setting the tone and culture of the organisation. Competence in achieving exceptional results through leadership makes an effective sales manager.

A good sales manager can only prevail through learned and applied skills – being able ..

‘Data-driven’ is a term in frequent circulation these days, relating to the type of data collected, how it’s collected and its use in guiding decision-making.

It’s a concept which has evolved from being revenue-based to becoming a more integrated approach, providing greater insight into the business..

Managers are always looking for ways in which to improve their team’s performance and it’s no different for sales managers.

At present, sales leaders are making use of sales tools. However, if data, fundamental to achieving targets, is not available, the business faces all sorts of challenges.