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Does our sales process match the level of detail given to our manufacturing processes? One small tolerance off in production is unacceptable as it leads to unsatisfactory results. A "make-do" attitude is however accepted in our sales and we are surprised when it yields poor results. Stepping outside of our comfort zone we can run a sales audit using the key questions supplied. Once we have identified the blockages to sales growth, we can prioritise these and set meanin

Sales coaching isn’t about giving you all the answers! I could hand you some answers - it would be quicker. But it would be worthless. Why? Because every B2B customer is different, with nuanced pain points and buying processes. Generic advice will not cut it. So what is the answer?

We wouldn't give our new engineers a toolkit, a stack of manuals, and then expect them to fix every electrical or mechanical fault on their own, would we? So why do we apply this costly double standard to our sales teams? We spend hard-earned money on those generic two-day sales courses that don't directly address the needs of our business.

Why must we do something different, and how truly different does that advantage need to be? Competitive advantage is the single key to...

Every great career has to come to an end! A valued salesperson will one day want to hang up their hat, but are you prepared for the gap...

It's not uncommon— as an MD of an SME you may even have watched it happen—a brilliant engineer transfers to the sales team and gets a...

SME Owners, MDs, Sales Leaders: What's the one thing you know needs to change in your sales? ​You know deep down that some things just aren't working and they need to change. It's just knowing how and finding the time and courage to do it. This blog will start to challenge you to take first step.