Sales is the engine of every business, and the right systems make it predictable. This Sales & CRM category shares practical advice on selling with confidence and managing customer relationships effectively, written for founders, sales teams and service providers around the world, including the EU. You will learn how to qualify leads, run discovery calls, present value clearly, handle objections, negotiate fairly and close deals without pressure tactics. We also cover the tools and processes behind modern selling: choosing and setting up a CRM, building a clean pipeline, automating follow-ups, tracking key metrics such as conversion rate and customer lifetime value, and keeping customer data compliant with GDPR. Our guides explain how sales and marketing can work together, how to improve retention and upsells, and how small teams can compete with larger companies through better process and service. Every article focuses on clear, repeatable steps you can apply right away, whether you sell B2B services, software, coaching or physical products. Browse the posts below to strengthen your sales skills, organise your pipeline and build long-term relationships that turn customers into advocates for your business.
With notable exceptions, commercial bank efforts to boost revenue by selling corporate finance and capital markets products to middle market have not met expectations. This, despite significant investments in investment banking capabilities, product training, and corporate finance training that have kept corporate finance teachers busy for several decades. Why is this? What can sales team … Read more
“Man is what he believes” – Anton Chekkov. Beliefs and behavior of salespeople is a topic that I’ve only really come to understand in the last few years. If I’d known then what I know now, I’d have been even more successful in my early selling days. Beliefs have a huge positive impact on your … Read more
Explore the daily habits of successful salespeople, from preparation and listening to follow-up and resilience, and how to build them yourself.
To Be a Superstar Salesperson… You Must Develop Your Listening Skills While at first the question as to whether you are hearing the words or are actually listening may seem a bit incongruous, the truth is that although hearing and listening may seem the same, they are definitely not synonymous. Just because you hear something, … Read more
During the course of my life, I have been a student, an observer and a practitioner of the fine art of making sales. I have been successful, unsuccessful, frustrated and elated while attempting to create fabulous sales numbers for my companies. Although I do not have all of the answers to sales success, I have … Read more
It’s been said often, “Some folks can’t seem to see the forest for the trees.” Perhaps that’s true in any arena, but it seems that it’s rampant in sales, especially when sales are down. Time after time, when sales start to fall we find sales people becoming so caught up in the “slump” that they … Read more