When trading conditions get tougher, businesses tend to do something very predictable. They become careful. Budgets get scrutinised. Decisions take longer. New projects are questioned. Spending that might have been approved six months ago suddenly needs another conversation, another approval or a stronger business case. For anyone selling into the B2B market, particularly into larger […]

In a recent post, we spoke about the danger of only targeting the CEO when building a prospect list. The point was not that CEOs are unimportant. Of course they matter. The point was that one senior name does not make a strong route into a business. This article takes that idea a step further. […]

Most sales teams aren’t short on effort. They’re short on the right kind of effort.

On paper, everything looks like it’s working:
Calendars are full
CRM systems are updated
Meetings are happening

Why consistent outreach disappears the moment things get busy At the beginning of the year, most companies have ambitious sales targets. New markets to explore.New customers to win.A strong pipeline to build. January meetings are filled with sales plans, forecasts and optimism. Targets are discussed. Sales strategies are drafted. Everyone leaves the room feeling motivated […]

Many sales professionals think that prospecting is about selling. Prospecting is about qualifying to see if a prospect is indeed the right fit for your organisation. Essentially, it is about disqualifying a prospect.  Most sales professionals face the challenge of having KPIs to achieve, which can set them and their organisation up for failure. Two […]