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 small and medium-sized businesses set annual sales targets but struggle to manage the sales process consistently enough to achieve them. Whether you are a business owner, founder, sales manager, or salesperson, understanding how to manage your sales pipeline, activity levels, and follow-up discipline is what ultimately determines performance. The goal isn’t usually the problem.

In a recent LinkedIn post, I spoke about the familiar conversations I have with SME business owners each year — the hopeful “next year is going to be our year!” Without fail, I ask:Why? What will you do differently to create a different result?This blog is the follow-through:
 What does “doing something different” actually look […]