Do you know what your customers are up to?

I was speaking with a company the other day and their delivery driver came back with a very interesting story. As he was delivering to a big customer their MD came up to him and asked him if he had noticed that they stopped taking a pallet of one of the products (which the driver had) and whether the driver was going to ask why. When he asked why, the MD replied "you are the first person in your company to ask me!! We stopped buying it because we found the same quality elsewhere cheaper, I thought your company would have had a called to find out by now". It's amazing that these stories are still common today. Retaining business is equally as important as gaining new business. This story highlights the many issues that are easily remedied in any business. Two obvious ones being that companies need to ensure all customer facing employees are trained to communicate with the client in an informed and professional way and that sales trends are analysed and actioned.

Why More Leads Won’t Fix Your Sales Problem

The other day I was working with a client on lead generation and we ended up having a really interesting strategic conversation. We were reviewing activity, opportunities, and where future business was likely to come from. Looking at things on the surface, the obvious conclusion felt fairly straightforward: “We probably need more leads.” Now sometimes

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Why Your Sales Process Isn’t Converting (And What to Do Instead)

Why your sales process isn’t converting is something I hear more often than you might think…Usually, it sounds like this. “We’re busy… we’ve got leads… but nothing’s really moving.”And it’s frustrating, because on the surface everything looks fine. Activity is there. Conversations are happening. Effort is being made.But results… don’t quite follow.What Does It Actually

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Why Sales Skills Matter More Than You Think in B2B Sales

Why Sales Skills Matter More Than You Think in B2B SalesSales skills in B2B sales matter more than most people think… If your sales aren’t converting, it’s often not the product, the market, or even the price… it’s the sales skills being used in the conversation.  I see this all the time with technical teams. They

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Work Smarter, Sell Faster: The Ultimate Guide to AI in Sales 2025

Work Smarter, Sell Faster: The Ultimate Guide to AI in Sales  2025The Ultimate Guide to AI in Sales 2025 for Success. AI in sales isn’t about robots stealing your job. It’s about giving you back hours of your week, cutting down on admin faff, and helping you focus on the bits that actually matter…building relationships

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Why Your B2B Sales Process Might Be Costing You Sales (And What To Do About It)

If your B2B sales process feels more like organised chaos than a well-oiled machine… you’re not alone. Understanding the B2B sales process is crucial for success.   I see it all the time, especially in B2B and technical sales. Teams are busy chasing leads, quoting projects, and handling objections, but without a defined B2B sales process, they’re

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