Articles, strategy guides and expert advice on the art and practice of sales. From the small business archive.

Finding and selling to customers

Sales pipeline management from a small business perspective

In this guide, you'll find out what a sales pipeline is, how to set one up and how to manage it – with tips from the experts.

Finding and selling to customers

How to maximise sales through the art of listening

With a few simple techniques, you can hone your listening skills to maximise sales. In this piece, we look at how.

Finding and selling to customers

How to create a successful sales strategy

With the right strategy, every lead can be a potential opportunity to propel your business. Tom Luke, founder and CEO of Closers Ace, shares his six steps for a successful sales strategy


Shrinking sales hit small retailers hardest

As well as sales struggles for small retailers, the late payment problem is getting worse for small businesses across the board.

Finding and selling to customers

Sales commission structure for UK small business

You need to take on a salesperson to grow your business. But how do you know what to pay them? Here are the different sales commission structures you can use.

Finding and selling to customers

How to encourage your business contacts to refer you to new clients

Matt Simmons of Sales Geek explains what a business referral is and how you can use them to grow your company.

Finding and selling to customers

What does selling look like for SMEs in the ‘new normal’ of 2020?

To help SMEs cope with selling challenges, Expert Webinars have gathered panellists for a series of online events from 23-25 June 2020


UK SMEs predict 25% sales growth in the next financial year

New research from Skipton Business Finance says that UK SMEs across all sectors expect significant sales growth over the next financial year.


Why SMEs are at risk of a downturn

SME confidence is suffering due to falling sales and the low level of the pound, but owners should still invest in their companies.

Finding and selling to customers

A beginner’s guide to sales prospecting

For businesses to find success, they need to understand and actively hunt sales. In this article, Katie Deverill, operations manager at Company Check, offers some prospecting tips for businesses.

Finding and selling to customers

Why focusing on your company’s average transaction value is key

In this article, we look at one of the key factors that affects both sales and profits in a small business: average transaction value.

Employing & managing staff

Building a sales team: What to consider as a small business

Building a sales team is a daunting prospect for any growing company, but can be achieved with the right people, technology, and activities. Here are some tips to getting it right.

Partner content

What is professional indemnity insurance?

Professional indemnity insurance provides cover if somebody sues your business and they allege that your advice caused financial loss or damaged their brand. It’s not just for accountants and lawyers but for anyone offering a personal service, even web designers

Partner content

Benefits of switching to the right business bank account

We've teamed up with the Current Account Switch Service to explain the benefits of switching your business bank account.

Partner content

Business Companion: a reliable voice in the misinformation age

Business Companion is a one-stop-shop for accurate and up-to-date legal guidance, whatever sector you’re in — and it’s all completely free

Finding and selling to customers

How Amazon Ads is supporting entrepreneurs

Digital ad campaigns aren't just for big businesses. Here's why you should be considering it...