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

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.

Finding and selling to customers

Five tips on creating market awareness for your sales cycle

In this article, we provide five pointers for creating market awareness for your sales cycle.

Finding and selling to customers

How to harness negotiation and boost your sales success

Here, we look at four key tips for harnessing your negotiation skills to secure your sales pipeline.

Finding and selling to customers

Future proofing your business – it’s time to listen to your customer

Karen Woodhead, director of marketing for Huthwaite International, reveals how organisations should future proof their businesses to secure the next customer.

Finding and selling to customers

Transform your SME with a business to government sales strategy

Here, we take a look at how you can transform your small business by creating a thorough ‘business to government’ sales strategy.

Finding and selling to customers

Five neuro-linguistic programming tips to help you win sales

Can neuro-linguistic programming help your sales processes? Here, we find out.

Finding and selling to customers

The SME sales curse: appealing to everyone

Here, Shweta Jhajharia of The London Coaching Group looks at why the smaller your niche, the more likely you are to increase your sales.

News

The engagement struggle: Sales teams battle to connect to an audience

B2B sales teams spending too long researching prospects while B2B marketers struggling to understand target audience, according to new study by Dun & Bradstreet.

News

Perfecting the sales cadence – study reveals all

New tools and technologies have changed the sales world, but there’s still one key challenge facing sales reps: perfecting the cadence.

Finding and selling to customers

Procrastination is costing European business millions in revenue

A new report suggests that gut instinct no longer has a place on the sales floor, as businesses lose millions to procrastination.

Finding and selling to customers

The time for customer-centric and responsible sales practices is now

Here, Nancy Langer, president and COO of Zafin, highlights the importances of responsible sales practice from UK banks.

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Partner content

How should I select my business broadband provider?

As with any supplier, it’s important to do your research and ask important questions before you select a broadband provider for your business. But what are the must-have things you should take into consideration?

Business Technology

Future-proof your business communications set-up

Landlines as we know them will be scrapped in 2027 – along with a raft of upcoming business changes. Here's how to ensure your communications set-up is fit for whatever the future brings

Business Loans

A guide to getting a small business loan

Everything you need to know on what small business loans are and what types of loan are available for your business.