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

Marketing

Turn business leads into sales

British businesses spend millions of pounds every year on various marketing tools including advertising, direct mail, exhibitions and PR, but it’s just as important to follow up the enquiries and know where they came from, as it is to obtain them in the first place.

Finding and selling to customers

How to make more sales

SmallBusiness.co.uk spoke to Grant Leboff, self-titled ‘most pessimistic salesperson in Britain’ and author of Sales Therapy: Effective Selling for the Small Business Owner, for some tips on generating sales.

Finding and selling to customers

How to find customers

Targeting the right person in a company is critical, but not always easy.

Employing & managing staff

Hiring self-employed sales people

What's involved in hiring self-employed sales people to work for my company?

Finding and selling to customers

A quick guide to effective selling

Many people regard salespeople as liars, cheats and commercial vultures. Some salespeople may be like this; while others can be more successful by being honest and responsible. Either way, you will have to become a salesperson if your business is to survive.

Finding and selling to customers

How to win business

The first step in gaining sales is to plan and organise.

Finding and selling to customers

How to make your first sale

Many business ideas never get off the ground if that first sale can't be achieved.

Finding and selling to customers

How to win new business

The focus in this article is on winning new business. Tony Wilford of Plan-it UK asked for tips on becoming a preferred supplier.

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