Not every company has a sales process. Even those turning over millions, with teams of outbound and inbound sales agents, could be operating in the same way as a startup. No process, no structure.

  • Sales without a process and structure isn’t repeatable and scalable.
  • How do you onboard and teach new salespeople how things are done?
  • How do you get the same results from across the whole team?
  • How do you accelerate growth unless you know what works and what doesn’t?

Those are a few of the advantages a sales process provides a sales team, and therefore the whole company…


In outbound sales, the objective is to get a meeting with a potential sales lead. As far as you’re concerned, these are viable potential clients.

Not all of them are going to want what you are selling, but you’ve got to pick up the phone and pitch. Outbound tactics usually also involve social selling, emails, direct messages and InMail messages on LinkedIn.

Outbound sales can be a nerve-wracking job. Everyone has targets to hit. And every call that receives a rejection, or is blocked by a gatekeeper, or goes to voicemail is another unsuccessful hit.

For decades now, cold calling…


Have you heard of the term “Zoom fatigue”? It’s a pandemic-era phrase, alongside words like furlough and lockdown. One of the many things society has got used to since March 2020.

It turns out even Eric Yuan, CEO of the popular video-conference tool, Zoom, can get “Zoom fatigue”.

Going from one meeting to another, whether using Zoom or another solution, isn’t good for our mental health and productivity. One of the best ways to avoid this is not to schedule them back-to-back. …


Getting into the software sector is a smart move, and potentially very lucrative for salespeople. Software as a Service (SaaS) is booming, and as a sector it continues to grow, with global revenues already over $105 billion, according to Gartner.

In 2020, SaaS increased in overall revenue even more than many expected. A sudden essential switch to remote working meant many companies needed a whole load more SaaS solutions to keep operating. And this trend is expected to continue for many years to come, with projections for SaaS revenue in the $300 billion range in 2026.

As a salesperson, if…


Over the last few decades, buyer behaviours have changed. Buyers — potential clients or customers — are more clued up now than ever. At one point, sellers had all of the information, and it was the role of salespeople to educate buyers, thereby encouraging them to go ahead with a purchase.

Now buyers know nearly as much as salespeople about the product or services they are interested in. Potential customers often research what they’re wanting to buy. Whether that’s a new car, computer, or consultancy and marketing services.

Whatever your customers or potential customers are interested in, there’s loads of…


Performance reviews are an integral part of the work every manager does. Whether annually, or usually quarterly, it’s a great way for a manager to review everyone’s work and identify areas for improvement.

Of course, on a daily and weekly basis, managers can see who’s performing and who isn’t. One of the best indicators is how many deals are being won, and who’s winning them.

But sales performance isn’t purely about the win rate. Performance comes down to who’s being active, and more importantly, proactive in bringing new clients in.

Sales activity is a crucial indicator of who should be…


Every profession has a suite of apps that the majority of people use on a daily basis. Sales is no exception. Everyone relies on apps in sales.

Whether you are (or were, before the pandemic) field-based, inbound or outbound, these apps can make all the difference when it comes to productivity and your ability to win new clients.

The Top 10 apps for every salesperson:

  1. Hubspot CRM
  2. Hubspot Mobile Card Scanner
  3. LinkedIn Sales Navigator
  4. Better proposals
  5. InsideView
  6. Google Tasks
  7. Expensify
  8. Calm
  9. CrankWheel
  10. Docusign

In this article, we look at the top 10 apps to use in sales, for keeping track of leads in the pipeline, sending proposals…


Closing a deal is surely the most important aspect of every prospect interaction, right?

Actually no, that’s the end of the process. And the beginning of working with them as a client.

But long before it gets to that point, you need to qualify them as potential prospects. You need to know whether they’re a viable lead. At the same time, they need to assess whether you can potentially provide the service they need and solve the problem(s) that need solutions.

To do that, you need to ask the right questions. Inspired by David Hoffeld’s book, The Science of Selling…


  • Companies hit or exceed revenue targets
  • High-growth is easier with automation
  • Automation is possible for at least 30% of sales activities
  • CRMs make automation easier
  • Automation improves the prospects experience
  • Forecasting gets more accurate with automation
  • AI increases productivity and reduces costs

If the global pandemic has taught sales teams anything, it’s that when the old ways of thinking and working aren’t effective, changes need to be made. In many countries, suddenly everyone was working from home (field, inbound and outbound teams).

Ways of working had to adapt and in some cases, change completely. Automation, which is the process of…


Sales is all about establishing a working relationship with a new customer. It’s about establishing trust, getting to know one another, and ultimately starting to work together.

Being successful at this means approaching every prospect with a customer-centric mindset.

In this article, we look at what being customer-centric means, and how you can implement that in the sales process.

What does it mean to be customer-centric?

Academic research into this ( Habel et al (2019)) defines customer centricity as “the degree to which a customer perceives a firm to put customers’ interests at the center of all of its actions.” …

Jói Sigurðsson

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