Insights & Blogs
Practical thinking on sales strategy, pipeline management and building a more structured approach to growth.
Drawing on more than 30 years in sales and commercial roles, I share ideas, observations and practical guidance to help growing businesses make sales more deliberate, consistent and measurable.
Exhibition Sales Planning: How to Get More Commercial Value from Your Next Exhibition
Good exhibition sales planning takes more than booking a stand and turning up. From choosing the right event and location to pre-event prospecting, stand conversations, follow-up and ROI, here’s how to make exhibitions part of your wider sales strategy. Exhibitions...
Why Your Sales Pipeline Feels Unpredictable
Many growing businesses reach a point where sales should feel stable. There is a team in place. There is a CRM system. There are targets and meetings. There is activity. And yet the sales pipeline still feels unpredictable. Some months are strong. Others are...
5 Strategies for Maximising Revenue and Customer Satisfaction in Hospitality & Events
Happy Customers Spend More – Five tips to maximise revenue in your hospitality business
Managing your sales pipeline
Sales pipeline is the lifeblood of every sales person, how you manage that should be a structured process. Every sale you make has an origin, it may have come from a website enquiry, a referral, someone you met at networking, via a social post, even an ad in local...
Sales Target vs Sales Plan: What’s the Difference?
Sales Target vs Sales Plan: What's the Difference? Is your sales plan actually a plan, or is it just a spreadsheet of target figures? When it comes to sales target vs sales plan, the difference is simple: your target tells you what you want to achieve, while your plan...
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