Conversational Selling: Why is it Essential for Small Businesses?

Conversational selling has evolved as a non-pushy, natural method of selling that is both popular and highly effective. While there are those among its advocates that suggest it’s purely for transactional, retail selling (or B2C), I disagree. I’m a firm believer that its main benefits apply to businesses in any sector, particularly small businesses. Many […]

5 Good Reasons to use Outbound Telesales

Outbound telesales has become a much-maligned business-to-business tool over the years. Sometimes I think it’s because people confuse it with B2C telemarketing, or perhaps sales managers find it frightening and lack the skills to make outbound telesales work for them. So, this is my reasoning for why an outbound telesales campaign is a must for […]

6 Routes to Sales Improvement

People often ask me how I would go about a sales improvement programme at a company. The short answer is, ‘it depends…’ Firstly, I must say that there’s no magic formula for sales improvement. It depends on the specifics of each client’s business. Some clients need a complete sales turnaround and revitalisation. Others may be seeking to open new channels […]

Plain on the tin, complex underneath

Recruited as Head of Sales & Marketing at clinical decision support software developer, Plain Healthcare in 2005. Promoted to Board after less than 2 years. Left when business sold to Advanced Health and Care at the end of 2013. Clinical decision support content at heart of products was NICE-accredited and contained over 1 million words. […]