Are your sales forecasts way off? It might not be your team’s fault; it could be your CRM letting you down. When forecasts are inaccurate, it’s often a sign of deeper problems, like: The Problem with Bad Data Let’s face it: your CRM is only as good as the data it has. But salespeople are … Read more

For small businesses, the concept of managing deal pipelines in a CRM can feel overwhelming—especially when it comes to deciding whether you need multiple pipelines. Some businesses resist the idea, often because their CRM doesn’t allow them to view multiple pipelines in a combined Kanban board. This issue, however, is easily resolved with dashboards and … Read more

If you’re a small business owner, chances are you’ve invested considerable time and effort into setting up your CRM. It’s a vital tool for managing customer relationships and driving sales. But here’s a question for you: how much of your CRM data is actually up-to-date and useful? The truth is, messy data can creep into … Read more

Imagine buying a five-bedroom house but only living in one room.  It sounds absurd, doesn’t it? Now picture five people living in that same house, still only using one room. Strange as it seems, this is how many businesses use their CRM systems. They invest in premium software but fail to utilise its full potential. … Read more

Sales Directors are often tasked with balancing an enormous range of responsibilities. From managing teams to optimising sales processes, their time is constantly stretched thin. And while this is normal, letting critical tasks fall through the cracks can hurt your business’s growth. So, what should Sales Directors focus on to drive success? The Challenge: Time … Read more

 “I want to pay even more!” is what I was told one day when offering to help save money on gas and electricity. It was 2001. I was tied to a dialler, selling gas and electricity for Npower, working for a call centre called The Listening Company in Richmond. The script was to talk the … Read more

Only 60-70% of Sales Directors are aware of their companies’ CAC (Cost to Acquire a Customer), according to a recent HubSpot blog. However, even when they are aware, this awareness often does not translate into regular tracking or strategic use. This is quite intriguing considering that every company aims to reduce its CAC, yet many … Read more

B2B buyers often choose their partners long before becoming leads.   This has made lead follow ups harder, in some cases conversion rates have dropped.  Twenty-five years ago, buyers relied on salespeople for information. Now, they have abundant resources before ever speaking to sales.  According to Forrester Research, sales now typically get involved 56-70% of … Read more

In the fast-paced world of B2B marketing, delivering on expectations is critical, yet increasingly challenging.  You are a Marketing Director, leading a team under immense pressure. Together, you have meticulously defined the Ideal Customer Profile (ICP), crafted targeted marketing strategies, and executed them flawlessly. Yet, a daunting problem persists—the Sales team isn’t following up on … Read more