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Taking The Pain Out Of 1-2-1 Sales Reviews

A Sales Manager’s primary responsibility is to ensure that their sales team has the tools, skills and knowledge they need to achieve their targets. Sounds simple doesn’t it? Except it’s not… each sales person will differ in their specific areas of strength or...

Product Demos – Avoiding Yawn Fest

During the course of my career, I’ve been an observer or recipient of hundreds of product demonstrations. Some stood out and kept me interested, others left me desperate for the end to come, and I’ve even ended one or two before the presenter had finished. Being on...

Inside Sales Or Field Sales…. Which Is Best?

When I talk to Accountants and Small Businesses about their sales strategy and activity, there’s one question that crops up time after time; it’s the question of whether sales teams should be office based (Inside Sales) or out and about meeting existing and potential...

Measuring Beyond The Numbers

Once you have a sales team in place, it’s essential to measure performance against targets, but simple sales revenue numbers don’t tell the full story of how individual sales people are operating. Of course, if the individual is meeting targets, then this may not be a...

5 Ways to Respond When a Prospect Chooses a Competitor

Wouldn’t it be great if you won every sales opportunity you found? Sadly, life’s not like that and you’ll inevitably lose some opportunities to an incumbent supplier. If the customer comes out and tells you that they've chosen your competitor and signed on the dotted...

5 Low Cost Sales Motivation Tactics

Sales managers often motivate their sales people with one off incentives and sales contests that award cash prizes. This is a tried and tested sales motivation strategy, and monetary rewards generally produce results. Well ... sort of. The problem is that they don't...