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When Is A Lead Not A Lead

When Is A Lead Not A Lead

It goes without saying that sales people like receiving new leads; but what defines a qualified lead? In larger organisations, it’s typically the role of the marketing team to generate new leads through email campaigns, social media campaigns, attendance at industry...
Taking The Pain Out Of 1-2-1 Sales Reviews

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

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?

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...