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The Importance of Referrals in Selling

The Importance of Referrals in Selling

It’s hard to find new customers… anyone in sales will tell you that, so if there were a way of getting potential customers to contact you directly, life would be so much easier wouldn’t it? Marketing activities certainly help generate possible interest, but there are...
Using CRM to your advantage

Using CRM to your advantage

So…. You’ve identified a list of prospects to communicate with, you’ve started to engage directly with these prospects and you’ve started to receive incoming enquiries, which are turning into new sales leads. You’re qualifying these leads and identifying sales...
Accounting Turf Wars – Compliance v Advisory

Accounting Turf Wars – Compliance v Advisory

I’m sure that, like me, you’ve seen significant numbers of social media postings purporting to announce the death, or at the very least, the decline of compliance work. Personally, I just don’t buy it. Published views appear to be polarising; some adamant that...
Developing Sales Commission Plans

Developing Sales Commission Plans

Once you start employing sales people, you need to consider whether or not you’ll be offering a commission plan for them. Most successful sales people will expect to earn commission on top of their basic salary, which means that their job performance is directly...
Motivating Sales People

Motivating Sales People

It’s a bit of a cliché, but managing sales teams is often compared to herding cats. They’re typically strong characters, sometimes maverick, sometimes obstinate. A rare few, are naturally competitive and highly ambitious. These are the ones who consistently do well....