7 common mistakes business owners make when trying to grow sales

There are lots of options available to increase sales, it's not a lack of solutions that's holding you back, the difficulty is choosing the right one at the right time. The chances are that if you’re a business owner you might recognise some of these mistakes. This post will explain why they happen and how to avoid them.

| by Stephen Bavister

Why self obsession is killing your sales pipeline growth

Ultimately what is the job of sales? Is it to hit their sales targets or to help customers buy? Businesses exist to serve their customers and customers don’t buy to help salespeople hit their targets, which means there is a fundamental problem with how sales is currently designed.

| by Stephen Bavister

What a “lead” is and why it's important.

If your sales team isn't happy with the leads that are being handed to them by your marketing team, this post is for you. If you've used lead generation services only to be disappointed that you've closed so few deals from them, this is for you. If you're not happy with the quality of leads from your website, read on.

| by Stephen Bavister

Why employing another sales person isn’t the answer to hitting your sales targets

Employing a great salesperson is a sure fire way to hit your sales targets - right? Well... there’s a 57% chance that it’s not, but a 43% chance that it is. In this post I’m going to help you look at where you could be going wrong in hitting your sales targets - if you think that employing another sales person is the answer you are looking for, this post might change your perspective.

| by Stephen Bavister

How do you set sales pipeline targets?

From a recent survey I ran, the overwhelming result was that pipelines and targets had plenty of room for improvement. If you’re in that category I’ve written this blog post for you. I’m going to give you an outline of how to plan your sales pipeline and set useful targets. 

| by Stephen Bavister

How do you measure marketing productivity?

In business there is a saying that turnover is vanity, profit is sanity and cash flow is reality. It’s similar in marketing; there are a lot of vanity metrics that end up clouding the view of what is actually happening. In this post my aim is to give you a few, very meaningful, metrics that will make it much easier for you to measure your marketing productivity.

| by Stephen Bavister

Transforming your website: From brochure to sales team | A real life how-to guide

In this post I’m going to share how I worked with my team and a customer of ours to take the customer’s website from generating zero leads in the last 6 months, to a regular flow of quality new leads every week. I’ll be sharing the steps that we took to take their website from a brochure sitting on a shelf, to acting as a sales team for their business, so that you can take your website on a similar journey.

| by Callum Rylance

The hero's journey | Applying traditional storytelling to modern day marketing.

You’re getting your marketing out there. Blog posts, social media, ads and SEO. It’s happening, but it’s not really generating the results you’d hoped for. You’re sure it could be doing better. You’ve heard people talking about the customer journey and maybe even the hero’s journey, but you’re not sure whether it will make any difference to your marketing. 

| by Callum Rylance

Work 20% less, earn 100% more...

Do you know the true value of your ideal customers?

It might be more than you think - let me explain...

For this story we're going to use a simplified example of a business called "Ben Builds".

Ben Builds has 25 customers and each of them have an average annual value of £10,000 - generating £250,000 in revenue each year. Ben is pretty happy with what his business is achieving. 

| by Callum Rylance

The art of making lemonade

A guide to leveraging opportunities in a world of constant chaos and disruption.

| by Callum Rylance