Five practical ways to improve your conversion rate
Converting more of the opportunities you already have is often the fastest way to grow. Five practical levers, how to measure them and how to choose where to start.
10 min read
Insights topic
Sales
44 articles on this topic.
Articles tagged Sales
From prospect to customer: proposals, objections and decisions
The satisfying stage turns a qualified opportunity into a customer. How to build a proposal around the customer's own words, handle objections as information, and make saying yes easy.
10 min read
From training to habit: building a personal action plan
Good intentions fade; habits last. How to turn new skills into a short, specific personal action plan, and why small, repeated actions beat ambitious resolutions.
10 min read
Good at, need to practise: deliberate practice for business skills
Skills such as questioning, listening and negotiating improve through deliberate practice, not experience alone. How to assess yourself honestly, practise effectively and get useful feedback.
10 min read
How people decide: emotion, reason and what neuroscience really says
Sales training often says buyers decide with a primitive brain. The real science is more interesting. What we know about emotion and reason in decisions, and how to sell honestly.
10 min read
Listening: the most under-trained skill in business
Most of us believe we listen well, few of us were ever taught how, and our minds wander faster than people speak. What that means, and four practical ways to listen better in customer conversations.
10 min read
Managing opportunities: identify, qualify, satisfy, solidify
A practical four-stage way to manage sales opportunities, from finding the right people to keeping customers long after the first sale, and what each stage asks of you.
11 min read
Open and closed questions: when to use each, and why it matters
Questions are the most powerful tool in any customer conversation. When to use open and closed questions, how to sequence them, and habits that quietly undermine conversations.
10 min read
Pre-call planning: be prepared, then be present
Most sales conversations are won or lost before they start. A practical guide to planning a customer meeting, and to conducting it with attention, purpose and respect.
10 min read
Prospecting: know who you are looking for, then fish where they are
Effective prospecting starts with a clear picture of your ideal customer and a deliberate choice of where to find them. How to define both, and how to avoid busy work that produces nothing.
10 min read
Prospecting methods compared: referrals, networking, content and outreach
A practical comparison of the main ways to find new customers: what each method is good for, what it costs, and how to choose a small mix that suits your business.
10 min read
Qualifying opportunities: how to tell a real deal from a pleasant conversation
Qualifying is the discipline of finding out early whether an opportunity is real. The questions that matter, common frameworks such as BANT and MEDDIC, and how to walk away gracefully.
10 min read
