Blog
Plain answers about selling, for reps and small teams
What the terms mean, what works in a real week of calls and follow-ups, and what to check before you buy the tool.
Newest first
- CRM and pipeline, What is a CRM? One place for every client, call and follow-up in your weekOne place for every person you sell to, what goes in it, and the signs you've outgrown a spreadsheet.
- Managing a team, What is sales enablement? What it means for a small team, and what to do firstWhat enablement means when there's no enablement team, the four parts, and what to do first.
- AI in sales, AI in sales: where it saves time in a real week, and where it doesn'tWhere AI takes admin off a rep's week, where it gets things wrong, and how to start with one job.
- Templates, Follow-up email templates that don't feel annoying: 8 to copy, and when to send eachEight emails to copy for leads who went quiet, with when to send each and when to stop.
- Selling, MEDDIC sales process: what each letter asks, and how to use it on a live dealThe six letters, the question each one asks the buyer, a worked deal, and how to keep it light.
- AI in sales, Best AI sales tools? Pick by the job, then run six checks before you payAI sales tools by the job they do, each described from its own site, and six checks before you buy.
- Templates, Consulting proposal template: six sections to copy, written the day of the callA six-section proposal to copy, filled from your call notes the same day, with the follow-up after it.
- AI in sales, AI sales coaching: which scores to trust, and what still needs youWhat AI coaching tools do, which outputs to trust, what still needs a manager, and a weekly routine.
- Managing a team, Sales process optimization: find the step that leaks, and fix one at a timeCount each step, find the one that leaks, fix it for a month, and get reps to follow the change.
- AI in sales, AI sales automation: start with one job, keep it personal, and catch the automations that fail quietlyWhat to automate, what to leave to people, and a weekly check for the automations that fail without telling you.
- Managing a team, Sales manager skills: the seven that matter in your first two years, and how to practise eachSeven skills a new sales manager needs, how to practise each this quarter, and a monthly self-check.
- Managing a team, How to forecast sales from the data you already haveThree forecasting methods worked through with made-up numbers, and how to check the number weekly.
- Managing a team, Sales skills training that sticks: pick one skill, practise it this week, see it in the numbersPick one skill a month, practise it on real calls, and see the change in what your reps log.
- Managing a team, Is financial advisor coaching worth it? How to judge it from your own weekly numbersWhat a coach does, when it's worth paying for, and how to check it's working from your own week.
- Selling, SMART goals for sales: 10 examples, and how to turn a yearly number into this week's callsTen example goals for reps and managers, and the maths from a yearly number to this week's calls.
- Selling, The 80/20 rule in sales: test it on your client list, then decide where your hours goRank your clients and your activities, see where your results really come from, and avoid the traps.
- Selling, How to handle common sales objections better: 8 you'll hear this weekThe eight objections you hear every week, what each usually means, and words to say back.
- Templates, Sales playbook template: build one your reps actually open, in six pagesA six-part playbook to copy, a filled-in example, and how to keep it short enough to use.
- Managing a team, Sales rep onboarding: how to get a new rep on real calls by week twoA week-by-week first month for a new rep, and the early signs they're on track.
- CRM and pipeline, What is WhatsApp Business? The app, the platform, and which one a seller needsThe free app and the paid platform side by side, what each costs, and which one a seller needs.
- Selling, Sales productivity tools: one app per job in your day, and a one-week test before you payOne tool per job in a sales day, each described from its own site, and how to test one in a week.
- Managing a team, Field sales management: know what happened on every visit, the same dayA weekly way to run reps who are out visiting clients, from the route plan to the Friday numbers.
- Selling, Outbound sales strategy: a weekly plan, a worked example, and what to fix when no meetings comeWho to call, which channels, what to say, the weekly numbers, and what to fix when no meetings come.
- Managing a team, How to manage a sales team: five steps, without micromanagingThe weekly rhythm for managing 4 to 20 reps: targets, the meeting, 1:1s, the Wednesday check and Friday review.
- Selling, WhatsApp for sales: sell in the chat without losing threads or getting blockedWhich WhatsApp to use, the first message, follow-ups, broadcasts with permission, and keeping every chat findable.
- AI in sales, AI for sales prospecting: a weekly routine that keeps you in charge of what gets sentWhere AI helps prospecting and where it hurts, with prompts to copy and a weekly routine.
- Managing a team, Coaching vs managing: which one your rep needs this week, and how to do both in a 1:1The difference in a sales manager's week, how to tell which a problem needs, and a 1:1 split between the two.
- Selling, Emotional intelligence in sales: handle rejection, read the buyer, and know when to stopFive moments in a sales week where emotional intelligence shows, and a drill to practise each.
- Selling, Soft skills for financial advisors: the five clients notice, and how to practise each in a normal weekListening, explaining plainly, following up, asking for referrals and staying calm, with a way to practise each this week.
- Managing a team, How to set sales targets: monthly numbers per rep that add up and that reps believeSet monthly targets per rep from the top and the bottom, then turn each into this week's activity.
- Selling, Time management for consultants: a daily selling block that survives a busy monthA week that keeps delivery and selling both going, and a check that spots the dry month before it arrives.
- CRM and pipeline, Real estate lead management: one list for every lead, a fast first reply, and follow-ups that don't slipGet every lead into one list, reply first, follow up after viewings and keep the slow ones warm.
- Selling, Best time to make sales calls? Find your own from four weeks of your call logWhy the published advice disagrees, the rules to check first, and how to find your own best hours from your log.
- Selling, Consultative selling techniques: questions to copy for your next first callThe six steps of a consultative call, the questions for each, and how to practise it this week.
- Selling, How to create urgency in sales without pressure: questions, a dated plan and honest deadlinesThe questions that surface the cost of waiting, a dated plan you agree together, and lines to say.
- Managing a team, Sales coaching techniques: a 1:1 coaching conversation you can copy, from the rep's own numbersEight coaching techniques for a manager of 4 to 15 reps, starting from each rep's own numbers.
- Templates, Sales scorecard template: one page per rep, each week, that starts a 1:1 instead of a telling-offA one-page weekly scorecard to copy, a filled-in example, and how to use it in a 1:1 without it feeling like judgement.
- Managing a team, Remote sales team management: a weekly rhythm that replaces overhearing the callsA weekly rhythm for reps who work from home or on the road, from the logged week to the group chat for wins.
- Selling, How to close more sales: win more of what's already in your pipelineQualify out early, date every next step, send proposals fast, ask for the decision, and find the step you lose most at.
- Managing a team, Sales performance review: run the quarter from the record, not from memoryA quarterly sales review built on the whole quarter: prep, agenda, questions and what to write down.
- Selling, How to increase sales volume: the four levers, and which one to pull first from your own numbersMore conversations, better conversion, more per client or repeat buyers, and how to pick the first from your numbers.
- AI in sales, AI tools for consultants: how to choose one per job, and what not to put into themAI tools an independent consultant or coach uses, sorted by the job, and what not to put into them.
- Selling, Setting boundaries with clients: reply hours, scope and words to say, without missing the next enquiryDecide them, say them at the start, hold them kindly, and still answer the new enquiry at 10pm.
- Selling, How to overcome sales call reluctance: start with five calls, then seeWhy reps put off calls, and six small habits that get you dialling, starting with five calls.
- Selling, Account based sales development: how a small B2B team works 30 accounts instead of 300 leadsA plain definition, the steps for a small team, a made-up week, and the numbers to check per account.
- Selling, Sales follow-up process: follow up with every lead without being pushy, in five habitsA dated next step, one list, 20 minutes a day, what to send each time and when to stop.
- Selling, WhatsApp Business multiple users: set up team access on one number, from WhatsApp's own rulesLinked devices, a shared inbox or the Platform: what each allows, from WhatsApp's own pages, and who owns the chats.
- Templates, Client meeting notes template: how to take meeting notes that turn into follow-upsA copyable template for before, during and after a client meeting, a filled-in example, and where to keep it.
- Managing a team, Sales incentive ideas: 20 rewards sorted by the job you need done, and the rules that stop gamingRewards sorted by the job: effort, the middle, new reps, team goals, free recognition and cash, with rules against gaming.
- Selling, WhatsApp conversation-based pricing: what it was, what you pay per message now, and the 24-hour rulePer-message pricing from Meta's own pages, the 24-hour window, vendor fees, and when you don't need the API.
- Selling, Sales productivity tips: 12 ways to get more selling hours out of the same weekTwelve habits for more selling time: a calling block, batched admin, the night-before list, and a manager's week.
- Selling, Sales process for financial advisors: the seven steps from a name to a signed plan, and where prospects drop outSet, Opening, fact-find, needs analysis, recommendation, Closing and referral, with the ratio to watch at each step.
- Managing a team, Should sales managers sell? A straight answer by team size, and the rules if you carry a numberWhen a manager should still sell, the player-coach trap, rules if you carry a number, and how to hand accounts over.
- Selling, Sales pipeline kanban: how to set up a deal board that shows where deals get stuckColumns a deal has to earn, what goes on a card, limits, a weekly review, and dead cards, on paper, a sheet or a CRM.
- Selling, Coaching discovery call: the best structure for a free 30-minute call, and what to say at each stepA 30-minute structure, questions to ask, price, the close and follow-up, no-shows, and getting more calls booked.
- Selling, How to qualify prospects: find the need, the budget and the person who decides before you book the meetingNeed, timing, who decides and money, a light check for small deals, red flags, and how to order the list each day.
- Managing a team, How to improve sales team performance: a 90-day action plan built from each rep's numbersA four-part diagnostic per rep and for the team, what to fix first, a 90-day plan, and the weekly habits of teams that hit.
- Managing a team, Sales team communication: what goes in which channel, and a weekly rhythm that stops things falling throughWhat goes in which channel, a weekly rhythm, handovers that keep clients, sharing what works, and sales talking to delivery.
- Selling, How to build rapport with prospects: the first two minutes, listening, and what breaks trustResearch before, the first two minutes, listening, rapport on video and WhatsApp, and what breaks trust.
- AI in sales, AI chatbot for real estate agents: what a chatbot can do at 10pm, and what it must never sayWhat a chatbot should answer, what it hands to you, WhatsApp vs website, what it must never say, and how to test it.
- Managing a team, Call center gamification: what to reward on a phone floor so agents don't rush the callsWhat to score, team and solo formats, quality guardrails, burnout signs and when to stop.
- AI in sales, AI sales prompts that sound human: 20 for research, follow-ups, objections and your weekly review20 prompts sorted by the job, how to edit the output, and what never to paste in.
- CRM and pipeline, AI CRM for sales: what the AI actually does, what to test in a trial, and when a plain CRM is enoughThe five jobs the AI in a CRM does, what to test in a trial, and when a plain CRM is enough.
- Selling, B2B lead generation for a small team: who to target, which channels, and the weekly numbers that fill the pipelineWho to target, the channels a small team can run, weekly numbers from your target, the handoff and what to cut.
- Managing a team, How to hire sales reps without a mis-hire: what to listen for in the interview and the first 90 daysThe profile, where to find reps, a role-play interview, a test task, references, the pay plan and the first 90 days.
- CRM and pipeline, What is a WhatsApp CRM? The three kinds, what one should do, and whether you need oneA plain definition, the three kinds and how each connects, what one should do, and who needs one.
- Selling, How do I link a landline number to WhatsApp Business? The Call me code, step by stepRegistration step by step from WhatsApp's help centre, what changes on a landline, and how a team answers it.
- Managing a team, How does a complaint escalation process keep customers? Levels, owners and replies for a small teamThree levels, time limits, who owns each step, what to say, the record and fixing the cause.
- Selling, How to get started with LinkedIn social selling: comment first, pitch later, and count the callsProfile, who to connect with, comments before pitches, posts, messages that lead to calls, and a weekly routine.
- Selling, How to spot upsell and cross-sell openings with existing clients: timing, the offer and the lines to useThe difference, when to offer, choosing the offer, lines to copy, follow-up and why not to discount.
- AI in sales, AI agent vs chatbot: the plain difference, which fits your job, and how to test a vendor before you buyThe plain difference, a side-by-side table, which fits which job, vendor questions and the handover to a person.
- Selling, Preparing for a client meeting: a 15-minute checklist, from last time's promises to the askA 15-minute checklist: research, last notes and promises, agenda, questions, the ask and logistics.
- Selling, How to win back lost customers: who's worth it, why they left, and the message that brings them backWho's worth winning back, finding out why they left, the message to copy, the offer and keeping them.
- Selling, WhatsApp broadcast vs group: which to use for business, and what customers can seeBroadcast list, group and community compared from WhatsApp's help centre, which suits customers, and permission.
- Selling, WhatsApp messaging limits: how to check yours and increase it, step by stepPlatform messaging limits and how to raise them, quality ratings, and the Business app's broadcast limits.
- CRM and pipeline, WhatsApp template rejected? How to fix it and get approved on the next tryThe rejection reasons Meta lists, the fix for each, a check before you resubmit, and when to appeal.
- AI in sales, ChatGPT in WhatsApp: why it stopped, and what to use with customers nowWhy ChatGPT left WhatsApp, what Meta AI can read, and what it means when you sell on WhatsApp.
- CRM and pipeline, WhatsApp Business API setup: the steps, and what to decide before you startMeta's setup steps in plain words, the decisions to make first, and whether a small team needs the API.
- Selling, How to sync work and personal calendars without colleagues seeing your personal eventsThree ways to join a work and personal calendar in Google and Outlook, what each one shows, and which to pick.
- CRM and pipeline, WhatsApp quick reply buttons: what you can use, and how to qualify leads with themSaved quick replies against reply buttons, who gets which, and three questions that qualify a lead in a chat.