Outside In Sales & Marketing.

Sales Improvement for B2B companies.

Sales Consultancy. Improve sales.

B2B Sales Improvement Approach

We are a specialist B2B sales improvement consultancy. We use our experience to help clients to improve sales performance. In B2B companies three core capabilities are essential for success; a compelling proposition, capable people and effective process. If you can blend all three correctly you will improve sales results.

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DealSheet. Improve win rates.

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 DealSheet provides a reliable core for B2B sales improvement. It simplifies opportunity and pipeline management for direct and partner sales teams. With DealSheet a sales leader is better able to control pipeline risk, forecast more confidently and deliver consistency of approach across the sales team.

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Outside In Thinking from our blog.

Business Case Story.

I want to tell you a story! When evaluating the approach to change a business case is a fundamental step in the buying process for many purchases. Without this it is challenging for a company to understand the value of an investment. This is especially true in... read more

Top Performers focus on ‘Winnables’

Top performing sales teams and sales people have better control of where they spend their effort. A disciplined approach to selling can dramatically improve your bottom line by controlling cost of sales and improving returns. We recently researched opportunity... read more

10 areas for Marginal Gains in Sales

  I completed my first 100 mile ride recently and it got me on to thinking about what I had learned in the process. Of course training was key, mental strength important and nutrition critical amongst many other things. It made me reflect again about the... read more

To improve sales get a leader not a manager

  Do you need to improve sales performance? If the answer to this is YES you will need to successfully deliver and sustain change. To make change stick you need more than a sales manager to lead the team. Sales management is great but is it enough? Sales... read more

5 Steps to Sales Performance Management success

An effective approach to Sales Performance Management is a fundamental requirement for success. Effective performance management should be a positive forward looking experience that adds value to an individual, when this is done right it will raise the performance bar... read more

Controlling pipeline slippage and the bow wave.

Are you controlling slippage and the bow wave in your pipeline and forecast? A ‘bow wave’ happens when deals that are forecast to close in a particular month then at the time you were expecting them to close they slip, when they reach the forecast close... read more

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