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Latest Articles on B2B Sales & Marketing

How to Quickly Win Enterprise Deals – Part 2

08-07-2020 B2B Sales & Marketing

How to Quickly Win Enterprise Deals – Part 2

In this article, we’re going to look at the next steps: expanding the work that you do with the company and growing from being a niche supplier to becoming one of their key service partners.
I’ll explain the importance of having a growth strategy, how quickly you should expand and what you should do once you become established.
Sell More with Hyper-Focused Messaging

06-07-2020 B2B Sales & Marketing

Sell More with Hyper-Focused Messaging

In this article, I’m going to explain how you can identify different segments of customers that have experienced bad debt and use that to create hyper-focused messaging that will build a pipeline of prospects.
Blitz Your Burnout

08-06-2020 B2B Sales & Marketing

Blitz Your Burnout

During lockdown I’ve spoken to many sales leaders across the UK about the challenges they’re facing. One of the critical issues is managing energy: both their own and that of their team. While the current crisis may have exacerbated this problem, it’s something sales leaders have grappled with for decades – in the relentless pressure of the sales environment, how do you maintain energy and avoid burnout?
Is Loss Aversion Causing You to Waste Time on Poor Quality Leads?

21-05-2020 B2B Sales & Marketing

Is Loss Aversion Causing You to Waste Time on Poor Quality Leads?

The theory of loss aversion, first identified by Amos Tversky and Daniel Kahneman, says people prefer to avoid a loss than receive an equivalent gain. According to this theory, people would rather not lose £100 than actually find £100.
How to Quickly Win Enterprise Deals - Part 1

14-05-2020 B2B Sales & Marketing

How to Quickly Win Enterprise Deals - Part 1

Winning new enterprise clients can be extremely profitable for SMEs. At the same time they are notoriously difficult to connect with, and the scale of their requirements can often be a barrier for SMEs. In this article, Richard West is going to share with you my experience of selling to enterprise clients over the past ten years – including many FTSE 100 companies – and provide specific guidance that will help you win these valuable contracts.
Building Your Network and Establishing Credibility on LinkedIn During the COVID-19 Crisis

07-05-2020 B2B Sales & Marketing

Building Your Network and Establishing Credibility on LinkedIn During the COVID-19 Crisis

In this article, Richard West will discuss how to grow your network and establish credibility within your industry using LinkedIn. This is a tactic we’ve used at Red Flag Alert over the last couple of years, and we’ve seen a significant increase in leads gained through the platform
What Sales Leaders Can Learn About Motivation from Pep Guardiola

01-04-2020 B2B Sales & Marketing

What Sales Leaders Can Learn About Motivation from Pep Guardiola

Having a motivated team can lead to higher levels of performance. Motivated employees are more committed, work harder, and are more likely to reach their goals than non-motivated ones.

Keeping a team motivated isn’t easy. All teams have employees who aren’t as enthusiastic as they should be. This can be influenced by a range of factors both inside and outside the workplace.
86% of Your Sales Team Are Wrong – Fix This Today

23-03-2020 B2B Sales & Marketing

86% of Your Sales Team Are Wrong – Fix This Today

In this article, I’m going to look at a fascinating study that shows why too much information can be detrimental and explores what you should do instead.

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