As the coronavirus crunch continues, business leaders are discovering they have more time on their hands than usual. The good news is there are still plenty of low-cost, high-impact activities you can do that will put your company in a strong position to bounce back when regular trading resumes.

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. 

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.

Winning new enterprise clients can be extremely profitable for SMEs.

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.  

Most sales professionals believe providing prospects with information helps them sell more. 

Sales leaders and Premier League managers have a fair amount in common: they both manage teams, operate under intense pressure, and work in areas where results are critical. 

Sending effective cold emails to decision-makers is challenging. You can easily spend hours crafting a message, only to never hear back from them. However, in enterprise sales – where one client can be worth a large fee – cold email is an incredibly powerful tool. 

As is the case in most companies, part of the Red Flag Alert sales process is listening to customer objections.