Sales management.
Sales process, the team, the pipeline, prospecting and outsourced selling — turning enquiries into orders, month after month.
Each piece answers its question in the opening paragraph, before anything about us, and ends with the questions owners actually ask. Where the honest answer is that you can do it yourself, the piece says so.
20 pieces
What we have written on sales management.
A Sales Process for a Small Business
A sales process is the stages a deal passes through, what must be true to enter each, and who owns it. How to map yours from real deals and make it live.
Common Sales Objections, and How to Handle Them
Five kinds of objection: price, trust, timing, authority, need. Diagnose which it is before answering, do not argue, keep approved answers.
How Fast Should You Respond to a New Lead?
Within the hour in business hours, minutes for an urgent one: the first to respond usually wins. A standard by intent and channel, and coverage.
How to Audit a Sales Call
Score a call against a short scorecard — preparation, discovery, questions, listening, objections, next step — and turn the score into one thing to coach.
How to Build a Healthy Sales Pipeline
A healthy pipeline holds only real opportunities, enough of them for the target, moves at a known speed, and is reviewed for actions. How to build one.
How to Build a Qualified B2B Prospect List
A list is only as good as the profile it came from and the day it was verified. Filters and roles, research and verification, sales feedback.
How to Design a B2B Follow-Up Sequence
A planned series of touches by source, stage and buyer signal, across phone, email, LinkedIn and WhatsApp, each useful, with an exit rule.
How to Set Sales Targets for Your Team
Targets that work are derived from the revenue plan, checked against capacity, ramp time and season, and split into weekly activity. How to set them fairly.
In-House Sales Team vs Outsourced Sales Team
In-house gives control at a fixed cost and a slow start; outsourced gives speed at a variable cost. The usual hybrid, and how to decide.
Sales Forecasting for SMEs: A Simple Method
Pipeline value is not a forecast. Weight each deal by stage and evidence, respect the buyer’s date, and read three numbers: commit, best case, pipeline.
SDR vs BDR: What Is the Difference?
An SDR qualifies enquiries that come in; a BDR finds new accounts. Skills, measures, handoffs, and whether an SME needs one, both or neither.
Telecalling vs Inside Sales: The Difference
Telecalling: many short scripted calls for one outcome. Inside sales: a deal run remotely to the proposal. Which fits your campaign and cycle.
What an SME Sales Playbook Should Include
A playbook is what a new hire needs to sell the way your best salesperson does: market, offer, process, questions, objections, follow-up. The checklist.
What Is Appointment Setting in B2B Sales?
Reaching the decision-maker, qualifying, and booking a meeting your salesperson attends. Why a meeting is not yet an opportunity.
What Is Outsourced Sales, and How Does It Work?
A specialist team does a defined part of selling under your name: lists, calls, qualifying, meetings. What it includes and when it fits.
When Should You Hire a Sales Consultant?
Hire one for a strategy, process, capability or leadership gap the team cannot close from inside, and only after ruling out the other forms of help.
When to Outsource Business Development
Outsource when capacity, a new market or a missing skill is the constraint, the offer is proved, the economics cover it and someone can manage it.
Which Sales KPIs Should an Owner Track?
Eight numbers on one page, reviewed weekly: leading activity, conversion between stages, velocity and outcomes. Which fit your model, and how to read them.
Why Leads Go Cold After the First Call
A good first call dies for three reasons: discovery that missed the real need, no agreed next step, and a slow or generic proposal. The fixes.
Why Sales Teams Fail to Follow Up
Follow-up fails for structural reasons: nobody owns the lead, nothing tells the salesperson what is due, and the manager cannot see the gap. The fixes.
A specific question is the best possible way to start a conversation. If the answer is short, you will get it in a reply and we will write the piece.
Write to hello@gullysales.com, or book the free audit and bring the question with you.
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