Insights

Sales intelligence, written by someone who does the work.

Practical thinking on the sales problems that come up most often in established B2B businesses — how to create more opportunities, convert more of them, and build a team that can keep doing both.

Featured — Increase Sales — 8 min read

How to Increase Sales for Your Business

Most businesses do not have one sales problem. They have four or five small ones compounding. This is the order to work through them in.

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Increase Sales

How to Increase B2B Sales

B2B selling fails differently from consumer selling. The buying group is bigger, the cycle is longer, and the deal you lose is usually lost to inertia rather than a competitor.

Increase Sales

Why Your Business Isn't Generating Enough Sales

Sales rarely stall for one big reason. They stall because four small things are each losing a bit, and nobody is measuring any of them.

Sales Strategy

How to Create a Sales Strategy for a Growing Business

A sales strategy is a small number of decisions about where growth will come from — and, more usefully, where it will not.

The library

Sales Strategy

How Sales and Marketing Should Work Together in an SME

In an SME these are not two departments. They are two halves of one commercial process, usually managed as though they were unrelated.

Demand Generation & PPC

PPC Agency vs Sales-Led PPC Management

An agency is measured on the metrics it can control. The problem is that none of them are revenue.

Demand Generation & PPC

How to Measure Marketing ROI When You Sell B2B

Perfect attribution does not exist in B2B. Adequate attribution does, and it is enough to make good decisions with.

Demand Generation & PPC

What Is a Good Cost Per Lead?

There is no benchmark worth copying. There is only what a customer is worth to you, and what proportion of leads become one.

Conversion

How Quickly Should You Follow Up With a Website Lead?

The business that replies first is usually the business that quotes. The business that quotes is usually the business that wins.

Demand Generation & PPC

Why More Website Traffic Doesn't Always Mean More Sales

Traffic without conversion is wasted acquisition cost. Buying more of it makes the waste bigger, not smaller.

Conversion

How to Build a High-Converting Landing Page

A landing page has one job. Most fail because they are asked to do four.

Conversion

How to Turn More Website Visitors Into Enquiries

Most sites are built to be looked at. Very few are built to start a conversation.

Conversion

How to Improve Your Website Conversion Rate

Your website is part of your sales team. Most sites are the member of the team nobody manages.

Demand Generation & PPC

Google Ads Search vs Performance Max: Which Should You Use?

One buys stated intent with visible control. The other buys reach with an algorithm in charge. For lead generation, that difference matters.

Demand Generation & PPC

Why Your Google Ads Are Generating the Wrong Leads

Volume is not the problem. Being busy with enquiries you would never want to win is worse than being quiet.

Demand Generation & PPC

How to Reduce Your Google Ads Cost Per Lead

Cost per lead falls in two ways: stop paying for clicks that could never convert, or convert more of the clicks you already pay for.

Demand Generation & PPC

Why Are My Google Ads Not Generating Leads?

Traffic without enquiries is a diagnosable problem. It is almost always one of six things, and only two of them live inside the ad account.

Increase Sales

How to Increase Sales for Your Business

Most businesses do not have one sales problem. They have four or five small ones compounding. This is the order to work through them in.

Demand Generation & PPC

Are Google Ads Worth It for Small Businesses?

Google Ads works when three things are true at once. Most disappointed advertisers were missing one of them before they ever wrote an ad.

Increase Sales

How to Increase B2B Sales

B2B selling fails differently from consumer selling. The buying group is bigger, the cycle is longer, and the deal you lose is usually lost to inertia rather than a competitor.

Demand Generation & PPC

How Much Should a Small Business Spend on Google Ads?

The right budget is not a round number someone else picked. It is the number your own conversion maths can justify.

Increase Sales

Why Your Business Isn't Generating Enough Sales

Sales rarely stall for one big reason. They stall because four small things are each losing a bit, and nobody is measuring any of them.

Conversion

How to Improve Your Sales Conversion Rate

Moving conversion from 20% to 25% is a 25% increase in orders with no extra marketing spend. It is the cheapest growth available to most businesses.

CRM & Pipeline

How to Build a Sales Pipeline That Actually Predicts Revenue

A pipeline that never shrinks is not a pipeline. It is a list of every conversation the business has ever had.

Lead Generation

How to Generate More B2B Leads Without Wasting Money

Lead generation fails in most SMEs for an unglamorous reason: nobody owns it, so it happens when quoting is quiet.

Sales Strategy

How to Create a Sales Strategy for a Growing Business

A sales strategy is a small number of decisions about where growth will come from — and, more usefully, where it will not.

Sales Teams

How to Stop Being the Only Person in Your Business Who Can Sell

When the owner is the best salesperson in the business, the ceiling on growth is not the market. It is one diary.

Business Development

When Should You Bring in a Sales Consultant?

A consultant is worth it when the problem is structural and the business has run out of internal perspective — not when it simply needs more activity.

SME Growth

Outsourced Sales Support vs Hiring a Salesperson

The real question is not which is cheaper. It is whether you currently know what a new salesperson would be asked to do.

SME Growth

Growing Sales for a Cumbrian Business

Cumbrian businesses rarely have a quality problem. They have a reach problem, and it is fixable without leaving the county.

More opportunities. Better conversion. Stronger sales. More revenue.

If your business could sell more than it currently does, the fastest way to find out why is to look at the numbers together.

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07873 883854 info@evanssalesconsultancy.co.uk