There is always something happening in the world of LeanSales. A few items that you may find of interest…
- An uplift in quote to close from 40% to 74%
- Year on year increase in sales volume of 79%
- Increase in sales pipeline velocity of 22%
How Time Makes Targets Unachievable
08 Jan 2018
Beware when you set out on the journey of sales in 2018 as our 2017 research and supporting workshops into a LeanSales fundamental showed, working on the relationship between available time and productive available time is an area of sales and sales management that has the single biggest impact in targets being achievable or not.
Our research has shown that typically only 28% of perceived available selling time is potentially active selling time. Of that due to working within inefficient systems and processes, productive selling time is reduced to a level that often renders sales targets totally inappropriate. Or put another way, our work shows that when implementing some of the simplest LeanSales techniques sales people are able to achieve a sustained uplift in their sales performance that is staggering. Reported successes include:
During 2018 SalesLeap will be providing a series of workshops on LeanSales fundamentals along with offers of consulting packages. Ensure you are on our mailing list to receive early information on these and further invitations and updates.
York University Commission Another Training Day
14 Oct 2017
With demand so high for Universities to find new ways to improve their commercial position many are realising just how much of an impact tenders can provide.
With our partner, The Training Gateway at York University, SalesLeap are pleased to announce another date has been added to our ongoing programme of support for the UK education sector.
January 23rd 2018. Euston London. A full day and highly interactive workshop where leaders in the commercial growth of Universities from across the UK come together to understand just how tenders work and how they can make full use of this route to market.
With previous delegates being quoted as saying: “A big impact. Has provided the knowledge to re-evaluate how my organisation tenders. An excellent event with an engaging speaker” and “Hugely informative ~ moving into large scale bids this was invaluable. Has provided more awareness to secure future business.” Isn’t this a day you simply cannot afford to miss?
Cartel Screening Tool Goes Live
20 Aug 2017
A 30% uplift in pricing is thought to be impact on supply chains when cartels operate, the challenge is spotting them.
Together with Spend Network, the Competition and Markets Authority (CMA) has developed a ‘Screening for Cartels’ tool to help procurers screen their tender data for signs of cartel behaviour. Cartels are where suppliers work together to avoid competing for customers or contracts. One way they do that is to ‘fix’ tenders for contracts by agreeing what each bidder will bid.
Whilst the tool will not prove the existence of a cartel, it does help to identify suspicious signs that flag the need for further review.
Along with wider support in spotting cartels the tool is available through the CMA portal on gov.uk or through the following link:
Brexit Impacts on UK Tendering?
18 Jul 2017
The great unknown for those of us involved in selling to the public sector and using tenders as route to these markets as the UK starts its journey towards exiting from the EU is how, if at all, will the current Uk legislation change going forward?
Of course things are far from clear as negotiations start and The Great Repeal Bill takes shape but worth considering is that on balance the way in which the UK manages its public procurement largely works well. It does provide for competition, it does provide for a wider perspective than just cost and does provide for the provision of a process that is clear and transparent and so in our opinion whilst there will be changes we would envisage those changes being more tweaks than wholesale transformation.
Generally we would suggest that rules may become slightly simpler. Still competitive but less cumbersome. Of more importance will be the access and openness of competition that will be afforded UK companies post Brexit. There has been much scaremongering about this with many stating that access to EU markets will be cut off. At SalesLeap we have to disagree, our view is that across the EU the market access for trade is recognised as being highly valued and despite much debate so far and plenty more to follow, access to trade will remain. It may even provide UK organisations wider opportunities as we forge many new and exciting relationships.
Advanced Tender Searches
06 Mar 2017
Always pushing forward and working to provide our clients with the best possible solutions, SalesLeap is about to launch a new solution to provide an enhanced tender search facility.
The search functionality will provide clients with the service many have asked about since SalesLeap began working to help make the process of winning business through tenders a less painful and more profitable process almost 10 years ago: the ability to interrogate procurement portals from around the globe or locally from one source in a simple, effective and flexible manner.
The latest in a long line of developments in the planning for 2017 and 2018 as SalesLeap meets the need for helping organisations remove the waste from their sales process and helps make sales a lean, more profitable unit for all concerned.
Testimonials
Growth in the Defence Sector
“Has helped my company significantly improve. Was a very positive experience and we shared similar views on a number of subjects, ensuring the working relationship was enjoyable as well as successful. I would have no hesitation in making a recommendation to anyone looking to improve their tendering processes.”
Head of Business Development, Tier 1 Defence Supplier, UK
Russell Group University
“Many thanks for your support; it has inspired us to keep going.”
Head of Corporate Training, Russell Group University, UK
Major international bids
“Hugely informative ~ moving into large scale bids this was invaluable. Has provided more awareness to secure future business.”
Business Development Director. Educational Development. International Operations.
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