Welcome to the Empat Consulting blog, your resource for making B2B sales easy.
This is your hub for direct, actionable insights into sales performance. We cut through the noise to deliver clear, practical solutions for business owners who value a pragmatic approach. You won’t find vague theories or mindset fluff here. Instead, you’ll get tangible strategies and streamlined processes designed to build a scalable sales engine for your business, reducing your reliance on individual salespeople and overcoming stagnant growth.
When there’s a need for more revenue, many business owners reach the same conclusion. “We need more leads.” The logic seems sound. More leads should create more opportunities, and more opportunities should create more customers. Sometimes that is true. Not More Leads, More Customers SME businesses are often spending money
Every business has tribal knowledge. It lives in conversations. It sits in people’s heads. It appears during customer meetings when someone says, “We always do it that way,” but nobody can explain where the process came from or why it exists. In the early years of a business, tribal knowledge
Most SME business leaders believe they have a sales problem when they actually have a data problem. The distinction matters. When leads become inconsistent, or salespeople underperform, and revenue slows, the discussion usually centres around hiring, lead generation, training, or commissions. Yet in many businesses, leadership is attempting to make
AI will reshape most industries over the coming decade. Whether that change occurs gradually or through sudden disruption will vary from sector to sector, but few businesses are likely to avoid its impact entirely. Much of the discussion around AI focuses on technology itself: new tools, automation capabilities, content generation
Being liked and being trusted are not the same thing. Most sales training teaches rapport as if it’s the secret ingredient to winning customers. Yet many salespeople who are excellent at building rapport still struggle to close deals. The uncomfortable truth is that being liked and being trusted are not
A CRM can be one of the most powerful tools in a business, but the adoption is the measure of success. Most implementations never reach their potential because of the lack of process design prior to implementation. Most business owners don’t go looking for a CRM because everything is working
Prove, Improve, Document, Systemise. Artificial Intelligence is everywhere. Every week there seems to be a new tool promising to find prospects, write emails, score leads, forecast revenue or even replace salespeople altogether. For business owners, the temptation is obvious: plug in some AI and watch sales grow. Unfortunately, that’s not
Learn how a structured sales system can help your business scale. Owner-dependent sales are one of the most common—and costly—constraints in small and mid-sized businesses. It often starts as a strength. The founder or director knows the product, understands the customer, and can close deals with confidence. But over time,
Getting leads is important but expensive, either in time or money. The real measure of success though is new customers, not leads, though they are related. Number of leads is a vanity metric until you understand the conversion rate. Let’s be clear because leads mean different things to different people.
The answer is usually one of the following or a combination of the following 1. They all interview well, that’s their superpower To hire well you need to be prepared to test and question, and for that you need to use some science. Many recruiters will use psychometric testing but
We provide clear, time-based outcomes because we are confident in our process.
We will deliver a B2B sales system that is ready for you to hire against in 150 days.
We will deliver a B2B sales system that enables your sales rep to perform within 120 days.
