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.
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
Sales can be hard to manage, so it’s natural to want to hire a Head of Sales. The issue is that hiring the best salesperson you know is unlikely to work. Why? Let’s breakdown the real problem. Why is sales hard to manage? Sales Performance Measurement Managing performance can be
4 ways to utilise AI and Technology to enable effective Sales – Unlock the potential in your business. Small and medium-sized enterprises (SMEs) often face multiple challenges in scaling revenue: limited resources, owner-dependent selling, and inconsistent processes. Sales enablement bridges these gaps by providing the tools, systems, and strategies that
The Problem Selling complex equipment isn’t easy. I did it for 20 years. Long sales cycles can stretch over weeks or months, involving multiple stakeholders across technical, financial, and production teams. Managing expectations, timelines, and cash flow becomes a juggling act without a sales system. Here are the common challenges:
Let’s be honest. If your sales system doesn’t include a CRM, you’re not running a system—you’re running on guesswork. Sales needs to be systemised to be successful, because you can’t manage what you can’t measure. At EMPAT Consulting we see this all the time, business leaders guessing their conversion rate,
“Why aren’t my salespeople bringing in new leads?” We hear this all the time. And it’s rarely the salesperson’s fault. Social media and Covid have changed sales forever. Buyers now expect to be in a buying process before they ever speak to a salesperson. Emails and LinkedIn connections are a
Learn how a structured sales system can help your business scale. Owner dependant sales in manufacturing and professional service businesses are a silent killer of scale. The founder or director is the salesperson, the one who knows the product, the market, and the customer inside out. But when sales rely
Sales training for small to medium size business needs to be highly tailored to the business to get a meaningful ROI. Below are some factors we consider to essential and provide in our sales training programs. Building Rapport & Communication Building rapport is often a bit overdone in sales training
Customer Relationship Management (CRM) platforms are a must have for small business. With limited resources it is vital that small businesses convert their leads and manage their customer relationships carefully. Imagine life without your mobile phone. Don’t panic, I’m just going to remind you what life used to be like.
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.
