I recently joined Sam Khan and Andre Zeferino on The Focal Plane Podcast to chat about all things IT, cyber security, and why keeping your systems in shape is more important than ever.

It's surprising how many business owners and sales professionals struggle with a fear of making sales calls. As a sales coach, I've worked with countless individuals to help them conquer their phone anxiety and make confident, effective calls. Sales calls are crucial for success, but many individuals hesitate or fear picking up the phone. Fear of rejection and lack of confidence contribute to this reluctance and can hinder achieving sales goals. However, overcoming this fear is not only possible it can transform businesses and careers. In this article, I share effective strategies to help you overcome your fear of making sales calls and approach them confidently.

Retained recruitment isn’t just for senior hires anymore. Here’s why more businesses are switching — and how it can save you time, money, and headaches

The old "hard sell" is out. Today's customers want solutions, not just products. This is where a consultative approach makes all the difference. It's about being a trusted advisor, a true partner in their success. When you help solve their problems, you build lasting relationships, not just one-off transactions. The CREATE Process: A Framework for Consultative Selling Ready to transform your sales and become a problem-solver? Here's a six-step framework and process, which we call the CREATE process, to help you on your way. 1. Connecting: Build Real Rapport First, connect. This initial impression is crucial for building rapport and trust. Adapt Your Style: Gauge your customer's preferred communication style—are they direct, detail-oriented, or relationship-focused? Adjust your approach accordingly. Be Genuinely Curious: Ask questions that show a real interest in them. Find common ground. A true connection opens doors. First Impressions Matter: Be punctual, prepared, and positive. Your enthusiasm sets the tone. 2. Researching: Ask, Listen, Understand You can't solve a problem you don't fully understand. Ask strategic questions and truly listen. Ask Probing Questions: Move beyond surface queries. Ask about challenges, goals, and frustrations. "What challenges keeps you up at night?" or "What would your ideal solution look like?" Active Listening is Key: Focus intently on what they say, and what they don't say. These cues are vital. Paraphrase and Clarify: Summarize what you've heard: "So, if I'm understanding you correctly, your main pain point is... Is that right?" This confirms understanding and demonstrates you've been listening. 3. Exhibiting: Communicate Your Value Communicate a value proposition and solution based on their specific needs. Remember: you want to help them, you can help them, and you will help them, but it must be based on "their world." Problem-Centric Focus: Explain how your solution alleviates their pain and helps them achieve their goals. Use their language. Highlight Benefits: Instead of focusing on features, explain what the benefit does for them. Customize Your Proposal: Show how your solution is tailored. Generic pitches fail. Demonstrate you've listened to them. 4. Approving: Overcome Objections and Secure Commitment Guide them toward a decision. Understand the buyer's profile and view objections as requests for more information. Align with Their Style: Some buyers need data, others need social proof, others a guarantee. Adapt your approach to help secure a commitment. Seek Commitment, Not Just the Sale: Propose clear next steps. "Based on our discussion, shall we schedule a review with your team next week?" Embrace Objections: Don't get defensive. See it as a question: "That's a fair point. Could you tell me more about your concern...?" Then, address it directly. 5. Tending: Cultivate Long-Term Relationships This step is about cultivating a long-term, sustainable relationship. Ongoing Value: Continue providing value. Share relevant articles, market insights, or connect them with others in your network. Strategic Tools: Use CRMs to track interactions and proactively follow up. Regular Check-ins: Don't just surface for problems or new pitches. Schedule regular check-ins to understand evolving needs. 6. Extending: Leverage for New Opportunities The final step: leverage relationships to identify new business opportunities. Satisfied customers are your best advocates. Referrals Are Key: When you've genuinely solved problems, clients will refer you. Make it easy. "Who else might benefit from a solution like this?" Networking Through Success: Clients open doors. Ask for introductions or permission to use their success story. Become Part of Their Network: The deeper you're embedded in their success, the more likely you are for future projects or new departments. Master the Art of Consultative Selling By embracing these six steps, you're not just selling; you're building trust, communicating real value, and creating a sustainable foundation for business growth. Our sales training workshops are tailored to meet the specific needs of each client, ensuring you and your team gain the skills necessary to master this powerful approach. We're here to help you move from pitching to problem-solving. Are you ready to start solving?

Read our latest technical guide, which is updated monthly at the same time as our Newsletter.  Here we take a deep dive on a different topic each month, paying particular attention to the latest IT industry trends. 

Your monthly tech newsletter - written for humans, not geeks!

Every buyer is unique, but most can be grouped into one of four key personality types. Understanding these personality types can be a game-changer in the sales process, helping you tailor your approach, build stronger connections, and close more deals. By recognising the distinct motivations, preferences, and decision-making styles of each type, you can adapt your communication and pitch to resonate with each buyer on a personal level.

Bryan Hyde, Head of Surveying at STax, recently carried out a survey at a leisure club.   From the gym floor to the outdoor facilities, every fixture and fitting was carefully assessed to identify assets that could qualify for valuable tax relief.   A Capital Allowance survey is more than just ticking boxes – it’s about understanding the property in depth. Bryan methodically records, photographs, and documents items such as:   • Specialist lighting and electrical systems• Plumbing, heating, and air conditioning• Built-in fixtures and equipment unique to the leisure industry   By capturing this level of detail, we ensure our clients can claim their full entitlement – often uncovering allowances they never knew existed.   Do you own a commercial property? Speak to the Capital Allowance Experts, and we can help you unlock your property's potential through a Capital Allowance claim.

Leading business advisory and accountancy firms Menzies LLP and Beever and Struthers today announced their merger, creating a national firm with a combined fee income of £110 million and a workforce of more than 1,000 professionals. This strategic union brings together two proudly independent firms with deep roots in their respective markets; Menzies, headquartered in London, and Beever and Struthers in Manchester. Both firms share a commitment to partner-led service, people-first values, and long-term client relationships, making this merger a natural fit in a rapidly evolving professional landscape.

The modern sales landscape has evolved massively, but most sales training hasn’t

Solar energy is becoming a popular choice for businesses in the Gatwick Diamond region looking to cut costs and boost sustainability. PDP Services, a local expert in solar installations, offers tailored solutions for commercial and domestic properties, including battery storage and EV charging, helping clients reduce energy bills and meet environmental goals.

The modern workforce has undergone a seismic shift, with remote work moving from a perk to a necessity and now a preference for millions worldwide. While video conferencing tools, collaboration software and flexible schedules have played significant roles in this transformation, one element stands out as absolutely essential: high-speed internet.

West Sussex County Council has launched Skills Bootcamps, an exciting new initiative designed to help people gain the skills local employers are looking for.

Choosing the right phone system can have a big impact on how efficiently your business operates and how easily your customers can reach you. If you’re wondering whether to stick with traditional phone lines or move to VoIP handset (Voice over Internet Protocol), this guide is for you. Let’s break down the key differences and benefits of each.

When resources are stretched, relationships matter more than ever. This interactive session explores how to build operational resilience through smart prioritisation, collaboration, and trust — even when budgets are tight.

Closing a sale is often the most challenging part of the sales process, but it’s also where you have the opportunity to turn prospects into customers. A strong closing technique can make the difference between a potential sale slipping away and a successful conversion. In this article, I’ll share 8 proven sales closing techniques to improve your conversion rates and close more deals confidently.

This year marks ten years since I founded Starford People & Legal with a simple belief - that legal and HR advice could be delivered differently: practical, affordable, and deeply human. A decade later, our team has grown, the workplace landscape has shifted beyond recognition, and we’ve had the privilege of standing alongside clients through both their proudest moments and their most challenging times. Running a business teaches you quickly what really matters. Over the past ten years, I have learned lessons that have shaped not only how we work with clients, but how we’ve built Starford itself. Here are the ten lessons that stand out most and I hope will resonate with any business leader, HR professional, or employer. - Julie Jones, Founder & Employment Law Partner, Starford People & Legal

Businesses are increasingly reliant on online advertising to reach their target audiences effectively. However, ensuring that every penny of digital ad spending yields the highest possible return on investment (ROI) can be daunting without the right expertise.

I believe true leadership goes beyond strategies and solutions. I believe in connecting with people, understanding their needs, and inspiring them to perform at their best. This is where Emotional Intelligence (EI) comes in. Leaders with high Emotional Intelligence can create positive work environments, build stronger relationships, and navigate challenges with resilience and empathy. In this article, I will share my thoughts on what Emotional Intelligence is, why it’s essential for effective leadership, and practical steps you can take to cultivate and strengthen your EI. Whether you’re new to leadership or looking to enhance your skills, developing Emotional Intelligence is a powerful way to become a more impactful and inspiring leader.

Your space is valuable and how you use it has a massive impact on not just on storage, but also business productivity, efficiency and your bottom line. Mezzanine floors and racking solutions are cost-effective and highly adaptable workspace solutions that help you optimise your space and have enabled many businesses to expand while avoiding the substantial costs associated with moving to larger premises. This quick guide outlines the benefits of both mezzanine and racking systems and some key considerations when planning a new fit-out.