SME Growth Series: An Introduction to Business Selling 

Based on the results from our latest SME survey, the key requirement listed by techUK SME members was customer acquisition. To best assist our members and the industry achieve their growth plans, techUK has created the 'SME Growth Series' to share knowledge from industry experts and help the tech SME community sell successfully.

SMEs in the tech space are particularly challenged to sell effectively.  They are a community of innovators, creating new and novel solutions to problems and creating new opportunities for their customers. As such the understanding of these solutions by their prospects is not strong, so how well these solutions are sold is critical to the success of the SME.

The first session of the series will be delivered by Guy Lloyd, Director at the Institute for Sales Professionals, and will provide attendees a good understanding of the key elements that drive effective business to business sales, that they can apply to drive better sales outcomes for their business

The elements covered within this session will be:

  • The  selling process
    • Sales stages
  • The buying process
    • Why do companies buy?  Who are the decision makers?
    • Status Quo, Passive buyer, Active buyer 
  • Is business sales a numbers game?
    • Whack a Mole
    • Understanding your market
    • Identifying your target customers
    • The sales funnel and sales pipeline
    • What to measure – headlights and taillights
  • Presentations and proposals
    • When to provide and what to include, in what order.
  • Negotiating and closing
    • When and how 
  • Growing your business
  • Upsell and cross sell
  • Power of referrals
  • Understanding the cost of sale

Booking details

This event will take place from 9:30-11:30 on Wednesday 29 June 2022 at techUK’s offices, 10 St Bride Street, London, EC4A 4AD. This event is a hybrid session and registrants will be asked to specify if they are attending in person or virtually. We have a limited number of places available to join in person and we will accept a maximum of one delegate per company. 


Guy Lloyd FF.ISP

Guy Lloyd FF.ISP

Director, Institute of Sales Professionals

Find out more