A NOTE FROM THE FOUNDER, KRISTY DAVIES-SUMPTER
Hello, and welcome to May's edition of the Sales Playbook
In my decades of experience in sales, there's one thing I know to be true:
Summer sales problems start now.
In delayed follow-ups that are put off.
In prospecting getting pushed back in favour of other activity.
In conversations that don't progress properly and have no clear direction.
In opportunities sitting in inboxes with no clear next step.
At this time of year, client work tends to increase and events fill the diary, so it's no wonder that sales activity can slip further and further down the priority list.
But if your pipeline does not feel as healthy as it should in the Summer, that's going to cause issues. That is why May matters.
What you do now protects sales for the summer.
That is exactly what I want this month’s newsletter to help you do.
What you put off today comes back to bite you
If you are prioritising client tasks, your inbox, meetings, admin before your sales follow-ups - then we need a little reframe:
Sales follow-up is not interrupting your work.
It is protecting your future workload.
Every conversation you delay today is a potential opportunity that becomes colder tomorrow, and even colder next week!
So before you move your follow-ups lower down the list this month, ask yourself:
Would I rather deal with this conversation now… or deal with the pressure of an empty pipeline later?
Momentum is usually lost in the small delays. So get moving:
A quick call. A short voicenote. A check-in email even.
These small actions are often the difference between a healthy pipeline and a stressful one.
Identify your highest-value sales action
Here's one small action that creates far bigger results: Identifying your highest-value sales activity before the day begins.
Try this for the next 2 weeks:
Step 1
Before opening emails, write down the one sales action most likely to support you in creating high-value sales today.
Step 2
Complete that task before getting pulled into everything else.
That might be:
• Following up a proposal
• Calling a lead
• Sending a prospecting message
• Asking for a decision
• Re-engaging an old opportunity
Step 3
At the end of the day, ask yourself:
“Did I move sales forward today, or was I just busy?”
Productive sales activity creates opportunities. Busy work just fills time.
Sales Ready: The Foundations Your Business Needs to Win More Sales - Thursday 25th June 2026
12:00pm to 1.00pm - Online Webinar
Learn what it really means for a business to be sales ready and why strong sales planning is essential for steady growth.
You’ll discover the key building blocks that support consistent sales, step back to look at your sales activity with fresh eyes, and understand what may be holding your business back from winning more of the right work.
Leave with clarity on where your sales setup is strong, where it needs attention, and what to focus on next to build a more predictable and confident sales process.
To see our full lineup of events, click here
Exhibiting this Summer?
Exhibitions can be a brilliant way to generate leads, build visibility and create valuable conversations, but only when there is a proper plan behind them.
Too many businesses invest heavily in stands, banners and brochures, only to leave with a pile of business cards and no real follow-up strategy.
That is why we created The Follow-Up Formula: Exhibiting Action Pack.
This practical resource is designed to help you prepare properly, maximise conversations on the day and make sure opportunities do not disappear once the exhibition is over.
Inside, you will find guidance, strategies and action plans on:
• Preparing before the event
• Creating meaningful conversations
• Capturing leads properly
• Following up effectively afterwards
• Turning footfall into genuine business opportunities
If exhibitions are part of your growth plans this year, this resource will help you approach them far more strategically and commercially.
Download the Exhibiting Action Pack here.
Responses