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Outside In Resources

We’re constantly updating our resources with useful stuff related to sales improvement. There really is a better way of selling.

Offline DealSheet

This is a free deal qualification tool in MS Excel spreadsheet format. Use it to qualify your opportunities better. Score each deal and make better choices on when to qualify a deal in and out. In our experience pipeline blockages and slippage are the result of poor...

Structured account planning

Are you considering your next step for account planning on one of your key accounts? Maybe you have been asked for your 'latest account plan' and don't quite know where to start. This short 4 minute video will help you. It explains the key steps in b2b account...


A video sharing a simple framework that can be used by sales managers to develop individuals in their team. YOU CAN GROW is based on many years experience in b2b sales.

Account Management KPI’s guide

Download your guide to implementing a new sales approach: how to plan and implement the right approach and how to accelerate adoption and sustain improvement.

DealSheet business case

Download the example DealSheet business case to show how improved opportunity management could positively improve your bottom line.

More value from CRM

Have you invested millions in your sales team and CRM? Do you need more return on this investment? Watch Outside In video.

Opportunity Management Guide

Download this Opportunity Management Guide to help b2b sales people make the right choices for sales improvement | First published by the ISM.

Choosing Opportunities

This message is all about choices. Its about making the right decisions, personally and across a sales team. Taking calculated risks about which opportunities in your pipeline, are worth putting your limited time into.

Opportunity Management Research Infographic

At Outside In, we believe that one of the greatest success factors in B2B sales performance is how you manage your opportunity pipeline. We wanted to gather evidence to prove [or disprove] this belief. Download the high level research findings (infographic)

Focus on winnable deals

Hear our opinion on why it is vital that your sales team focus on winnable deals. Because some deals are winnable (giving a return) and other just are not (costing you a lot).

DealSheet helps a global satellite sales team to focus

“DealSheet works for us, bringing rigour to our P-WIN (win probability) and P-GO (opportunity will progress) measurements. It’s the main point of sales manager/director dialogue and makes a real difference in focusing on the real opportunities rather than those that will soak up effort, but not deliver in the end.”

Deal qualification approach development

Deal Qualification approach development for global services company "Finally we have a common approach in our business to opportunity qualification" VP Sales Better win rates and deal governance, reduced costs and tighter alignment of goals. The BID to WIN ratio...

Customer experience program

The measure of customer satisfaction was significantly improved 50% growth in proportion of “Very satisfied” clients. Retention of a number of £1m+ accounts previously under threat. The awareness of customer value increased across the organisation   The client issue...

Go-to-market strategy development

Marketing campaign costs reduced by 75% and more orders were generated New clients were acquired in the target markets. Sales team time spent with customers was increased by 60% The ability to ‘qualify’ key opportunities improved, significantly lifting percentage win...

Discovery audit

We identified 3 priorities for performance improvement:   Accelerate new proposition development for 2 specific new offers Improve Qualification and opportunity management process Implement an initial performance management approach   The client issue We worked with...

Proposition Playbook Development

A Fully documented and supported process helped to raise the bar in proposition development coaching Many £’000’s saved in 'wasted' proposition development costs Coaching of  live opportunities accelerated progress for selected propositions   The client issue This...

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