How should salespeople split their follow-up time each week? Not all leads are equal, and neither is the time you spend on them. Here's a simple way to think about where your focus should go: 🔹 Cold Leads – 20% “Keep the door open.” These leads aren’t ready now, but a light touch every so often helps you to get to know them better and keeps your name in the frame for when the timing is right. 🔹 Warm Leads – 40% “Move them along.” They’ve shown interest, but they’re not over the line yet. A well-timed call or a helpful piece of insight could be just what they need. 🔹 Hot Leads – 40% “Don’t keep them waiting.” When the signals are there, act quickly. These are your closest to converting – they need clear answers, not delays. It’s all about balance. Spend too long chasing cold leads, and you’ll miss the ones ready to book. Focus only on hot ones, and you’ll dry up your pipeline. If you're looking to sharpen your approach, ask me about REV-UP Your Research and Telesales online programme, delivered in two-hour sessions over three weeks. Lets learn and grow together. Speak soon. Jo
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 Promoted? Great! Now What?
So many brilliant salespeople get promoted into team leader or manager roles and then… what? No clear support. No structure. Just a new job title and lots of guess work. We’ve seen it time and time again — and experienced it ourselves. That’s why we developed something we’re really proud of 'Step Up And Lead' Sales Leadership Training for New Managers. A practical, people-focused programme designed to help new sales leaders step into their role with clarity and confidence. It’s built specifically for the events and hospitality world. We cover the things we wish someone had shown us early on: · Making the move from peer to leader · Coaching and developing your team · Understanding the numbers and using them well · Running effective 1:1s, setting realistic targets, and learning how to delegate · Tackling performance issues when needed It’s a mix of focused workshop or online modules, Curve tools, and practical examples that reflect real day-to-day challenges. If you have a newly promoted sales leader in your business — or you’re stepping up yourself — we would be happy to chat about how this programme can help. Let’s Learn and Grow together. Speak soon. Jo  We don’t need to tell you that things are tough out there. Budgets are being reviewed, decisions are slower, and conversations that used to move quickly are dragging out for weeks.
While we can’t control the wider economy, we can control how we show up. Here are three things we’re encouraging our clients to focus on right now: 1. Make it relevant Clients are still booking, but they’re being more selective. Lazy proposals won’t cut it. Tailor them by showing that you have listened, and that what you’re offering makes sense for them, right now. 2. Don’t oversell Now’s the time for honest, helpful conversations. Ask the right questions, be clear about what you can deliver, and don’t be afraid to say, “This might not be the right fit.” People appreciate a bit of straight talking, especially when there’s pressure on every pound spent. 3. Keep the momentum If someone’s not ready to book yet, that’s okay. Stay in touch, keep the dialogue going, and look for small ways to add value along the way. A gentle nudge or a useful idea can keep you front of mind. No magic tricks here, just a bit of consistency, clarity, and care. That’s what will help you to stand out when the market’s a bit shaky. Need a hand getting your team ready for that kind of conversation? Give us a shout — we’d love to help. Lets learn and grow together. Speak soon, Jo If you’ve worked with us before, you’ll know we’re not big on buzzwords. Or fluff. And we are definitely not trying to be the loudest voice in the room. We are much more interested in what’s actually going on in your business, your team, your sales pipeline.
Because our biggest strength? It’s not a shiny brochure, an expensive website or a clever pitch. It’s how we work with you. We’ve developed something called The Curve Method™ – a five-step approach that helps us get right to the heart of what your team needs. It starts with Discover, where we listen (properly), ask questions, and take a good look at your sales set-up. Then we Design something that works for your business – not just a copy-and-paste workshop that we have used before. When it’s time to Deliver, we make it real – no awkward role-plays, no recycled slides. Just practical tools, shared in a way that lands with your unique team. We Debrief & track the impact (because training without follow-up is just a nice day out), and we keep supporting you as your business Develops – building momentum and confidence over time. It’s a method that’s grown out of real-life experience. Some of our clients need hands-on sales support – and we’re right there, selling on their behalf in the same marketplace as you. We face the same challenges, the same pressure, the same opportunities. That keeps us honest. It means we understand the pace, the curveballs – and we work with all of it, not around it. So no, we’re not perfect. But we are real. And our clients tell us that’s exactly what makes the difference. If that sounds like the kind of support your team needs – let’s talk. Let's learn and grow together. Jo  Let’s be honest, running a busy sales office in an event venue isn’t easy. Enquiries flying in, deadlines looming, targets to hit… it’s a lot. But when a sales office runs well - really well - it transforms everything. Clients feel it. The team thrives. And the numbers speak for themselves.
At Curve, we’re big believers in what strong sales skills and behaviours can do. That’s why we’ve teamed up with the brilliant team at Paje Consultancy. We both share the same belief: that excellent sales practices are the backbone of successful venues in our sector. Together, we’ve developed a Sales Office Excellence training programme that’s practical, hands-on, and tailored to your world. It’s designed to help sales teams work smarter, not harder - handling enquiries better, communicating with confidence, and turning activity into real, measurable results. If you’re looking to boost consistency, energy and performance across your sales team, we’d love to help! Lets learn and grow together. Speak soon, Jo Over the past few months, Curve has had the pleasure of supporting a wide variety of clients — from historic event spaces and iconic sporting venues to branded city hotels and leading academic institutions. We’ve also worked with clients in the construction supply chain, retail, and more recently a healthcare provider delivering essential and sensitive care services across the UK, where sales conversations require both empathy and clarity. Each client brings something different to the table. Different goals, different team dynamics, different challenges. That’s why the way we work is shaped by three simple but powerful values:
If you’re looking for a fresh approach to sales development that reflects your people and your purpose, let’s talk. Let’s learn and grow together. Speak soon, Jo 
Last week, I had the pleasure of delivering our Step Up and Lead training programme for the Meetings Industry Association (MIA) at the iconic Congress House in London. It was my first visit to the venue, that has featured in a host of well-known productions—from The Crown and Killing Eve to Mr Bates vs The Post Office. Stepping inside felt like walking onto a film set. It was a fantastic space for learning and development. The Congress House team were welcoming, professional, and clearly passionate about what they do. Sadly, the venue is set to close soon. You can read more about that here. I’m truly grateful to have experienced this historic venue before its doors close, and I want to wish the brilliant team behind it all the very best in their next chapters. If you want to find out more about Step Up And Lead our entry level leadership programme for new managers please click on the link below. Let's learn and grow together. Speak soon, Jo
 In the busy world of events, having an engaged team can make all the difference when it comes to delivering amazing experiences for clients. But keeping everyone motivated isn’t always easy with packed schedules and tight deadlines.
Here are some simple ways to keep your team feeling valued and inspired:
Happy teams create happy clients. What’s worked for you to keep your team engaged? Let’s share ideas and learn and grow together! Speak soon, Jo  Join me as I run another session for the Meetings Industry Association. Designed to help with your people planning for 2025, we will talk about Skills Analysis, Training Formats and Training Plans as well as sharing practical hints and tips to ultimately get the Right People with the Right Skills in the Right Place at the Right Time, delivering the Right Results.
Let's Learn and Grow Together. Speak soon, Jo |
AuthorJo Kenny is the founder of Curve Sales Solutions Archives
December 2025
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