Author's page - Anastasiia Burych

COO of Raketa Prodazh

About the author

A results-driven professional and consultant with a proven track record of exceeding sales targets and delivering exceptional outcomes in client projects. Possesses excellent management skills and is an expert negotiator, mastering all existing negotiation techniques. Superpowers: professional management, results-oriented leadership, team building, training sales managers, and driving mindset transformation. 10 years of sales experience. 8 years of sales management experience.

Articles by this author

How to Set Up Missed Call Control Through CRM

In the modern sales world, every missed call is a potentially lost client and money that flows straight to competitors. Imagine: you spend thousands of hryvnias on advertising, a client sees your offer, decides to call, and hears long beeps in response. What does he do? Right – he looks for an alternative and buys from whoever answered first.

What Sales Department Systematization Approaches Are Used in Ukraine: Overview

Many Ukrainian companies already have managers, leads, and clients, but sales remain chaotic. Managers work differently, CRM is maintained irregularly, the owner doesn’t see the real picture of deals, and results depend on individual people. Sounds familiar? You’re not alone in this situation.

What’s More Important When Choosing a Partner: Strategy, Implementation, or Sales Team Training?

Every business owner eventually realizes – the sales department needs development. But then a dilemma arises: who should you turn to? A strategist who will beautifully design a funnel and customer interaction scheme? A practitioner who will set up CRM and implement processes? Or a trainer who will upgrade the team’s skills?

Building a Sales Department: DIY or with Expert Help?

Every business owner eventually faces the same question: sales bring money, but work chaotically. Clients appear from nowhere, managers act on intuition, and you can’t forecast next month’s revenue. Time to systematize the process, but how exactly? Building a sales department from scratch yourself, hire a freelancer to build a sales team, or turn to companies that set up sales departments?

5 questions to ask before firing your sales manager

The decision to fire a Head of Sales (Sales Director) is one of the riskiest in business. When sales decline, the Sales Director is first in the firing line. But are they really to blame? Often the problem lies not with the person but with the system: lack of marketing, weak product, or unrealistic management expectations. Meanwhile, firing can trigger a chain of negative consequences – from revenue drops to the collapse of the entire sales team.

What to Do When Strong Salespeople Don’t Listen to Their Sales Manager

Your sales department has several stars who are truly effective as they bring in the company’s main revenue. They’re strong specialists who are valued, but… they categorically refuse to follow the sales manager’s instructions. These top performers don’t listen to the manager, ignore meetings, sabotage new procedures, openly object, and do everything their own way. “I bring in profits – so I decide how I work” – that’s their main argument.

Step-by-Step Guide to Adapting Scripts for Different Types of Clients

Every buyer is unique, yet most managers use the same script for all clients. The result of this approach? Low conversion rates and disappointed customers. When you talk to an analyst about feelings or to an emotional client only about numbers – you lose their attention and, consequently, the sale. Modern sales require flexibility and understanding the psychology of different types of people. In this article, you’ll learn how to adapt a sales script, identify the client type within the first minutes of conversation, what changes to make to your scripts, and how to avoid common mistakes when adapting sales scenarios for different psychological types.

Why Sales Scripts That Worked a Year Ago Aren’t Selling Today

Have you noticed that old sales script doesn’t work in conversations with clients anymore? If your managers call through databases, use standard text, and receive only objections and rejections in response – the problem might be an outdated sales script. What brought results a year ago may only cause irritation today. The market is changing, competition is growing, and customers are becoming smarter and recognizing template approaches. Many companies continue to use the same sales scenarios for years, not realizing that this not only reduces sales but also burns out employees. The reason isn’t in scripts as a tool, but in their unchanging nature. Let’s figure out why sales scripts don’t work and how to restore their effectiveness.

TOP-5 Task Managers for Organizing a Sales Department

Modern sales departments face an enormous flow of tasks: lead processing, negotiations, preparing proposals, sending commercial offers, and monitoring deal statuses. Keeping all this in your head is impossible, and scattered notes and tables have long been unable to cope with complex management of work processes. Task managers are becoming critically important tools that help structure chaos, automate routine work, and ensure transparency across the entire team.

How to Conduct Competitive Sales Department Benchmarking: Step-by-Step Guide

In the business world, knowing your place in the market is not a luxury but a necessity. This is especially true for the sales department, which directly impacts a company’s financial performance.

Which Sales Department KPIs Should Be Compared with Competitors

Have you ever caught yourself thinking: “Our sales department metrics are not bad… probably”? This “probably” often becomes a problem for many companies. Without understanding the market context, your KPIs are just a set of numbers that don’t give a complete picture of the real situation. When lead-to-deal conversion is 15%, is this a good result or are you losing customers that competitors are taking? If your average check grew by 10% over the year – are you ahead of the market or lagging behind the overall dynamics?

How to Conduct an Audit of Your Current Sales Motivation System

Even the most carefully designed motivation system loses its effectiveness over time. Yesterday’s incentives no longer work, sales managers “play with metrics,” and the team becomes less interested in achieving company goals. If you’ve noticed that sales results are disappointing and employees have become less active – it may be time to audit your personnel motivation system.

Product Localization: What to Adapt for a New Market

Entering foreign markets is not just about translating your website or product packaging. Companies looking to win over international consumers face a whole set of cultural, legal, and technical nuances. Product localization and adaptation have become critically important factors for successful international expansion.

How to Create a Pricing Strategy for a New Market

Imagine: you’re ready to enter a new market, your product is packaged, your team is battle-ready, but the pricing question hangs over the entire project like a sword of Damocles. Set your price too low – you’ll burn margin and teach customers not to value your offering. Set it too high – you’ll be left without customers who will go to competitors without a second thought. Pricing strategy in a new market often determines the fate of a business for years to come, yet there’s no universal formula. This isn’t a case where you can simply convert your domestic price at the exchange rate and hope for the best.

How to Assess Company’s Readiness to Enter New Markets

Want to break into the international arena? Great. But before you start printing business cards with an address in Warsaw or Berlin, let’s have an honest conversation: the desire to scale and the actual business readiness are two completely different stories. You may be extremely ambitious, but if you don’t have clear processes, sustainable financial cushion, and a team that understands what they’re getting into, your attempt to enter a new market risks becoming an expensive lesson.

Reporting in B2B vs B2C Sales

Imagine making business decisions blindly – without understanding which acquisition channels work, where money is being lost, and which customers are truly profitable. Sounds like a nightmare? For many companies, this is reality because they try to use the same reporting approaches for fundamentally different types of sales.

23 February 2026

B2B Sales Forecasting: Long Cycles and Complex Funnels

In the B2B world, B2B sales forecasting is an entirely different game compared to B2C. While the consumer segment often deals with short purchase cycles and relatively simple decisions, B2B involves months-long negotiations, dozens of stakeholders on both sides, and customized proposals for each client. Add high contract values to the mix, and it becomes clear why a forecasting error can cost a company millions. An accurate forecast isn’t just numbers in a spreadsheet. It’s the foundation for resource planning, cash flow management, and strategic decisions. Essentially, it’s the compass that helps businesses move forward even in market uncertainty.

26 January 2026

Objection Handling in Cold Calling

Objection handling in cold calling is a perpetual headache for sales managers. What typically happens? When the sales manager sees that team members can’t overcome the simplest objections, they think: “I have weak salespeople on my team.” But this is the key and most common mistake. Objections aren’t a problem with individual managers, but a clear indicator of systemic miscalculations in the entire department’s work, from database preparation to call structure.

23 December 2025

Structure of Cold Call: 6 Essential Steps

Many sales department managers face the same problem: salespeople call clients haphazardly. Each uses their own phrases, handles objections differently, and as a result, conversion rates fluctuate like a heartbeat during a panic attack. And when new employees join the team, they have to be trained almost from scratch because the cold call algorithm isn’t clear.

19 December 2025

How to Test Sales Skills During Recruitment: Test Assignments, Role-Playing, Calls

Why do some salespeople turn every contact into a deal, while others can’t sell even the most in-demand product? It’s not just about speaking eloquently. An effective sales manager possesses a complex set of skills that are difficult to evaluate in a single standard sales manager interview.

21 November 2025

Sales Training: Tools for Practicing Sales Scripts

Imagine: you’re selecting a new sales team. You have two candidates with identical resumes. The first confidently discusses their experience, easily counters objections, and asks you follow-up questions. The second hesitates, gets lost, and can’t clearly explain their achievements. Who would you choose? The answer is obvious. Similarly, your clients choose salespeople who inspire confidence and act with certainty. That’s why practicing sales scripts remains the most effective training tool.

19 November 2025

Training Managers to Work with Major Clients

In today’s business world, key account managers are becoming true architects of company success. Their ability to build long-term relationships with corporate clients often determines not just sales volumes, but the sustainability of the business as a whole. Today, working with major clients requires a special combination of qualities: strategic vision, deep understanding of partner needs, and high emotional intelligence.

17 November 2025

Sales Manager Performance Evaluation During Audit: Modern Methods and Tools

In a competitive market, business success is largely determined by the effectiveness of sales managers. Proper and systematic evaluation of employee performance is necessary to increase profits, identify weak areas, and optimize sales processes. Errors in analysis lead to customer loss, decreased motivation, and deterioration of customer experience.

11 November 2025

How Audit Helps Determine the Effectiveness of Customer Acquisition Channels

In a fast-changing market, companies are forced to constantly develop sales channels and regularly evaluate their effectiveness. In this context, a thorough sales channel effectiveness analysis becomes a useful procedure and a strategic necessity. You need to clearly separate profitable channels from those that merely consume resources. Without this, it’s impossible to judiciously allocate marketing budgets and plan business development.

07 November 2025

Types of Sales Audit: Strategic, Operational, Financial

In conditions of growing competition and market saturation, systematic sales diagnostics becomes a useful tool and a real key to manageability and business scaling. Audit and its types in sales is not a punitive inspection, as many uninitiated employees fear. On the contrary – it’s a strategic growth tool that allows you to see the complete picture of your business. It helps companies discover “holes” in their processes and find hidden growth points: manager effectiveness, promising directions, margin improvement potential, and even department structure optimization. It’s important to understand that a comprehensive sales strategy audit includes several different levels of analysis, each solving its own tasks. This article contains specifics. We’ll examine types of sales audit and the purpose of each. We’ll show how to combine them for a manageable result. We’ll separately identify the types of audit in a unified classification framework.

04 November 2025

When a Company Needs a Sales Audit and When It Doesn’t

Sales audits often seem optional to entrepreneurs—especially when business is going well. Why spend time and money analyzing processes that appear to be working? But this is where the main mistake lies. Understanding why audit is needed is crucial: it’s wrong to consider an audit simply a “check for the sake of checking.” In reality, it’s a strategic tool that helps identify hidden problems before they become obvious through revenue drops. Statistics show that companies regularly conducting sales audits manage their resources 20-30% more efficiently on average and respond faster to market changes. Meanwhile, many executives struggle to answer a simple question: “Does my company need to be audited right now?” In this article, we’ll examine the signs indicating when you need a sales audit. We’ll show business situations where it’s critically important. We’ll justify the necessity of audits and explain the advantages of regular process reviews.

31 October 2025

Best Sales Funnel Analysis Tools: Comparison, Features, Selection

Working in sales? Then it’s not only important to attract customers, but also to track their behavior in detail at every step – from the first touch and product page view to cart addition, payment, and post-purchase interaction. Without structured sales funnel analysis tools, your team won’t understand where customers are significantly lost. This is where sales analytics tools come to the rescue: they show at which stage conversion drops, which form fields slow down completion, and which actions need to be optimized first.

30 October 2025

Types of Sales Channels: Selection Strategy and Effectiveness Analysis

Sales channels are the paths through which products or services move from a company to the end consumer. Simply put, these are all the methods a business uses to sell its product. Properly selected sales channels—like reliable bridges between your business and customers—ensure a stable revenue flow and determine the future success of the entire enterprise.

15 October 2025

Non-Target Lead: What It Is, How to Identify and Minimize Business Losses

Non-target leads are not just an annoying inconvenience, but a serious factor affecting the entire business economy of a company. According to research, up to 50% of advertising budget can be spent on attracting people who fundamentally cannot become your customers. This entails not only direct financial losses, but also blurred analytics, demotivation of the sales department, and wrong strategic decisions.

14 October 2025

CRM Data Hygiene: How Clean Data Impacts Sales

For modern companies, CRM systems have evolved from merely useful tools into critical infrastructure, especially for businesses built on repeatable sales and marketing processes. However, over time, any CRM system faces an inevitable problem – data pollution. Duplicate contacts, typos in addresses, outdated phone numbers, empty fields, and inconsistent formats quietly reduce CRM effectiveness and trust.

29 September 2025

Time Blocking in Sales Department: How to Implement Time Management Method

In today’s highly competitive environment with constant pressure, sales team members need not only to know selling techniques but also properly manage their time. Time block is a method that helps structure your workday, allocate time blocks for key tasks, and minimize distractions. For businesses, this means increased productivity and control over results; for employees, it means reduced stress and improved focus.

24 September 2025

Mentoring Session: A Tool for Growth and Efficiency in Sales Departments

Modern businesses can no longer afford the luxury of slow employee development. In sales, every lost day means unrealized profits and potentially lost customers. That’s why more companies are turning to powerful tools like mentoring sessions. A mentoring session is a focused conversation between an experienced specialist and someone striving to improve their skills

23 September 2025

Mentorship in Business and Sales: What It Is and Why You Need It

Remember the feeling of trying to navigate a new company, position, or field almost blindly? Most of us have faced this situation, which resembles trying to assemble IKEA furniture without instructions – possible, but significantly more time-consuming. Mentoring and mentorship solves precisely this problem, as it’s a time-tested method of knowledge transfer from experienced professionals to those just starting their journey or exploring a new field.

22 September 2025

Feedback Rule: Best Practices for Business

In modern business, feedback has evolved beyond simple “heart-to-heart” conversations – it has become a strategic tool directly impacting company results. Imagine working “blindly” for years, not understanding what you’re doing right or where you need improvement. Or managing a team without ever explaining their growth paths. Absurd, right? Yet this is how many organizations function.

17 September 2025

Sales Models: Comparative Analysis and Application Examples

If you’re involved in sales, you already know it’s a true art form requiring both creative thinking and rigorous analytics. Today, there are countless ways to organize the sales process, and choosing the right model can be the decisive factor in your business success. Not all types of sales are equally effective across different niches and market conditions. Some are perfect for working with large corporate clients, while others are better suited for mass consumer markets.

15 September 2025

BANT vs CHAMP: Comparing Lead Qualification Models and Choosing the Optimal One

In this article, we’ll break down each model thoroughly, compare their effectiveness in different situations, and help you determine which approach better suits your business. You’ll learn why proper qualification can increase your sales effectiveness by 30-40% and how to avoid typical mistakes, including effective objection handling that even experienced salespeople make. Ready to increase conversion and get rid of “cold” leads? Let’s start with the basics.

11 September 2025

B2B2C Model: Benefits, Risks, and Successful Company Examples

Business never stands still. While some companies continue to operate using classic schemes, others experiment with new approaches to maximize market potential. One such “hybrid” strategy is the B2B2C model, which manages to combine the best of both worlds: corporate sales and direct consumer interaction.

10 September 2025

Cold outreach: 7 proven strategies that work in 2025

Cold outreach is the process of establishing first contact with potential clients who haven’t previously interacted with your company and may not even know you exist. Unlike inbound marketing, where clients find you, in cold outreach you make the first move.

05 September 2025

Go-to-Market Strategy: How to Launch Your Product and Outpace Competitors

Launching a new product to market is like skydiving. Without proper preparation, you risk a hard landing. That’s why developing a market strategy becomes the decisive factor between loud success and quiet failure. Go to market strategy isn’t just a marketing plan, but a plan for entering the market. It’s a comprehensive roadmap that defines how your product will reach its target audience, how you’ll compete in the market, and what resources you’ll need for a successful launch.

04 September 2025

Sales Cycle: How to Shorten the Path from Lead to Deal Without Losing Quality

Imagine this scenario: you seem to be doing everything right—you have a steady flow of leads, your team is actively working, but sales aren’t growing as expected. Or perhaps you’ve even increased your lead flow, but sales remain stagnant, and you’re not seeing a return on your marketing investments. Sound familiar?

How TAM / SAM / SOM Help Build a Scalable Sales Strategy

TAM, SAM, and SOM are fundamental market metrics that transform assumptions into numbers and provide a foundation for realistic growth planning. TAM (Total Addressable Market) – the total demand volume for your product. SAM (Serviceable Available Market) – the portion of the market you can realistically serve with your current product, monetization model, and geography. SOM (Serviceable Obtainable Market) – the share you can capture in the near future with your available resources.

Sales Stages: A Complete Guide to Successfully Closing Deals

Imagine sitting down to play chess without knowing the rules. What are your chances of winning? That’s similar to the situation facing sales professionals who don’t understand the stages of sales. Effective selling isn’t about random luck or an innate talent for “pushing” products—it’s a clearly structured sales process with logical transitions from introduction to closing.