For sellers of professional goods, and services, in today’s competitive business environment, it’s important to understand your buyer’s journey before they make a purchasing decision. We find that there are
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Are we in the midst of – or are about to enter – a period of economic uncertainty? Who knows? But some high-achieving salespeople don’t just survive hard times –
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The first month of the year is a classic time for business owners, and sales professionals, to identify and focus on their most important personal, and professional, goals. We’ve noticed,
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The holiday season is already upon us and you might be wondering: “Where did 2022 go?” Maybe you and your company had a great year, blowing through your billing projections
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If you’re in sales, sales management or business development, here’s a reality check for you: Are you counting on closing a deal or projecting income from an opportunity that isn’t
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For many organizations, and industries, the last quarter of the year is often considered the most important. It’s when budgets are met (or not), initiatives are decided upon and planning
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Whether you are new in your role as a director of sales, or sales manager, or fancy yourself as an “old hand,” at my company, we believe there are five
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If you’ve been keeping up with this column, you may have noticed a theme: the fact that it’s never a bad idea to “get back to the basics” and constantly
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It’s the time of year when hope springs eternal, all 30 teams are undefeated, the weather is perpetually glorious and families are already thinking about summer vacation plans. It is
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If you’re a sports fan, you already know that “March Madness” refers to the annual NCAA single-elimination college basketball tournament. The month of March also signifies the arrival of a
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Sales has traditionally been an intuition-driven profession: “What’s in your pipeline? What do you think is going to close?” But these days, that approach puts companies and organizations at a
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Happy New Year. As we continue to reboot to whatever the “new normal” is, here’s hoping that this year will be one of health, happiness and prosperity for you and
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