Category: Sales

The modern buyer’s journey is far from linear. It’s complex. It’s unpredictable. And it’s constantly evolving. But that complexity shouldn’t discourage you. I think successful businesses today are the ones that have the ability to adapt and connect with buyers at every stage. In this article, I’ll dive into the latest buyer’s journey statistics and…

The modern buyer’s journey is far from linear. It’s complex. It’s unpredictable. And it’s constantly evolving. But that complexity shouldn’t discourage you. I think successful businesses today are the ones that have the ability to adapt and connect with buyers at every stage. In this article, I’ll dive into the latest buyer’s journey statistics and…

Starting up a business — piece of cake. Keeping it going past the first year … not so much. If you‘re like me, you’re an entrepreneurial spirit who wishes to have her cake (business) and eat it too (turn a healthy profit). Unfortunately, it’s not always smooth sailing. The small business owners I’ve seen succeed…

Starting up a business — piece of cake. Keeping it going past the first year … not so much. If you‘re like me, you’re an entrepreneurial spirit who wishes to have her cake (business) and eat it too (turn a healthy profit). Unfortunately, it’s not always smooth sailing. The small business owners I’ve seen succeed…

Have you ever wondered what sets top sales performers apart from the rest? I know I have … maybe too much. Anyway, I used to think that “thing” was a well-curated mix of charm, confidence, and a little luck. But after doing some further research, I discovered there’s much more to the story than I…

Have you ever wondered what sets top sales performers apart from the rest? I know I have … maybe too much. Anyway, I used to think that “thing” was a well-curated mix of charm, confidence, and a little luck. But after doing some further research, I discovered there’s much more to the story than I…

Discovery calls seem straightforward: learn about your prospect and present your solution. But in reality, they derail more often than they succeed. I’ve been there — watching a prospect’s energy fade as I talked too much, only to receive a polite “we’ll think about it” before they disappeared forever. The truth? Most sales professionals unknowingly…

Discovery calls seem straightforward: learn about your prospect and present your solution. But in reality, they derail more often than they succeed. I’ve been there — watching a prospect’s energy fade as I talked too much, only to receive a polite “we’ll think about it” before they disappeared forever. The truth? Most sales professionals unknowingly…

Most people are unaware that they’re doing business with a holding company when they bank, buy a jacket, or sign up for a health club membership. I know firsthand because that was me. Until I launched into the world of business reporting, I never considered the underpinnings of a company offering the service or goods…

Most people are unaware that they’re doing business with a holding company when they bank, buy a jacket, or sign up for a health club membership. I know firsthand because that was me. Until I launched into the world of business reporting, I never considered the underpinnings of a company offering the service or goods…