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Three Sales Pitfalls Startups Should Avoid

Elon Musk once said, “Starting a business is not for everyone. Starting a business – I’d say, number one is to have a high pain threshold.” Starting anything can be painful. Remember when you started riding a bike, a new workout program, or learned a new sport? In the early stages, there can be a […]

7 Sales Leadership Rules for New Sales Managers

Lead, follow, or get out of the way, is a saying attributed to General George Patton. If you are in sales, you likely see yourself as a leader. If you are a sales manager, you must be a leader. It’s your job to get the most out of your team. But if sales management is a new role for you, […]

Do Your Prospects Recognize Your Value?

What would selling look like if it was easy? In a perfect world, prospects would immediately recognize the value your product or solution delivers and take the required actions to secure the solution for themselves. For example, most of us, if we find a hundred-dollar bill on a sidewalk, would bend over and snatch it […]

Qualifying Prospects Through Lead Scoring

What do top-performing sales teams do better than under-performing sales teams? They don’t waste time selling to prospects who are not ready to buy. Instead, they have a system to identify the highest value prospects in their pipeline and invest their time with those that are most likely to close. Sounds simple, but when your […]

Selling Strategy: Focus on People or Products?

On the surface, it’s easy to see products as the center of your sales strategy. After all, products and services are the things you sell. It’s natural to build a strategy around them. You want to highlight their best features, compare to the competition, and price to make a profit. However, as easy as this […]

Infographic: Characteristics Of Top-Performing & Underperforming Salespeople

Whether it’s selling the latest TV at the local electronics store, a state of the art water filtration system to homeowners in your area, or pitching IT services to up and coming small business owners, making the sale depends on your appearance, knowledge and motivation to put you above the rest. Here are the characteristics […]

Infographic: Avoid Common Pitfalls During Your Sales Presentation

Presenting well requires some skill and finesse. The good news is that these skills are learnable; with practice they will become second nature. The bad news is that there are myriad ways for sales professionals to derail a presentation. By becoming aware of some common pitfalls, you can strive to avoid making mistakes that might […]