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Blog Category // Sales (19)

Seizing Genuine Sales Opportunities for Growth

In any pipeline, you will find many potential deals. Many records that show up as opportunities are not close to being deals ...
Information Disparity 2-part video series

What I Miss About Selling

While I am not romantic about the past, there are several things I miss about the old days of selling. Generally, things ...

8 Common Mistakes Sales Reps Make

When trying to close more deals and reach your quota, mistakes can be costly. Avoiding common pitfalls can help you improve ...

The Value of Face-to-Face Sales Calls in a Digital World

One of the negative outcomes of the pandemic was the shift from meeting with your clients in real life to virtual. It can be ...

How Your Sales Meeting Agenda Is Killing Your Deals

My client in Cincinnati stopped me from turning on my laptop. I was preparing to share my company’s slide deck, but before I ...
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Eight Rapport Building Mistakes That Cost You Deals

Some sales gurus will try to convince you that you need not be known, liked, and trusted to win deals in B2B sales. Some of ...

The Ultimate Guide to Building a Successful B2B Sales Funnel

A sales funnel is a concept that illustrates the various stages of a customer's purchase decision process. While sales ...

The Ultimate Guide to Sales Growth Initiatives-Boost Your Revenue in 2023

Supply chain issues and wage growth have been pushing the Fed to raise rates faster than ever, but despite these strong ...

Expert B2B Sales Plays & Best Practices

How you sell is a major factor in sales success. Even though the sales process is no longer linear, we still divide it into ...
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Are You Creating Value, Building Value or Adding Value?

As a writer, I care deeply about words. Words and phrases have meanings. When used incorrectly, words can confuse others or ...

Top Sales Operations KPIs to Track & Optimize

Sales operations is the business function responsible for supporting the sales force by improving efficiency and ...

Revolutionize B2B Sales: 5 Strategies for Team Success!

As B2B sales organizations continue to reorganize their go-to-market (GTM) sales teams, there is a convergence into revenue ...

6 B2B Sales Strategies that High-Growth Teams Use to Crush Targets

You wouldn’t expect an NFL team to head into a game without having their plays ironed out. Similarly, your sales team can’t ...
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Enhance Customer Loyalty in B2B Sales with Value Creation

Customer loyalty is critical for growth companies. B2B sales organizations that lose clients (churn) must recover lost ...

How to Increase Revenue in B2B Sales with Value Creation

B2B sales organizations sell to other companies. Sales leaders and their sales teams are responsible for an increase in B2B ...

What is Value Creation in B2B Sales?

Every sales organization and sales professional must choose between two sales approaches: traditional and modern. The ...

Important B2B Sales Enablement Metrics to Measure Performance and ROI

The investment you make in sales enablement ensures your sales force's effectiveness and will allow sales teams to create ...

B2B Sales Fundamentals for Beginners - A Comprehensive Guide

Over time, buyers have changed, and sellers have had to follow. B2B salespeople have had to find new ways to create value ...

The Art of Certainty - How Consultative Selling Helps B2B Buyers Make Confident Decisions

You might have found sales success using a positioning statement about your company and your offerings. You may have found ...

Make It Rain - How to Become a B2B Sales Rainmaker

There are rainmakers and rain barrels. The rainmaker makes rain by creating opportunities and generating sales and income. ...

Building Strong Relationships - Key Principles of Account Management

If you are in sales long enough, you will notice sales organizations (not yours) and some salespeople (not you), underinvest ...
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Are You Ready To Solve Your Sales Challenges?

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Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

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