Process beats perfection: Following a structured sales process consistently is more valuable than chasing the “perfect” method. Five-stage framework: Plan → Prospect → Impress → Win → Nurture — a ...

Previously I discussed lean sales cycles and their importance for scaling startups or established companies. A repeatable, high-margin sales cycle is also necessary to train outsourced sales teams or ...

Brands of all sizes and in every industry are turning to social selling strategies to increase sales and build stronger customer connections. According to LinkedIn, 78 percent of social sellers ...

Three out of four B2B companies take four months or longer to close a sale with new customers, according to data from CSO Insights (via Marketing Charts). A primary reason I see for this is that the ...

Every organization is constantly seeking methods to enhance efficiency and produce tangible outcomes. An established strategy includes leveraging outsourced tea ...

Successful sales is largely a game of speed and simplicity. That is, the faster a sales rep can generate an accurate, personalized quote for an interested prospect, the better the odds of sealing the ...

When preparing for the launch of a new product, medical device manufacturers should also evaluate whether their technologies will have a foundation to build on two to three years down the line.

When considering the sale of a business, proper planning and strategy are not just beneficial—they are essential for a successful transition. The journey of selling a business is fraught with ...

Walking into today’s B2B buying process feels less like a marathon and more like a sprint. According to new LinkedIn data, nearly half of B2B deals now close within just 14 days. That acceleration is ...