Articles

Seven Reasons Why People Disregard Coaching. And Why They Shouldn’t.

If you’re a startup founder or entrepreneur, you need to be selling. Having a sales coach is probably the best investment you can make in your business.

Founders and Sales

The good news? Founders can make excellent sales leaders. You have deep product knowledge, authority and credibility, and can move quickly and decisively. And you can be better at it than you probably give yourself credit.

Big B2B Sales Is Not for Everyone

Selling to large enterprises is hard. Sales cycles are protracted and unpredictable. Product requirements will be extensive and demanding. You’re selling to multiple different personalities, functions, and agendas.

Enterprise Sales: Why Is It So Hard?

Written in collaboration with Sean Murphy of SKMurphy, Inc. For early-stage founders aspiring to scale fast and get the market recognition that comes with landing a prestigious Fortune 500 customer, having an enterprise sales strategy can be a game-changer. The visibility and legitimacy that these jumbo accounts engender are understandably enticing, and for some B2B …

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How to Think About Sale vs. Sell

Being a salesperson by profession and someone fascinated by the psychology of sales, words like sale and sell naturally intrigue me. As simple as it may sound, the significance of sale vs. sell is worth some examination for those of us dedicated to the craft of sales.

Do You Jump?

Leaving the perceived safety of company employment isn’t for everyone. And it warrants some serious thinking before making the leap. But for many people, that opens up almost infinite opportunity.

Getting Started

In my consistent experience, it’s the first step that promises to be the most difficult. Regardless how well I happen to understand this, just pushing off or typing the first few words can seem an almost insurmountable undertaking. It’s the right thing, obviously, and I also know that I’ll be pleased to have completed it… …

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Incorporate Experiments into your Sales Process

Here’s a question. How does one get better? How does one improve at something? (Okay, that’s two questions.) Here’s how you don’t improve. Keep doing the same thing. You certainly can’t keep doing the same thing over and over and expect to get better. Somehow or another, you have to do something different. You have …

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