Selling in a No Budget Environment: How to Win When Prospects Say “No Budget” Few words stop a salesperson faster than these: “We do not have the budget.” It feels like a dead end, but most of the time it is not. “No budget” is rarely the truth. It is a placeholder for hesitation, misalignment, […]
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The “Second Meeting” Problem: Why So Many Deals Die After the First Call and How to Fix It If you’ve been in sales for more than a week, you know this story. The first meeting goes great. You build rapport, uncover needs, maybe even sketch out a potential solution. The prospect nods along, engaged and
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The Lost Art of Re-Nurturing: How to Revive “Dead” Deals and Turn Ghosts into Customers We have all got them. The ghosts in our CRM. That prospect who seemed ready to buy until they disappeared. You followed up. You sent a few checking in messages. Maybe you left that upbeat voicemail that felt like talking
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Sales Meetings That Don’t Suck: How to Make Every Minute Count Let’s be honest, most sales meetings suck. There, I said it. They’re bloated. They’re boring. They’re about as productive as a treadmill at a donut shop. We’ve all sat through the kind of meeting that could’ve been a Slack message or worse, one that
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How CEOs Can Evaluate and Improve Sales Team Performance As a CEO, one of your most critical and sometimes most difficult responsibilities is evaluating your sales team performance. Now is the perfect time to take a clear-eyed look at how your team is performing and what adjustments are needed. Sales team performance isn’t black and
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From Vanity to Value: The Sales Metrics That Actually Drive Growth You have the sales dashboard pulled up. Charts everywhere. Some lines are up and to the right. Others are flat. Your gut says something is off, but the numbers look impressive at a glance. So why are you still missing revenue goals? (HBR –
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7 Reasons Why Deals Don’t Close – And What to Do About It You’ve had a great conversation with a prospect. They seemed interested, engaged, even excited about what you offer. But when it comes time to close the deal, they stall. They ghost you. They tell you they need to “think about it.” Sound
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Stop “Checking In” and Start Driving Revenue: How to Have Meaningful Sales Conversations How many times have you heard a salesperson say, “I checked in with them last week”? Sounds harmless. Sounds like activity. But let’s be honest…it’s not moving the needle. In sales today, especially when managing active accounts, there’s no room for hollow
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Sales and Business: Adler vs Freud, Which Psychology Builds a Better Team? We are constantly talking about mindset. Grit. Vision. Process. But behind all that, there’s a deeper question most leaders never stop to consider. What is the psychological lens through which we view our people? More to the point—are we leading like Freud or
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For many small and mid-sized businesses, hiring a full-time sales manager just isn’t realistic. Whether it’s due to budget constraints, a lean team, or inconsistent sales performance, bringing on dedicated sales leadership can feel out of reach. But without it, you risk stalled growth, missed revenue targets, and an unmotivated sales team. HBR: Understanding What
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