Discovery calls seem straightforward: learn about your prospect and present your solution. But in reality, they derail more often than they succeed. I’ve been there — watching a prospect’s energy fade as I talked too much, only to receive a polite “we’ll think about it” before they disappeared forever. The truth? Most sales professionals unknowingly…
Most people are unaware that they’re doing business with a holding company when they bank, buy a jacket, or sign up for a health club membership. I know firsthand because that was me. Until I launched into the world of business reporting, I never considered the underpinnings of a company offering the service or goods…
Picture hiring a promising sales rep. But three months in, they quit. Sound familiar? You’re not alone — 52% of top sales hires quit because of poor sales training or onboarding. On top of this, Ann Clifford, founder and president of Safari Solutions, notes that it takes three to nine months for new sales hires…
Most teams today are in touch with their sales data in some way, shape, or form. Some industries and companies are better at it than others. In tech, for example, where I spend a lot of my time as a marketing consultant, sales and marketing are pretty tight. They share systems and strategies to the…
Every sales professional has the same experience: The end of the quarter looms, and you’re still waiting for leads to convert into paying customers. As a business owner, I’ve been there too — juggling multiple clients, pitching new writing projects, and managing endless follow-ups. But, the days of manually managing business may be over. AI…
Some sales managers hit their targets. Others build teams that consistently outperform, year after year. What makes the difference? To find out, I spoke with top sales leaders, combed through expert interviews, and listened to hours of podcasts on leadership and performance. The best sales managers don’t just focus on hitting numbers — they build…
After years as a B2B SaaS content consultant, I’ve learned that while starting a business is exciting, setting up the right structure is so important. Different business structures offer various benefits, but choosing the wrong one can hurt you legally and financially in the long run. Let me share what I‘ve learned about choosing the…
What’s the difference between sales and marketing? At a high level, marketing is all about informing leads and attracting them to your company, while sales is about working directly with prospects to highlight the value of your company’s solution to convert those prospects into customers. Sounds simple enough, right? But it turns out that the…
I once worked with a client who completely changed the way I think about business growth. He ran a mid-sized tech company, growing steadily but slowly — until everything suddenly took off. I asked him what changed. His answer? “Joint ventures.” That was the first time I really understood what a joint venture is —…
You’ve done it: You took an idea, built it into a thriving business, and now you’re ready to sell. Congratulations — few entrepreneurs make it to this point. You’re in the right place if you find yourself asking, “How do I sell my business?” Now, it’s time to ensure you make the right deal…