Nobody bats 1.000. We all make mistakes in every facet of life, and sales is no exception. Some sales screw-ups are borderline inevitable, but others are pretty avoidable. Still, even though those hitches and hiccups are common and dodgeable, they still fly under the radar enough to trip plenty of sales professionals up. It can…
Not all sales shortcuts are created equal. Some, like scheduling follow-up emails or creating a repeatable framework for researching prospects, streamline your day without harming the quality of your work. Others save you time but damage your results — meaning you’ll ultimately be less productive for using them. As the expression goes, “If you don’t…
Being a managing partner isn’t just about having a leadership title — it means balancing ownership, strategy, and daily operations in a way that directly shapes the success of a business. And in partnerships and LLCs, where leadership structures differ from traditional corporate models, this role is even more critical. While writing this blog post,…
Choosing the right small business idea can feel overwhelming when you’re exploring different business ideas. I know because I’ve been there. My first business as a salsa dance class instructor taught me a tough lesson: passion alone isn’t enough. Without a sustainable small business model, I struggled to keep up with expenses and attract potential…
Welcome to Breaking the Blueprint — a blog series that dives into the unique business challenges and opportunities of underrepresented business owners and entrepreneurs. Learn how they’ve grown or scaled their businesses, explored entrepreneurial ventures within their companies, or created side hustles, and how their stories can inspire and inform your own success. You…
As a small business owner, I’ve learned firsthand just how important it is to understand buyer motives. After all, if I know what motivates my customers, I can tailor my sales pitch to match their unique interests and inclinations. Of course, it’s impossible to read people’s minds — but by learning to recognize some of…
For decades, sales hinged on pitching product features and benefits — an approach that once worked but now falls short. Buyers now expect measurable value and real outcomes, and those who cannot deliver risk being left behind. Outcome-based selling, though more effective, was often sidelined because it required a deeper understanding of customer goals, a…
My sales peers and I are always debating hot sales topics — because we genuinely believe salespeople must keep up with the latest to stay relevant and address what our leads care about most. In this article, I’ve collected the hottest sales predictions for 2025 from leading sales experts and new, eye-opening data in the…
Over the last several years, I’ve learned firsthand just how important key account management can be. But what is key account management? And, how can teams develop a key account management framework that will set them and their organizations up for success? In this comprehensive guide to key account management, I’ll walk through what key…
I‘m not sure there’s any activity more closely associated with sales than cold calling. It can be the trial by fire that preps SDRs for a career in the field, the day-to-day responsibility that keeps reps diligent and engaged, and the basis for a ton of sales org’s prospecting infrastructures. It‘s been a staple of…