Your ideal customer just placed their largest order yet. It sounds like a dream come true, right? Well, at least it did before you checked your inventory and realized you didn’t have the goods on hand to deliver — or the cash to purchase what you need from your supplier. But don’t throw in the…
If you’re in sales, you’ve probably tried a bunch of different sales methodologies, always looking for the one that sticks. One I’ve found interesting is negative reverse selling, part of the Sandler Sales Methodology. At first, the name might seem a little off-putting, but it’s actually pretty simple. The goal is to get your prospect…
Writing a LinkedIn summary is one of those tasks that sounds easy until you try to do it. Should you recount your prior roles? List your accomplishments? Write in first-person or third? Or, should you forge ahead using the cookie-cutter bio LinkedIn wrote for you? (The answer to that question is no, but don’t worry…
In a previous role selling software, I gained insight into the importance of choosing the right business model. In an effort to appeal to the entire marketplace, from enterprise users to solopreneurs, our product was priced based on usage—the more API calls we had to handle for a customer, the bigger their bill. Unfortunately, selling…
“Do you use AI? What AI tools are you using? Do you see any ROI?” If you’ve scrolled LinkedIn or Reddit recently, these questions regarding AI business strategy are everywhere. Here’s the catch: there’s no universal answer. AI has proven its potential, but it also comes with risks. Unity, a game development platform, suffered a…
For every project a company pursues, those in charge want to ensure it generates a return on investment. Before you launch into a new venture, it’s essential to complete a feasibility study. Feasibility studies help to determine the success (or failure) of your proposed project or plan. These types of studies help you make better,…
Maintenance teams run like a well-oiled machine when there’s structure — without it, things can spiral into confusion fast. From my experience, one of the simplest yet most effective tools to keep everyone aligned is the work order. Think of it as a clear, actionable blueprint for assigning and managing tasks, so nothing slips through…
Not long ago, I was on the hunt for my next sales role, and it was entertaining to note the two different conversations that were happening during the interview process. On the one hand, the interviewing team has all their questions lined up to try and figure out, “Can this guy sell?” And on the…
Franchises are entrepreneurial opportunities that let you use the established brand and model of another company to start your business. I’ve personally explored how to start franchises like restaurants, gyms, and more, and I can tell you that the right franchise can set you up for serious success. Take Chick-fil-A, for instance. It has become…
I don‘t know if it’s tacky or melodramatic to call negotiation an “art”, but that’s probably one of the better ways to categorize it. While you can lean on certain tried-and-true methods when negotiating, it still requires a lot of touch and finesse — and as with any other art, going outside the box can…