Everyone wants more leads. But without clear lead qualification criteria, more leads just means more waste (only 39% of sales orgs apply lead criteria). Reps chase deals that won’t close, pipelines get bloated, and nobody’s hitting quota. There are a hundred different...
Ah, the dreaded price objection. What many think is a sign the price is too high is actually a sign the deal was handled wrong. It usually means the rep skipped steps, rushed to pitch, or failed to connect the solution to a real business problem. Price objections are...
Eighty-six percent of B2B sales fall apart before they close. Only 10% of sellers put the buyer first. That’s not a coincidence. Most sellers still lead with what they want to say, rather than what the buyer is trying to solve. Buyers see it, and they walk. There’s a...
Hiring sales talent in 2025 often means reviewing hundreds of applications for a single opening(45% of business leaders spend more than half their time hiring). With more candidates entering the market, the challenge now lies in identifying which ones can actually...
Sales performance starts with leadership. These books give managers clear systems for improving coaching, running pipeline reviews, and building high-output teams. Each one focuses on execution: what to measure, how to diagnose problems, and how to lead reps more...
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