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How to Sell Articles

The Buyer Confidence Gap: Why Can’t Trust Forecasts

Why You Can't Trust Forecasts Every CRO knows the sinking feeling of walking into a board meeting armed with a forecast—only to explain why 30% of “committed” deals slipped, stalled, or disappeared into the abyss of no decision. Win rates are at historic lows....
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Simple Lead Qualification Criteria

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...
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How to Handle Price Objections

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...
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The Sales Processes Hurting Your Close Rate

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...
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