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How to Sell Articles

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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Books Every Sales Manager Should Read

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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