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How to Sell Articles

Getting Started in Sales: What Every New Rep Needs to Know

If you're new to sales, you've probably heard a lot of conflicting advice; build relationships, be persuasive, stay confident, always be closing. Most of it is outdated or incomplete. Sales isn’t being pushy, charming, or slick. It's helping people solve problems....

Best MEDDIC Alternatives for B2B Sales Teams

Key Takeaways MEDDIC is a widely adopted sales qualification framework designed to evaluate deal viability and improve forecast reliability in complex B2B sales environments. It does not address the buyer’s motivation for change, the underlying business drivers, or...

Why Your Discovery Calls Are Failing – And How to Fix them

Google “sales discovery” and you’ll be hit with an avalanche of advice. Hundred of blogs, videos, and downloadable PDFs all promising to transform your pipeline with magical lists and foolproof scripts. Titles like “30 Discovery Questions that Close Deals” or “The...

Keys to Preventing Stalled Deals

Sales teams aren’t losing deals because of bad pitches or tough competition — they’re losing because buyers and sellers aren’t on the same page about the real problem. 48% of buyers say they’ve bought the wrong product because they didn’t fully understand their issue,...