Prospecting & Biz Dev Articles

Decoding Balance Sheets for Sales Growth Last week, we went through the Profit and Loss Statement.  This week we’re going to tackle the balance sheet.  The balance sheet and the profit and loss statement go hand and hand and should be evaluated together.   What...

Exploring the Intersection of Sales and Customer Profit and Loss Statements I’m starting a new weekly sales series focusing on business concepts. Business is at the core of sales. B2B sales don’t happen unless there is a business reason. Therefore, I figured, fuck it,...

Sales Account Strategy: Aligning Your Goals with Your Customer's Needs   The Importance of Strategies in Account Management Strategy and account management provide a clear window in the process of goal achievement. As discussed in our earlier post, a...

Driving account success with an effective sales cadence. You've heard the term sales cadence before. But, do you know how to implement a sales cadence that drives results? Many organizations tend to shy away from building proper cadences, likely because they don't...