Previously I discussed lean sales cycles and their importance for scaling startups or established companies. A repeatable, high-margin sales cycle is also necessary to train outsourced sales teams or ...

Process beats perfection: Following a structured sales process consistently is more valuable than chasing the “perfect” method. Five-stage framework: Plan → Prospect → Impress → Win → Nurture — a ...

Brands of all sizes and in every industry are turning to social selling strategies to increase sales and build stronger customer connections. According to LinkedIn, 78 percent of social sellers ...

Enhancing your brand’s visibility and influence earlier in the buyer journey can bring substantial commercial benefits. As well as delivering more high quality leads, it can reduce the length of the ...

Understanding your infosec standards can help you ensure your partner is at least as, if not more, security-focused as you are. The Fast Company Executive Board is a private, fee-based network of ...

It’s never been easy to sell to B2B buyers. Today, however, there are new challenges making it even more difficult. The number of people involved in B2B purchasing is rising, the B2B sales cycle is ...

Successful sales is largely a game of speed and simplicity. That is, the faster a sales rep can generate an accurate, personalized quote for an interested prospect, the better the odds of sealing the ...