Category Archives: Leadership

Sell More Using Buyer-Focused Sales Stages

By | April 25, 2018

If you’re a B2B sales professional, you’ve undoubtedly established or been introduced to a traditional CRM process likely following these four stages: qualifying the prospect, presenting a solution, establishing fit, and then closing the deal. These opportunity stages have been a staple for years and are taken for granted as the seller’s stages to track… Read More »

Which Is Your Most Important Sales Pipeline?

By | June 22, 2017

Which pipeline is most important? Your prospect pipeline is not your most important. And, your customer expansion and renewal pipelines are not your most important either. The most important pipeline to manage as a sales leader is your “people” pipeline. Both prospective and current.  Sound a lot like your prospect and customer pipeline?  Well it… Read More »

How Great Entrepreneurs Think

By | November 22, 2016

Inc. Magazine wrote a piece entitled “How Great Entrepreneurs Think” a few years back and it starts out asking “What distinguishes great entrepreneurs?” A question we believe we know something about, too. From the Inc. article: The piece highlights the work of Saras Sarasvathy, a professor at the University of Virginia’s Darden School of Business,… Read More »