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Many times we are asked: “What is the difference between a CRM lead and an opportunity?” If you are asking yourself exactly this questions, then I will try to explain it in a very simple and easy way. Imagine yourself being a fisherman who is about to conquer the high seas looking for fish to ...

Let’s be honest: most sales forecasts are wildly inaccurate. Despite sophisticated CRM systems and endless pipeline reviews, fewer than 30% of sales leaders actually trust their forecasts. The average forecast error? A staggering 15-20%. The problem isn’t that sales teams aren’t trying. The problem is that most forecasting failures stem from broken fundamentals—poor CRM data, ...

With the 2026 selling year in full swing, we are all keenly focused on winning new business, growing our current client accounts and of course, hitting our Q1 numbers. While keen focus is a wonderful thing, we must take the time to lift our heads to look around now and again because what’s happening outside ...

No matter one’s profession, it is vital to continually update one’s abilities and thinking on multiple levels. One everyday sales style to toss is the belief that trying to convince people to buy is the best way to make a sale. One can liken the process to ‘arm-twisting,’ which will ultimately turn off prospective clients. ...

Winter storms that make it onto the national news can mean devastating losses for business owners. From losses related to not being able to conduct business to losses related to property damage, it can be hard to bounce back after a devastating storm. Preparing your property, saving for emergencies, and making sure you have adequate ...

2025 is history. At least in the world of selling it is. “What have you done for lately?” is not some trite, overused question but a real challenge that we all face daily. Your selling world is now all about 2026 and truthfully, Q1! As such, the good fortune of winning a major deal to ...

Being mindful of trends does not translate into participating in all of them. Instead, it’s wise to consider all aspects of each trend that catches your attention to weigh the pros and cons of how each will fit into your current strategies for achieving goals. The crucial factor in decision-making is whether a new trend ...

People don’t come to a website to admire the words. They come to decide. They want to know if the offer fits, if the team understands their problem, and what happens next. Web copy shapes that decision long before a sales call starts. Most leads need around five points of interaction before they convert. Those ...