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Our last article introduced a new series on mega-threats to the sales industry, inspired by the fascinating bestselling book by Nouriel Roubini entitled MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. Now, let’s look at the first mega-threat—which deals with the salespeople themselves. Mega-Changes While researching this article, I turned ... Read Post
In today’s competitive ecommerce landscape, optimizing your cash conversion cycle (CCC) is critical to the success of your business. One effective way to improve your CCC is through effective invoicing. By streamlining your invoicing process and improving your payment terms, you can accelerate your cash flow and reduce your financing costs. In this article, we’ll ... Read Post
I’m often asked how I define enterprise selling versus selling into small and medium-sized accounts. As is true of so much in selling, it’s all about pain – the driving force in causing prospects to act. But what about us as salespeople? Don’t we have to deal with pain as well? Of course. So, I ... Read Post
In today’s fast-paced digital world, businesses must constantly adapt to stay competitive. One way they achieve this is by leveraging cutting-edge technologies like content automation and artificial intelligence (AI) to streamline their day-to-day operations and enhance their online presence. This article explores how these tools revolutionize marketing strategies, from personalizing content for better customer engagement ... Read Post
In business, a successful sales team can make all the difference. Creating high-performing sales reps means supplying them with everything they require to reach their objectives, from motivation and professional growth. A well-functioning sales team can help a company generate revenue, acquire new customers, and stay ahead of the competition. Building a successful sales team ... Read Post
Nouriel Roubini has a fascinating bestselling book called MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. In this book, Roubini lays out 10 trends that seriously threaten our survival. This book got me thinking: are there mega-threats for our industry coming our way? Thus begins a new series of articles ... Read Post
Technology is growing exponentially—faster than we can even comprehend. When my grandfather was a boy, everyone was mainly still riding horses. In 1919 right after WWI, he visited the relatives of his mother in Chicago. A voyage he had to make first by ship from Rotterdam to New York and then by train from New ... Read Post
Whether you’re considering taking out an SBA loan to start your small business or if you’re thinking about taking your business to the next level with the support of additional funding from a Small Business Administration (SBA) loan, you should understand the insurance requirements these loans carry. Fortunately, SBA’s insurance requirements are in the best ... Read Post
A gaming website is a great online business to run, as people will always be on the lookout for interactive entertainment. It can generate a ton of traffic organically. But you won’t automatically generate traffic just because you create a gaming website. You need to get several things right. If you have set up a ... Read Post
Long gone are the days when you could rely on outdated tactics and expect your ecommerce site to thrive. We’re now living in an era when online shopping is constantly evolving. And if you want to remain relevant, you’ve got to keep an eye on the latest marketing trends. Now, you need to adapt to ... Read Post
A primary success factor is knowing what you want to achieve and how you will do it and then pursuing to remain on target for what you want. Before accepting any offer that may intrigue us, albeit a new position, a prospective client, or a business offer, we must research all pros and cons before ... Read Post
We’ve all faced the challenge. Our new major account prospect feels good about our solution as it directly addresses their needs and pains. We’ve gained significant competitive advantage over the competitors we faced in the pursuit but they linger in the wings still, the deal not yet consummated. For the prospect is not quite ready ... Read Post
