How to avoid the three mistakes salespeople make in the early stages of the sales cycle The sales cycle is the process that salespeople follow to generate leads, qualify prospects, and close deals. It is a complex process with many different stages, but the early stages are arguably the most important. This is where you ... Read Post

Promoting the Best Salesperson: A Recipe for Disaster Have you ever witnessed the scenario where the best salesperson in your team. It’s swiftly promoted to a sales leader without proper training, only to struggle in their new role? It’s a situation that plays out in businesses all too often.  Consequences can be detrimental to both ... Read Post

Throughout the history of music, the piano has proven to be an instrument of great expressiveness and versatility. This has been made possible not only by the instrument itself but also by the genius of numerous composers. Who have dedicated their lives to exploring its enormous potential? These remarkable individuals, who specialized in the piano, ... Read Post

Let’s be honest, accounting isn’t exactly glamorous. As an entrepreneur, you want to pour your energy into your brilliant product and delighting customers. But skimping on financial management can sink promising young companies. Partnering with an expert accounting firm can help startups build a foundation for success. Experienced CPAs handle the necessities like taxes, cash ... Read Post

Are you grappling with the challenge of finding the right prospects for your business? Do you often find yourself overwhelmed by the task of prioritizing and selecting accounts that truly merit pursuit? In this insightful blog post, we will delve into the world of prospecting, account selection, and the transformative impact of data-driven strategies. Our ... Read Post

Coming to the final article in our series on sales ethics, let’s now cover its most practical aspect: sales ethics characteristics. Basics of Character I previously wrote an ebook, Who Are You? The Critical Role of Character in a New Era of Sales explores this subject in depth. I highly recommend you read it. This ... Read Post

During economic downturns or recessions, connecting with buyers at the beginning of their decision-making process can be a significant challenge. In this blog post, we will delve into the intricacies of comprehending buyer personas, their priorities, success factors, perceived barriers, decision criteria, and the complex journey they undertake. Jim Kraus: The Voice of Experience At ... Read Post

In the world of business, referrals are often hailed as the golden ticket to growth and success. However, many individuals and companies find themselves wrestling with the challenge of generating referrals. It can be a perplexing endeavor, leaving you wondering why your efforts aren’t yielding the expected results. In this blog post, we’re going to ... Read Post