Opinion

Putting the right people in the right place in ...
So, you’re looking at scaling your sales efforts? Your natural go-to would be to hire a salesperson. But unfortunately, that’s probably going to fail to work out for you. The...
Putting the right people in the right place in ...
So, you’re looking at scaling your sales efforts? Your natural go-to would be to hire a salesperson. But unfortunately, that’s probably going to fail to work out for you. The...

Misconceptions about modern sales
Time to take our medicine. We all have reservations and misconceptions about sales, but they are probably holding you back, and with a slight adjustment in your sales culture and...
Misconceptions about modern sales
Time to take our medicine. We all have reservations and misconceptions about sales, but they are probably holding you back, and with a slight adjustment in your sales culture and...

Should we be cold calling?
Let's be honest. Who likes seeing an unknown number come up on their phone? I'd bet that we all let that slide straight to voicemail. See if they leave a...
Should we be cold calling?
Let's be honest. Who likes seeing an unknown number come up on their phone? I'd bet that we all let that slide straight to voicemail. See if they leave a...

Shaping a scalable, predictable, and sustainabl...
Building a scalable, predictable, and sustainable sales pipeline feels like a mystery, but it can be achieved inside your business without outsourcing the problem. However, getting there requires businesses to...
Shaping a scalable, predictable, and sustainabl...
Building a scalable, predictable, and sustainable sales pipeline feels like a mystery, but it can be achieved inside your business without outsourcing the problem. However, getting there requires businesses to...

Search for problems, not briefs
If your sales strategy is focused on hunting for briefs, your pipeline is most certainly in decline. In fact, I'd take a guess that it's looking pretty thin on the...
Search for problems, not briefs
If your sales strategy is focused on hunting for briefs, your pipeline is most certainly in decline. In fact, I'd take a guess that it's looking pretty thin on the...

Clicks for clout or conversion?
Ok then. Let's get into this. The good old topic of LinkedIn clout. Yes, we're talking about the danger zone on LinkedIn of vacuous, empty content. Content for content's sake....
Clicks for clout or conversion?
Ok then. Let's get into this. The good old topic of LinkedIn clout. Yes, we're talking about the danger zone on LinkedIn of vacuous, empty content. Content for content's sake....