This is the 8th year in a row where we have predicted six trends for the upcoming year. Over the years, we’ve had a lot of hits but also a few misses. The past few years...

Succeeding in sales in the 21st century is not an easy job. In addition to needing empathy, grit, and drive, you also need to know your potential and existing customers...

When it comes to growing their pipeline, salespeople will generally invest most of their time in prospecting. And, in an effort to prospect successfully, those...

The most visited websites in the world are—of course—well-known websites for most of us. In the Top 10, we find websites such as Google, Youtube, Netflix, Facebook, and...

The International Data Corporation (IDC) forecasts that the yearly global spending on digital transformation will reach $2.8 trillion in 2025. For the uninitiated,...

Growth or revenue creation can be fueled by two mediums: selling to a new customer or selling to an existing customer. We’ve written about using data and analytics when ...

Prospecting is seldom the favorite part of the sales process. It’s often considered hard and time consuming. In fact, prospecting it’s often identified as the hardest...

The most successful sales organizations are the ones working systematically. To do that you have to have clearly defined goals, sales KPIs (key performance indicators,...

Salespeople often obsess over growing a big, beautiful sales pipeline. “Fill pipeline with hot leads” or “fill pipeline with best-fit prospects” are recurrent tasks at...