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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...

After decades of hunch-based, adrenaline-fueled cold calling and Hail-Mary revenue generation, we’ve recently entered an entirely new era. An era steered by intelligent,...

Entering a new, unknown market is like being the new kid at a new school. The possibilities are endless when it comes to making new friends, or in the business world -...