Selling Complex Solutions to the B2B Market

  • Posted by Helen Sutherland
  • On July 2, 2018
Are you happy with your sales closing ratio? Is your solution superior but the prospect still won’t buy? If you’re a business owner or sales professional with a complex product or service to sell, this class is for you. The course is a deep-dive on the rational decision-making process of buyers when faced with a […]
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A Business Owner’s Most Important Skill

  • Posted by Liz Overstreet
  • On December 14, 2017
Most people start a business because they are good at something. They are good cooks, they are good at making or repairing things, or they simply have a specialized skill set in an area of value to customers. They often think that their advanced knowledge or ability in their chosen profession will propel them to […]
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3 Ways to Organize Your Sales Team for Success

  • Posted by Ashley Panter
  • On May 2, 2016
One of the most common mistakes early stage entrepreneurs make is assuming that their product or service will “sell itself.” With very few exceptions, this is almost never the case; sales success is usually the combination of hard work, persistence, and having a well-organized sales strategy. One of the key reasons the “selling itself” myth is so persistent is that […]
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Enhancing Your Brand

  • Posted by Ashley Panter
  • On November 6, 2015
Your brand is what your company stands for in the mind of the customer. Many people believe branding is nothing more than a fancy logo. While this helps people notice you, your brand is so much more than that. Your brand is how your company is perceived overall in the marketplace. That’s why it is […]
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Suspect or Prospect?

  • Posted by Marketing Intern
  • On March 23, 2015
Selling is a function of business and is the key activity in your company. If you have no sales, you will not need a bookkeeper, a stock clerk, or anyone associated with production. No one will be needed to clean or dust. No one will be making deliveries. This being said, when asked if they […]
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Be Prepared for Seasonal Sales Changes

  • Posted by Liz Overstreet
  • On June 3, 2011
Many of my clients have to deal with the fact that their sales can vary significantly depending on what month of the year it is. These seasonal changes can have a negative effect on the business’ cash flow when sales drop. And although having more customers is normally seen as a good thing, the busy […]
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