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A long and firm handshake. This gesture is used to signify the end of a long sales process. At that moment, the prospect and the salesperson developed a solid...

The secret of successful sales and marketing alignment is simply constant, effective communication. But this can't happen when both teams speak different languages....

S is for superhero. And, S is for smarketing. The alignment of sales and marketing teams around common goals is a talent of a more earthly nature than spider-like...

It quickly became a canonical sequence in film history. In it, Mel Gibson, on a horse and with his face painted blue for battle, delivers a heartfelt, motivational...

You can only reach out to so many prospects per day. If you fail at sales prospecting, and pick the wrong ones, you’re going to be wasting your time on leads that won’t...

Sell. More. Faster. That’s the ultimate goal of any sales organization. In practice, this means round-the-clock pressure for salespeople to hit their quota, close more...

Sometimes, in our endless hustle and our striving to succeed, we get lost. We focus on the things we think matter for our short-term results, and make compromises on the...

Across industries, salespeople lose between 60 and 90 percent of their potential deals after the first contact. The reason for the big drop-off after the prospecting...

A common cause of death among salespeople and marketing professionals is death by quicksand. Figuratively speaking, of course. And by quicksand, I mean being buried by...