The most consequential number in sales is 40, as it’s crucial for capturing the immense impact and importance of prospecting: 40% of salespeople agree that prospecting is the most challenging part of ...

The basic sales process consists of establishing contact with a customer, developing a relationship of trust, presenting the product's value proposition, handling customer objections, closing the sale ...

Sales pipeline management involves generating, tracking and communicating with prospects to convert leads into paying ...

Nine out of 10 people reading this column do not follow a prospecting process. Ninety percent of you follow no formal step-by-step, week-by-week system of customer contact. Imagine if advertisers ...

At ValueSelling Associates, there’s a saying that everyone from accounting to marketing to our direct sellers loves to use: Flip the script. In essence, it’s a reminder to focus on the needs, desires ...

eSpeaks’ Corey Noles talks with Rob Israch, President of Tipalti, about what it means to lead with Global-First Finance and how companies can build scalable, compliant operations in an increasingly ...

In some ways the business of ad sales is more complex than consumer sales because it is a business to business, or B2B, transaction. Where consumers often make impulse buys, companies often have a ...

Shawn Casemore helps business owners & sales execs accelerate their sales results. Author of The Unstoppable Sales Machine. Casemore and Co. Not everyone who works in a sales job enjoys selling. I ...

Sales teams, under pressure to -- pardon the cliché -- do more with less as inflation strains the economy, are increasingly turning to AI-powered software in search of a competitive edge. Vendors like ...

SEATTLE--(BUSINESS WIRE)--Outreach, the first and only Sales Execution Platform built for intelligent revenue workflows, today announced the launch of Outreach AI Prospecting Agents, an autonomous AI ...