Expertise alone doesn’t close deals. Success comes from connecting your capabilities to what buyers truly value. This can be achieved through a structured sales process. A structured sales process is ...

Process beats perfection: Following a structured sales process consistently is more valuable than chasing the “perfect” method. Five-stage framework: Plan → Prospect → Impress → Win → Nurture — 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 ...

When you think of the sales process what comes to mind? Does it relate to a generic approach to sales or is it a clearly defined process for your business or industry? I have posed this question to ...

Influence is described as "the capacity to have an effect on the character, development, or behavior of someone or something." However as subtle as some forms of influence might seem as they appear in ...

Understanding and implementing effective selling strategies is essential for businesses of all sizes. If an entrepreneur or his sales team lack the necessary skills to initiate and close a sale, the ...

In the first part of this two-part series, we discussed the strategic planning a small business might undertake to identify potential buyers, build relationships with relevant professional service ...

After putting a lot of time, effort, and sweat equity into growing your business, you’re looking to sell. I’ve been involved in a variety of different companies that have sold and it’s not as easy as ...

Selling an events business is one of the most significant and complex decisions a trade show industry entrepreneur can face, particularly after investing years of passion, creativity, and hard work ...

Entrepreneurs often find themselves struggling to improve their marketing methods for their products and services; they either don’t know where to start or can’t determine what they’ve been doing ...

Here’s what makes a sales process truly brilliant: 1. It adapts to how customers prefer to buy. A traditional sales process defines how a vendor or seller prefers and expects to sell their products or ...

Although Sales and Marketing work closely together, they don't always see eye to eye—whether in the metrics they're tracking or the approaches they use. But that isn't to say the teams should work in ...