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Pipeline

Marketing, sales and revenue models.

Seven Ways to Deal With Sales Rejection

How you deal with sales rejection determines if the customer door remains open for the long haul. Use these seven techniques to overcome rejection.

Future of Selling: Glass Half Full or Half Empty?

Too often, businesses focus their sales improvements on tools, automation and content. How about actually focusing on improving yours sales people?

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Inbound Sales Leads vs. Outbound Marketing: Rethink Your Assumptions

Some folks are so busy with inbound sales leads that they forget outbound marketing. That’s a big mistake. David Brock explains why.

Turn Prospecting ‘No’ Into ‘Yes!’

We always approach prospecting from a negative, glass half-empty perspective. KLA Group’s Kendra Less explains how to flip that upside down.

Can Sales Leaders Self Coach?

There’s a huge amount high performers can and should be doing for themselves. Here are seven steps to more effective self-coaching.

What About Sales Person Retention?

In the age of subscription services and customer churn, you’re increasingly obsessed with customer retention. But don’t forget about sales person retention.

Your Lead Generation Expectations Are Wrong

When lead generation expectations are wrong, so is everything else: The process, budget, activities, content and staffing. KLA Group explains the fix.

Customers and Sales Teams: We Still Need Each Other

Customers and Salespeople are on diverging paths as we minimize our interactions with each other. Here’s why both sides must reverse that trend.

Fixing the Sales Team Compensation Problem

I always worry when a conversation with a sales executive starts with, “We need to fix our compensation problem.” Here’s why.

Why I Won’t Invest My Time In You

Isn’t it ironic: Too often, we ask prospects and customers to invest their time in us. Yet we haven’t invested the time to earn their time.