Sales and marketing

Sales people and customers waste huge amounts of time and resources on deals that are not and may have never been “real."

Adam Slutskin prepares college and university grants for MSP ecosystem members and their families. Here are emerging details.

Not keeping salespeople accountable limits the growth potential of your entire company. Here's how to handle those tricky conversations.

Beyond ICPs and personas, David Brock examines a number of other dimensions used when identifying customers that might have a need to buy.

When you insert cold calling into lead generation campaigns, all the cold calls are warm calls, making prospecting easier.

Qualifying is not an event that is ever entirely complete. It is an ongoing part of building a lasting relationship with the customer.

Sales pros should be be developing Ideal Customer Profiles (ICPs) to help focus engagement strategies on the customers they can best help.

Sales often obsesses over price and fails to look at all the other issues that are so much more important to the customer.