If your firm has a client, it has a sales process. After all, somehow, a buyer of legal services became aware of your firm and expressed interest. When a specific need arose, somehow the buyer thought ...

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 ...

Every business goes through a similar series of steps to make a sale. Understanding how the sales process works will help you maintain a consistent approach to turning leads into customers.

In his book, “Myths vs. Science of Selling,” Bizzi, professor of strategic management at Cal State Fullerton’s College of Business and Economics, examines more than two-dozen elements involving sales, ...

I’m from a family of salespeople and nothing grates on me more than a salesperson representing something they don’t believe in. Any company is better off with a shiny website touting features than ...

“One of the biggest mistakes well-intentioned HVAC contractors make is sending their sales team, consultants, technicians, and CSRs to different sales training to learn different processes.” Any work ...