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 ...

Previously I discussed lean sales cycles and their importance for scaling startups or established companies. A repeatable, high-margin sales cycle is also necessary to train outsourced sales teams or ...

Brands of all sizes and in every industry are turning to social selling strategies to increase sales and build stronger customer connections. According to LinkedIn, 78 percent of social sellers ...

Understanding your infosec standards can help you ensure your partner is at least as, if not more, security-focused as you are. The Fast Company Executive Board is a private, fee-based network of ...

Every organization is constantly seeking methods to enhance efficiency and produce tangible outcomes. An established strategy includes leveraging outsourced tea ...

Andrew Olsen, CFRE is President of Altus Marketing, a Moore company, a best-selling author, and host of a top-rated nonprofit podcast. Selling professional services often involves a complex, ...

Successful sales is largely a game of speed and simplicity. That is, the faster a sales rep can generate an accurate, personalized quote for an interested prospect, the better the odds of sealing the ...

Process Cycle Efficiency (PCE) is a simple calculation that will define what percent of your total processing time is consumed by waste. It will also show you where that waste is and how you might try ...

When considering the sale of a business, proper planning and strategy are not just beneficial—they are essential for a successful transition. The journey of selling a business is fraught with ...

Walking into today’s B2B buying process feels less like a marathon and more like a sprint. According to new LinkedIn data, nearly half of B2B deals now close within just 14 days. That acceleration is ...