Sales Articles

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Brian Nordli Brian Nordli
Updated on April 24, 2024

The Future of Sales Is Buyer Enablement

It's no longer about closing the deal yourself.

Brian Nordli Brian Nordli
Updated on April 24, 2024

The Key to Success in SMB Sales? Trust.

When objections lurk around every stage of the buyer experience, here’s how to close the deal.

Brian Nordli Brian Nordli
Updated on April 24, 2024

Building a Sales Strategy for a New Product From Scratch

Pillar Booth turned its office phone booth into a coronavirus testing station. Next step: Designing a new sales strategy.

Mark Petruzzi and Paul Melchiorre Mark Petruzzi and Paul Melchiorre
Updated on April 24, 2024

The Key to Leading a Great Sales Team? Building It Right.

Here’s what you should look for in your sales reps and the professional styles you may find in the field. How you build your team will determine how you eventually lead it.

Image: Shutterstock / Built In
Brian Nordli Brian Nordli
Updated on April 24, 2024

How Culture Amp Became a Billion-Dollar Startup Without Sales Quotas

Quotas incentivize short-term thinking. But does that mean your team should get rid of them? It depends.

Brian Nordli Brian Nordli
Updated on April 24, 2024

It’s Time to Embrace Distributed Sales Teams — Permanently

Many salespeople don’t need the office to thrive.

Brent Keltner Brent Keltner
Updated on April 24, 2024

How Do You Create an Authentic Buyer Journey? Stop Selling Your Product.

To create an authentic buyer journey and sell more, don’t tell your buyers about your product. Tell them how you can solve their problem.

Brian Nordli Brian Nordli
Updated on April 24, 2024

How to Adapt Your Sales Outreach Strategy for a Recession

Empathy is important, but you should still be selling.

Brian Nordli Brian Nordli
Updated on April 24, 2024

What Is Account-Based Sales? How Do You Do It?

Focus your energy on the accounts you can win.

Perri Maxwell Chaikof Perri Maxwell Chaikof
Updated on April 24, 2024

This Account Management Graph Kept Us — and Our Clients — Afloat in Economic Crisis

Look for clients in “positive pain.”

Image: Shutterstock / Built In

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