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As a small business owner you know that in order to acquire new customers – aka customer acquisition, you do that by selling. Right? Selling is done either by phone, in-person (face-to-face), etc. Being able to sell is critical to your success as...

Author: Stacey Thornberry A joint Marketo and Reachforce research piece found that businesses are 67% better at closing deals when sales and marketing work together. And in previous posts I’ve written about how critical it is for marketing and sales...

According to the latest research published by Harvard Business Review (HBR), 5.4 people have to formally authorize each purchase, complicating sales and marketing for the seller. The research disclosed that sales reps today rarely find a unilateral decision...

Over the next few years, your business should expect and prepare for more inbound calls from customers than ever before. I know what you’re thinking – “More calls? Do people even make phone calls anymore?” While your customers...

Mike Tyson once had one of the greatest quotes on business and life that is oftentimes overlooked: “Everyone has a plan, ‘til someone gets punched in the mouth.” This can be said with the sales discovery call as well. Here you have a potential customer...