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 ...

The sales cycle is the length of time it takes, on average, to complete a sale from lead to close. Business with long sales cycles sell products or services that involve great complexity and cost. Due ...

Regardless of your company, industry, or average customer sales cycle, one thing is for sure: the transactional experiences that are easiest for customers always win. It simply matters how taken care ...

It’s never been easy to sell to B2B buyers. Today, however, there are new challenges making it even more difficult. The number of people involved in B2B purchasing is rising, the B2B sales cycle is ...

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 ...

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 ...

Gaurav Kumar is the founder and CEO of Beyond Codes, Inc. and the author of the book Sales Lessons From Golf. In my experience as a sales expert, I have learned that not all sales strategies are the ...