Business
Sales Commissions Should Flow From Banked Revenue, Not Booked Meetings
If your sales team gets paid before the customer pays you, this conversation will make you rethink your entire comp structure.
Closed Circuit Selling
Business
Sales Consultant Cuts 16-Month Deal Cycle to Three Weeks With One Rewrite
If your best pitch still loses deals, the problem may not be your product — it may be that your proposal talks about you instead of them.
Business
How a 27-Page Bid Contract Became a Cartoon — and Won 8 in 10 Deals
The insight that nobody reads your proposal — and what to do instead — is the kind of obvious truth that takes years to act on.
Business
How Turning a 27-Page Contract Into a Cartoon Won 8 in 10 Deals
The document your sales team spent weeks perfecting may be the very thing killing the deal.
Business
Jessie Lizak on Learning Podcasting in Secret Before Pitching Her Boss
The most effective way to pitch a new idea at work might be to quietly prove it works on your own time first.
Business
Sales Teams Are Drowning in Meetings That Never Close
The number of touchpoints needed to close a sale has grown from three or four a decade ago to seventeen or more today — and most companies are responding by doing more of what isn't working.