Acronyms and abbreviations in sales and marketing are a dime a dozen. AIDA, BANT, CRM, GDPR, CRO, CTA, KPI, PPC, SEO, B2B, SMM, B2C, ROI, SMART, SPIN, LAARC, SMB, FAB, LAIR, FUD, ABC, and dozens, if not hundreds, of others. Can you explain them all? Maybe, maybe not, but you probably know a lot of …

Sales is a combination of science and art: you have to solve a basic formula in a way that wows your prospects. I’ve consulted dozens of startups all trying to master this critical pairing, and it’s not easy. Fortunately, the perfect sales process is not some elusive dream. It can be built. It just might …

There are many ways to pursue sales referrals and generate new business, but one of the most effective is also one of the most underutilized: asking your current customers. Referrals are one of the best tools for generating quality leads. For example, referral marketing platform Referral Candy has seen success rates climb as high as …

It’s a cybernated world. We hear and read a lot about the digital face of sales and marketing in 2018 and beyond – tech toys, online tools, SaaS solutions, email and content marketing, social media, and more. But while the industry has seen tremendous disruption over the past decade or so, some of the old …

Asking probing sales questions to accelerate deals is nothing new. In fact, its origins could be traced back to the classical Greek philosopher Socrates, who deployed the Socratic method as a form of dialogue centered around asking and answering questions to draw out ideas, stimulate critical thinking, and determine underlying presuppositions. In short, asking the …