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Key Sales Benchmarks for B2B Business Owners Who Sell

When you are a small business owner or entrepreneur, it often feels like you need to be a jack of all trades for your company. Growing it from the ground up, keeping an eye on production and service, and at the same time figuring out sales. 

Fostering Accountability: Empowerment for Growth and Success

Sometimes, accountability can have negative connotations and is linked to micromanagement. No one wants to be labeled a micromanager --even if they display the behavior. Yet, accountability is a two-way street. 

How we can help women in business

The lack of female representation in sales is still a prevalent concern in today's business environment. There are various reasons for this inequality, such as the difficulties and objectification women encounter, the perceived risks of being paid...

Don't forget to celebrate your wins!

Sometimes amid the hustle and grind, we forget to celebrate our wins. I know I'm guilty of this. But we reward ourselves when we celebrate our wins, no matter how small or large. And our brains love a reward. The release of dopamine is crucial in...

Sellers: Pay attention to these leading indicators

I asked Tiffany Lyman Otten to share her best advice for sales managers on how to improve, and leading indicators were at the top of her list:The first thing I would say will probably be a little controversial. Abandon the vanity metric. Because...

This was a waste of my time.

Most buyers prefer to do their research online before talking with a salesperson, and digital transparency is becoming increasingly important. When Kenneth Burke was looking for a product, he did his own research and asked for referrals, then had a...

Listen: I just want to get pricing!

Tiffany Lyman Otten shares her buying experience, pricing, and the simplest thing she ever heard at her first sales job. Something companies, sales, organizations, and even founders trying to sell have yet to comprehend.

How to keep our teams motivated

How do we keep our teams motivated and accountable?

When you have to make tough decisions

When making tough decisions, do you consider the laws of social influence? For instance, the group's actions and attitudes of the whole become that of the individual. We rise to the lowest level of the people we surround ourselves with.

How the choices we make impact us

It has been a week of sharp contrast for me. I spent most of the week celebrating our fourteenth wedding anniversary with my husband. That's another story.