Sales Process

At the heart of many B2B technical and professional services firms lies the Founder Rainmaker.

Shine a light on the significance of questions within the sales process, particularly during qualification and discovery meetings.

In business today, there is a lot of attention on the Customer Experience (CX), and rightfully so.

Maintaining control of the sale is not just a skill; it's a necessity.

The ability to take control of the sale is not just a skill; it's a requirement.

A well-structured onboarding program is critical to ensure your new B2B salesperson gains the competence and confidence they need to succeed

Scott Peterson has dedicated the last couple of decades to sales, leading and managing sales teams and working with executive leaders...

Let’s be honest. Most cold outreach sucks. It’s painfully clear and obvious when you are the recipient of a generic email blast.

If they are not willing to schedule time to review your proposal live with you…they’re just not that into you.

Based on CEB’s “The Challenger Customer”, on average there are now more than 5.4 stakeholders involved in the decision making process.

These are prospects who often go through the entire sales process, only to end up doing nothing.

Time is your most precious resource. How and where you invest your time largely determines your performance and your paycheck.

The buying journey has become much more complicated. Sales organizations are investing more time with prospects but closing fewer deals.