Categorized in The Closer

An accounting of accounts

Say you own a spacecraft company, an automobile brand, and a social media platform. All three are important, but one or two might require a little more attention. The same is true for how sales teams look at key accounts. Lumping all of your key accounts into one monolithic group makes it difficult to know where to focus your energy....

Faster, higher, stronger sales

In general, being an elite athlete doesn’t automatically make you a top-performing salesperson – especially of the B2B variety. There are a number of similarities between athletes and salespeople that go beyond an insatiable desire to win and a lofty bank balance. When you’re at the top of your game, data is your friend....

Painkillers vs. vitamins

Gummi Vites are delicious. However, if you sprain your ankle, you’re more likely to reach for Tylenol than vitamins masquerading as candy. The same is true for B2B buyers whose businesses are hurting from an economic downturn....

When you assume

While your mom was right about assuming things about other people, other types of assumptions can be extremely valuable. In the world of economics, making assumptions can open up new ideas and ways of thinking. As we head into 2023, Andrew White, a distinguished VP analyst at Garner, makes a case for why leaders should lean into making economic assumptions to better weather a murky future....

The Greatest B2B Sales Hits of 2022

Welcome to a special winter holiday edition of The Closer. As 2022 comes to a close, we thought it would be worthwhile to reflect on some of the most momentous and/or unexpected B2B sales news from the past year. Below, you’ll find some of our favorite articles from 2022....

Sales tech’s annual review

As 2022 quickly comes to a close, you’re probably wondering what’s been going on with sales tech over the past year. Hahahahah…. Just kidding. We know you’re laser-focused on bringing in as many deals as possible to crush your quota. But you’re here now, taking a well-deserved and career-development-oriented break, so we might as well get you up to speed....