Browse articles submitted by SBCN members past and present
Although I specialize in B2B sales I always emphasize that all selling is H2H – Human to Human – selling.Whether you are selling to an organization or an individual, face-to-face…
AI is the most powerful tool to hit sales since the CRM, but I see too many leaders focused on the wrong things. They're obsessed with the bells and whistles of automation instead…
AI is no longer just a buzzword in sales; it’s a powerful tool that’s fundamentally changing how we approach the sales cycle. Its real value isn’t in simple automation, but in its…
Is Your Sales Ops Ready for an Overhaul?Here’s a quick checklist of some low-hanging fruit. If any of these are true then you have an opportunity to make your sales team more…
Imagine this: a potential client hears your name in a referral, sees your business card at an event, or stumbles across your LinkedIn profile. What’s the next thing they do? They…
What Does Google Say About You? The Silent Sale You’re Already Losing! Imagine this: a potential client hears your name in a referral, sees your business card at an…
EBITDA vs. Net Income: What Small Business Owners Need to KnowWhen you’re running a business, keeping an eye on your bottom line is important—but which “bottom line” are we…
Rethinking Your Business Pricing: How to Charge What You're Worth (Without the Guilt)If you’ve ever hesitated before sending an invoice or felt awkward quoting your rate, you’re…
Why More Business Owners Are Choosing Virtual BookkeepersIn today’s fast-moving business world, entrepreneurs are finding smarter ways to manage their finances—and virtual…
I love the neuroscience of influence. It beats logical persuasion and linguistic tactics every time—because how our brains are structured and function can’t be argued with. It…
With the rise of AI, it is more important than ever to develop deep specialization within your field. AI is quickly taking on the more generic administrative workload within…
Over the years, I’ve seen many suggestions on how to handle this common sales situation, and most of them miss the mark by a wide margin.The usual advice is to first lower the…
