Blog
The conventional sales wisdom says that increasing sales is best accomplished by improving the quality of the sales team. For the Fortune 500, investing hundreds of thousands of dollars in training, recruiting and paying top-tier talent is a viable strategy.
Is there a hole in your sales bucket?
There’s no point pouring water into a leaky bucket, just as there’s no point pushing more leads into a leaky sales system. Most companies start with a well-designed and tightly...
What is reverse lead engineering?
It’s natural to assume that more leads will equal more sales. It usually does. However, more sales may not equal more profits. Transactions drive costs, and the more transactions...
How doubling leads ruined Rob’s business….
You’re probably scratching your head right now, wondering how getting more leads could possibly ruin a business. Rob’s company runs a network of home-repair outlets in the...
Do Products Sell Themselves?
We received this email from a customer the other day. It highlights the gap between what business owners think and what salespeople know. Virtually no product sells itself. If it...
The “Is-Ought Problem” and Why You Aren’t Closing Business
Enlightenment philosopher David Hume is most famous for the “is-ought" problem. Also called Hume’s Law. Hume's Law is specifically related to the concepts of morals and ethics. ...
Why Ineffective Sales Management Is So Costly
Quite often, small companies don’t have the resources to hire the caliber of sales manager they really need, so instead they either designate one of their senior…
10 Words not to use in marketing and sales
PR Guru Adam Schiff studied hundreds of thousands of websites with the purpose of discovering their unique value proposition. His conclusion was that buzzwords do not improve...
Stop Sitting on Leads—Speed Matters
Your first and most important priority in the sales cycle, after marketing does its thing, is to connect reps to buyers. It’s not to rack up an impressive list of random...
Finding the endless fountain of cheap and plentiful leads
If we were brutally honest with our clients, we'd have to admit that discussing leads is frustrating. From our perspective, it seems like clients believe there is some secret...
The 9 C’s of Selling – Part 1
Selling is a tricky game wrought with traps. Follow these nine Cs of selling to steer you in the right direction and away from potential traps. Clarify Prospects use all kinds of...
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