— Untap your sales potential —
Scott Ingram, a enterprise sales professional, attributes a 75% deal close rate — by his account one of the highest in the field — to a strategy of deliberate disqualification rather than relentless pursuit. He tests a prospect's seriousness by assigning small but meaningful tasks early in the sales
Severe procrastination, failing working memory, and outsized emotional reactions to perceived slights are the clearest warning signs that a salesperson may have undiagnosed ADHD, according to coach Ian Tenenbaum. The most misunderstood of these is Rejection Sensitive Dysphoria — a condition in which
Marco Liry, a multi-year seven-figure enterprise seller, argues that finding a genuine executive sponsor begins before the first outreach. He recommends ranking target accounts by revenue size, then scanning for recent leadership changes — giving new executives at least 12 months in the seat before