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Blog about Sales, Growth, and Startups | Sales@Scale
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Blog about Sales, Growth, and Startups

/Blog about Sales, Growth, and Startups/

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    Win the Heart and the Head will follow
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    Gallery

    Win the Heart and the Head will follow

Win the Heart and the Head will follow

By |2019-11-18T08:18:27-05:00October 9th, 2019|Sales|

60% - 80% of the buyer’s journey is complete by the time they decide to reach out to you. That is the biggest shift in how B2B buyers purchase services [...]


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    Sales is a Zero Sum Game
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    Gallery

    Sales is a Zero Sum Game

Sales is a Zero Sum Game

By |2019-08-15T13:58:17-05:00August 15th, 2019|Process, Sales|

In sales you either win or you lose. There are no ties and there is no credit for almost. So whether your deal is forecasted at 10%, 25%, 50%, 75% [...]


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    Be REAL to be a sales Professional
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    Gallery

    Be REAL to be a sales Professional

Be REAL to be a sales Professional

By |2019-11-14T14:38:11-05:00August 3rd, 2019|Hiring, Sales|

Do you remember the line from the movie A Few Good Men, “you can’t handle the truth?” It was a very memorable scene between Colonel Nathan Jessup (Jack Nicholson) and [...]


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    Selling like an entrepreneur
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    Gallery

    Selling like an entrepreneur

Selling like an entrepreneur

By |2019-07-23T18:50:47-05:00July 23rd, 2019|Leadership, Sales, Startup|

Over the course of my career I’ve challenged myself. I started my career in broadcasting, moved to product management, then to sales, all of which helped me evolve into an [...]


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    Jazz Combo
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When to Hire Your First Sales Rep

By |2018-08-09T16:00:05-05:00August 9th, 2018|Hiring, Podcast, Sales, Startup|

A critical challenge facing every startup Founder is when to hire their first full-time sales leader. Every business is different, and the exact time to invest in sales personnel [...]


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    Choreography
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Choreographing the Sales Process

By |2018-07-24T20:26:18-05:00July 23rd, 2018|Podcast, Process, Sales|

When people think of choreography, dance performances usually come to mind. But sales leaders can learn quite a bit from the choreography, too. By choreographing the entire sales process [...]


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    Revenue Scrabble Tiles
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What is a Chief Revenue Officer (CRO)?

By |2018-07-19T10:13:45-05:00July 18th, 2018|Podcast, Sales, Startup|

One of the questions I get asked most often is "what is a CRO, or Chief Revenue Officer?" In the tech and startup world, job titles tend to go [...]


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    Best Selling Podcast - Hero
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Why I Launched My Own Podcast

By |2018-07-10T23:30:02-05:00July 5th, 2018|Podcast, Sales|

The podcasting community is exploding right now and it seems like everyone and their dog is trying their hand at podcasting these days. But that’s not why I recently decided [...]


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    Antique Books
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The Best Sales Books Ever!

By |2018-07-24T15:26:22-05:00April 5th, 2017|Sales, Startup|

Well, may be not the best books ever but at least I got your attention. These are the sales books I actually finished reading and for good reason because they rock! [...]


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Red Zone Selling: How to score more than your opponent

By |2018-07-24T15:49:51-05:00February 28th, 2017|Sales, Startup|

Closing a deal is a lot like scoring touchdowns. With the right players, plays & execution you’ll score more than your opponent, but not every possession turns into a score [...]


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