To often, salespeople think that buyers who hold cash have the ultimate prize. In turn, salespeople will beg and grovel for business, going to almost any lengths before they find out that the[...]

There are countless stories of startups hiring six-figured seasoned salespeople with giant rolodexes to kick-start their sales pipeline. Time after time, we’ve seen them met with disappointment.[...]

Do you use email in your business? The CAN-SPAM Act, a law that sets the rules for commercial email, establishes requirements for commercial messages, gives recipients the right to have you stop[...]

Looking for great sales blogs outside of ScoutSheet. Check out some of our favorites listed in no particular order:

According to Forbes, many sales teams are stuck in a paradigm that mirrors 1990s software development. Before Software as a Service (SaaS) achieved universal popularity, development teams had[...]

Most customer objections fit into a handful of categories. The purpose of understanding these categories is to have prepared responses for them, so that when you see an objection coming, you[...]

Prospects are likely to raise objections during the buying journey, yet these objections provide critical opportunities for you to discover the real reasons you may not make sales.

You only have one chance to nail an important call or face-to-face interview. Unlike emails, which you can agonize over and craft over the course of a day, phone calls and face-to-face[...]

The current digital era consists of constant noise and shiny objects, and it can be easy to get carried away or overwhelmed. When you’re in marketing or sales, you’re constantly being told what[...]