Sales has a bad a reputation, and rightly so because so many people go about sales all wrong. But, good sales is like having a good relationship: Both of you should get something positive out of it.

Focus on winnable opportunities. Use tools to refine what is and isn’t a winnable deal. Create a plan with your prospect. Manage yourself for success. Contrary to what you see in pop culture, sales is ...

Track win rates, average deal cycle, pipeline velocity, and stage-by-stage conversion rates. Review the process formally ...

Expertise alone doesn’t close deals. Success comes from connecting your capabilities to what buyers truly value. This can be achieved through a structured sales process. A structured sales process is ...