For most of my professional life before I became an analyst, I was a sales rep, and my forte was software. Back in the mini-computer era nothing was easier, and then harder, than selling software.

Like most start-up entrepreneurs, when I began my first company in 1999 I had no formal sales experience. But I did have the wherewithal to visit potential customers and to learn about the pain points ...

Subscribe to BizTimes Daily – Local news about the people, companies and issues that impact business in Milwaukee and Southeast Wisconsin. In architecture, I’m told, form follows function. In sales, ...

Every entrepreneur knows that selling is the lifeblood of a business, but knowing how to sell systematically is what separates struggling startups from growing companies. Sales methodologies provide ...

A friend recently asked if I had any recommended sources for learning about strategic account selling, the type of selling you do when targeting big companies. Over the years, I have been trained on a ...

Sales is not an island. Many people think of sales training as something that’s solely for the benefit of an organization’s salespeople. However, training on your sales methodology is a critical ...

The percentage of sales forecasting method is a type of forecasting that assumes most balance sheets and income statement accounts fluctuate with sales. This is a method of forecasting that makes many ...

Forecasting future finances is important to running a business. Will you make enough next year to cover costs? Will you be able to expand? Will you have to lay off staff? The percentage-of-sales ...