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Even before you dim the lights or stand in front of the screen, you may notice your customer or prospect’s body language start to change once it’s time to walk through a slide presentation. Some people settle back in their chairs. Others may start casting furtive glances at their smartphones.

Take a look at your sales funnel. Is it working as well as it could be? Read on to learn common misconceptions about—and how to get more from—your funnel.

Ideally, the concept of innovation should offer SMBs the same thing it does to large organizations: new ways of working, serving customers and ultimately growing the business.

When you need that extra push to close a sale, these methods will help even the most resistant prospects see why you deserve their business.

While many organizations are becoming more excited about the possibility of predictive sales, where intelligent software helps teams essentially see into the future of how customers will be spending their budget, prescriptive sales ensures the process of selling doesn’t break down along the way.

Sales professionals frequently have to creatively solve problems for their customers as part of closing a deal. These are just a few of the traits that sales coaches and their teams could cultivate - or rediscover - in themselves in order to optimize their performance.

The real art is not in the first follow-up - customers and prospects expect that. It’s that second follow-up - the one that happens when the salesperson doesn’t receive that initial reply and wants to keep their pipeline moving along.

History is full of salespeople who have changed the game. Learn from these visionaries, improve your skills, and become a better salesperson.

Canadian small and medium-sized businesses may feel particularly at risk from digital disruption because they are already struggling to compete against larger competitors, and also because adopting digital technologies might seem even more disruptive to the way they work.

Marketing missteps are bound to happen. Learn how to handle them with the tips and info in this article.