Sales Basics Articles

  • Tales of Sales: How Mike Bengel Handles Sales Management

    Tales of Sales: How Mike Bengel Handles Sales Management

    January 9, 2020

    This is a strange new world, and we’re all figuring it out together. In trying to keep pace with the shifting landscape of a profession that lies at the crux of commerce’s digital evolution, sales pros can find guidance from numerous sources: blogs, eBooks, regular books, seminars, conferences, training programs, thought leaders, etc. But for many of us, nothing...

  • Sales TV Shows

    6 Must-Watch TV Shows for Salespeople

    November 7, 2019

    Editor's Note: As 2020 approaches, we're looking back at some of 2019's most popular posts on the LinkedIn Sales Blog. This one ranked No. 11. The binge-watch: a new activity for the new age of streaming entertainment.  With Netflix and on-demand cable enabling us to power through an entire season (or series) of a TV show in rapid-fire fashion, binge-watching is...

  • Sales Pipeline Definition and Resources

    Managing the Sales Pipeline: Definition, Tools, and Strategies

    December 11, 2019

    Anyone who works in the B2B space is familiar with a sales pipeline, or at least the underlying concept. Also often referred to (and depicted visually) as a sales funnel, a sales pipeline represents the flow of prospects and customers that make a business run.  However, the nature of the sales pipeline has changed in recent years. With this in mind, let’s get up...

  • Top of desk view displaying a MIcrosoft Surface with teal keyboard, spiral notebooks, file folders, office supplies, and a plant.

    3 Secrets to Boost Your Sales Productivity

    August 23, 2018

    Editor’s Note: This guest post was contributed by Mike Schultz, President of RAIN Group. When I was first selling about 20 years ago,...