Let’s get down to the nitty gritty and talk about the thing that no salesperson likes: OBJECTIONS.  Sometimes a prospect is hesitant to close the deal because they’ve been burned before—other times there’s no common ground that you’re able to find with them. Your job is to know the...

For years, the methods of compensation for sales representatives has settled on base salaries with additional compensation.  Our hot take: it’s a decade old method and it’s broken. Salaries are hindering on both ends—the rep isn’t making as much as they could and the company isn’t getting the...