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GROWTH UNLOCKED
Practical Insights for Igniting Sales
How to Run a Sales Pipeline Review That Actually Improves Forecast Accuracy
Most sales pipeline reviews fail because they focus on status updates instead of improving deal quality and forecast accuracy. This article explores how sales leaders can run more effective pipeline reviews by asking better questions, coaching reps strategically, improving qualification, and creating a more honest, reliable forecasting process.
Margerin Associates
May 275 min read
Negotiation Skills for Salespeople: Protecting Margin Without Losing the Deal
Negotiation is not just about closing the deal. It is about protecting value, maintaining credibility, and building long-term client relationships. This article explores practical negotiation strategies for salespeople, including when to hold firm, how to protect margin without damaging trust, and how strong negotiators lead conversations with confidence instead of fear.
Margerin Associates
May 256 min read
Sales Coaching vs. Sales Managing: Why the Difference Changes Everything
Many sales leaders believe they are coaching when they are actually managing. While management focuses on pipeline reviews, metrics, and accountability, coaching is centered on developing skills, mindset, and long-term performance. This article explores the critical difference between sales coaching and sales managing, and why understanding both is essential for building stronger, more sustainable sales teams.
Margerin Associates
May 216 min read
How to Shorten Your Sales Cycle Without Cutting Corners
Long sales cycles are not always caused by complex deals. More often, they slow down because of unclear communication, weak qualification, and avoidable friction in the process. This article explores practical ways to shorten your sales cycle through better conversations, stronger qualification, proactive planning, and a smoother buying experience without relying on pressure tactics or cutting important steps.
Margerin Associates
May 196 min read
Referral Selling: Why Your Best Leads Are Already in Your Network
Referral selling remains one of the most overlooked growth strategies in sales. The strongest leads are often already sitting inside your existing network through clients, partners, and trusted relationships. This article explores how to ask for referrals naturally, build a consistent referral strategy, and create a trust-based pipeline that closes faster and converts at a higher rate.
Margerin Associates
May 137 min read
The Art of the Follow-Up: How to Stay Persistent Without Being Annoying
Most deals are not lost because of a bad pitch. They are lost because follow-up stops too soon or becomes inconsistent. This article explores how sales professionals can build a thoughtful, value-driven follow-up strategy that keeps them visible, professional, and persistent without damaging the relationship or sounding pushy.
Margerin Associates
May 116 min read
The Hidden Cost of a Bad Sales Hire and How to Avoid It
A bad sales hire costs far more than salary alone. Lost revenue, wasted onboarding time, management distraction, and team impact can drain momentum across an entire organization. This article explores the hidden cost of poor sales hiring decisions and outlines practical strategies leaders can use to improve hiring accuracy, strengthen onboarding, and build a more effective sales recruitment process.
Margerin Associates
May 76 min read
Territory Management: How Smart Salespeople Prioritize Their Time and Accounts
Most salespeople are busy. The real question is whether they are busy in the right places. Strong territory management is not about activity for the sake of activity. It is about intentionally focusing time, energy, and attention on the accounts with the greatest long-term opportunity. The highest-performing salespeople prioritize strategically, protect their time, and treat their territory like a business they are responsible for growing.
Margerin Associates
May 56 min read
Why Sales Teams Struggle When Growth Outpaces Structure
Revenue increases, the customer base expands, and the sales team grows more active. But as growth continues, selling often becomes harder—not easier. Deals take longer to move forward, internal coordination becomes more demanding, and what once felt straightforward now requires extra alignment. The problem isn't performance. It's structure. When growth outpaces sales team structure, execution suffers.
Margerin Associates
Apr 294 min read
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