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Close-up of a vintage Diehl mechanical calculating machine, its rows of numbered keys and arithmetic function buttons filling the frame, illustrating sales activity math that no longer produces the results it once did.
Margerin Associates · Aug 6, 2026 · 6 min read
Sales Management
Is Your Sales Management Running on 2010 Math?
Your team hit their activity targets and you still missed the number. That reads as an effort problem. More often, it is arithmetic that stopped working.
Business professional building a structured sales pipeline with wooden blocks representing sales process stages and forecast growth.
Margerin Associates · May 27, 2026 · 5 min read
Sales Management
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…
Business negotiation scene with two professionals discussing terms across a conference table with chess pieces symbolizing strategy and decision-making.
Margerin Associates · May 25, 2026 · 6 min read
Sales Strategy
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…
Comparison of sales management and sales coaching styles showing one leader focused on oversight and another focused on employee development and growth.
Margerin Associates · May 21, 2026 · 6 min read
Sales Management
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…
Business professional stopping falling domino blocks beside an hourglass, representing reducing delays and improving sales process efficiency.
Margerin Associates · May 19, 2026 · 6 min read
Sales Strategy
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…
Professional networking concept showing connected business contact icons and a hand placing a new connection into a referral network.
Margerin Associates · May 13, 2026 · 7 min read
Sales Strategy
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…
Business follow-up concept featuring communication icons, a notebook, and a clock on a modern desk representing consistent and professional sales follow-up.
Margerin Associates · May 11, 2026 · 6 min read
Sales Management
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…
Business leader reviewing the financial and operational impact of a poor sales hire with declining performance metrics in a modern office setting.
Margerin Associates · May 7, 2026 · 6 min read
Sales Hiring
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…
Sales leader reviewing a territory map, sales pipeline dashboard, and account performance data on a computer screen in a modern office.
Margerin Associates · May 5, 2026 · 6 min read
Sales Strategy
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…
Woman sitting at a desk looking stressed while fingers point at her from different directions.
Margerin Associates · Apr 29, 2026 · 4 min read
Sales Management
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…
Man presenting a growth chart to coworkers in a conference room.
Margerin Associates · Apr 27, 2026 · 5 min read
Sales Management
Why Sales Pipeline Growth Doesn't Always Lead to Revenue Growth
A growing sales pipeline feels like a sign of progress — more opportunities suggest momentum and future revenue. But many leaders end the quarter frustrated: the…
Bullseye target representing the precision required to define an ideal customer profile and focus sales efforts effectively
Margerin Associates · Apr 23, 2026 · 5 min read
Sales Strategy
Why Identifying Your Best Customers Requires a Clearly Defined Ideal Customer Profile
Many companies believe they already know who their best customers are. But when leaders examine pipeline data closely, a different picture often emerges — some…
Why Sales Teams Get Busier as Companies Grow — And How Execution Standards Fix It
Margerin Associates · Apr 21, 2026 · 5 min read
Sales Management
Why Sales Teams Get Busier as Companies Grow — And How Execution Standards Fix It
As companies grow, most leaders expect selling to get easier. Better brand recognition, an improving product, and a more experienced team should create momentum.…
How to Tell If Your Sales Problem Is Structure or Talent
Margerin Associates · Apr 15, 2026 · 5 min read
Sales Management
How to Tell If Your Sales Problem Is Structure or Talent
When sales performance lags, leaders face a critical question: is the problem the people or the system? Deals stall, forecasts shift, and results fall short despite…
The Structural Reason Your Sales Forecast Accuracy Keeps Falling Short
Margerin Associates · Apr 13, 2026 · 5 min read
Sales Management
The Structural Reason Your Sales Forecast Accuracy Keeps Falling Short
Sales forecasts are supposed to create visibility and support confident planning. But in many organizations, the forecast keeps moving — deals slip, numbers shift,…
Why Every Deal Feels Different — And What Sales Process Variability Does to Revenue Consistency
Margerin Associates · Apr 9, 2026 · 5 min read
Sales Strategy
Why Every Deal Feels Different — And What Sales Process Variability Does to Revenue Consistency
Some deals close quickly. Others drag on for months. Pricing feels straightforward in one conversation and complicated in the next. Leaders often assume this…
Two business professionals shaking hands.
Margerin Associates · Apr 7, 2026 · 5 min read
Sales Strategy
Founder-Led Sales: Why Deals Slow Down the Moment You Step Back
When founders step back from sales, deals often slow down—not because the team lacks experience, but because decision authority was never clearly distributed. This…
Hands placing sticky notes on a whiteboard labeled “Target” with charts and a lightbulb drawing.
Margerin Associates · Apr 1, 2026 · 5 min read
Sales Strategy
Why Revenue Stays Unpredictable Without Sales Execution Standards
When sales effort is increasing but revenue stays unpredictable, the instinct is to push harder. But effort alone does not create consistency. This article breaks…
Sales System Structure: Why Effort Alone Won't Scale Your Sales Operations
Margerin Associates · Mar 30, 2026 · 6 min read
Sales Management
Sales System Structure: Why Effort Alone Won't Scale Your Sales Operations
At a certain point in growth, effort stops producing the results it once did. The pipeline stays active, the team works just as hard, yet revenue becomes harder to…
Sales Decision Authority: Why Sales Teams Wait for Leadership Before Advancing Deals
Margerin Associates · Mar 26, 2026 · 6 min read
Sales Strategy
Sales Decision Authority: Why Sales Teams Wait for Leadership Before Advancing Deals
When sales teams consistently wait for leadership before advancing deals, it rarely signals a confidence problem. More often, it reveals that sales decision…
Sales Execution Standards: Why Sales Feels Harder as Your Company Grows
Margerin Associates · Mar 24, 2026 · 6 min read
Sales Management
Sales Execution Standards: Why Sales Feels Harder as Your Company Grows
Growth is supposed to make sales easier — more people, more resources, more experience. Yet many leaders find the opposite is true. Deals take longer, forecasts…
Arrows pointing upward showing growth and progress
Margerin Associates · Mar 18, 2026 · 6 min read
Sales Strategy
Ideal Customer Profile: Why Selling to Everyone Is Slowing Your Sales Growth
When sales teams pursue too many types of prospects at once, the pipeline fills with noise instead of momentum. Deals become harder to close, cycles grow longer,…
A businessman standing at a fork in the road facing multiple directions, representing the sales inconsistency that results from lacking ideal customer profile clarity and a defined market focus
Margerin Associates · Mar 16, 2026 · 5 min read
Sales Strategy
Ideal Customer Profile: Why Every Sales Deal Feels Different
When every sales deal feels different, the instinct is to blame messaging, skill, or effort. But inconsistency in the pipeline usually points to something deeper —…
Business professionals reviewing charts and documents at a meeting table
Margerin Associates · Mar 12, 2026 · 5 min read
Sales Strategy
Pipeline Integrity: Why Pipeline Growth Without Revenue Growth Is a Structural Problem
A growing pipeline should signal momentum — but when revenue doesn't follow, something deeper is wrong. The issue is rarely effort or opportunity flow. It's…
Sales Execution Standards: Why Your Sales Team Is Busy but Revenue Isn't Growing
Margerin Associates · Mar 10, 2026 · 6 min read
Sales Management
Sales Execution Standards: Why Your Sales Team Is Busy but Revenue Isn't Growing
When the sales team is busy but revenue isn't growing, the instinct is to push harder. But effort alone cannot fix a structural problem. This article breaks down…
A founder at the center of multiple team conversations, illustrating how the founder sales bottleneck develops when revenue progression depends on a single leader's involvement and authority
Margerin Associates · Mar 4, 2026 · 6 min read
Sales Strategy
The Founder Sales Bottleneck: Why Revenue Still Runs Through You
When deals move faster the moment the founder joins the conversation, it can feel like a sign of leadership strength. In reality, it is a structural signal. This…
A frustrated business leader reviewing shifting sales forecast projections at their desk, illustrating how sales forecasting problems develop when pipeline stages lack consistent definitions and buying conditions
Margerin Associates · Mar 2, 2026 · 5 min read
Sales Management
Sales Forecasting Problems: Why Your Sales Forecast Keeps Changing in Q1
When the sales forecast keeps changing, most leaders assume the team is too optimistic. But forecast instability is rarely a performance problem — it is a…
Why Most Sales Teams Struggle in Q1 (And How to Fix It Fast)
Margerin Associates · Feb 24, 2026 · 3 min read
Sales Management
Why Most Sales Teams Struggle in Q1 (And How to Fix It Fast)
Sales teams start January with energy, then limp into March wondering what happened. The Q1 struggle isn't bad luck—it's predictable and fixable. Empty pipelines,…
Goals to results execution showing sales goal achievement and strategy to action business planning
Margerin Associates · Feb 20, 2026 · 3 min read
Sales Management
From Sales Goals to Results: Turning January Intentions Into February Execution
Setting sales goals is easy—translating them into results is the challenge. The gap between goals and outcomes isn't a strategy problem, it's a translation problem.…
Business momentum building concept showing sales momentum forward progress and consistent motion toward results
Margerin Associates · Feb 18, 2026 · 3 min read
Sales Management
Sales Momentum vs. Motivation: What Actually Drives Performance
Setting sales goals is easy—translating them into results is the challenge. The gap between goals and outcomes isn't a strategy problem, it's a translation problem.…
Sales Leadership in February: How Focus Drives Stronger Results
Margerin Associates · Feb 12, 2026 · 3 min read
Sales Management
Sales Leadership in February: How Focus Drives Stronger Results
January is about inspiration, February is about implementation. The transition reveals your sales leadership effectiveness. Your team doesn't need more pep…
Business focus and concentration showing laser focus sales execution and concentrated attention on priorities
Margerin Associates · Feb 10, 2026 · 3 min read
Sales Management
The Hidden Cost of Losing Sales Focus Early in the Year
February and March are dangerous for sales momentum as focus fragments. New initiatives, product updates, and strategic planning quietly erode January's discipline.…
Sales execution implementation showing strategy execution in business and implementing plans through focused action
Margerin Associates · Feb 6, 2026 · 3 min read
Sales Management
How to Improve Sales Execution Without Changing Your Sales Strategy
Most business owners facing sales shortfalls assume their strategy is broken. But the problem usually isn't strategy—it's execution. There's a massive gap between…
A group of business men and women standing in a circle and shaking eachothers hands
Margerin Associates · Feb 3, 2026 · 2 min read
Sales Management
Onboarding New Sales Hires Effectively – Getting Those New Team Members You Hired in Q4 Up to Speed Fast
You hired new sales talent in Q4—now comes the critical part: getting them productive quickly. Effective sales onboarding isn't about throwing people into the deep…
A man walking up stairs that have the word "Value" on the side.
Margerin Associates · Jan 30, 2026 · 3 min read
Sales Management
Refreshing Your Value Proposition for the New Year – Staying Relevant as Market Conditions Shift
The value proposition that worked last year might be falling flat this year. Not because your solution changed, but because your buyer's priorities did. If your…
Sales funnel graphic narrowing from top to bottom with stages represented by decreasing sections
Margerin Associates · Jan 28, 2026 · 3 min read
Sales Management
Pipeline Building in Q1 – Starting the Year with Healthy Pipeline Fundamentals
Your Q1 sales pipeline sets the tone for the entire year. This article breaks down what a healthy pipeline actually looks like and how sales leaders can build…
Building Sales Team Confidence Early – Overcoming January Slumps and Hesitation
Margerin Associates · Jan 22, 2026 · 3 min read
Sales Management
Building Sales Team Confidence Early – Overcoming January Slumps and Hesitation
January is brutal for sales teams. Quotas reset, pipelines are thin, and momentum from December is gone. The January sales slump isn't just about slower buying…
A group of people putting their hands together in a circle to show teamwork.
Margerin Associates · Jan 20, 2026 · 3 min read
Sales Strategy
Compensation Plan Rollout – Communicating Changes and Getting Buy-In
A poorly communicated sales compensation plan can cost you your best reps. This article explains how sales leaders can build trust and buy-in by communicating…
Dashboard displaying sales metrics with charts, graphs, and numeric data
Margerin Associates · Jan 16, 2026 · 3 min read
Sales Management
Sales Enablement Priorities for Q1 – What Content and Tools Your Team Needs Immediately
Most sales enablement programs fail because they overwhelm reps with tools and content they don’t use. This article explains how to focus Q1 sales enablement on…
Sales team reviewing performance metrics during a sales strategy meeting
Margerin Associates · Jan 14, 2026 · 3 min read
Sales Management
Sales Activity Metrics That Matter in Q1 – Leading Indicators vs. Lagging Indicators
Most sales leaders focus on lagging indicators like revenue and quota, but those numbers are too late to fix performance. This article explains why leading…
Sales Organization Charts That Work: Clarifying Roles for Smarter Execution
Margerin Associates · Dec 19, 2025 · 2 min read
Sales Management
Sales Organization Charts That Work: Clarifying Roles for Smarter Execution
The most common complaint from sales teams isn't about compensation—it's about confusion over roles and responsibilities. Sales organization charts that work do…
Q4 Revenue Planning: Aligning Sales Goals with Business Strategy
Margerin Associates · Dec 17, 2025 · 2 min read
Sales Strategy
Q4 Revenue Planning: Aligning Sales Goals with Business Strategy
Effective Q4 revenue planning requires more than aggressive targets. It demands clear understanding of how sales objectives connect to business strategy and market…
Sales Hiring in Q4: Building a Team That Wins in 2026
Margerin Associates · Dec 11, 2025 · 2 min read
Sales Management
Sales Hiring in Q4: Building a Team That Wins in 2026
Fourth quarter sales hiring presents a unique opportunity many organizations miss. While competitors wind down recruitment, smart companies use Q4 to secure top…
Effective Sales Communication: Why Your Best Reps Talk Less and Listen More
Margerin Associates · Nov 5, 2025 · 4 min read
Sales Strategy
Effective Sales Communication: Why Your Best Reps Talk Less and Listen More
Top-performing reps talk less and listen more. Effective sales communication isn’t about smooth pitches or perfect responses — it’s about creating space for…
How to Strengthen Client Relationships Before Year-End
Margerin Associates · Oct 28, 2025 · 2 min read
Sales Strategy
How to Strengthen Client Relationships Before Year-End
Year-end reveals which client relationships are strong and which are fragile. While most teams chase new business in Q4, the smartest ones invest in client…
Customer Retention Strategies to Prioritize in Q4
Margerin Associates · Oct 24, 2025 · 3 min read
Sales Strategy
Customer Retention Strategies to Prioritize in Q4
Q4 focuses on new business, but neglecting customer retention strategies costs you more. While chasing targets, existing clients make renewal and expansion…
Leading Sales Teams Through Q4 Pressure Without Burnout
Margerin Associates · Oct 16, 2025 · 2 min read
Sales Management
Leading Sales Teams Through Q4 Pressure Without Burnout
Q4 tests your ability at leading sales teams more than any other quarter. The pressure is real, but burnout isn't inevitable. Learn how effective sales team…
End-of-Year Sales Reviews: How to Measure What Really Matters
Margerin Associates · Oct 14, 2025 · 2 min read
Sales Management
End-of-Year Sales Reviews: How to Measure What Really Matters
Your year-end sales review shouldn't just measure quota attainment. The most effective sales performance evaluations examine pipeline consistency, client…
Sales Strategy Reset: Using Q4 to Gain Momentum for 2025
Margerin Associates · Oct 10, 2025 · 2 min read
Sales Strategy
Sales Strategy Reset: Using Q4 to Gain Momentum for 2025
Q4 isn't just about closing deals—it's your opportunity to build a winning sales strategy for 2025. Most teams wait until January and lose momentum. Learn how to…
How to Master Quota Setting for High-Performance Sales Teams
Margerin Associates · Oct 8, 2025 · 4 min read
Sales Management
How to Master Quota Setting for High-Performance Sales Teams
Master the art and science of quota setting to transform your sales team's performance. Learn data-driven strategies for setting achievable yet challenging quotas,…
Quota Setting Strategies That Drive Sales Success in Q4
Margerin Associates · Oct 2, 2025 · 5 min read
Sales Strategy
Quota Setting Strategies That Drive Sales Success in Q4
Master Q4 quota setting strategies that drive real sales success. Learn why traditional approaches fall short during the final quarter and discover data-driven…
Pricing Strategy for Sales: How to Hold Your Value When Buyers Push Back
Margerin Associates · Sep 26, 2025 · 3 min read
Sales Strategy
Pricing Strategy for Sales: How to Hold Your Value When Buyers Push Back
Master the art of holding your value when buyers push back on price. Learn why automatic discounting kills margins and trains buyers to never accept your first…
Sales Meeting Effectiveness: Running Client Calls That Actually Move Deals Forward
Margerin Associates · Sep 24, 2025 · 3 min read
Sales Strategy
Sales Meeting Effectiveness: Running Client Calls That Actually Move Deals Forward
Most sales meetings fail before they start—unprepared reps, no clear agenda, and vague next steps that lead nowhere. As Q4 approaches, you'll have dozens of…
Closing Techniques: Asking for the Business Without Sounding Desperate
Margerin Associates · Sep 12, 2025 · 3 min read
Sales Strategy
Closing Techniques: Asking for the Business Without Sounding Desperate
There's a specific feeling when a salesperson gets desperate—the panic in their voice, forced enthusiasm, premature discounting. It's uncomfortable for everyone and…
Sales Forecasting Accuracy: Predicting Q4 Revenue Without the Guesswork
Margerin Associates · Sep 10, 2025 · 2 min read
Sales Management
Sales Forecasting Accuracy: Predicting Q4 Revenue Without the Guesswork
September is when the truth emerges. Your Q4 forecast isn't just spreadsheet numbers—it's a promise determining headcount, marketing spend, and your credibility…
Building Rapport in Sales: Why Trust and Relationships Beat Tactics Every Time
Margerin Associates · Sep 4, 2025 · 2 min read
Sales Strategy
Building Rapport in Sales: Why Trust and Relationships Beat Tactics Every Time
There's no shortcut to genuine connection. As Q4 approaches and teams scramble to hit numbers, it's easy to forget that building rapport and strong…
Sales Goal Setting: How to Make Q4 Your Best Quarter Yet
Margerin Associates · Sep 2, 2025 · 2 min read
Sales Strategy
Sales Goal Setting: How to Make Q4 Your Best Quarter Yet
September is the sales world's version of January—the air shifts, routines reset, and there's renewed possibility. It's the perfect moment for sales goal setting:…
Sales Team Culture: Building Accountability Without Micromanagement
Margerin Associates · Aug 29, 2025 · 2 min read
Sales Management
Sales Team Culture: Building Accountability Without Micromanagement
Every sales leader wants a high-performing team—but few want to manage through fear or pressure. The real secret? A sales team culture that naturally drives…
Deal Velocity: Why Some Sales Close Fast and Others Drag On Forever
Margerin Associates · Aug 27, 2025 · 2 min read
Sales Strategy
Deal Velocity: Why Some Sales Close Fast and Others Drag On Forever
Every salesperson knows the feeling—one deal moves effortlessly from discovery to signature, while another stalls at every step. The difference isn't luck. It's…
Sales Discovery Questions: The Art of Uncovering What Clients Won’t Tell You
Margerin Associates · Aug 21, 2025 · 2 min read
Sales Strategy
Sales Discovery Questions: The Art of Uncovering What Clients Won’t Tell You
Great selling starts with curiosity, not pitches. The strongest deals are built on what's discovered, not presented. August's slower pace is perfect for sharpening…
Social Selling Tactics: Building Your Professional Brand While Others Are Off-Grid
Margerin Associates · Aug 19, 2025 · 2 min read
Sales Strategy
Social Selling Tactics: Building Your Professional Brand While Others Are Off-Grid
When summer arrives, most sales professionals quietly disappear from LinkedIn. Activity drops, feeds slow down, and digital noise fades. That's exactly why August…
Customer Success Strategy: Why Post-Sale Service Drives Pre-Sale Revenue
Margerin Associates · Aug 15, 2025 · 2 min read
Sales Strategy
Customer Success Strategy: Why Post-Sale Service Drives Pre-Sale Revenue
Every sales leader wants more leads. But your next opportunity might already exist in your current client base. Smart teams understand that customer success…
Sales Presentation Skills: How to Persuade, Not Just Inform
Margerin Associates · Aug 13, 2025 · 2 min read
Sales Strategy
Sales Presentation Skills: How to Persuade, Not Just Inform
Every sales professional has been there—slides built, message rehearsed, but somehow the presentation falls flat. The content is solid, yet the audience tunes out.…
Value Proposition Development: Making Your Offer Impossible to Ignore
Margerin Associates · Aug 7, 2025 · 2 min read
Sales Strategy
Value Proposition Development: Making Your Offer Impossible to Ignore
In a crowded market, clarity wins. When everyone chases attention, sellers who clearly articulate why their solution matters stand out. That's where value…
Sales Objection Handling: Turning “Not Right Now” Into “Let’s Talk in September”
Margerin Associates · Aug 5, 2025 · 2 min read
Sales Strategy
Sales Objection Handling: Turning “Not Right Now” Into “Let’s Talk in September”
Every salesperson has heard it: "Now's not a good time, circle back after summer." In Q3, this is one of the most common objections you'll face. The key isn't to…
Strategic Account Planning: Setting Up Q4 Success in the Summer Slowdown
Margerin Associates · Aug 1, 2025 · 2 min read
Sales Strategy
Strategic Account Planning: Setting Up Q4 Success in the Summer Slowdown
Every sales leader knows what's coming. Once September hits, calendars explode, inboxes fill, and every account demands attention at once. That's why August is the…
Competitive Analysis: Using Downtime to Understand What You’re Really Up Against
Margerin Associates · Jul 30, 2025 · 3 min read
Sales Strategy
Competitive Analysis: Using Downtime to Understand What You’re Really Up Against
When phones quiet down in July and inboxes take longer to respond, it can feel like progress has stalled. But smart sales leaders know that slow seasons aren't for…
Sales Mindset: Staying Motivated When the Market Takes a Summer Nap
Margerin Associates · Jul 24, 2025 · 2 min read
Sales Strategy
Sales Mindset: Staying Motivated When the Market Takes a Summer Nap
It happens every year. The weather warms up, inboxes cool off, and motivation starts to dip. When buyers are on vacation and deals slow down, keeping a strong sales…
Referral Sales Strategy: Turning Happy Clients Into Your Best Lead Source
Margerin Associates · Jul 22, 2025 · 2 min read
Sales Strategy
Referral Sales Strategy: Turning Happy Clients Into Your Best Lead Source
When the summer slowdown hits and new prospecting feels tougher than usual, it's the perfect time to focus on what's already working, your existing relationships. A…
CRM Management Best Practices: Clean Your Data Before Q4 Chaos Hits
Margerin Associates · Jul 18, 2025 · 2 min read
Sales Management
CRM Management Best Practices: Clean Your Data Before Q4 Chaos Hits
When Q4 arrives, your sales team won't have time to fix what's broken. Forecasts will be due, deals will be flying, and every minute will matter. That's why CRM…
Sales Training Investment: Why Summer Is Perfect Time to Upskill Your Team
Margerin Associates · Jul 16, 2025 · 2 min read
Sales Management
Sales Training Investment: Why Summer Is Perfect Time to Upskill Your Team
By July, sales teams often find themselves between cycles with deals slowing, clients traveling, and activity levels dipping. That's exactly why sales training…
Email Follow-Up Strategy: Staying Persistent Without Being Annoying During Summer
Margerin Associates · Jul 10, 2025 · 2 min read
Sales Strategy
Email Follow-Up Strategy: Staying Persistent Without Being Annoying During Summer
July can test even the most disciplined sellers. You've crafted a great outreach message then nothing. Vacations, lighter schedules, and inbox overload make…
Sales Territory Management: Maximizing Coverage Without Burning Out Your Team
Margerin Associates · Jul 8, 2025 · 2 min read
Sales Management
Sales Territory Management: Maximizing Coverage Without Burning Out Your Team
By mid-year, most sales leaders can sense it: some territories are thriving, others are struggling, and a few reps are running on fumes. Q3 often exposes the cracks…
Prospecting Strategies for When Decision-Makers Are Out of Office
Margerin Associates · Jul 5, 2025 · 2 min read
Sales Strategy
Prospecting Strategies for When Decision-Makers Are Out of Office
Every sales professional knows the struggle: July and August hit, and suddenly inboxes go quiet. Out-of-office replies pile up, and response times stretch from…
Summer Sales Productivity: Why the Slowdown Is Mostly a Myth
Margerin Associates · Jul 2, 2025 · 3 min read
Sales Strategy
Summer Sales Productivity: Why the Slowdown Is Mostly a Myth
When summer vacations disrupt schedules, high-performing sales teams don’t slow down—they get smarter. Instead of relying on activity volume, they focus on time…
Sales Leadership Lessons: Coaching Your Team Through Mid-Year Slumps
Margerin Associates · Jun 24, 2025 · 4 min read
Sales Management
Sales Leadership Lessons: Coaching Your Team Through Mid-Year Slumps
Mid-year slumps aren’t a sign of laziness — they’re a predictable part of the sales cycle. Effective sales leadership means helping reps move through overwhelm,…
Customer Needs Analysis: The Framework That Shortens Your Sales Cycle
Margerin Associates · Jun 18, 2025 · 3 min read
Sales Strategy
Customer Needs Analysis: The Framework That Shortens Your Sales Cycle
Most sales cycles drag because discovery never goes deep enough. When reps stop at surface-level questions, proposals miss the mark and deals stall. True customer…
Sales Performance Metrics That Actually Predict Success (And Which Ones Don't)
Margerin Associates · Jun 12, 2025 · 2 min read
Sales Strategy
Sales Performance Metrics That Actually Predict Success (And Which Ones Don't)
Most sales teams track the wrong metrics. Activity numbers feel productive, but they don't predict revenue. Mid-year is the perfect time to shift focus to the…
Consultative Selling Approach: Becoming a Trusted Advisor, Not Just a Vendor
Margerin Associates · Jun 10, 2025 · 3 min read
Sales Strategy
Consultative Selling Approach: Becoming a Trusted Advisor, Not Just a Vendor
Most reps think they’re consultative, but buyers know the difference. Real consultative selling means guiding clients, challenging assumptions, and recommending…
The Sales Leader's Guide to Avoiding "Shiny Object Syndrome" and Staying Focused on What Matters
Margerin Associates · Jun 6, 2025 · 2 min read
Sales Management
The Sales Leader's Guide to Avoiding "Shiny Object Syndrome" and Staying Focused on What Matters
Avoid shiny object syndrome that derails sales teams. Learn how sales leaders can maintain focus on fundamentals while evaluating new technologies strategically.…
Is Your Sales Process Optimization a Well-Oiled Machine, or a Recipe for Disaster? 5 Critical Areas to Evaluate
Margerin Associates · Jun 4, 2025 · 3 min read
Sales Management
Is Your Sales Process Optimization a Well-Oiled Machine, or a Recipe for Disaster? 5 Critical Areas to Evaluate
Transform your sales process from disaster to well-oiled machine. Evaluate 5 critical areas including clarity, buyer journey alignment, data-driven decisions,…
Is Your Sales Team Stuck in Reactive Mode? Build a Proactive Sales Strategy for Growth
Margerin Associates · May 29, 2025 · 3 min read
Sales Management
Is Your Sales Team Stuck in Reactive Mode? Build a Proactive Sales Strategy for Growth
Break free from reactive sales patterns that limit growth potential. Learn how to transform your sales team from chasing leads to creating opportunities. Discover…
3 Challenges to Hybrid Sales Teams — and How to Overcome Them
Margerin Associates · May 27, 2025 · 3 min read
Sales Management
3 Challenges to Hybrid Sales Teams — and How to Overcome Them
Hybrid sales teams face unique challenges that can impact pipelines and performance. Learn how to overcome communication gaps, drive accountability without…
Beyond the Buzzwords: How AI is Really Changing Sales (and What You Need to Do About It)
Margerin Associates · May 23, 2025 · 3 min read
Sales Management
Beyond the Buzzwords: How AI is Really Changing Sales (and What You Need to Do About It)
Discover how AI is transforming sales beyond the buzzwords. Learn practical applications for lead generation, predictive forecasting, and personalization while…
3 Ways to Master Business Strategy Communication in Your Company
Margerin Associates · May 21, 2025 · 2 min read
Sales Management
3 Ways to Master Business Strategy Communication in Your Company
Even the strongest business strategies fail without clear communication. Learn three proven practices to ensure your team understands, believes in, and acts on your…
3 Ways to Compassionately Hold Your Team Accountable
Margerin Associates · May 15, 2025 · 2 min read
Sales Management
3 Ways to Compassionately Hold Your Team Accountable
Discover how compassionate accountability transforms team performance through clarity, safety, and individualized support. Learn 3 practical leadership strategies…
GenAI Is Leveling the Playing Field for Smaller Businesses
Margerin Associates · May 13, 2025 · 3 min read
Sales Strategy
GenAI Is Leveling the Playing Field for Smaller Businesses
GenAI for small businesses is transforming how SMEs compete with enterprise-level organizations. Discover how AI for SMEs democratizes strategy, accelerates…
Sales team implementing new technology solutions while collaborating at modern workspace
Margerin Associates · May 9, 2025 · 3 min read
Sales Strategy
The 5 Biggest Mistakes Sales Teams Make When Implementing New Technology (and How to Avoid Them)
Sales tech should amplify human connection—not replace it. Avoid these 5 costly mistakes and implement smarter.
Top 5 Sales Concerns for 2025: Build Your Sales Recovery Plan to Overcome Challenges
Margerin Associates · May 7, 2025 · 3 min read
Sales Strategy
Top 5 Sales Concerns for 2025: Build Your Sales Recovery Plan to Overcome Challenges
2025 presents unprecedented sales challenges including inflation, technology changes, talent shortages, and economic uncertainty. Learn how to build a strategic…
Hand placing coin representing sales performance metrics and revenue tracking for business growth
Margerin Associates · May 1, 2025 · 4 min read
Sales Strategy
Essential Sales Performance Metrics
Master the essential sales performance metrics that drive business success. This comprehensive guide covers four critical categories of sales metrics: revenue,…
Upward view of modern corporate skyscrapers representing growth and success in private equity add-on acquisitions and sales integration strategies
Margerin Associates · Apr 29, 2025 · 2 min read
Sales Strategy
The Hidden Threat to Your Add-On Acquisitions: Why Sales Integration Makes or Breaks PE Success
Add-on acquisitions dominate PE activity, but sales integration remains under-leveraged, restricting value creation. Learn why 85% of companies miss unified…
Modern home office workspace with laptop for sustainable sales growth consulting
Margerin Associates · Apr 25, 2025 · 2 min read
Sales Strategy
Unlocking Sustainable Sales Growth: Insights from 30 Years in the Trenches
Most sales teams leave money on the table. Here’s how to fix that—with a proven system for predictable, lasting growth.
Sales professional presenting B2B buyer journey analytics to team in modern office setting
Margerin Associates · Apr 23, 2025 · 3 min read
Sales Strategy
Turn B2B Buyer Journey Analytics into Sales Wins: Data-Driven Strategies for Revenue Growth
The B2B buyer journey is complex, involving extensive research, vendor comparisons, and multi-stakeholder decisions. Traditional intuition-based selling is no…
Team in a conference room listening to a presenter, representing leadership and stability in change.
Margerin Associates · Apr 17, 2025 · 2 min read
Sales Management
Balancing Change and Stability: Why Leadership Must Create Organizational Stability During Transformation
Change drives progress, but without stability, it can leave teams exhausted and uncertain. True leadership means balancing transformation with trust—providing…
Business executives discussing sales contingency planning strategies during professional meeting
Margerin Associates · Apr 15, 2025 · 4 min read
Sales Strategy
The Growth-Killing Mistake: Overlooking a Sales Contingency Plan
It's not market conditions or missed quotas that silently kill growth, it's being caught off guard when things change unexpectedly. Most sales leaders don't realize…
: Black-and-white photo of professionals standing together in a tall office building with floor-to-ceiling windows overlooking a city skyline, symbolizing teamwork, growth, and embracing new perspectives in sales culture.
Margerin Associates · Apr 11, 2025 · 3 min read
Sales Management
Beyond the Spreadsheet: A Sales Performance Culture Embraces the "Good" Discomfort
Thriving sales teams don’t just rely on data and tools—they embrace “good” discomfort. By stepping outside comfort zones, encouraging experimentation, fostering…
Private equity professionals analyzing financial charts and data during strategic business meeting
Margerin Associates · Apr 9, 2025 · 4 min read
Sales Strategy
Private Equity Sales Strategy: Confronting the Maturity Wall Crisis
Confronting the Maturity Wall: A Critical Juncture for Private Equity The year began with cautious optimism for private equity, but the reality of a tougher exit…
Sales professionals collaborating on value-based selling strategies at modern office workspace
Margerin Associates · Apr 3, 2025 · 3 min read
Sales Strategy
The Power of Value-Based Selling in a Competitive Market
Stop selling features—start selling value. Learn how value-based selling drives bigger deals, better relationships, and real growth.
AI security and data protection concept with laptop and digital shield graphic for SMB sales teams
Margerin Associates · Apr 1, 2025 · 4 min read
Sales Management
Transforming AI Security Sales Teams While Safeguarding Data Risks
SMB sales teams using AI need robust security protocols to protect proprietary data and customer information. This guide covers five foundational AI safety…
Streamlining Sales Processes with AI
Margerin Associates · Mar 29, 2025 · 3 min read
Sales Strategy
Streamlining Sales Processes with AI
Boost sales efficiency with AI: automate lead scoring, personalize outreach, forecast performance, and streamline workflows.
How to Use AI for B2B Lead Generation: Strategies to Boost Sales
Margerin Associates · Mar 26, 2025 · 3 min read
Sales Strategy
How to Use AI for B2B Lead Generation: Strategies to Boost Sales
Struggling with lead gen? Discover how AI can automate follow-ups, score leads, and shorten sales cycles for B2B success.
The Power of Data: How to Drive Sales Growth with Analytics
Margerin Associates · Mar 21, 2025 · 4 min read
Sales Strategy
The Power of Data: How to Drive Sales Growth with Analytics
Unlock sales growth with data-driven strategies. Learn key metrics, trends, and tools to boost performance.
The Consequences of Price Reductions
Margerin Associates · Mar 19, 2025 · 4 min read
Sales Strategy
The Consequences of Price Reductions
Discounts can hurt B2B businesses by devaluing products and hurting customer retention—use with caution and strategy.
Sales Growth Bottled Up? How Tech Company Leaders Can Break Free and Find Renewed Success
Margerin Associates · Mar 13, 2025 · 5 min read
Sales Strategy
Sales Growth Bottled Up? How Tech Company Leaders Can Break Free and Find Renewed Success
Is your tech company's growth stagnating? Break free from outdated methods and reignite success with a fresh strategy
Your Key Performance Indicators (KPIs) Are Established, Now What?
Margerin Associates · Mar 11, 2025 · 6 min read
Sales Management
Your Key Performance Indicators (KPIs) Are Established, Now What?
Setting KPIs is just the start. Sales success requires clear objectives, activity management, and situational leadership.
How to Sell More by “Selling” Less
Margerin Associates · Mar 7, 2025 · 3 min read
Sales Strategy
How to Sell More by “Selling” Less
Sell more by ‘selling’ less: Focus on quality prospects, listen empathetically, and build trust for long-term loyalty.
Believing in the Sales Lifecycle, Part 3: Solutioning, Overcoming Buying Reticence, and After Gaining the Buy
Margerin Associates · Mar 5, 2025 · 4 min read
Sales Strategy
Believing in the Sales Lifecycle, Part 3: Solutioning, Overcoming Buying Reticence, and After Gaining the Buy
Present tailored solutions, address concerns, and reinforce value to close deals and maintain lasting client relationships.
Believing in the Sales Lifecycle, Part 2: The Connection
Margerin Associates · Feb 28, 2025 · 3 min read
Sales Strategy
Believing in the Sales Lifecycle, Part 2: The Connection
Focus on connecting, not selling! Build rapport, ask questions, and uncover client needs before offering solutions.
Believing in the Sales Lifecycle: Part 1
Margerin Associates · Feb 26, 2025 · 2 min read
Sales Strategy
Believing in the Sales Lifecycle: Part 1
Master the Sales Lifecycle with Pre-Work and Pre-Discovery to build a targeted, successful sales strategy.
That Knocking You Hear? It’s an Opportunity to Fulfill Your Potential
Margerin Associates · Feb 20, 2025 · 3 min read
Sales Management
That Knocking You Hear? It’s an Opportunity to Fulfill Your Potential
For achievers, the knocking you hear is the call to fulfill your potential—embracing purpose, passion, and self-actualization.
How Sales Teams Can Practice Proactive Rather than Reactive Hiring
Margerin Associates · Feb 14, 2025 · 5 min read
Sales Hiring
How Sales Teams Can Practice Proactive Rather than Reactive Hiring
Proactive hiring in sales leads to better team fit, efficiency, and long-term growth—versus reactive, last-minute hiring.
Artificial Intelligence in Sales: How AI is Changing the Future of Sales
Margerin Associates · Feb 12, 2025 · 2 min read
Sales Management
Artificial Intelligence in Sales: How AI is Changing the Future of Sales
AI in sales boosts efficiency, lead generation, and forecasting while enhancing human connections with buyers.
Afraid of Sales Automation? Here’s How to Use it to Your (Competitive) Advantage
Margerin Associates · Feb 5, 2025 · 3 min read
Sales Management
Afraid of Sales Automation? Here’s How to Use it to Your (Competitive) Advantage
Embrace sales automation to streamline tasks, boost revenue, and gain a competitive edge in a fast-paced market.
Why do Businesses Struggle with Key Performance Indicators?
Margerin Associates · Jan 31, 2025 · 2 min read
Sales Management
Why do Businesses Struggle with Key Performance Indicators?
Businesses often focus on lagging indicators, missing out on KPIs that drive future success and growth.
A Beginner’s Guide to Sales Forecasting
Margerin Associates · Jan 29, 2025 · 3 min read
Sales Management
A Beginner’s Guide to Sales Forecasting
Sales forecasting predicts future sales using data, tools, and indicators to guide staffing, budgeting, and strategy.
Key Strategies for Building and Sustaining a High-Performing Sales Team
Margerin Associates · Jan 21, 2025 · 3 min read
Sales Management
Key Strategies for Building and Sustaining a High-Performing Sales Team
Building a top-performing sales organization requires a strong foundation of principles, structure, accountability, and the right people.
Top Advantages/ Disadvantages of Outsourcing Your Sales Function
Margerin Associates · Jan 15, 2025 · 3 min read
Sales Strategy
Top Advantages/ Disadvantages of Outsourcing Your Sales Function
Outsourcing sales can drive growth and expertise, but internal control, cost, and culture concerns may pose challenges.
Why Focus on Sales if They are Already Thriving?
Margerin Associates · Jan 9, 2025 · 3 min read
Sales Strategy
Why Focus on Sales if They are Already Thriving?
Even when sales are thriving, reevaluating your team, customers, and prospects ensures future growth and market readiness.
5 Sales Management Questions
Margerin Associates · Jan 6, 2025 · 3 min read
Sales Strategy
5 Sales Management Questions
5 key questions every sales leader should ask to diagnose performance, align efforts, and drive business growth.
Can Being Too Resilient Keep You from Realizing Opportunity?
Margerin Associates · Jan 2, 2025 · 3 min read
Sales Strategy
Can Being Too Resilient Keep You from Realizing Opportunity?
Is being too resilient holding you back? Learn how over-resilience can stop you from seizing new opportunities.
5 Tips to Boost Your Sales Performance
Margerin Associates · Dec 30, 2024 · 2 min read
Sales Strategy
5 Tips to Boost Your Sales Performance
Kickstart the new year by boosting sales performance with key tips to set goals, enhance skills, and drive success.
Sales Leadership in 2024: Key Takeaways and What to Expect Next Year
Margerin Associates · Dec 27, 2024 · 4 min read
Sales Management
Sales Leadership in 2024: Key Takeaways and What to Expect Next Year
Sales leadership in 2024 must adapt to new tech and trends. Learn key insights and what to expect for 2025 success.
How Job Hopping is Hurting Your Sales
Margerin Associates · Dec 27, 2024 · 5 min read
Sales Hiring
How Job Hopping is Hurting Your Sales
Job hopping hurts sales teams by creating chaos, limiting expertise, and disrupting cohesion. Retention is key to success.
Is Small Business Success Possible During a Period of Inflation?
Margerin Associates · Dec 20, 2024 · 4 min read
Sales Strategy
Is Small Business Success Possible During a Period of Inflation?
Small business success during inflation is tough, but with the right strategies, it’s still possible to navigate challenges.
Discounting is Bad for Businesses – Especially When Protecting Against Inflation
Margerin Associates · Dec 18, 2024 · 5 min read
Sales Strategy
Discounting is Bad for Businesses – Especially When Protecting Against Inflation
Discounting hurts businesses, especially in inflation. Learn why lower prices can lead to bigger long-term problems.
7 Things Sales Managers Do WRONG
Margerin Associates · Dec 14, 2024 · 2 min read
Sales Management
7 Things Sales Managers Do WRONG
7 common mistakes sales managers make, hindering team success. Avoid them with our checklist for better performance.
Hiring Smarter: The Importance of Understanding an Ideal Candidate Profile
Margerin Associates · Dec 12, 2024 · 2 min read
Sales Hiring
Hiring Smarter: The Importance of Understanding an Ideal Candidate Profile
Hiring smarter means using tools like PXT Select and DISC assessments to ensure candidates align with your Ideal Candidate Profile.
Professionalism in Virtual Meetings: How It Impacts the Remote Work Debate
Margerin Associates · Dec 5, 2024 · 4 min read
Sales Strategy
Professionalism in Virtual Meetings: How It Impacts the Remote Work Debate
Virtual professionalism matters. Learn how remote work impacts team perception and how to set clear standards.
5 Hiring Strategies You Can’t Overlook if You Want to Avoid the Wrong Hire
Margerin Associates · Dec 2, 2024 · 3 min read
Sales Hiring
5 Hiring Strategies You Can’t Overlook if You Want to Avoid the Wrong Hire
Streamline hiring with these 5 strategies to avoid costly mistakes and ensure the best fit for your team.
Recession-Proof Strategies for Sales Leaders
Margerin Associates · Nov 28, 2024 · 2 min read
Sales Strategy
Recession-Proof Strategies for Sales Leaders
Adapt sales strategies to market shifts with these recession-proof tactics for sales leaders in tough times.
How to Increase Sales: 7 Ways to Enhance Sales Performance
Margerin Associates · Nov 21, 2024 · 6 min read
Sales Management
How to Increase Sales: 7 Ways to Enhance Sales Performance
Improve sales performance with these 7 strategies: clear goals, CRM systems, training, and a sales action plan.
Hiring During a Recession: 3 Strategies to Attract the Right Candidates
Margerin Associates · Nov 16, 2024 · 1 min read
Sales Hiring
Hiring During a Recession: 3 Strategies to Attract the Right Candidates
Attract the right candidates during a recession by focusing on culture-fit, skills, and aligning with your mission.
7 Things to Measure to Evaluate Sales Representative Performance
Margerin Associates · Nov 14, 2024 · 3 min read
Sales Strategy
7 Things to Measure to Evaluate Sales Representative Performance
Go beyond revenue to evaluate sales reps with these 7 key performance indicators for better support and growth.
How to Build Strong Business Relationships: A Guide to Effective Sales
Margerin Associates · Nov 9, 2024 · 2 min read
Sales Strategy
How to Build Strong Business Relationships: A Guide to Effective Sales
Build lasting relationships with customers and colleagues using these actionable steps for effective sales success.
Why Our Advisors Chose Fractional Sales Leadership Consulting
Margerin Associates · Nov 7, 2024 · 4 min read
Sales Hiring
Why Our Advisors Chose Fractional Sales Leadership Consulting
Sales Xceleration Advisors share why they chose fractional sales leadership consulting over the corporate grind.
Surprising Statistics in Support of Fractional Sales Leadership Consulting
Margerin Associates · Oct 30, 2024 · 5 min read
Sales Management
Surprising Statistics in Support of Fractional Sales Leadership Consulting
SMBs struggle with sales leadership; discover surprising stats on the growing need for fractional sales leadership.
4 Sales Process Failures Threatening Your Sales Growth
Margerin Associates · Oct 26, 2024 · 7 min read
Sales Management
4 Sales Process Failures Threatening Your Sales Growth
Is your sales process holding you back? Discover 4 critical failures that could threaten your sales growth.
Top 4 Disruptors in the Future of Sales. Are You Ready?
Margerin Associates · Oct 24, 2024 · 4 min read
Sales Management
Top 4 Disruptors in the Future of Sales. Are You Ready?
Explore the top disruptors shaping the future of sales, from AI to global shifts, and how to stay ahead in uncertain times.
Prospecting: More Than a Numbers Game
Margerin Associates · Oct 19, 2024 · 2 min read
Sales Management
Prospecting: More Than a Numbers Game
Prospecting is more than numbers; it's about building relationships and networking to find the right fit for your business.
Why a CRM is Essential for Successful Sales: A Representative’s Perspective
Margerin Associates · Oct 16, 2024 · 3 min read
Sales Strategy
Why a CRM is Essential for Successful Sales: A Representative’s Perspective
A CRM helps sales reps stay organized, manage customer data, and streamline processes to close more deals and boost productivity.
Finding Your Target Market and Target Customer
Margerin Associates · Oct 12, 2024 · 3 min read
Sales Strategy
Finding Your Target Market and Target Customer
Identify and connect with your ideal client by understanding your target market and tailoring your marketing plan to them.
Is Poor Onboarding Sabotaging Your Sales Team’s Success?
Margerin Associates · Oct 9, 2024 · 2 min read
Sales Hiring
Is Poor Onboarding Sabotaging Your Sales Team’s Success?
Poor onboarding can sabotage sales success. A strong process boosts retention by 82% and productivity by 70%.
Staying Ahead of the Fall: How Sales Teams Can Be Proactive When the Economy Tightens
Margerin Associates · Oct 5, 2024 · 2 min read
Sales Strategy
Staying Ahead of the Fall: How Sales Teams Can Be Proactive When the Economy Tightens
Sales teams must stay proactive during tough economies by adapting strategies to close deals and access available budgets.
Adapting Leadership Styles to the Situation: Sales Growth vs. Sales Recovery Part Two: Sales Recovery
Margerin Associates · Oct 2, 2024 · 3 min read
Sales Management
Adapting Leadership Styles to the Situation: Sales Growth vs. Sales Recovery Part Two: Sales Recovery
Sales recovery requires a pivot in leadership style. Part 2 focuses on strategies to regain momentum and rebuild revenue.
Adapting Leadership Styles to the Situation: Sales Growth vs. Sales Recovery Part One: Sales Growth
Margerin Associates · Sep 27, 2024 · 4 min read
Sales Management
Adapting Leadership Styles to the Situation: Sales Growth vs. Sales Recovery Part One: Sales Growth
Sales leadership must adapt to growth or recovery modes. Part 1 focuses on strategies for growth-focused leadership success.
Which Role is Right for Your New Hire: Account Manager or Business Development Representative?
Margerin Associates · Sep 25, 2024 · 3 min read
Sales Hiring
Which Role is Right for Your New Hire: Account Manager or Business Development Representative?
Choosing between an Account Manager or Business Development Representative? Understand key differences to make the right hire
Important Benefits and Pitfalls of AI for Sales
Margerin Associates · Sep 19, 2024 · 4 min read
Sales Management
Important Benefits and Pitfalls of AI for Sales
AI can automate tasks, personalize interactions, and streamline processes, helping sales teams close more deals and boost revenue
Why Variable Compensation is the Key to a Successful Sales Team (and How to Do it Right)
Margerin Associates · Sep 17, 2024 · 2 min read
Sales Management
Why Variable Compensation is the Key to a Successful Sales Team (and How to Do it Right)
Variable compensation motivates sales teams to close deals and drive revenue, making it key to building a successful team.
Maximizing Productivity at Every Level: An Introduction to Level 10 Sales Meetings
Margerin Associates · Sep 13, 2024 · 2 min read
Sales Management
Maximizing Productivity at Every Level: An Introduction to Level 10 Sales Meetings
Level 10 Sales Meetings boost productivity by keeping teams aligned, focused, and accountable with a structured agenda.
You’ve Earned Respect But Are You Still Getting It?
Margerin Associates · Sep 11, 2024 · 3 min read
Sales Management
You’ve Earned Respect But Are You Still Getting It?
Respect can drive success, but if you're feeling undervalued, there's always a path forward to regain it and unlock opportunities.
Wondering How to Overcome Sales Challenges? Focus on These 3 Areas
Margerin Associates · Sep 5, 2024 · 4 min read
Sales Strategy
Wondering How to Overcome Sales Challenges? Focus on These 3 Areas
Overcome sales challenges by focusing on onboarding, roles, responsibilities, and addressing skills gaps for better performance.
5 Areas Sales Teams Should Focus On for Results
Margerin Associates · Sep 3, 2024 · 7 min read
Sales Strategy
5 Areas Sales Teams Should Focus On for Results
Sales teams must focus on value propositions, processes, goals, onboarding, and metrics to drive growth and improve performance.
Achieving Sales Excellence: A Strategic Roadmap for B2B Companies with Revenues Below $100M
Margerin Associates · Aug 30, 2024 · 2 min read
Sales Strategy
Achieving Sales Excellence: A Strategic Roadmap for B2B Companies with Revenues Below $100M
B2B companies under $100M need a strategic sales plan to outperform competitors and drive success through tailored approaches.
Achieving Sales Excellence: Developing a Compelling Value Proposition
Margerin Associates · Aug 22, 2024 · 3 min read
Sales Strategy
Achieving Sales Excellence: Developing a Compelling Value Proposition
A compelling value proposition is key for B2B success, answering why clients should choose you over the competition.
Achieving Sales Excellence: Competitive Positioning
Margerin Associates · Aug 20, 2024 · 2 min read
Sales Strategy
Achieving Sales Excellence: Competitive Positioning
Competitive positioning is key for B2B success. It helps distinguish your company and attract clients in a crowded market.
Do Chatbots Increase Sales? What you need to know about using AI chatbots for sales success
Margerin Associates · Aug 16, 2024 · 4 min read
Sales Management
Do Chatbots Increase Sales? What you need to know about using AI chatbots for sales success
Chatbots, including ChatGPT, are transforming sales by improving customer experience, data analysis, and workflow efficiency.
Harness the Power of Artificial Intelligence to Drive Sales
Margerin Associates · Aug 14, 2024 · 3 min read
Sales Management
Harness the Power of Artificial Intelligence to Drive Sales
Harness AI to boost sales with customer insights, lead generation, personalized marketing, and enhanced support.
Finding a Sales Star Player: Using Ideal Candidate Profiles to Help You Build the Best Team
Margerin Associates · Aug 8, 2024 · 2 min read
Sales Hiring
Finding a Sales Star Player: Using Ideal Candidate Profiles to Help You Build the Best Team
Building a winning sales team starts with an Ideal Candidate Profile. Find the right skills and culture fit for success.
Sales Team Effectiveness: Navigating Pitfalls for Maximum Impact
Margerin Associates · Aug 6, 2024 · 3 min read
Sales Management
Sales Team Effectiveness: Navigating Pitfalls for Maximum Impact
Achieving sales team effectiveness requires avoiding pitfalls. Learn key areas to optimize performance for long-term growth.
Achieving Sales Excellence: Choosing Effective Sales Channels for B2B Companies Under $100M
Margerin Associates · Aug 2, 2024 · 3 min read
Sales Strategy
Achieving Sales Excellence: Choosing Effective Sales Channels for B2B Companies Under $100M
Choosing the right sales channels is key to B2B success. Learn how to drive growth for companies under $100M.
Why Organizations Need to Align Sales and Marketing Processes
Margerin Associates · Jul 31, 2024 · 3 min read
Sales Strategy
Why Organizations Need to Align Sales and Marketing Processes
Aligning sales and marketing is key to a seamless customer journey, fostering long-term relationships and driving success.
10,000 Hours is a Myth
Margerin Associates · Jul 25, 2024 · 2 min read
Sales Management
10,000 Hours is a Myth
Mastery doesn't come from 10,000 hours. There’s no shortcut—success takes consistent effort, not just time.
7 Best Practices for Managing Indirect Sales Channels
Margerin Associates · Jul 23, 2024 · 3 min read
Sales Strategy
7 Best Practices for Managing Indirect Sales Channels
Managing indirect sales channels like distributors and resellers requires trust, clear processes, and commitment to drive success.
7 Essential Tips for Interviewing Top Sales Talent
Margerin Associates · Jul 19, 2024 · 2 min read
Sales Hiring
7 Essential Tips for Interviewing Top Sales Talent
Recruiting top sales talent requires more than just product knowledge. Focus on candidate traits that drive success with buyers.
Why Salespeople Should Demand Sales Forecast Training
Margerin Associates · Jul 17, 2024 · 3 min read
Sales Management
Why Salespeople Should Demand Sales Forecast Training
Sales forecasting is key for decision-making and compensation. Salespeople need training to understand its impact on success.
Redefining Your Sales Strategy Around Customer Needs
Margerin Associates · Jul 11, 2024 · 3 min read
Sales Strategy
Redefining Your Sales Strategy Around Customer Needs
Sales strategies must focus on customer needs. Learn how redefining your approach around them can boost sales and exceed expectations.
Five Steps to Master Personalization in Sales
Margerin Associates · Jul 9, 2024 · 4 min read
Sales Strategy
Five Steps to Master Personalization in Sales
Personalization in sales is key to success. Learn five steps to make customers feel valued and boost your bottom line.
Overcoming Sales Objections: Techniques to Turn a “No” Into a “Yes”
Margerin Associates · Jul 5, 2024 · 3 min read
Sales Strategy
Overcoming Sales Objections: Techniques to Turn a “No” Into a “Yes”
Sales objections are normal but can be overcome. Learn techniques to turn a 'No' into a 'Yes' with the right strategies.
The Rise of Fractional Sales Leadership: A Growing Opportunity for Sales Leaders
Margerin Associates · Jul 3, 2024 · 2 min read
Sales Management
The Rise of Fractional Sales Leadership: A Growing Opportunity for Sales Leaders
Sales leadership is evolving. Companies are turning to fractional leaders to drive growth, a trend that's accelerating fast.
Mastering AI for Sales Prospecting
Margerin Associates · Jun 27, 2024 · 3 min read
Sales Strategy
Mastering AI for Sales Prospecting
AI is transforming sales prospecting, helping teams identify customers and personalize outreach to close more deals.
7 Tips to Increase Sales: A Guide for Success
Margerin Associates · Jun 25, 2024 · 4 min read
Sales Strategy
7 Tips to Increase Sales: A Guide for Success
In today’s market, boosting sales means understanding customers, building relationships, and using tech. This guide offers strategies.
Future-Proof Your Sales: 4 Essential Technologies and Trends
Margerin Associates · Jun 18, 2024 · 4 min read
Sales Strategy
Future-Proof Your Sales: 4 Essential Technologies and Trends
To achieve ongoing and sustainable success, adopting modern trends and emerging technologies within your sales organization is crucial.
The Top 5 SMB Sales Technology Trends to Watch
Margerin Associates · Jun 13, 2024 · 2 min read
Sales Management
The Top 5 SMB Sales Technology Trends to Watch
Sales teams are the lifeblood of any business, driving growth, revenue, and success. As technology continues to evolve, so do the tools and strategies available to…
What’s the #1 Top Sales Challenge for SMBs?
Margerin Associates · Jun 4, 2024 · 3 min read
Sales Strategy
What’s the #1 Top Sales Challenge for SMBs?
Uncover the #1 top sales challenge for SMBs and learn to overcome it. Dive into the critical findings and solutions for improving sales.
5 Reasons to Focus on Increasing Sales with Existing Customers
Margerin Associates · May 30, 2024 · 3 min read
Sales Strategy
5 Reasons to Focus on Increasing Sales with Existing Customers
For any sales organization, prospective buyers come in two flavors: those who have already bought from your company, and those who...
Maximizing Your LinkedIn Presence to Generate Leads
Margerin Associates · May 16, 2024 · 3 min read
Sales Strategy
Maximizing Your LinkedIn Presence to Generate Leads
By developing a strong LinkedIn sales strategy, you can better attract potential clients and create a thriving network. Everyone knows that sales is built on…
Data-Driven Sales Strategy: Unlocking Success Through Outbound Sales
Margerin Associates · May 2, 2024 · 2 min read
Sales Strategy
Data-Driven Sales Strategy: Unlocking Success Through Outbound Sales
In the fast-paced world of sales, staying ahead of the curve is essential for success. With the rise of data-driven strategies,...
Sales Hiring Strategy: How to Hire Top Sales Talent
Margerin Associates · Apr 23, 2024 · 3 min read
Sales Hiring
Sales Hiring Strategy: How to Hire Top Sales Talent
Salespeople are the lifeblood of any business that wants to grow and continue to thrive. They are responsible for generating leads,...
The Biggest Industry Trends Impacting the Sales Profession
Margerin Associates · Apr 4, 2024 · 7 min read
Sales Strategy
The Biggest Industry Trends Impacting the Sales Profession
Summary: As the sales world adapts to an evolving global market, companies that follow industry trends and adopt innovations in...
The Power of Serving Versus Selling: Servant Sales Leadership
Margerin Associates · Mar 20, 2024 · 4 min read
Sales Management
The Power of Serving Versus Selling: Servant Sales Leadership
Are you burned out? Has the fire in your belly turned into nothing more than heartburn? Do you believe your sense of purpose has gone up...
Building a Modern Sales Operating System
Margerin Associates · Mar 6, 2024 · 3 min read
Sales Strategy
Building a Modern Sales Operating System
Small to mid-sized businesses that want to remain competitive, regain market share, or establish sustainable sales growth must keep pace...
How to Define and Analyze Your Target Market for Growth
Margerin Associates · Feb 15, 2024 · 3 min read
Sales Strategy
How to Define and Analyze Your Target Market for Growth
Ready. Aim. Sell! Sounds simple, right? Unfortunately, far too many small to mid-sized businesses skip the all-important AIM part – the part where target markets…
5 Areas Sales Teams Should Focus On for Results
Margerin Associates · Feb 9, 2024 · 7 min read
Sales Management
5 Areas Sales Teams Should Focus On for Results
While sales teams are largely responsible for transitioning average buyers into loyal, recurring customers, many aren’t yet equipped to...
Mastering Virtual Selling to Accelerate Growth
Margerin Associates · Feb 7, 2024 · 4 min read
Sales Management
Mastering Virtual Selling to Accelerate Growth
The dynamics of selling are always evolving. More and more, that evolution is being shaped by digital selling platforms and virtual...
How to Enhance Sales Using AI
Margerin Associates · Feb 1, 2024 · 3 min read
Sales Management
How to Enhance Sales Using AI
Ready or not, Artificial intelligence (AI) is everywhere. While certain aspects of an AI-driven future might seem somewhat scary, AI can,...
Top 4 Sales Efficiency Challenges and Solutions
Margerin Associates · Jan 30, 2024 · 3 min read
Sales Management
Top 4 Sales Efficiency Challenges and Solutions
The challenge of sales is that sales is, well, challenging! And when it comes to sales efficiency, four challenges seem particularly...
Harnessing Trends in Outsourcing and Leadership for a Stronger Bottom Line
Margerin Associates · Jan 17, 2024 · 2 min read
Sales Strategy
Harnessing Trends in Outsourcing and Leadership for a Stronger Bottom Line
In the wake of recent global shifts, it’s evident that sales management has transformed, leaving leaders and their teams with a unique...
Fractional Sales Work: The Ultimate Smart-Business Competitive Advantage
Margerin Associates · Jan 16, 2024 · 3 min read
Sales Strategy
Fractional Sales Work: The Ultimate Smart-Business Competitive Advantage
Fractional sales work offers businesses flexible, cost-effective expertise, boosting agility and competitive advantage.
Sales Strategy: 5 Tips to Boost Your Sales Performance
Margerin Associates · Jan 12, 2024 · 2 min read
Sales Management
Sales Strategy: 5 Tips to Boost Your Sales Performance
The start of a new year can be the perfect time to assess your team’s performance, set new goals and develop a plan to boost sales...
2024 Sales Trends: Top Ways AI Can Support Your Sales Organization
Margerin Associates · Jan 10, 2024 · 2 min read
Sales Strategy
2024 Sales Trends: Top Ways AI Can Support Your Sales Organization
AI boosts sales through forecasting, lead generation, content creation, and competitor analysis for smarter strategies.
Thriving with Outsourced Sales Leadership
Margerin Associates · Jan 4, 2024 · 3 min read
Sales Strategy
Thriving with Outsourced Sales Leadership
Outsourced sales leadership boosts performance, revamps processes, and drives growth with expert insights and fresh strategies.
3 Strategies for Enhanced Efficiency and Consistent Revenue Generation
Margerin Associates · Jan 2, 2024 · 3 min read
Sales Strategy
3 Strategies for Enhanced Efficiency and Consistent Revenue Generation
Boost sales productivity, optimize performance, and leverage CRM for consistent revenue growth in today’s competitive market.

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