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Has the Insane Clown Posse come to visit us at Making ThatSale? Nope! Sorry to hip-hop fans, but to businesses, ICP stands for Ideal CustomerPro ...

Today, we’re thrilled to have James Kaatz, co-founder and CEO at Illumination Marketing, join us to discuss various aspects of modernmarketing ...

When consumers think about buying everyday items, such as food, apparel, or toothpaste, they usually expect an instantaneous sales transaction.Amazo ...

In our enlightening interview with Kari Hanson, a seasoned VP of marketing in the B2B SaaS sector, we explore her expansive career that spansstartup ...

Knowing what your customers want and need to purchase should be your first priority as a business owner or manager. Every business needs ongoingreve ...

In the same way that prospectors did it during the gold rush, companies must detect and manage the flow of money into the company by findingcustomer ...

Consider, for a moment, that a company needs all its limbs to function while working together,  in much the same way that a person does. Now,im ...

As a new business owner, sales leader, or sales manager, you might not have the knowledge or the experience you need when it comes to directing your ...

If your business has invested in customer relationship management (CRM) software, you might be using it, primarily, to track and manage leadsthrough ...

Greg Perotto has been a solid figure in marketing for over 25 years, working with tech giants like New Relic, TripActions, DocuSign, and Hootsuite.A ...

In this interview, Rylie Manross, who started her marketing career in 2018, unfolds her path from a marketing coordinator to a strategic thinkerbrid ...

Have you ever felt like you’re spinning your wheels trying to land sales meetings? Don’t worry – you’re notalone!  Sales teamsoften ...

When you hire a new salesperson or sales representative, you might be eager to get them up and running as fast as possible so they can make moneyfor ...

Though businesses generally want to sell to as many customers as possible, chasing after every single consumer will not only exhaust your sales reps ...

Without a need for the product, a customer will never buy. Even If you do manage to convince them to purchase, a lack of need almost certainly turns ...

As a fresh, new entrepreneur, you might have incorporated your business and finalized the product you’re going to sell. Now what? Now that youhave ...

Networking: love it or hate it, it’s an integral part of the business world. And for salespeople in particular, networking can be an excellent way ...

As you get your business off the ground, you might be so busy managing the logistics that you forget to focus on what matters the most: thecustomers ...

Cold calling, my friends, is for the strong at heart. With success rates hovering between 1-2%, we all know this job is not easy. But with the right ...

Have you come to the unhappy conclusion that you or someone you know suffers from sales callreluctance?  Don’t worry, you’re not alone. ...

We all get it every day. Unsolicited email. But how often do we open it? And how effective are the messages wereceive? As always at Making ThatS ...

Who is your ideal customer? Is it just anyone with a need for your product and the capacity to buy it? If so, your marketing and sales campaignswill ...

Starting and running a sales department can be quite difficult, and once you’ve got more than one sales representative it’s all but impossibleto ...

The first step to making a sale these days is often acquiring an email address. Once you’ve got that, you can make your cold email pitch andhopefu ...

Any potential customer for your business is called a lead, but not all leads are created equal. When it comes to lead generation, there are twobroad ...

The sales world is vast, complicated, and utterly confusing, further compounded by the fact that everyone seems to have their own definition forcert ...

If you’ve just launched your business, it’s important to find and secure a loyal customer base. But how do you get there? Flashy ads might build ...

When you want something in life, you should just go get it! That’s what we’ve been taught by pop culture, but in the business world, charismaand ...

When you first started your business, you might’ve had vague, lofty goals like “I want to run a successful bookstore” or “I want to start my ...

As consumers increasingly embrace the convenience of online shopping, door-to-door sales are becoming a thing of the past. But this may be anopportu ...

A business might be eager to push any and every potential customer down the sales funnel to close a deal. But that’s not the wisest choice: twoout ...

Not every potential buyer who walks through the door will become a paying customer. That’s why sales professionals need to qualify their leads and ...

We’re all familiar with the poorly-written sales pitch: vague, slow to develop, and too much about product details rather than why it’s perfectf ...

It feels like there’s a business for everything nowadays, which means competition is stiffer than ever. Whether your business is brand new or adec ...

Selling is simple in theory: you have a product, someone needs it and makes a payment, and boom! Sale complete. But sales have evolved, as has thete ...

What’s the difference and why does itmatter? So you’ve finally opened for business and you’re looking to make your first sale. But ifyou� ...

Sales cycle, sales pipeline, marketing funnel, sales funnel. With so much terminology flying around, are we just splitting hairs? Does it reallymatt ...