Resources
Resources for selling to local businesses.
What we have learned about territory, signals and first contact, written for people who go out and find clients in their own area.
Latest articles
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Field sales
How POS and payment solution teams can find their next 100 merchant accounts
Payment and POS sales is a territory game. The merchant universe is large, fragmented, and geographically distributed. Here's how the teams that consistently hit targets prospect it.
5 min read
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Strategy
What territory saturation means — and how to know when it's time to expand
Territory saturation is the point at which incremental prospecting effort yields diminishing returns. Most teams don't notice it until they're already struggling. Here's how to spot it early — and what to do about it.
5 min read
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Outreach
How to handle the "we're happy with our current supplier" objection
It's the most common objection in territory sales — and the most misunderstood. "We're happy with our supplier" isn't a no. It's an invitation to prove you're worth the switching cost. Here's how.
5 min read
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Outreach
The anatomy of a winning sales sequence for local business prospecting
A sales sequence is only as good as its weakest touch. Most sequences fail because they're designed around rep convenience, not prospect psychology. Here's what a high-performing five-touch sequence looks like.
6 min read
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Field sales
How cleaning companies and facility service providers win commercial contracts systematically
Commercial cleaning is one of the most competitive service categories in any territory. The teams that consistently win new business aren't the cheapest — they're the most systematic. Here's how they do it.
5 min read
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Strategy
Why your pipeline is lying to you — and the three fixes that actually work
Most sales pipelines are optimistic by design. Deals advance based on rep activity, not customer intent. The result: a forecast that's always wrong and a team that doesn't know where to focus. Here's how to fix it.
5 min read
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