John Sterling, Author at UPSTATE BUSINESS JOURNAL

Who you sit next to matters more than your CRM: Tips for Noobs with John Sterling

Sales is a mood business before it's a numbers business. You're selling confidence, calm, work ethic and belief in a solution.

AI opportunity can only thrive on a firm sales foundation: Tips for Noobs

AI doesn't build your sales process for you. It builds on top of whatever process is already there.

Summer silence is a serious sales mistake: Tips for Noobs

Use this slow season to build the fast finish you want in Q4.

AI for business is an opportunity you can’t afford to miss: Tips for Noobs

Here are four ways you can put AI to work starting this week.

Why your sales problem is probably a people problem: Tips for Noobs with John Sterling

I’ve spent 30 years building sales teams. The most common mistake I see isn’t a bad pitch or a weak pipeline. It’s owners trying to fix a people problem with…

Playing it safe in business is the most dangerous move you can make: Tips for Noobs

The bar isn't something you clear once and move on. It's something you reset, again and again, on purpose.

What buyers really look for in a founder: Tips for Noobs with John Sterling

Most founders think selling is a financial audit. It’s not. It’s a trust exercise with a spreadsheet attached.

Tips for Noobs: What makes a salesperson worth calling back?

In today’s environment, buyers respond to salespeople who demonstrate an understanding of constraints: internal approvals, competing priorities, timing pressures and risk tolerance.

Why hiring right is the most important sales strategy: Tips for Noobs

Figure out what your top 10% of reps have in common, turn that into your hiring blueprint, and then hunt like heck for more of those people.

How to maximize your exit strategy: Tips for Noobs

The work that increases valuation also happens to be the same work that makes the business healthier today.