Accounting 101: The Ultimate Guide to Accounting Basics

Hubspot Sales

I had some experience under my belt from running my freelance business, but I practically had to start from scratch with my new one — particularly with my understanding of accounting. Accounting was by far my least favorite class in business school. Business Accounting Terms to Know.

The Best Small Business Accounting Software of 2018

Hubspot Sales

If you’re like me, the last time you took an accounting class was in college. So, what do you do when you’re starting a small business and can’t quite justify an accountant? You find the best small business accounting software to meet your budget and needs.

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Rethinking Account And Opportunity Prioritization

Partners in Excellence

” It’s really important, both from an account prioritization (think of all your account based marketing/sales strategies) and to make sure you are prospecting/qualifying the right deals. You can more appropriately target your messages and account based marketing programs.

Data Reveals Missing Accountability Traits in Sales Leaders

Braveheart Sales

There are three main skill areas that indicate a sales leaders’ effectiveness at driving results through their team: Accountability, Motivating and Coaching. Let’s Focus on Accountability. Blog By Gretchen Gordon Sales Accountability sales leadership Sales Management

Three Simple Steps to Account-Based Selling…Not Just for Account Managers

Braveheart Sales

Caution: Some of these suggestions may be covered by other account manager types in your organization, so recognize that some of these activities are handled already, but hunters will benefit from these principles as well. Caution: Account-based selling is not to be confused with account-based marketing. You should have account-based marketing systems churning as well, but that is not my area of expertise. In the world of selling, I am a die-hard hunter.

Enterprise Accounts – The Seeds of Growth


Landing a large enterprise account is a big achievement, bringing with it new revenue and profit. But unlike smaller account wins, the real significance of an enterprise account victory is the huge potential for growth. Because enterprise accounts are marketplaces in and of themselves – vast, teeming fields of rich, moist, fertile soil that await seeds of growth. And how do you focus on quality delivery and account expansion, doing both well at the same time?

How to Skyrocket Win Rates by Multi-threading Your Deals

Selling Power

Multi-threading is insurance for salespeople working toward the close. It’s also your ticket to winning influence in an account. Multi-threading means building relationships with multiple stakeholders within your deal. Sales Process and Methodology Sales Success

If You Want to Change the World, Make Your Bed

The Center for Sales Strategy

Beyond literally making your bed (which I happen to do everyday first thing, so I appreciate the adrenaline charge of that early accomplishment), what are the "first-thing" activities a sales pro should accomplish in order to insure a productive day ahead and improve sales performance ?

Are You Committing This Prospecting Sin? – Sales eXecution 291

The Pipeline

You know at the time you propose the meeting that you are not being truthful, as do your prospects, the 15 minutes is their insurance policy, “if this guy sucks as badly as I think he may, I can pull the lever after 15 minutes; if by chance he is good, then we’ll see.”

Your Funnel Should Be A Horn Of Plenty

The Pipeline

If you needed 5 prospects to close a deal, and you had eight real ones in your funnel, if one went soft, you wouldn’t lose much sleep, after you’ve got the five, plus a couple for insurance. By Tibor Shanto -

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You Can’t Automate Me: November Referral Selling Insights

No More Cold Calling

She went to another computer, came back, and told me that insurance didn’t cover my prescription, so it wasn’t filled. Account based sales reps think that the more we automate selling, the better, easier, and more effective their jobs will be. So, what do account based selling teams do?

Data Gopher

Sales 2.0

I am looking for contact information in some target enterprise accounts. If you’re going to sell an enterprise account, you have to do this contact research, so what’s the discussion? If a sales person makes $100k per year and we add 30% to take into account health insurance, taxes etc.

Data 254

Gross Income Explained in 600 Words or Less

Hubspot Sales

Adjusted gross income (AGI) is the amount of money you've earned throughout the year from your job, self-employment, dividends, or interest from a bank account, minus adjustments like IRA contributions, alimony payments, tuition, and more. Self-employed health insurance payments.

Four Components to Optimize Your Sales Organization

Braveheart Sales

Sales Leaders – World class sales leaders spend 80% of their time on motivating, coaching and accountability. Blog By Gretchen Gordon Sales Accountability Sales Management sales process Sales Team Sales Training

Executive Coaching Helps New Leaders Succeed

Steven Rosen

I provide executive coaching for leaders in their first 90 days as both an insurance policy and a way of doubling down on your investment. Executive Coaching Helps Provide Insurance. Providing them access to an executive coach in their first 90 days is like buying an insurance policy.

The One Thing the Best Customer Experience Companies Do Differently

Sales and Marketing Management

Companies have heads of operations, marketing, accounting, sales and human resources, but rarely do they have someone in charge of their second most important asset (after employees).

The Comprehensive Guide to Income Statements

Hubspot Sales

The income statement reflects the financial activities of the business during a specific accounting period, which can be monthly, quarterly, annually, or some other finite period of time. Typically, an income statement reflects three accounting periods: the current one plus two previous ones.

Four Reasons for Quota Failures


Quotas have several functions: Insurance to make the top number for the company, A performance measurement for salespeople—a bar that must be reached so management can fire the poor performers, A motivation to create super achievers to make up for those who fall short, A way to ensure the timely flow of revenue to support the rest of the employees. I think the issue lies with the accounting department, which dislikes doing this work.

Quota 109

If Great Results are a Byproduct of Your Actions, To Sell More – Ignore Your Sales Goals and Trust Your Process

Keith Rosen

This will ensure their approach and messaging is aligned with their strengths and individuality to insure maximum impact and output. Accountability career Goal Setting Life Balance Sales Coaching Sales Leadership Sales Management Time Management Tips

10 Boston Companies with Amazing Perks and Benefits


Some companies will even offer health insurance for your pet and cover your gym membership, among other cool perks. Circle doesn’t shirk when it comes to health insurance. In addition to health, vision, and dental, Circle provides a Flexible Spending Account (FSA).

Are You Using Your Sales Superpowers?

The Center for Sales Strategy

Whether an individual is shopping for office space or office supplies, or selecting a bank, an accountant, a lawyer, or an insurance agent, chances are they will do a lot of pre-work before they ever engage in a significant conversation with a representative from any company.

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100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

Insurance. Savvy professionals can follow target accounts online and watch for relevant announcements. Insurance. Insurance. Insurance. Insurance. Insurance. Insurance. Insurance.

What's Considered a Current Asset?

Hubspot Sales

Cash (includes domestic and foreign currency, checking accounts, and any other cash on hand). Accounts receivable. The balance sheet reports on an accounting period, which is typically a 12-month timeframe. Is Accounts Receivable an Asset? Is Prepaid Insurance an Asset?

The 5 Most Highly Paid Sales Jobs of 2017

Hubspot Sales

Insurance sales agents - $49,990. Advertising agents sell ad space to businesses and individuals and sometimes maintain client accounts. 5) Insurance sales agents - $49,990. Insurance salespeople sell -- you guessed it -- one or more types of insurance.

Success and Risk Taking - Are Your People Failing Enough?

Anthony Cole Training

Doug: Doug had been working on an insurance account in eastern Pennsylvania. Doug was attempting to take the account over from one of the 'BIG 3" national insurance brokers. Give me a chance to work on some aspect of your insurance needs.

The REALLY BIG Upselling Sales Mistake

Increase Sales

Insurance Non-Health – The agent wants all the insurance and provides a solution including insurance not requested by the prospect.

What Sales Managers Need to Know to Support Channel Sellers

Miller Heiman Group

Today we feature a blog by Michael DeRosa, the director of professional development at Travelers Insurance, and one of our 2019 Miller Heiman Group Icons. For Travelers Insurance, like many companies that sell through a channel, standing out from the competition is difficult. It’s especially hard in the insurance industry, where stringent regulation means there is little differentiation between providers and services.

April 1st - A Day for Sales People to Remember

Anthony Cole Training

I got into the life insurance business as an agent with National Life of Vermont. I came into the business as a life insurance agent only to find out that others in that business were calling themselves planners, consultants, advisors, risk managers and a variety of other titles.

PRO, FUN & MON: 3 Really Good Things to Manage To in Selling

Anthony Cole Training

Too often, maybe even every day, we (I’m including myself) do a quick accounting of our day, week or month and review what we spent our time doing. If we did a true accounting of what got DONE as a result of what we were doing, what would our assessment be, look or sound like?

The Ramen Lifestyle

Grant Cardone

Health Insurance : $76.24. Dental Insurance : $44.76. deposited into his checking account each month. He settled on a 2004 Chevy Impala that costs him now $84 a month, but the big expense is the insurance which sets him back $170 a month. Meet Greg.

Five Tips for Transitioning Into a Sales Leadership Role

Sales and Marketing Management

Being held accountable for certain standards of activity. Chris Mason is the senior vice president of sales distribution for HealthMarkets Insurance Agency, one of the largest independent health insurance agencies in the United States

Are Your Sales People Failing Enough?

Anthony Cole Training

Doug: Doug had been working on an insurance account in eastern Pennsylvania. Doug was attempting to take the account over from one of the "BIG 3" national insurance brokers. Give me a chance to work on some aspect of your insurance needs.

Lunch and Learn - 12 Sales Lessons from Rich Ambrose

Anthony Cole Training

In 1987, when I entered the life insurance business with David Zimmerman at National Life of Vermont, I learned that selling life insurance was truly "selling" and my experience with Nautilus had been merely "order-taking".

The Truth About These 10 Sales Training Myths

Anthony Iannarino

As a leader, if you aren’t engaged in the training processes and holding your team accountable , it’s not the training that isn’t working. Learn how to make those tough decisions, hold yourself and your team accountable, and build a legacy with this free eBook.

When In Doubt – Err on The Side Of More!

The Pipeline

While this may not be a pronounced issue for those tasked with managing or servicing current accounts, with the only expectation being “organic” growth. By Tibor Shanto –

The True Cost of a Bad Sales Hire and How to Avoid It


There are many factors which need to be taken into account. Benefits: All expenses paid for an employee’s benefits (health insurance, disability insurance, etc.) But in 2018, the average company spent $5,655 on annual health insurance for a single employee. For disability insurance , employers paid $0.11 This figure doesn’t account for the bad hire’s effect on other employees and miscellaneous expenses such as catered lunches.

This Is What Has Made B2B Sales More Challenging

Anthony Iannarino

If you are signing your client’s contract, it requires that you, or your legal counsel, negotiate indemnification clauses and insurance coverages. Greater Accountability. They expect their partners to be accountable for the results they promise, grading them on scorecards.

B2B 101

Are Your Strategic Partnerships Your Passive Sales Force?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Today, more than ever before, strategic partnerships, both formal and informal, are an important element of conducting business.

How Tesla Is Threatening An American Sales Tradition

Sales Benchmark Index

This is good from an accounting standpoint. Auto insurers like Esurance (Allstate) engage their customers with websites instead of brokers. Most Americans don’t like negotiating over a price. However, one icon remains at the epicenter of haggling: the auto dealership.

How Sales Specialists Help Reach Your Customers

Sales and Marketing Management

The company had implemented a hunter/farmer model, whereby “hunter” salespeople were responsible for finding and closing deals, while “farmer” salespeople focus on retaining and growing business with existing accounts. In fact, it was first adopted by the insurance industry in the 1870s.