Anthony Cole Training
MAY 15, 2025
Last week in part 1 of our 3-part series on Hiring and Retaining Top Sales Talent, we discussed the importance of defining your ideal sales candidate profile and establishing firm hiring standards. Identifying critical, non-negotiable standards and expectations for new hires will help to improve the quality of the candidates you look for, interview, and eventually hire.
Sales and Marketing Management
MAY 12, 2025
Cash rewards get mixed in with daily budgets and are quickly forgotten. Non-cash recognition tells a unique story for every recipient. They fuel performance not just in the moment, but long after. The post Why Non-Cash Rewards Hit Harder and Smarter appeared first on Sales & Marketing Management.
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SBI Growth
MAY 12, 2025
If you follow professional football, then you know that Shedeur Sanders was the big story of the 2025 NFL draft. For you non-football fans, Shedeur Sanders is the son of ex-NFL great Deion Sanders , who also serves as the head coach of the University of Colorado football team, where Shedeur Sanders played as the starting quarterback during 2022-2024.
Understanding the Sales Force
MAY 15, 2025
Why does the power generated by a car engine continue to be measured in horses? According to Wikipedia, “Car makers began discussing horsepower in the late 19th century, particularly after the introduction of the first modern gasoline-powered automobile by Carl Benz in 1886.” Its been nearly 150 years since they began the transition from horses to motorized carriages or cars; do you suppose we could measure the power of engines differently than comparing them to horses?
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Zoominfo
MAY 15, 2025
Suddenly, lots of people are talking about the rise of the go-to-market (GTM) engineer: semi-technical polymaths who can master APIs, stitch together data flows, harness automations, and singlehandedly connect your go-to-market dots. Youve probably seen examples of this new discipline on social media, usually with a sped-up screen recording of how someone clicked through a bunch of apps and connected data sources and AI agents to identify market segments and push out content at scale.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
MAY 12, 2025
Many companies use non-cash incentives with the best of intentions, but without really knowing what motivates their people. The Motivators Assessment tool helps managers pinpoint what reward motivates each team member. The post Do Incentives Really Motivate? It Depends appeared first on Sales & Marketing Management.
SBI Growth
MAY 16, 2025
Think having an internal pricing function makes you stand out? Think again. In 2025, 98% of SaaS companies designate responsibility for pricing strategy to a specific person, group or team. But 60% of SaaS companies still find pricing overly complex, leading to muddled strategies. Given your pricing strategy s influence on SaaS revenue growth, the competitive upside is clear: the more you get to grips with SaaS pricing, the more you get ahead of the market.
Sales Gravy
MAY 12, 2025
Your quota doesn't take a summer vacation, so your pipeline-building efforts can't afford to either. This is a reality check. Summer is coming fast and if you dont get your pipeline positioned for success now, youll be scrambling come mid-July. The summer sales slowdown is a documented phenomenon across almost every industry. According to data from HubSpot, prospecting response rates can drop by as much as 25% between June and August.
Zoominfo
MAY 15, 2025
My first job in sales was as old school as selling gets: knocking on doors. I didnt know who I was talking to, whether they were in-market, or even what their company did. It was pure hope spray and pray at its finest. Selling has changed a lot since then, but some things dont change fast enough. Too many B2B sellers today are still running on hope.
Advertiser: ZoomInfo
Savvy B2B marketers know that a great account-based marketing (ABM) strategy leads to higher ROI and sustainable growth. In this guide, we’ll cover: What makes for a successful ABM strategy? What are the key elements and capabilities of ABM that can make a real difference? How is AI changing workflows and driving functionality? This Martech Intelligence Report on Enterprise Account-Based Marketing examines the state of ABM in 2024 and what to consider when implementing ABM software.
Partners in Excellence
MAY 14, 2025
We’ve seen the 100s of articles, the 100s of prompts, the 100s of cheat sheets focused on saving our time. Theoretically, I don’t have to manage my calendar, to-do lists, follow ups, anything. I don’t have to worry about the responses to queries, or the follow ups to the meetings. All that time spent on these and other tasks is automated, freeing up time to be “more productive.” For those who know me, I’m obsessed with my personal productivity.
Sales and Marketing Management
MAY 12, 2025
New research from the Incentive Research Foundation helps companies identify the proper amount of reward value to drive engagement for different corporate audiences. The post Finding the Reward Value Sweet Spot appeared first on Sales & Marketing Management.
The Center for Sales Strategy
MAY 16, 2025
As a sales manager, your role in guiding your team through the initial Connect phase of the sales process is crucial. At The Center for Sales Strategy, the connection phase is an integral part of our comprehensive sales process, known as the Sales Accelerator. This process is designed to align with the modern buying journey and includes six critical steps: Identify, Connect, Discover, Advise, Close, and Grow.
Koncert
MAY 13, 2025
The Evolution of Sales Engagement Platforms in the AI Era Sales engagement has undergone a revolutionary transformation with artificial intelligence redefining how B2B sales teams connect with prospects. Modern sales professionals recognize that traditional cold calling and outreach methods no longer yield the results needed in today's competitive marketplace.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Zoominfo
MAY 15, 2025
ZoomInfo has never settled for being just anything. Not just a data provider. Not just another AI tool. And definitely not just another tech company. Weve always built for something bigger: a future where go-to-market teams move in perfect alignment, powered by actionable insights, automation, and execution. Thats why, nearly five years after our IPO , weve changed our Nasdaq ticker symbol from ZI to GTM.
Partners in Excellence
MAY 12, 2025
Marcus Cauchi has been writing a provocative series of posts on mistaken sales management behaviors. The posts and discussion are fantastic, make sure you read them. He asked for my thinking on the issue. We see all sorts of bad management behaviors. Some of it seems to be driven by a compulsion to “help” our people succeed. Much of it is driven by a lack of trust managers have in their people.
Sales and Marketing Management
MAY 12, 2025
Gaining insight into your competitors and understanding their strengths and weaknesses will further empower you to refine your approach, differentiate your offerings and capitalize on market opportunities. The post Do You Know Your Competitors and How You Compare? appeared first on Sales & Marketing Management.
Smooth Sale
MAY 15, 2025
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Customer-Centric Culture is Vital for Brand Reputation and Growth Your brand reputation is something you begin building from day one as you begin to build your small business. What can you do if you need to enhance it? Perhaps you have a loyal band of followers, but you want to reach more people and present a consistent message across various channels.
Speaker: Brendan Sweeney, VP of Sales at Allego
Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.
MarketJoy
MAY 12, 2025
So generating SQLs (Sales Qualified Leads) is one of the keys to all B2B companies for increasing sales and revenue. SQLs are the leads who have already demonstrated a high level of intention to purchase and are ready to directly be sold to them, as opposed to MQLs. In this article, we will deep dive into lead qualification, conversion tactics, and lead nurturing to increase conversion rates for B2B Sales Leads.
Adaptive Business Services
MAY 14, 2025
Not totally, severely damaged, and thats ok. Heres what happened. In preparation for starting to work with two new Nimble CRM clients who have substantially large and junked up databases, I decided to experiment with AI to see if I could deploy that in the cleanup. I always test things on myself first. Sacrificial lamb. Smart. Things were going great until I wanted to make it even better and then tragedy struck.
Partners in Excellence
MAY 14, 2025
I’m compelled to write. It’s lunch, my habit as I eat my lunch is to scroll my LI feed. Fortunately, I have a strong stomach, so reading the feed seldom creates indigestion. But in the space of 5 minutes I saw two important posts. In different ways, calling out bad behaviors. The first was a well intended person. He described sitting on a plane overhearing someone talking about how much she disliked sales people.
Sales and Marketing Management
MAY 15, 2025
Even if theyre earning a substantial salary and commissions, they may have reason to leave their employer if they receive an offer elsewhere. Here are some common reasons why top salespeople consider alternative positions and how to avoid having it happen to your company. The post Why Top Salespeople Take Positions Elsewhere appeared first on Sales & Marketing Management.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
Smooth Sale
MAY 12, 2025
Photo by Geralt via Pixabay Attract the Right Job or Clientele: How to Build Meaningful Relationships for Business Growth Few things are more valuable in business than a loyal client. However, loyalty doesnt come from products aloneit stems from how well you communicate. Clear, consistent, and empathetic communication is the backbone of strong client relationships and long-term success.
Allego
MAY 15, 2025
In sales, timing is everythingbut too often, training arrives too late. Reps face tough objections , competitive deals, or unique buyer challenges in real time. But the training content available to them is usually outdated, too generic, or locked in a learning module they dont have time to find. Peer-created sales videos for training offer a better way.
SalesHood
MAY 13, 2025
Discover how SalesHoods AI sales coaching platform is helping sales teams scale coaching, improve confidence, and exceed revenue goals.
SalesFuel
MAY 15, 2025
A business development representative, or BDR in sales, is one of the fastest and easiest paths into a sales career. Staff writers at pipedrive.com say BDRs are often the first point of contact with customers. This position gives them credit for much of a firms new business development. A job with these important responsibilities must require a wealth of experience, right?
Speaker: Jeff Tarran, COO, Gunderson Direct & Margaret Pepe, Executive Director of Product Management, U.S. Postal Service
Learn the secrets to direct mail success for growth marketers! Industry veterans Jeff Tarran and Margaret Pepe are here to delve into how direct mail has completely evolved in recent years, and has rightfully earned a seat at the table alongside the email and digital marketing plans of SMBs, enterprise companies, and agencies as they look into strategy for 2024 and beyond.
Pipeliner
MAY 11, 2025
Errors are commonplace, but how we handle them defines us and can weigh heavily on future business. First and foremost, it is best to admit a mistake upfront and sincerely apologize. Next, explain how the issue arose and then suggest fixing the problem together. The suggestion arises because misunderstandings frequently occur. Its generally a two-way street, so if the other person or company realizes the cause, they will be more likely to seek a better solution.
Smooth Sale
MAY 16, 2025
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Follow the Sales Cycle to Improve Business Growth While most people are not ‘officially’ in the sales profession, anytime one desires to communicate their ideas and make requests successfully, it’s vital to know the elements of the sales cycle to be successful. My recent experiences receiving a professional proposal from various vendors were mind-boggling.
Nutshell
MAY 16, 2025
Tired of seeing reps burn selling time on setting up meetings? Scheduler managed meetings puts ready-made, admin-controlled meetings at their fingertipsso they skip the setup and jump straight to closing deals. As a sales manager, it’s good to give your team some freedom with the meetings their offering up to leads and customers. However, the inconsistencies from rep to rep can make it a headache to manage and may cause inefficiencies that prevent growth.
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