Understanding the Sales Force
MARCH 24, 2025
Bob is Back in the news! It’s hard for me to believe, but I haven’t written about Bob in more than two years. If you want to catch up on the Bob Chronicles, you can find the previous eight installments here. Bob was more excited than I had ever heard him. He shared that he sent out a proposal for well over $1 million and was prepared to begin negotiations.
Anthony Cole Training
MARCH 20, 2025
What you cannot see can kill you. If you don't see the car to your right about to run a stop sign, you might be in trouble. If you cannot see a clogged artery, you might be in trouble. If you cannot see that your sales team is failing to execute the fundamentals of an effective sales approach, then surely that will kill your chances for sales effectiveness and consistent sales growth.
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Sales 2.0
MARCH 17, 2025
I got some unsettling feedback a few weeks ago. I was told I was a Brainiac. I want to help you avoid the same fate. At first, I thought it was a compliment. It sounded rather flattering. OK I think I would like to be know as that. But then the next part of the feedback came. And the client said he had no idea what you were talking about. Uh oh! In the Ear of the Beholder One of my roles for this client is to help them sell more complicated services than their salespeople do on a day-to-day basi
Zoominfo
MARCH 21, 2025
Sales is no longer about dialing faster or pitching harder. Today, it all comes down to using smarter sales coaching techniques. Using AI sales tools can help teams level up by analyzing real sales conversations, identifying what works and what doesnt. The goal: helping every rep improve their performance. From refining your teams techniques to reinforcing best practices, coaching tools are essential to how modern teams train, grow, and win.
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.
Sales and Marketing Management
MARCH 17, 2025
According to a study headed by Yuan Zou while she was assistant professor of business administration at Harvard Business School, when a company exchanged a less inclusive CEO for one who brought others into conversations, the firms stock market value increased the year after. Here are Zous tips for elevating others: Focus on small wins. […] The post Steps to Elevate Others appeared first on Sales & Marketing Management.
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Partners in Excellence
MARCH 20, 2025
The email came in, “We need training. We’ve seen your programs before, can you talk to us about a training program?” I quickly arranged a discussion, “What kind of training do you need?” “We need sales training,” came the response. “What kind of sales training do you need?” I ask. “Sales training, our people aren’t performing the way we expect,” came the response. “Where are they struggling?
Sales Gravy
MARCH 20, 2025
Wherever you are in your sales journey, you need a mentornow. If youre serious about becoming a top performer or want to stay at the top of your game, you need more than just grit and determination. You need a guide. A mentor whos been through the fire and who can help you avoid costly mistakes. Sales expert Tony Morris stands behind the power of mentorship and the impact it can have on confidence in The Sales Gravy Podcast.
Zoominfo
MARCH 17, 2025
Revenue operations leaders are confronting complex challenges on two fronts: designing smarter territories for expansion, and maximizing productivity for frontline go-to-market (GTM) teams. But many RevOps teams still struggle with inefficient segmentation, suboptimal territory design, and a lack of actionable insights. The result? Blind spots in your addressable market and missed opportunities from good-fit prospects.
Sales and Marketing Management
MARCH 17, 2025
Todays most effective leaders cultivate a unique blend of interpersonal and adaptive skills to guide their organizations successfully. The most successful leaders continuously refine their negotiation, influencing and communication skills to meet the evolving demands of the workplace. The post The Most Important Skills for Leadership to Develop appeared first on Sales & Marketing Management.
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
The Center for Sales Strategy
MARCH 17, 2025
The structure of your sales team can make or break your success. Are you trying to organize your sales team? Are you trying to figure out what the best sales organizational structure is or trying to identify the problem within your current structure? Determining the best way to organize your sales team is important, and t ransitioning from a one approach to another model could significantly impact your sales performance.
Partners in Excellence
MARCH 19, 2025
I was struck by this sentence in a LI post today, “We are doing everything right, but nothing’s working!” I see variants of this every day: We’re doing everything right, it’s not working as well… We’re doing exactly what made us successful in the past, it’s no longer working… We’re doing what everyone else is doing, and what we have always done, it’s not producing the same results… We’re doing everything we’ve al
Sales Gravy
MARCH 18, 2025
Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. If youve ever hired a sales class or tried to ramp up new hires in an industry with complex products or strict guidelines, youll relate to Gaiuss dilemma.
SalesFuel
MARCH 24, 2025
In 2024, out-of-home advertising campaigns drew more marketer dollars and consumer attention. Some of this growth was the result of using new tactics. The industry overall generated a 4.5% revenue increase over the previous year. And digital out-of-home (DOOH) jumped 7.5%. Total spending on the format amounted to $9.1 billion according to the Out of Home Advertising Association of America.
Advertiser: ZoomInfo
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
Smooth Sale
MARCH 22, 2025
Photo by Geralt via Pixabay Attract the Right Job or Clientele: How to Avoid the Invisible Bottlenecks of B2B Sales Success in B2B sales depends on more than just a strong product and a well-trained sales team. Many businesses experience hidden roadblocks that slow down their sales process, impacting revenue growth without specific warning signs. These invisible bottlenecks often arise from inefficient lead qualification, communication gaps, and misalignment between sales and marketing teams.
Sales and Marketing Management
MARCH 17, 2025
Immersive technology is one of the fastest-advancing technologies, and although its application may be less widespread than AI, its uses and benefits are just as powerful. The post How Immersive Reality Is Impacting B2B Sales appeared first on Sales & Marketing Management.
Partners in Excellence
MARCH 18, 2025
As I participate or observe conversations, I count questions. If it’s between a buyer/seller, I count the number of open ended questions each person asks. It’s a quick checkpoint for the quality of conversation and engagement of each person in the conversation. I “disqualify” a lot of questions. Closed ended questions have limited utility in conversations–some are necessary, but typically it’s very few.
Sales Hacker
MARCH 21, 2025
Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies.
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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
SalesFuel
MARCH 18, 2025
Some employers make new hire gifts of SWAG like corporate apparel or a coffee mug. Employees appreciate this gesture, but there are other benefits theyre more interested in. Recently, hiring managers have been promoting benefits like unlimited vacation time and work-life balance. Are Some Benefits Too Good to be True? As Mandy Gilbert points out, these benefits sound great.
Smooth Sale
MARCH 18, 2025
Photo by Geralt via Pixabay Attract the Right Job or Clientele: How Do You Receive Inspiration for Business Growth? In business life, it’s easy to think you’re doing it wrong if you don’t invent everything from scratch and only remain inspired by your example. But, of course, such an idea would be silly in many other fields. Except for perhaps the first cave painters, no one has ever painted on a canvas without some idea of the artists they like, even if they didn’t know
Sales and Marketing Management
MARCH 24, 2025
There is a growing sense of disconnection and dissatisfaction among new sellers, as many report feeling burned out. This highlights the urgent need for a more balanced onboarding approach. The post Bridging the Gap: Enhancing Sales Onboarding with Cultural Connection appeared first on Sales & Marketing Management.
SBI Growth
MARCH 20, 2025
Sales leaders prioritize seller training, but they often overlook training for frontline sales managers, one of the most critical levers to improve seller productivity. These managers dictate whether sales teams execute effectively or fail to meet their targets. However, most companies fail to invest in their development, leaving a gap in performance.
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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.
Sales Hacker
MARCH 18, 2025
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jaleh Rezaei is the CEO & Co-founder of Mutiny, a company reimagining the B2B buying experience by transforming transactional relationships into meaningful connections through AI-powered personalization. Mutiny helps enterprises restore the human element in modern buying at scale, and is used by some of the fastest growing companies in the world including Amplitude, Snowflake and Qualtrics.
Allego
MARCH 20, 2025
In industries like pharmaceuticals, medical devices, and financial services, sales teams must do more than just train. They need sales certification to ensure compliance, consistency, and credibility. Without it, companies risk regulatory violations, lost revenue, and misinformation in the field. Reps must be able to clearly communicate complex product details, follow strict regulations, and deliver accurate, up-to-date messaging.
Smooth Sale
MARCH 19, 2025
Photo by Clker-Free-Vector-Images Attract the Right Job or Clientele: How to Utilize Packaging to Influence Customer Expectations Packaging is much more than simply protective; it sets customer expectations, too. From eco-friendly options to luxury designs, packaging creates impressions with consumers long before they open your products or services.
Sales and Marketing Management
MARCH 19, 2025
Britt Yamamoto shares insights from his book, The Soil of Leadership, in which he shares lessons learned on a sustainable farm in the Japanese countryside and how they can be applied to business leadership roles. The post What Sustainable Farming Can Teach Us About Leadership appeared first on Sales & Marketing Management.
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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.
Pipeliner
MARCH 24, 2025
In the latest episode of the podcast, host John Golden engages in a deep dive with Matthew Stafford , an experienced entrepreneur and managing partner of Build Growth Scale. The conversation revolves around effective strategies for scaling e-commerce brands and maximizing conversions in a highly competitive market. This blog post will summarize Matthew’s key insights and actionable advice, providing a comprehensive guide for e-commerce entrepreneurs looking to elevate their businesses.
SalesFuel
MARCH 24, 2025
Have you heard of negative reverse selling? When it comes to sales methodologies, this one doesnt seem to get as much attention. But it can be an impactful strategy. What is negative reverse selling? This methodology involves using reverse psychology to speed up the decision-making process. Instead of pushing hard for a sale, sellers acknowledge objections and non-committal responses.
Tenbound
MARCH 21, 2025
The Buckets Methodology: A Smarter Way to Generate Pipeline Through Cold Calling by Ryan Reisert. In an era dominated by AI and automation, its easy to forget the power of the phone. But for Ryan Reisert, cold calling isnt just aliveits thriving. With over 17 years of experience and a laser-sharp focus on outbound sales, Ryan has created a systematic approach to cold outreach thats helped countless companies generate predictable pipeline.
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