Understanding the Sales Force

JUNE 13, 2025

This article sounds like a beast, but it’s one of the shortest I’ve ever written. My backup title was Adventures in Account Management , but I didn’t want to get too cute. Here we go! I was at the optometrist’s office, waiting for my broken glasses to be fixed, when SHE walked in. She approached the receptionist and said, “I’m the new rep for a frame company, and I stopped by to introduce myself.

Hiring 177

Hiring Account Customer Decision Maker 177

Anthony Cole Training

JUNE 13, 2025

Salespeople have to prospect. That's the truth. Salespeople can find their prospects in lots of different ways: introductions, social media, networking, lists, internal referrals from business partners, cold calling, pre-approach email, association memberships, and business networking groups. What is also true is that no matter how a salesperson gets a name, the next step is to contact them.

Cold Calling 191

Cold Calling Social Media Referrals Networking 191

Sales and Marketing Management

JUNE 12, 2025

Sales leaders play a pivotal role in ensuring training translates into action. Without active leadership engagement, reinforcement strategies and a customized approach that aligns with the company’s sales environment, training efforts often fall flat. The post Lessons Learned from Implementing Sales Training Successfully appeared first on Sales & Marketing Management.

Training 156

Training Pivotal Sales Strategy 156

Zoominfo

JUNE 9, 2025

How many times has your team proposed a creative new strategy or killer go-to-market play, only to have their ideas strangled in a thicket of IT, data science and engineering conflicts? If you’re a sales leader or revenue operations professional, it’s a constant struggle. We have access to more data and better buying signals than ever before — but turning inspiration into action is still a plodding, frustrating process that chokes your revenue growth.

Scale 130

Scale Demand Generation Targets Ideal Customer Profile Closing 130

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.

Account Based Marketing

Force Management

JUNE 12, 2025

The AI revolution is coming fast – it’s reshaping industries, redefining workflows, and promising unprecedented growth to sales organizations. Yet, many leaders are hesitant to make a big bet on AI. The wrong move could cost you time, revenue, and credibility. With the right foundational strategy and the right tool, AI should be a sales force multiplier enabling your teams to sell faster and more proficiently, bringing more value to customers and more impact to revenue.

Revenue 103

Revenue Webinar Metrics Industry Tools 103

Alice Heiman

JUNE 10, 2025

Negotiation isn’t a battle, it’s how agreements are made. Recognizing that truth can transform your company’s culture and your sales outcomes. In this episode of Sales Talk for CEOs , Alice Heiman dives deep into the heart of negotiation with Jim Camp Jr. and Vladimir Bushin of Camp Negotiations. They strip away outdated notions of “win-win” and show why the real power comes from saying “no.

Negotiation 106

Negotiation Sales Tools Tools LinkedIn 106

Sales and Marketing Management

JUNE 9, 2025

As buying cycles grow more complex and digital-first engagement becomes the norm, the ability to communicate product value and business outcomes clearly, consistently and at scale has become a strategic differentiator. The post Self-Serve B2B Buying Is Forcing a Radical Shift in Go-To-Market Strategies appeared first on Sales & Marketing Management.

Scale 156

Scale B2B Buying Cycle Strategy 156

Smooth Sale

JUNE 9, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Questions of Clients Reveal Brand Appeal for Business Growth One of the more difficult aspects of business planning is trying to pre-empt what you need to do to stay competitive. Success can remain steady or disappear; it depends on each of us, and we must evolve on multiple fronts to maintain our success.

Film 103

Film Lead Rank Hiring Influencer 103

Partners in Excellence

JUNE 8, 2025

We build all sorts of models to help us understand our customers, markets, competition. We look at changes, disruptions, building them into our models. They help us simplify and focus our efforts and initiatives. They provide a framework each of us understands, enabling our teams to maximize performance. Eventually, they provide the operating framework guiding our strategies and execution.

Marketing Qualified Lead 81

Marketing Qualified Lead Competition Segment Strategy 81

Advertisement

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 Management

Understanding the Sales Force

JUNE 12, 2025

Baseline Selling Coaching via Grok.com Getting great sales coaching is expensive – think $1,000/hour. But what if you could get Dave Kurlan’s coaching, on demand, as frequently as you want, for only $500/month? For Dave Kurlan’s sales coaching by Grok, using the Baseline Selling framework, log in to grok.com with an authorized access code (e.g., [NEW_CODE]).

Sales Coaching 156

Sales Coaching Coaching Sales Sales Process 156

Sales Gravy

JUNE 9, 2025

Have you ever been working on a deal where you had this feeling, this intuition, this Spidey sense—something in the back of your mind telling you that this wasn't going to close? That you were going to waste your time? Maybe you had one of the stakeholders who was against you—an enemy. There was a naysayer who kept calling you out. Perhaps the stakeholders weren't engaged, or the incumbent vendor was so integrated into the organization that it would be very difficult to displace them.

Decision Maker 67

Decision Maker Call-back Vendor Pipeline 67

Sales and Marketing Management

JUNE 10, 2025

We used Google’s NotebookLM software to get our two favorite bots talking about an Incentive Research Foundation report on finding the value sweet spot to maximize engagement in non-cash recognition and incentive programs. The post Two Bots Talking About Value Perception of Non-Cash Rewards appeared first on Sales & Marketing Management.

Incentive 156

Incentive Incentives Maximizer Software 156

Smooth Sale

JUNE 14, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Authentic Sales Strategies Empower Lasting Client Relationships In today’s fast-paced sales environment, success is no longer about making aggressive pitches or closing deals quickly. High-impact sales professionals are discovering that authentic, relationship-driven strategies create deeper connections, more loyal clients, and sustainable growth.

Strategy 88

Strategy Film Hiring Loyalty 88

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!

Call Monitoring

RAIN Group

JUNE 11, 2025

75% of managers are overwhelmed, according to Gartner, and the pressure is only intensifying. Hybrid teams, relentless change, talent churn, rising expectations, and AI are fundamentally changing the structure of work itself. Gartner predicts that by 2026, 20% of organizations will use AI to flatten their structures, eliminating more than half of today’s middle management roles.

Churn 79

Churn Report Strategy Sales Management 79

Engage Selling

JUNE 10, 2025

By popular demand – my three top tips of the last year… This week – Getting Your Call Returned! Tired of your voicemails being ignored, then this video is for … The post My Top Tips – Getting Your Call Returned first appeared on Colleen Francis - The Sales Leader.

Video 86

Video Sales Sales Leadership Prospecting 86

Membrain

JUNE 8, 2025

In this episode of The Art and Science of Complex Sales , Paul Fuller is joined by Wesleyne Whittaker , founder of Transformed Sales , a former chemist turned international sales leader. The conversation unpacks what it means to transform sales teams from within, with a sharp focus on leadership accountability, mindset and skill-building, especially in the often-overlooked world of manufacturing and distribution sales.

Coaching 75

Coaching Distribution Account Conversion 75

Partners in Excellence

JUNE 9, 2025

AI is embedded into virtually everything I do, every day. Two windows are always open on my computer. One for Claude, one for ChatGPT (I’m experimenting with others). As I mull over issues, questions, ideas, these tools are critical thought partners. When I want a different point of view, I often turn to the LLMs to help me. Over time, I’ve developed a rich library of prompts I use to help me look at new things.

Outsourcing Services 90

Outsourcing Services ACT Sales Methodology Study 90

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.

Direct Mail

Smooth Sale

JUNE 10, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Address Environmental Concerns for the Public and Business Growth Not long ago, many businesses viewed environmental issues as a bonus – it was great for branding, but it wasn’t something they were genuinely focused on or thought about much at all. Today, that’s completely changed, and more and more companies are taking the environment seriously.

Film 103

Film Hiring Energy Government 103

Adaptive Business Services

JUNE 11, 2025

We have probably all heard the phrase “Good, Better, and Best”. This is typically used in product comparisons. The same might hold true when related to performance. Let’s take sales as an example. While we all want to be the “best”, what if your current status is only “good”? Is being the best too far away or is just getting “better” the appropriate first step?

Hiring 71

Hiring Proposal Comparison Call-back 71

SBI

JUNE 9, 2025

AI is moving fast—faster than most sales teams are ready for. Tools that summarize calls, write emails and surface insights are already part of many reps’ daily workflows. But this is just the beginning. As someone who works with revenue teams navigating this shift, I’ve seen the excitement, the confusion and the concern. Leaders are asking: Which tools do we adopt?

Account 65

Account Revenue Tools Training 65

SalesProInsider

JUNE 13, 2025

Great sales conversations don’t just happen. They’re crafted. Ask any top-performing financial advisor their secret to closing more clients and you’ll hear a consistent theme: preparation. But here’s the kicker: most advisors do prepare. They prep to share data. They prep their questions. They might even rehearse their pitch. What they often don’t prep for?

Closing 62

Closing How To Intent Decision Maker 62

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

Buyer

Partners in Excellence

JUNE 12, 2025

We are obsessed with eliminating the friction! We want to create frictionless experiences. We fetishize efficiency. We leverage technology to do the work. We strive for easy. But what if we were to shift our point of view? What if we recognized that friction isn’t our enemy, but it’s our source of value? Permit me, for a moment, to revert back to my training as a physicist.

Scale 62

Scale Energy System Training 62

Smooth Sale

JUNE 11, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: 4 Unique Strategies To Boost Employee Engagement And Satisfaction If you have engaged employees, they will stay for a long time. Additionally, they will contribute, challenge you, and innovate. When it comes to satisfaction, we often think about perks and policies, but it’s also about overall meaning and providing the space to grow.

Strategy 114

Strategy Film Lead Rank Lead Scoring 114

The Sales Collective

JUNE 10, 2025

The Power of Preparation and Clear Goals In the world of sales, the discovery call is often misunderstood. It’s not a stage to skim through so you can hurry up and pitch. It’s not a warm-up act for your demo. It’s the moment where the trajectory of your entire sales process is defined. And here’s the thing: the strength of that trajectory is directly tied to how well you prepare, and how clearly you define your goal for the call.

Top of Funnel 52

Top of Funnel Lead Rank Lead Scoring How To 52

Membrain

JUNE 11, 2025

As human beings and business professionals we crave structure and order in everything we do. We build carefully architected sales processes. Our customers draft detailed project plans, guiding them on their journey.

Sales Process 69

Sales Process Customer Sales Sales Management 69

Advertiser: ZoomInfo

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. The reason for its rise? AI increases teams’ productivity by predicting and automating actions that require manual effort. In other words, the research that takes reps hours, AI can do in seconds. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data.

Sales