Anthony Cole Training
MARCH 28, 2025
There are several components to being a good sales coach. Often, sales coaches do not understand the difference between holding people accountable to the sales activities (e.g. the numbers like prospecting dials) versus technique mastery (or how the activities are being executed). Here, you will focus on the technique of consistent sales coaching, not on holding people accountable to their numbers.
Understanding the Sales Force
MARCH 31, 2025
April Fools. We all get these spammy emails and LinkedIn messages on a daily basis which promise more meetings, more customers, an increase in revenue, and success like we’ve never seen before. It’s April Fools every day! Even the people who provide the services promising inbound leads, meetings, and sales increases are struggling to generate inbound leads!
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Understanding the Sales Force
MARCH 16, 2025
I believe that “24” was the best Television series I have ever watched. Although it ran from 2003-2010, long before streaming was a thing, no show was better situated for streaming and binge watching than “24.” My wife and I watched it for the first time a few years ago but we recently watched all eight seasons again. It was amazing to both of us that despite how much we loved “24” the first time we watched it, we didn’t remember any of it as we watched
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.
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
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.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
MARCH 6, 2025
In a rapidly evolving commercial landscape, executives express confidence in their go-to-market (GTM) strategies, yet many lack confidence in the data and insights that build them. This paradox emerged as a central theme in SBIs latest invite-only CEO and CRO Growth Forums. Where top executives candidly discussed the challenges of data reliability, AI adoption, and tech stack optimization.
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.
Allego
MARCH 27, 2025
High-tech sales have changed dramaticallyso has the role of content for sales. Buyers are more informed and selective, conducting independent research before engaging sales reps. No longer relying on sales reps for education, only 17% of B2B tech buyers rely on sales reps as a primary information source , according to Inbox Insight. Conversely, tech buyers prefer to conduct independent research, with 55% of B2B tech buyers consuming at least three pieces of content before engaging a sales rep.
Smooth Sale
MARCH 24, 2025
Photo by Geralt via Pixabay Attract the Right Job or Clientele: 9 Ways to Empower Your Sales Team The sales team is the driving force behind a company’s success, but that can only happen if they have the time, space, and support they need to work at their highest level. In the right environment, a sales team can reach new heights and can do so consistently.
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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.
No More Cold Calling
MARCH 30, 2025
How a family history of womens leadership and legacy shaped my career path and paved the way for future generations This Womens History Month, Ive spent a lot of time reflecting on generational strengthhow the most influential women in my childhood (my family members) helped to shape the woman I would become, the two women I would later raise, and the granddaughters I am watching become women now.
Sales 2.0
MARCH 31, 2025
Often when were talking about about sales, we seem to be saying the salesperson is in charge of when deals move forward and ultimately when they close. But that is not reality. When you’re selling you are a steward of a buying process. You can influence when a sale happens, but you cannot overcome the inherent dynamics of how that customer wants to buy.
Sales and Marketing Management
MARCH 31, 2025
Technology isnt just a nice-to-have; its a survival tool for small businesses one thats essential for growth. The entrepreneurs who thrive in 2025 will be those who stick to sound business fundamentals, keep refining their marketing approach, and embrace new tools and technologies to stay ahead. The post The Resilient Entrepreneur: Adapting and Innovating with Technology and Customer-Focused Marketing appeared first on Sales & Marketing Management.
Zoominfo
MARCH 26, 2025
Imagine that one of your top sales reps spends weeks courting a promising prospect, only to discover at the 11th hour that its actually a subsidiary of your largest customer. What shouldve been a smooth upsell turned into wasted effort time you could have spent on an expansion play that was actually effective. Its hard to stomach, but scenarios like this play out every single day.
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.
SBI Growth
MARCH 13, 2025
As CEOs move through 2025, understanding how to drive sustainable revenue growth while navigating declining go-to-market (GTM) efficiency remains a critical challenge. CEOs are tasked with delivering consistent revenue growth while facing unpredictable demand cycle and increasing costs of operation. Many CEOs are grappling with sales cycles increasing, mounting inefficiencies, and unoptimized commercial teams.
Partners in Excellence
MARCH 31, 2025
My friend, Charlie Green, and I exchange ideas on new AI tools. This weekend, he shared a tool that summarizes all the newsletters he subscribes to. Both he and I tend to subscribe to a lot of things. Inevitably, it gets overwhelming. I can’t read everything I subscribe to. Tools like the one Charlie referenced help us deal with that overwhelm.
Sales Gravy
MARCH 30, 2025
This is a very important Monday because this is the first Monday of the second quarter and its time for a major gut check and assessment of where you are against your number, coming out of Q1 and what you need to adjust and think about as we move into Q2. Start with setting aside a dedicated, focused time block of one to two hours for reviewing your: Q1 Results Current state of your pipeline 2025 goals & Personal business plan Evaluate Your Q1 Performance Against Your Sales Goals Begin with an h
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
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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.
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.
Zoominfo
MARCH 12, 2025
Winning in today’s markets takes more than just raw effort. Sales leaders need to make sure that every interaction counts and that means understanding which accounts are the best fit, when to reach out, and how to solve customer challenges. Thats where Go-to-Market Intelligence enters the picture. Beyond providing basic company and contact information, GTM Intelligence combines the worlds deepest, most accurate B2B datasets with real-time buying signals and AI-fueled insights.
SBI Growth
MARCH 17, 2025
Transitioning from traditional sales to enterprise sales can be a major shift, as SBI Executive Consultant, Sarah Bedwell, knows all too well. On our latest episode of The Sales Readiness Podcast , hosted by Ray Makela, SBIs Managing Director, Sarah shared her firsthand experiences and insights on selling to the C-suite, a process that requires a different mindset, a tailored approach, and an unwavering focus on delivering value.
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?
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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.
Pipeliner
MARCH 18, 2025
In the latest episode of the Expert Inside interview series, John Golden hosts Tim Bradley , the co-founder of Pennant Video to discuss the impact of video content on the mid-funnel marketing process. This episode is a goldmine of information for any brand that is using video to interact with its potential buyers and increase conversion rates. Lets find out what we learned during their conversation and what action you can take.
Hubspot Sales
MARCH 13, 2025
Why are revenue targets so hard to hit? According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024 , reps are still struggling to meet their sales goals. To shed some light on the matter, Ill offer my personal insights on why teams are missing their targets. In addition, I reached out to other sales experts to hear what they had to say about setting and meeting revenue goals so you can take home some best practices from their
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.
Zoominfo
MARCH 13, 2025
Marketing leaders are constantly challenged to drive growth, personalize engagement, and uncover new revenue opportunities. But without the right Go-to-Market Intelligence foundation, marketing efforts can become fragmented leading to wasted budget, missed opportunities, and ROI thats nearly impossible to prove. ZoomInfo equips marketing teams with data-backed insights that make it easier to refine messaging, target the right buyers, and scale impact through AI-driven automation.
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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.
Sales Gravy
MARCH 25, 2025
Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. Hes already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality. Below are the key insights from our conversation, along with practical strategies to multiply your lead count and build a system that secures face-to-face meetings with the right buyers.
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
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.
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