Understanding the Sales Force
MARCH 13, 2025
I’m back writing and working after completing the first four weeks of my recovery from quadruple bypass surgery. Regardless of which recovery week I experienced, the common denominator was a lot of laying around, sleepless nights, daytime naps, and watching a ton of television. If it occurred in the past four weeks, I not only saw it, I saw it over, and over, and over again.
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
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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.
Allego
MARCH 13, 2025
What separates top-performing sales teams from the rest? Its not just experienceits how they learn. As a sales leader, you know that skills development is critical to hitting revenue targets. But traditional training methodsclassroom sessions, lengthy manuals, and one-off workshopsoften fall short. The real breakthroughs happen when reps learn from the best in action.
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.
Partners in Excellence
MARCH 13, 2025
The answer to the question, “Is AI that good, or are we that bad,” is resounding YES! To both. Everyday, we see great applications of AI, particularly when coupled with outstanding human based thinking. At the same time, I see endless examples where AI isn’t doing anything better, it isn’t outthinking sellers, it’s simply outperforming sellers in fundamentals.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Smooth Sale
MARCH 10, 2025
Photo by Isidix via Pixabay Attract the Right Job or Clientele: One Sales Success Strategy for Career and Business Growth Should sales be stagnating, business declining, or career advancement not in the cards, our guest blog by Ira Ellenthal One sales success strategy for career and business growth, offers helpful insights. His is a hidden sales secret gem of which many salespeople and businesspeople are unaware.
Membrain
MARCH 12, 2025
As regular readers know, I often use baseball as an analogy to help readers more easily understand the many facets of selling. We are going to discuss closing but well begin with closings baseball cousin, scoring.
Cincom Smart Selling
MARCH 12, 2025
Introduction Sales configurators are no longer just nice-to-have tools but essential for businesses dealing with complex products and services. These systems go beyond basic quoting tools, integrating automation, guided selling, and real-time validation to ensure every quote is accurate, optimized, and tailored to customer needs. But not all configurators are the same.
Adaptive Business Services
MARCH 12, 2025
Or should I call it my tech stack ? At any rate, I used to have a bad case of shiny bauble syndrome, but today not so much. Im grateful for this because, particularly with all of the available AI and automation tools, there are only about a gazillion to choose from. These are my go-to’s, my daily drivers. Nimble CRM – I have been a Nimble user, and an authorized Independent Solution Partner since before Nimble was introduced in 2012.
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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.
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.
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.
Hubspot Sales
MARCH 12, 2025
Being a salesperson today feels like trying to get someones attention in Times Square; buyers are swamped with choices, blinking lights, and loud pitches from every direction. One word: Overload. The internet makes research a breeze until youre drowning in options and cant tell whats worth your time. As a copywriter, Ive been there, wading through endless tabs, trying to separate the gold from the noise.
Pipeliner
MARCH 12, 2025
In a recent expert interview, John Golden talked with Chris Jennings , a sales leadership expert with more than 25 years of sales and leadership experience. They discussed new sales training methods, the importance of authenticity in sales, and the changing role of sales managers. Here are the main points from the discussion and the takeaways, along with some practical tips from their conversation.
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.
Sales Gravy
MARCH 9, 2025
No matter if you've had a great month, closed a big deal, or made it to the winner's circle at President's club, winning makes you more vulnerable to losing. A Winning Message for Sales Winners Last week I delivered a keynote at a large company's Presidents club event. It was fun! Great hotel. Tropical destination. People were upbeat and happy because they were celebrating success.
Smooth Sale
MARCH 13, 2025
Photo by TungArt7 via Pixabay Attract the Right Job or Clientele: How to Enhance Your Professional Image As A Contractor First impressions do matter, and in the world of contracting, your reputation is everything – its how you will get ahead and succeed. Whether youre a builder, electrician, or freelance consultant, how you present yourself can mean the difference between landing dream clients or losing out to the competition.
Vengreso
MARCH 11, 2025
Listen to The Modern Selling Podcast on the app of your choice! Imagine a surprising twist in the world of sales culture that could skyrocket your team’s performance. It’s something unexpected, something that will make you rethink everything you know about building a winning sales culture. Stay tuned to find out what it is and how it can revolutionize your team’s success.
Sales and Marketing Management
MARCH 12, 2025
Tailoring sales strategies and interactions to the unique needs and behaviors of each buyer is essential in an era in which buyers are more informed and have higher expectations than ever before. Here are the steps for getting there. The post Transforming Sales Through Adaptive Selling appeared first on Sales & Marketing Management.
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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 Gravy
MARCH 13, 2025
How many times have you gotten to the meeting but your pitch fell flat? You went in guns blazing, thinking the hard part was over and youd land the dealbut instead you face-planted. Its not your product or your pricing. Its your messaging thats failing youand blocking you from a sale. A Framework to Tap Into Your Prospects Pain So whats missing? A framework that actually speaks to your prospects pain, builds urgency, and moves them toward a yes.
Smooth Sale
MARCH 13, 2025
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Top Strategies to Improve Your Businesss Time Management First impressions matter, and in the world of contracting, your reputation is everything – it’s how you will get ahead and succeed. Whether you’re a builder, electrician, or freelance consultant, how you present yourself can mean the difference between landing dream clients or losing out to the competition.
Highspot
MARCH 12, 2025
Key Takeaways GTM efficiency leads to better internal coordination and a smoother customer journey. Top B2B companies maintain a GTM Efficiency Factor below 100%, meaning they spend less than $1 in sales and marketing to generate $1 in new ARR. Setting common performance metrics, such as pipeline velocity or win rate, encourages collaboration and prevents miscommunication that stalls deals.
Sales and Marketing Management
MARCH 10, 2025
Tangible marketing methods such as direct mail, branded gifts and exclusive events, create memorable, multisensory experiences that cut through digital marketing clutter and drive engagement. The post Winning Beyond the Inbox appeared first on Sales & Marketing Management.
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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 Gravy
MARCH 11, 2025
Cindy is struggling to set appointments and handle the "How Much Does it Cost?" objection. She recently switched from media sales to the home services industry. Suddenly, she finds herself making all her own cold calls no marketing team, no pre-existing territory full of warm leads. And unlike her old deskbound clients, these new prospects are likely to be on a roof or at a job site when she calls.
Smooth Sale
MARCH 12, 2025
Photo by Engin_Akyurt via Pixabay Attract the Right Job or Clientele: How To Make A Splash With Your Pool Contractor Business Setting up a business as a pool contractor can be a very lucrative solution. More than 10.7 million home swimming pools are in America while thousands of homeowners install new structures each year. When added to commercial swimming pool statistics, along with their financial value, its not hard to see the potential for this type of company.
Cincom Smart Selling
MARCH 13, 2025
Introduction Gone are the days of cumbersome spreadsheets and error-prone manual calculations. CPQ software has revolutionized the way organizations manage complex sales cycles by enabling sales teams to quickly and accurately deliver tailored solutions to customers. As businesses scale and customer demands become more intricate, the need for CPQ automation has grown significantly.
eGrabber
MARCH 13, 2025
Email marketing is a goldmine for B2B sales and building customer relationships. But heres the catch: it only works if your emails reach real people. A clean, verified email list is your secret weapon to skyrocket deliverability, protect your sender reputation, and boost your return on investment (ROI). Whether youre a sales rep chasing leads or a marketing manager crafting campaign, this guide will walk you through why email verification matters, how to verify email list step-by-step, and the b
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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.
SalesFuel
MARCH 12, 2025
Challenge: Competing with big-box stores without a proper multimedia advertising campaign Jacob Humphrey, a business development executive from Lee Enterprises , had only been on the job for five months, but immediately knew that AdMalls sales tools would come in handy when approaching a local paint store that needed help creating a multimedia mixed advertising campaign.
PandaDoc
MARCH 13, 2025
In business, consistent relationships between suppliers and buyers can make operations easier for both parties. Vendors gain a consistent customer and buyers have a trusted source for a specific selection of products or services. As these relationships deepen, partnering companies will often agree on contracted pricing, a pre-negotiated price structure that applies over a defined period.
Cincom Smart Selling
MARCH 9, 2025
Introduction Quoting seems simpleuntil it isnt. What starts as a straightforward request can quickly turn into a tangled web of back-and-forth emails, pricing inconsistencies, and approval bottlenecks. Deals slow down, errors creep in, and customers lose patience. Many businesses dont realize how much their outdated quoting process holds them back until they start losing deals to faster, more agile competitors.
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