Sat.Jan 25, 2025 - Fri.Jan 31, 2025

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3 Seismic Shifts Impacting – and Improving – Sales Training

Sales and Marketing Management

With 70% of salespeople lacking formal training, a sales enablement platform that includes comprehensive, cutting-edge training is a necessity. The post 3 Seismic Shifts Impacting and Improving Sales Training appeared first on Sales & Marketing Management.

Training 156
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Does Selling Cause Buying?

Sales and Marketing Management

With a unique skill set different from placing solutions the sell side its possible to not only accelerate a buying decision but find high probability prospects on the first call. The post Does Selling Cause Buying? appeared first on Sales & Marketing Management.

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Transforming Sales with AI: Expert Insights on Smarter Prospecting and Accelerating Conversions

Zoominfo

Go-to-market teams that adopt AI-powered sales automation can reap major benefits: research shows they spend more time with customers, drive higher customer satisfaction, and most importantly, boost sales by up to 10%. But savvy sales leaders know that AI isnt a magic wand that can close deals for you. Instead, using AI effectively is about finding new opportunities and building deeper relationships, which ultimately lead to faster conversions.

Lead Rank 130
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“Hyper-Efficiency, The Secret To Sales Success In 2025!”

Partners in Excellence

I’m relieved to learn that all we need to do to be successful in 2025 is to become hyper-efficient! We still have 11 months to go, imagine how much we can accomplish. OK, OK, you know how deeply my tongue is planted in my cheek. For close to two decades, we’ve been driven by a scaling philosophy, stated differently, a volume, velocity approach to selling.

Scale 133
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Streamlining Complex Sales Processes: The Ultimate Guide for Industrial Companies

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.

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The Superpower of Incredible Salespeople:

Salesfolks

Listening is not merely a skill but a superpower that sets incredible salespeople apart. It builds trust, uncovers needs, and fosters meaningful connections that drive results.

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Top Sales Enablement Trends Reshaping the Future of Selling

Allego

Sales enablement has undergone a seismic shift in recent years. This is driven largely by the rise of several sales enablement trends, such as AI and the demand for personalized learning. Furthermore, as buyers increasingly favor self-directed, digital-first journeys, sales teams must navigate heightened complexity in order to remain effective. Sales leaders already acknowledge this.

Trends 62
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Your Shiny, New Sales Process is Already Wrong

SBI Growth

As we kick off a new year, many organizations are rolling out updates to their sales process. The changes are introduced to team members at sales kickoffs (SKOs), localized events, and one-on-one check-ins to reinforce the importance of adhering to the newly established sales process. The new system is operationalized and then placed on a shelf, often left untouched until sales process refinement begins again at the end of the year.

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How’s Your Sales Enablement Strategy Working?

Sales and Marketing Management

Sales tech stacks are improving onboarding, enhancing customer relationship management, accelerating time to sale, and fueling better customer service post-sale. But it's still your people who control most of the power to boost revenue. The post Hows Your Sales Enablement Strategy Working? appeared first on Sales & Marketing Management.

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Why Skill-Based Coaching is Key to Sales Rep Development

Highspot

Key Takeaways When combined, scorecards, AI, and competency frameworks create a cohesive system that aligns rep development with organizational goals Organizations that harness technology to analyze sales conversations and deliver coaching feedback are 46% more likely to increase rep quota attainment The need for a more efficient, data-driven approach to sales rep development has never been greater.

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How to Create Sales Email Sequences That Convert

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.

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The Truths about Strategic Sales Planning

Anthony Cole Training

Many of my clients and prospects tell me that the 4th quarter is when they take time to discuss sales plans (goals) and business plans with their salespeople. The purpose, obviously, is to get everyone on the same page with expectations of performance for the coming year. In my experience, I find that the process they utilize is either too complicated or too simple, and the process isn't really a process; it's the presenting of a predetermined sales goal for each producer.

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Think Your Team Does Referrals Well? Here’s Why You Might Be Wrong

No More Cold Calling

This is your referral reality check. What if your teams best leads were already at their fingertips, but they werent taking full advantage? Referral selling strategies are the key to consistent sales growth, but chances are, your team isnt leveraging them effectively. Why? Because theyve convinced themselves theyre already doing enough. Referrals convert at a staggering rate of 50 to 90 percent.

Referrals 156
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Enablement’s Newest Trend: Digital Sales Rooms

Sales and Marketing Management

With 80% of sales interactions between suppliers and buyers predicted to be digital by the end of this year, digital sales rooms are a must-have component of a go-to-market strategy. The post Enablements Newest Trend: Digital Sales Rooms appeared first on Sales & Marketing Management.

Trends 156
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OMG Names Kurlan a Diamond Award Winner for 2024

Understanding the Sales Force

Kurlan & Associates earned the Diamond Award, the highest level of recognition from Objective Management Group, for its 2024 performance. Using OMG, Kurlan helped a multitude of clients evaluate their sales teams and assess their sales and sales management candidates to help companies make much better hires for their sales organizations. The post OMG Names Kurlan a Diamond Award Winner for 2024 appeared first on Kurlan & Associates, Inc.

Hiring 177
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The Trends You Need to Succeed This Holiday Season

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.

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GTM Intelligence: the Next Big Thing in B2B Sales & Marketing

Zoominfo

The world of B2B sales and marketing is at an inflection point. Traditional go-to-market (GTM) strategies, which rely on fragmented systems, are struggling to keep up with the demands of an increasingly competitive, fast-paced market. Companies spend billions of dollars annually on GTM efforts, yet many still fail to achieve their growth targets. Why?

B2B 130
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Online Product Differentiation: How to Win Customers by Standing Out from the Crowd

Pipeliner

Selling online isnt what it used to be. With thousands of competitors just a click away, customers are overwhelmed by options. Theyre looking for something anything that sets one product apart from the rest. And if they dont see it, they move on. Quickly. This is where product differentiation comes in to save the day. Its a combination of marketing tactics that can make your offer unique and irresistible without coming off as loud or gimmicky.

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Advanced Strategies for B2B Marketing: Integrated Campaigns and Continuous Skills Development

Sales and Marketing Management

Embracing integrated campaigns and committing to continuous skills development are two advanced strategies that can significantly enhance outcomes. The post Advanced Strategies for B2B Marketing: Integrated Campaigns and Continuous Skills Development appeared first on Sales & Marketing Management.

Campaigns 156
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Marketing Report Guide: How to Create One and What to Include

Nutshell

Every marketing team should clearly understand whether its efforts are yielding results. However, many marketing departments struggle to define their key performance indicators (KPIs) or establish effective analytics tracking, which can make their marketing reports less useful. Today, its essential for marketing teams to know how their efforts translate into revenue.

Report 83
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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Go-to-Market Intelligence: Rewriting the Marketing Playbook

Zoominfo

The traditional go-to-market playbook is dead. Sales and marketing teams that once relied on high-volume outreach to hit their numbers are seeing diminishing returns. Minor changes to outdated processes a bit of automation here, another tech solution there simply wont be enough to drive sustained growth in the AI era. To stand out today, companies must focus on precise targeting and intelligent engagement, aligning their motions to the ways buyers actually make decisions.

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Unlocking the Power of Geofencing in Marketing (video)

Pipeliner

In a recent episode of the expert insight interview series, John Golden delves into the transformative world of geofencing advertising with marketing professionals Barbara Wardell and Ernest Kulhari. This blog post will break down the key takeaways from their discussion, providing actionable advice and in-depth insights into how geofencing can revolutionize marketing strategies for small businesses.

Video 95
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Too Much Technology Can Drag Down Performance

Sales and Marketing Management

Overly complex sales tech stacks have sales reps frustrated and feeling like they never have time to do their actual job. Here are ways to fix that problem. The post Too Much Technology Can Drag Down Performance appeared first on Sales & Marketing Management.

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A Brief History of Artificial Intelligence According to a Senior Data Engineer

Membrain

Like everyone else, Ive been interested in current Generative AI technology since it first came out. Ive written quite a lot about Generative AI in sales , including a fair number of rants , and some pieces about how best to apply it in a complex sales environment.

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Buyer’s Guide: 5 Tough Questions To Ask a Salesforce Managed Services Provider

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.

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How to Embrace Conflict in Sales feat. Brian Parsley

Sales Gravy

In this conversation with Jeb Blount bestselling author of Fanatical Prospecting and Sales EQ, and the founder of Sales Gravy motivational speaker and co-founder of The Constance Group Brian Parsley shares insights into embracing conflict, staying mindful, battling internal doubt, and communicating effectively. Key Takeaways Conflict Isnt the Enemy: Whether its internal (me-me) or between you and others, conflict can be a catalyst for growth if handled with empathy and awareness.

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From Scarcity to Abundance: The Shift in Leadership Mindset (video)

Pipeliner

In a recent episode host John Golden engages in a compelling conversation with Israel David Duran , a renowned business growth partner, speaker, and trainer. The episode delves into the transformative concept of servant leadership, particularly emphasizing the role of speaking and communication in fostering impactful leadership. This blog post will break down the key insights and actionable advice shared by Israel, providing a comprehensive guide for listeners and readers alike.

Lead Rank 105
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Validating Your Sales Enablement Investment

Sales and Marketing Management

A company's investment in sales enablement software should show a clear ROI or there's no point. Six steps to ensure a sales enablement strategy is successful. The post Validating Your Sales Enablement Investment appeared first on Sales & Marketing Management.

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Verify Upfront that Offers Meet Expectations for Business Growth

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Verify Upfront that Offers Meet Expectations for Business Growth Occasionally, surprising and exciting offers come our way, but the question becomes, Is the offer valid? Its critical to do our research, including asking those we know if they are familiar with the person behind the offer.

Meeting 98
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Foundational ABM Building Blocks

Account-based marketing (ABM) is a key strategy for driving sustainable growth. Today, many B2B companies use ABM teams or technologies to make sales. But getting a program off the ground successfully doesn’t have to be a daunting task. Watch this webinar with Rachael Foster, Director of Account-Based Experience at ZoomInfo, and Dan Dolph, Manager of Account-Based Experience at ZoomInfo.

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How to Motivate Salespeople to Prospect Consistently (Ask Jeb)

Sales Gravy

If youve been banging your head against the wall trying to get your team (or yourself!) to prospect consistently, these tips are for you. In this episode, I answer a question from Paul in Rancho Cucamonga, California, whos building and leading a remote sales team in the logistics industry and needs to find a way to get his salespeople to prospect consistently.

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The Definitive Guide to Buying Sales Technology Software

Tenbound

In todays competitive business landscape, Sales Technology software has become a must-have for organizations aiming to streamline operations, enhance productivity, and drive revenue growth. With an ever-growing market of tools designed to tackle everything from lead generation to pipeline management, choosing the right sales technology can feel overwhelming.

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Building Smarter CRMs with Maryanne McWhirter and Emily Hartzell

The Center for Sales Strategy

In this episode, were taking a look at how AI is supercharging CRMs and, specifically, exploring how HubSpot is transforming the way businesses manage customer relationships, sales processes, and marketing campaigns.

Hubspot 79