Zoominfo

FEBRUARY 11, 2025

Sales teams are drowning in tools. Its time to make them intelligent. For too long, sellers have been forced to juggle a grab bag of tools that claim to make selling easier. In reality, each of these tools tends to work independently and the gaps between these tools can swallow even the best go-to-market strategy. Your sales engagement platform might tell reps when to send an email, but it has no idea if a prospect is actually in a buying cycle.

Strategy 147

Strategy Scale Marketing CRM 147

Membrain

FEBRUARY 12, 2025

There is so much conversation about win rates. But in those conversations, theres a lot of misunderstanding. What we measure, how we measure it, varies tremendously. Some measure win rate from very first contact. Some measure it from the moment of qualification. Some measure it on a $ basis, some on a deal basis. Some measure win rates within live deals, some look at past deals.

Conversion 76

Conversion Analytics Sales 76

SBI Growth

FEBRUARY 10, 2025

Senior sales leaders become frustrated when their sales managers, many of whom were promoted from the sales ranks , focus their responsibilities on selling as opposed to managing their sales teams.

Sales Management 156

Sales Management Promotion Sales Sales Coaching 156

Allego

FEBRUARY 11, 2025

B2B sales isnt what it used to be. Gone are the days when a well-rehearsed pitch and a firm handshake could close deals. Todays buyers are more informed, more skeptical, and more independent than ever before. They conduct extensive research, engage with sales reps late in the process, andperhaps most challenging of allrarely make decisions alone. The average B2B buying group now includes 11 active stakeholders , each with their own priorities, concerns, and influence on the final decision.

B2B 62

B2B Training B2C Scale 62

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

No More Cold Calling

FEBRUARY 13, 2025

Revenue leaders must prioritize relationships over digital shortcuts to drive real revenue growth. Digital isnt a sales strategy. Hope isnt a strategy. Marketing isnt a strategy. A sales strategy isnt about tools or trendsits about how your company attracts and serves customers. Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems.

Referrals 310

Referrals Face-to-face Sales Leadership Quota 310

Allego

FEBRUARY 13, 2025

Three months into my new role as a sales development representative (SDR), I hit a milestone: 10 booked sales meetings in a single month. For a new SDR, thats huge. Its the difference between struggling to find your rhythm and finally feeling like you belong in the role. But heres the truth: It didnt happen by accident. It wasnt luck. And it definitely wasnt easy.

Sales Meeting 62

Sales Meeting Meeting Cold Calling Case Study 62

SalesFuel

FEBRUARY 10, 2025

Its essential to continually invest in customer relationships in sales, especially in the B2B world. Sellers should think of selling as not a one-and-done transaction. Instead, it should be considered a foundation for long-term business. This thinking, according to Amy Copadis of Elastic Sales, can bring a seller much success. Its all about building relationships that not only drive revenue but also create an ecosystem of mutual growth and success.

Customer 52

Customer Hiring Churn Loyalty 52

Corporate Visions

FEBRUARY 12, 2025

Your conversation intelligence platform only captures five percent of your buyer's journey. What about the other 95 percentall those internal discussions, competitive evaluations, and decisions happening when your sellers aren't present?

Competition 52

Competition Buyer Conversion Sales 52

Mindtickle

FEBRUARY 11, 2025

In the past few years, automotive brands have certainly felt the squeeze. A challenging economic environment left fewer consumers willing (and able) to purchase a new vehicle. But many automotive businesses are optimistic about the year ahead for good reason. Cox Automotive predicts that in 2025, new vehicle sales will reach 16.3 million units, making this the best year for sales since before the pandemic.

Automotive 52

Automotive Sales Enablement Training Guarantee 52

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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.

Sales Process

Anthony Cole Training

FEBRUARY 14, 2025

Todays buyer is more sophisticated and has access to all the information they need at their fingertips, so how do your salespeople differentiate? They must have the skills to ask the right questions, listen to understand, position their value, and help a prospect self-discover the solution that makes sense. This is very different than selling in the past when the seller controlled the information and buying process.

Selling Skills 269

Selling Skills Lead Rank Lead Scoring Groups 269

Understanding the Sales Force

FEBRUARY 14, 2025

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey. I was hoping to see statistics about actual compensation but there wasn’t much substance in the area of compensation.

Data 224

Data Hiring Compensation Quota 224

Partners in Excellence

FEBRUARY 12, 2025

Some years ago, the leader of an outbound SDR team had set very aggressive call goals. This leader held the people accountable for making their goals, but they struggled. But one person consistently beat the goals. The leader held this individual up as a high performer. But when I started looking at the performance, I realized, despite consistently meeting the goals, the number of qualified leads this person was developing was about the same as his peers.

Outbound 121

Outbound Call-back Sales Qualified Lead Pipeline 121

SBI Growth

FEBRUARY 13, 2025

In the fast paced world of private equity, predictability is one of the most critical attributes a CRO can cultivate. In this episode of the GTM Value Creation Corner Podcast , JD Miller, author of The CROs Guide to Winning in Private Equity , joins Tony Erickson, SBI Managing Partner, to explain that predictability is vital to hit revenue targets and guide stakeholders through the journey.

Revenue 156

Revenue Forecasting Pipeline Sales 156

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.

How To

Zoominfo

FEBRUARY 12, 2025

Alright, lets get one thing straight: events are back. After spending several years on the digital hamster wheel, professional audiences are once again embracing in-person events. But just because were all back in the conference halls doesnt mean we should forget the hard-earned lessons from our COVID-era virtual transformation. After 18 years in B2B marketing, Ive seen this song and dance before.

B2B 130

B2B Marketing Strategy Lead Rank 130

Understanding the Sales Force

FEBRUARY 10, 2025

You could say that the Philadelphia Eagles showed up for Super Bowl LIX with tremendous urgency to win. You could also say that the Kanas City Chiefs made it clear that they lacked that same urgency. While the single most important thing for salespeople to achieve in a discovery call is urgency, you can’t tell a prospect that they have urgency, you can’t manufacture urgency, and you can’t fake urgency.

Kana 191

Kana Benefit Margin Sales Qualified Lead 191

Pipeliner

FEBRUARY 10, 2025

In this episode of the Expert Insight Interview, host John Golden engages in a thought-provoking conversation with Jones Loflin , a seasoned professional speaker and author based in North Carolina. With over 30 years of experience, Jones has penned multiple books, including his latest work, “Focused as a Bee: Six Buzzworthy Strategies to Thrive in a Distracting World.” This episode centers on the critical theme of maintaining focus in an increasingly distracting world, drawing fascin

Video 96

Video Strategy Lead Rank Lead Scoring 96

Partners in Excellence

FEBRUARY 9, 2025

We all have playbooks. Today, the Chiefs and Eagles will be using theirs, each in hope of winning the Super Bowl. In selling and GTM, we have our playbooks. Marketing has any number of them, SDRs, BDRs, AEs, AMs, Rev-ops/enablement, Customer service, all of us have our playbooks. All our leaders have their playbooks. Running a consulting organization, we have our own playbooks in finding/closing business, how we work with clients, in projects, and other areas.

Face-to-face 118

Face-to-face Scale Journal Examples 118

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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.

Trends

Sales Gravy

FEBRUARY 11, 2025

Ellie in Galveston, Texas, faces a scenario that many young sales professionals know all too well: How do you earn respect and project confidence when youre selling to people who are older and more experienced than you? Ellies question highlights a universal issue in sales. Whether youre dealing with age differences or expertise gaps, its easy to feel anxious if your buyer is decades older or has been in the industry for a long time.

Face-to-face 88

Face-to-face Call-back Objections Energy 88

Hubspot Sales

FEBRUARY 10, 2025

Successfully executing a sales process is a lot like growing a flower, and in the context of this half-baked analogy, prospecting is like finding seeds. If you only find seeds that dont want to be flowers, do shoddy seed research and wind up with seeds that grow the wrong kind of flower, manage to upset the seeds you find by badgering them, try to appeal to seeds too generically, or dont present a compelling enough value proposition for why the seeds you connect with should be flowers, your gard

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Hiring Lead Rank 98

Sales and Marketing Management

FEBRUARY 10, 2025

Fragmentation of sales tech stacks is causing more harm than good. Strategic integrations and tool consolidation are crucial for making that happen. The post In 2025, You Need Streamlined Sales Tools for AI Success appeared first on Sales & Marketing Management.

Sales Tools 245

Sales Tools Tools Sales Marketing 245

Partners in Excellence

FEBRUARY 13, 2025

I’ve been a huge fan of Hank Barne’s research on buying and buyer regret. Over years, he showed increasing frustration in buying teams, resulting in regret. The primary observations had been frustration over the buying process, less with solution selection. In Hank’s latest research he reports that buyers are getting better in navigating their buying process.

Buyer 82

Buyer Groups Research Report 82

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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 Management

Sales Gravy

FEBRUARY 9, 2025

A few weeks back, I was delivering a Fanatical Prospecting Bootcamp to a group of sales reps - all in their twenties. They had been assigned to me because their boss was tired of listening to their excuses about why they werent consistently picking up the phone and prospecting. When he brought me in, he said matter of factly, They wont pay any attention to me, but before I start firing people Im hoping you can get through to them.

Cold Calling 91

Cold Calling Call-back Outbound Decision Maker 91

Pipeliner

FEBRUARY 8, 2025

In a recent episode of the Expert Insight Interview, host John Golden sat down with Mitch Russo , a seasoned coach, author, podcast host, and CEO, to discuss the profound impact of artificial intelligence (AI) on coaching businesses. Mitch, who has a rich background in software development and has co-founded a company with Tony Robbins and Chet Holmes, shared his journey of integrating AI into his coaching practice.

Coaching 94

Coaching Video Social Media Exercises 94

Smooth Sale

FEBRUARY 12, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Navigating a Successful Teaching or Business Career: Tips and Strategies All careers and business endeavors require the commitment to learning, testing, revision, and trying again. Upon realizing some success mid-career, its wise for most of us to teach those entering our profession the better methods for proceeding so they may also witness growth ahead.

Strategy 97

Strategy Education Influencer Hiring 97

Sales Hacker

FEBRUARY 14, 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.

Outsourcing Services 79

Outsourcing Services Scale Marketing How To 79

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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.

SalesForce

Sales Gravy

FEBRUARY 13, 2025

On the surface, youd think that selling and asking go hand in hand. In reality, salespeople at all experience levels often hesitate, tiptoe around, or dodge direct closes because theyre afraid of rejection, worried about coming across as pushy, or insecure about asking. On this episode of theSales Gravy Podcast, Jeb Blount explores why salespeople fear asking for the sale and what to do about it with author and Sales Gravy University instructor, Tony Morris Every salesperson starts somewhere.

Objections 58

Objections Proposal Energy Call-back 58

Partners in Excellence

FEBRUARY 10, 2025

There was a fascinating, probably overlooked, Superbowl commercial. It was GoDaddy’s, Act Like You Know commercial. It showed an actor thrust into a scene which he executes with great precision. One of the scenes was an actor driving, with authority, in a race. He was moving, with authority through the group of cars. Closeups showed him focusing on the race, steering a precise line, shifting, managing the precise heel and toe on the brake/clutch.

Churn 62

Churn ACT Enterprise Enterprise 62

SalesFuel

FEBRUARY 10, 2025

As you pitch your services and media space to prospects, let them know how high growth accounts succeed. These businesses are dedicated to increasing sales and profits. Their laser focus on their content marketing cycle explains some of their success. Market Conditions The Hinge Research Institutes 2025 study of High Growth firms includes input from 770 businesses representing a wide cross-section of industries.

Paid Content 59

Paid Content Outsourcing Services Marketing Social Media 59