Sales Gravy

JUNE 27, 2025

The second quarter of 2025 delivered some incredible conversations on the Sales Gravy podcast. From discipline strategies that separate winners from wannabes to the psychology of selling that most reps completely miss, here are the five most powerful insights that can transform your sales results immediately. 1. Focus on Activity, Not Outcomes The Problem: Most sales reps get discouraged when they don't book meetings, causing them to change their approach daily.

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Sales and Marketing Management

JUNE 24, 2025

Art Fromm discusses his SEAMless Sales process, which aligns pre-sales personnel with sales teams by breaking down silos, establishing clear communication, and focusing relentlessly on client success from the first interaction. The post Bridging the Gap Between Pre-Sales and Sales appeared first on Sales & Marketing Management.

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Predictable Revenue

JUNE 26, 2025

In this episode of the Predictable Revenue Podcast, Patrick Zelaya, from HeavyConnect, shares one of the cleanest early traction stories. The post How to Sell Before You Build with Patrick Zelaya appeared first on Predictable Revenue.

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Sales and Marketing Management

JUNE 23, 2025

Organizations that build collaborative bridges between sales and presales will be better equipped to navigate the complexity, stand out in competitive markets, and deliver lasting value to clients. The post If Your Sales and Presales Teams Aren’t Aligned, You’re Leaving Revenue on the Table appeared first on Sales & Marketing Management.

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SalesFuel

JUNE 24, 2025

Hiring sales reps has never been easy—and it’s only getting harder. Fewer professionals are pursuing careers in sales, and many applicants lack the skills needed to succeed in today’s complex, consultative selling environment. Fortunately, modern tools and assessments can help hiring managers reduce risk and build stronger sales teams. Why Don’t People Want to Go into Sales Sales is often misunderstood.

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Highspot

JUNE 24, 2025

Key takeaways Sales role plays give sales representatives the space to build confidence in a safe, low-risk environment that encourages them to make mistakes and learn from them. The most effective role plays are matched to each sales rep’s specific role, accounts, experience, and goals. Personalised role-play scenarios lead to better sales outcomes.

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Adaptive Business Services

JUNE 25, 2025

Doing a great job is fine, but it’s not enough. The real question is … will you do it consistently? While we start out good, we may later become lackadaisical and it then goes downhill from there. I remember back to when I became a sales trainee with a national office products company. This firm was recognized for providing the best sales training in the industry.

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Smooth Sale

JUNE 25, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: The Impact of Video in B2B Sales—and Why Distribution Strategy is the New Differentiator In today’s increasingly digital B2B landscape, your content doesn’t just need to exist—it needs to perform. Among all content formats, video has emerged as the clear leader in engaging, educating, and converting B2B buyers.

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Distribution Top of Funnel B2B Video 86

Engage Selling

JUNE 23, 2025

Stop using summer as an excuse and start using it as an advantage. Use this quieter time to reach across the organization, strengthen backup contacts, or work on a skill … The post Use Your Summertime Profitably first appeared on Colleen Francis - The Sales Leader.

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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

Sales Gravy

JUNE 24, 2025

Ben Hogan, who was arguably the greatest ball striker the game of golf has ever known, taught that if you wanted to improve your swing you should focus on the cause rather than the result. This was good advice for golfers and brilliant advice for sales professionals. Because in sales, if you want to sell more it pays to become obsessed over your behaviors, techniques and processes rather than your outcomes.

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Energy Sales Methodology Discount Follow-up 54

PandaDoc

JUNE 27, 2025

We all know customer relationships are vital to business success. It doesn’t matter if you’re a startup trying to get your first clients or an enterprise with thousands of contacts. A CRM (customer relationship management) system is key to keeping organized. The benefits of CRM in business are vast, from streamlining the sales process and boosting collaboration to helping your team close deals faster.

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SalesFuel

JUNE 26, 2025

I became a student of inside sales success during the lockdown of COVID-19. The transition wasn’t easy. But, overall, it improved my sales skills. The change from outside to inside sales forced me to use online platforms and made me a digital-first communicator. I had to refine my virtual presentations, and I improved my listening skills. I was confident in product knowledge but missed being face-to-face where I could interpret body language.

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Alice Heiman

JUNE 24, 2025

Barb Betts scaled her real estate empire without cold calls, ads, or sales funnels. Her secret? Building a relationship-first system that drives referrals, repeat business, and long-term revenue. In this episode, Barb shares with Alice Heiman exactly how CEOs can lead their sales growth with trust and connection, not transactions. Whether you are founder-led or scaling a team, this episode is your playbook for turning your network into your #1 sales channel.

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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

Highspot

JUNE 23, 2025

Top-performing companies aren’t thinking harder. They’re executing smarter. And it’s paying off. Bain’s 2025 Commercial Excellence and Revenue Growth Agenda confirms what many sales and revenue leaders already suspect: companies leading the pack consistently outperform by turning strategy into action and doing it at scale. But even with strong market momentum, nearly one-third of B2B organizations missed their revenue goals last year.

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PandaDoc

JUNE 23, 2025

Modern SaaS users are overloaded with choices and want personalized solutions. Your software may have all the best features that blow the competition out of the water. Still, if your sales reps can’t communicate how it addresses your customers’ unique challenges, you risk losing valuable sales opportunities. Through sales discovery calls, we can identify customer needs and pain points, and match them with the perfect solution: your product.

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SalesFuel

JUNE 25, 2025

Sellers must keep up with the latest sales priorities to ensure they stay competitive. Keeping an eye on what’s hot (and what’s not) can help connect with today’s buyers. Which sales priorities are trending? “Whatever the future of sales is, it's never been a more exciting time for the profession,” writes Sam Lauron. In an article for HubSpot, she discussed what leaders believe are today’s best practices.

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Anthony Cole Training

JUNE 27, 2025

This week I was rewatching the Steve Jobs presentation from 2007 where Apple released a piece of technology that perhaps you have heard of. They called it the iPhone. Maybe you are like me and wonder how it is possible that 18 years have passed since then. I still remember having dinner in Philadelphia with a work colleague who had just bought the first version of the iPhone.

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Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

Sales Coaching

Partners in Excellence

JUNE 27, 2025

John Dougan posted something interesting on LinkedIn (There is so little interesting in LI that I treasure the moments when I find something.). It was his struggle with the word Enablement and the concept of what Sales Enablement has become. And John runs sales enablement at a great organization. It got me thinking about something I see happening too much in everything we do in our GTM and customer entanglement strategies.

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PandaDoc

JUNE 26, 2025

You want your sales team to close deals faster, personalize every customer experience, and exceed buyer expectations. Right? Consistent results require working smarter, not harder. Sales effectiveness is all about doing just that. If you improve your sales effectiveness, you can optimize your people, processes, and tools to achieve better results across the board.

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Top of Funnel Strategy Lead Rank Lead Scoring 52

LinkedFusion

JUNE 23, 2025

Struggling to get responses from your cold outreach? You’re not alone. Sales professionals, marketers, and founders often pour time into crafting emails or LinkedIn messages, only to hear crickets. With inboxes overflowing and attention spans shrinking, breaking through the noise in 2025 requires smarter, sharper, and more personalized outreach strategies than ever before.

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SalesFuel

JUNE 23, 2025

Sales velocity helps sellers refuel a sale, pushing talks past the finish line to a deal. But do you know how to create it? Why do sellers need sales velocity? Andy Springer , RAIN Group, reports that stalled deals are a common challenge for reps. 44% of sales leaders say more opportunities are being lost to “no decision.” And 43% report longer sales cycles.

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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

Partners in Excellence

JUNE 24, 2025

Great discovery is foundational to understanding our customers and their needs. Too often, we skip it, instead rushing to pitch our products. When we do some nominal level of discovery, it’s actually a product pitch in disguise. Our questions aren’t oriented to understanding their needs or what they seek to change. Instead they steer the customer to express their needs in terms of the capabilities/features of our products.

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PandaDoc

JUNE 22, 2025

Want your business to succeed long-term? Maintaining loyal, engaged customers can cost less and deliver a higher ROI than acquiring new customers. This means effective customer relationship management (CRM) is essential. A solid CRM strategy can enhance customer satisfaction while fostering loyalty, ultimately leading to more sustainable business growth.

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Retention CRM Benefit Customer 52

Sales and Marketing Management

JUNE 25, 2025

The best and fastest go-to-market teams align early on the customer, the goals and the few ideas that will make the biggest impact. Here are five ways to get where you need to be. The post How to Accelerate Your Go-to-Market appeared first on Sales & Marketing Management.

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SalesFuel

JUNE 22, 2025

Derek Johnson , author of 'The Strategic Sales Leader,' shares his insights on sales leadership, internal politics, and strategic execution. With insights from his military background and mentorship under Brian Tracy , Derek discusses the challenges of managing team dynamics and the importance of a clear vision. Derek is also the author of 'The Wisdom of Leaders: History’s Most Powerful Leadership Quotes, Ideas,and Advice.

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Advertiser: ZoomInfo

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.

Account Based Marketing