Sales and Marketing Management

DECEMBER 1, 2020

Lee Smith A recent State of Sales report published by LinkedIn revealed that U.S. businesses spend $15 billion a year training their sales employees. Despite this spending level, 68% of sales professionals are rated as moderate performers in the State of Sales, fourth edition, report from Salesforce.

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Training Hiring How To Coaching 326

Hubspot Sales

MAY 23, 2023

On average, salespeople save two hours and 15 minutes a day using AI. Based on this stat alone, it's no surprise why so many sales teams are folding AI into their workflow — and saving time in the process. How Sales Professionals Are Using Artificial Intelligence 1. Let's dive in. Let's dive in.

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Data Lead Rank Lead Scoring Hubspot 106

Anne Miller

MARCH 13, 2024

How do you stand out? Lynn Lavender, Chief Imagination Officer at Lavender-Landings.com , a digital communications strategy company, has the answer. Each was professional, followed a conventional formula and each was well delivered. There were 60 attendees. And at networking events, that is a big missed opportunity.

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Lead Rank Networking Face-to-face Follow-up 118

Zoominfo

MAY 25, 2021

Imagine if, 30 years from now, business leaders are still scratching their heads about how to use artificial intelligence. Yet a similar phenomenon has already happened with another technology: sales and marketing automation. . The answer has little to do with the technology itself. A Lack of Training.

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Marketing Decision Maker Telecommunications Lead Rank 252

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. There's AI — obviously — and all the ways it's changing how we sell. But salespeople also had to work against a backdrop of economic uncertainty, which will likely carry into 2024. Let's dive in.

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Lead Rank Lead Scoring Sales Qualified Lead Scale 101

Zoominfo

SEPTEMBER 25, 2018

Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. The Ultimate List of Sales Podcasts. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Hubspot Sales

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. The Top Sales Goals. The Top Sales Challenges. Top Sales Metrics to Track.

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Trends Report Data Strategy 85

Hubspot Sales

SEPTEMBER 27, 2023

I’ve officially hit my “We're in the rain, we might as well get wet,” moment with AI and, in turn, have finally decided to embrace ChatGPT. I asked it to argue with me about whether AI will replace conventional salespeople from the perspective of “It absolutely will.” This is what we had to say. Make three key points."

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Scale Face-to-face Analytics Analysis 107

Zoominfo

AUGUST 1, 2023

While it’s undeniable that generative AI is already changing how businesses engage with the world, sales and marketing leaders are quickly realizing that AI alone isn’t the solution to all their problems. Start thinking about your data as an infrastructural element of your technology stack,” Schuck says.

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Data B2B Harvest Scale 130

Hubspot Sales

APRIL 27, 2023

With this growth comes tons of new job opportunities for salespeople looking to get into the tech industry. In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Professional growth.

Hiring 105

Hiring Salary How To Ideal Customer Profile 105

Hubspot Sales

JANUARY 5, 2024

As a small business owner myself, harnessing AI for inside salespeople has been rattling around in my mind since the launch of ChatGPT. So here we are — a little over a year after OpenAI changed the landscape of what can be sped up or fully automated for anyone using the internet.

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Inside Sales Lead Rank Lead Scoring Churn 90

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.

Data 118

Data Discount How To Quota 118

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Hubspot Sales

FEBRUARY 9, 2021

2021 will bring sales professionals a host of new challenges and trends to consider, and it could be tricky to adapt. Of course, reps will need to add certain strategies into their repertoires, but "adapting" doesn't stop there. Remaining mindful of these inevitably ineffective sales tactics will only help your case in 2021.

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Case Study Cold Calling Hubspot Ideal Customer Profile 135

Zoominfo

JUNE 2, 2021

B2B sales jobs have a strikingly high turnover rate. In a study conducted by Sales Insights Lab, sales reps rated culture and management above base compensation, commission, and job flexibility. So what if you could get people really invested in their professional development?

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Scale Commission Compensation Report 130

Zoominfo

JUNE 2, 2021

B2B sales jobs have a strikingly high turnover rate. In a study conducted by Sales Insights Lab, sales reps rated culture and management above base compensation, commission, and job flexibility. So what if you could get people really invested in their professional development? How Core Competencies Work.

Scale 130

Scale Commission Compensation Report 130

Partners in Excellence

APRIL 16, 2024

It involved interviews of senior sales executives. I had piloted the concept through interviews with dozens of executives, but we needed to see how students would be able to implement the program. Each was a senior sales executive responsible for $100s of millions to billions in revenue. Her story demonstrates that, vividly!

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Everest Social Media Call-back Media 103

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. See what they said.

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Hiring Salary How To Ideal Customer Profile 104

Partners in Excellence

MARCH 22, 2024

Whenever, I talk to Orrin, he is deeply thoughtful about all the business, strategy, leadership, growth issues that arise in our conversations. His final sentence sums things up: “Call it sales if you want, but to me, it is connecting, understanding, educating, and solving problems. I was raised in a perfect family to do that.”

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Hiring Retail Engineering Call-back 73

Partners in Excellence

MARCH 8, 2024

I’ve been getting a variety of people telling their stories on, “ Why I Am So Interested In Selling.” But I decided to do an experiment, I asked ChatGPT to put herself in the role of a seller, answering the question (I actually created several scenarios–a seller, a high performing seller, a manager.

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Incentives Incentive Compensation Salary 77

Hubspot Sales

FEBRUARY 22, 2023

Many headlines throw the term around, claiming that employees are doing it — but do we really know what that means? And if so, what does it look like to sales professionals? Sales rely on won deals. Quiet quitting isn't a standard business term — it's subjective and new.

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Motivation Quota Collateral Call-back 91

Allego

JANUARY 11, 2024

And that’s saying a lot, considering all the tech I’ve seen come to market over the years: the Web, computer games, digital music, cell phones, tablets (first generation iPad owner here), social media, and everything else we use today. Like Napster revolutionized how we listen to music, generative AI has revolutionized how we work.

Ideal Customer Profile 71

Ideal Customer Profile Customer Social Media Negotiation 71

Hubspot Sales

SEPTEMBER 6, 2022

Change is unavoidable in sales. HubSpot surveyed 1,000+ sales professionals to get a better picture of the sales landscape in 2022. These powerful insights can inform every aspect of your sales process — from pitching to customer retention. More interaction with prospects throughout the sales process.

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Hubspot Trends CRM Retention 79

Janek Performance Group

DECEMBER 12, 2023

For sales professionals experiencing a dip in their sales momentum, there could be an opportunity to reassess strategies beyond external factors like product quality, market competition, or economic conditions. Sales strategies need to shift to focus on the art of initiating and nurturing relationships.

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Decision Maker Face-to-face Pivotal Call-back 62

Hubspot Sales

JANUARY 9, 2024

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. Table of Contents What is door-to-door sales?

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Face-to-face Up-Sell Research Sales 101

Hubspot Sales

SEPTEMBER 1, 2023

Train AI in sales, and you’ll join 81% of salespeople surveyed who agree that AI significantly reduces their manual tasks and data entry workload. But how do you do that ethically? The good news: There’s a way to leverage AI with ethics intact, and we’re showing you exactly how to do so.

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Training Policies Guidelines How To 98

Allego

APRIL 16, 2024

Generative AI has changed the game in sales. Increasingly, sales teams use it to personalize content, enhance sales training , improve onboarding, conduct competitive analysis, streamline sales communication, and more. Not so fast, says AI expert Sam Richter. Not so fast, says AI expert Sam Richter.

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Hiring Scale Proposal Analysis 62

Hubspot Sales

AUGUST 9, 2022

Most salespeople aren't born ready to take on the field — with no need for guidance or insight. That's why leaders need to leverage effective sales training techniques to set reps on the right course and facilitate their professional growth. Let's take a look at what they had to say. Start with "why.".

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Training Sales Outsourcing Sales Hubspot 98

Crunchbase

APRIL 12, 2024

Far from its fictional representations, though, it actually has practical, useful and beneficial day-to-day applications in sales. Sales teams are already seeing AI streamline workflows, coach reps, optimize prospecting strategies and more. What is AI in sales?

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Lead Rank Lead Scoring Top of Funnel Ideal Customer Profile 64

Hubspot Sales

MAY 21, 2021

It’s one of the most important components of sustained sales success over time. As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do) and their motivation (how repeatedly or passionately they do it).

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Motivation Strategy How To Hiring 136

Hubspot Sales

DECEMBER 4, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Some deals hit walls — that‘s just an unfortunate fact of sales life. As a salesperson, you‘re almost guaranteed to have to handle this kind of situation at some point in your professional life.

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Hubspot Closing Hiring Cold Calling 84

Alice Heiman

MARCH 21, 2022

It’s more important now than ever that CEOs lead sales. Yes, you heard me correctly, and I hear you saying, “Whaaat? I have a sales leader in place to lead sales.” The CEO’s Role in Sales. The CEO always has a role in sales, which changes as the company matures. Are you kidding me?

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Lead Rank Lead Scoring Top of Funnel Leads 150

Hubspot Sales

JULY 13, 2023

AI is increasingly becoming a natural addition to daily workflows across sales and revenue departments. 79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. But what brings about these AI concerns in sales?

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Data Hiring Guidelines Lead Rank 78

Marc Wayshak

MAY 6, 2021

In today’s crazy marketplace, there’s a small group of sales professionals who are still absolutely crushing their sales … When I say this is a small group, I mean it’s a very, very small group —as in, the top 1% of salespeople in all industries. Believe in what you sell. Check it out: 1.

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Up-Sell Follow-up Objections Sales 117

Autoklose

FEBRUARY 6, 2024

In business, this one word can shatter many dreams, but it can actually do the opposite by creating new opportunities. What you should do is reframe rejection and see how you can benefit from this seemingly worst-case scenario. Turning every no into a yes in sales is a must. It’s crucial to be gracious in defeat.

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How To Follow-up Motivation Objections 52

Sales Hacker

JANUARY 23, 2023

But this natural leaning causes significant headaches and roadblocks when it bleeds into the sales world. Let’s talk about how to spot overcomplication in your sales process and what to do about it. To understand how complexity bias works at a fundamental level, imagine someone who wants to lose weight.

Sales Process 76

Sales Process Hiring Cold Calling Proposal 76

Janek Performance Group

AUGUST 29, 2023

The truth about salespeople who are reluctant to prospect boils down to two things: First, they are reluctant to prospect because past attempts resulted in failure. Second, they don’t know what to say to prospects. Prospecting reluctance can be the silent killer of sales careers.

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Prospecting Hiring Face-to-face Pipeline 62