November, 2024

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3 Keys That Determine the Length of Your Sales Cycle

Understanding the Sales Force

In Central Massachusetts, the 2024 Foliage season was dramatically different from a year ago when the leaves turned late in the fall, without much color, and they didn’t drop until the second half of November. Long Foliage Cycle. This year, much like when I was growing up, the leaves turned in mid-October and had mostly fallen from the trees by the end of October.

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Leading a Sales Team: 10 Keys to Success (Part 1)

Anthony Cole Training

This article is the 1st place winner of the 2022 Sales Pro Central MVP Awards on Sales Leadership! In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success.

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What conferences are really for

Sales 2.0

Your potential clients are inundated by emails, unsolicited messages on social media and cold calls. They have become better than ever at ignoring unwanted messages. Here are some recent real numbers from the front lines of selling that sales expert KD Dorsey just shared. These metrics show how cold approaches have become less effective even over the last four years (and this decline has been going on for a couple of decades.

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Avoid these 3 Missteps to Improve Sales Pipeline Forecasts

SBI Growth

Accurate sales forecasting is essential for business success. But it can be difficult to get it right due to certain missteps. Here are three of the most common errors that lead to incorrect forecasting and how to avoid them.

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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 AI Changed Photography: For Better or Worse

Sales and Marketing Management

AI has been instrumental in changing the way companies manage images. As with all technological transformations, the full implications of AI on commercial photography are still being understood. The post How AI Changed Photography: For Better or Worse appeared first on Sales & Marketing Management.

Marketing 156

More Trending

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How I Learned I Was a Sales Consulting Imposter

Understanding the Sales Force

The title of today’s article might be confusing, but it’s true. Phil told me so. But before I share what he said, I have some anecdotal evidence that supports the claim that I’m an imposter. Here are ten reasons why I could be an imposter: I stand tall but I’m actually just 5′ 6″ I’m a white collar professional yet I never wear a jacket or tie I have helped B2B sales teams for nearly 40 years but prior to that I sold only B2C I invented and perfected

Hiring 201
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Leading a Sales Team: 10 Keys to Success (Part 2)

Anthony Cole Training

Sales leaders must be both effective managers and great coaches by arming their salespeople with the skills to be successful and managing their strengths. This week, we identify the final 5 keys to success in leading a sales team.

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Control Disguised As Coaching

Membrain

Often, when I talk to managers, they tell me how much time they spend coaching. They tell me stories of meeting, weekly, with their people, doing reviews, pipeline discussions, activity discussions—all sorts of “coaching meetings.

Coaching 138
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3 Ways to Drive Go-to-Market (GTM) Efficiency Through Increased Productivity

SBI Growth

Driving GTM efficiency was the focus of this year’s annual planning webinar series. Optimizing your GTM strategy for efficiency is essential for success, as is recognizing the impact of productivity. Productivity is boosted when teams better anticipate buyer behaviors, streamline processes, and respond effectively to market changes. As a sales leader, it’s crucial to develop a strategy that prioritizes increasing productivity for overall success.

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Evolving Beyond Intent: Create Customer Value with Signals

Speaker: Jam Khan, SVP, Product Marketing at ZoomInfo & guest speaker Amy Hawthorne, Principal Analyst from Forrester

Buying signals extend well beyond intent. They give go-to-market teams the chance to know everything about their customers. With buying signals, they can reach more customers and win more deals. Join Jam Khan, SVP, Product Marketing of ZoomInfo and guest speaker Amy Hawthorne, Principal Analyst from Forrester for this new webinar where you'll find out how marketing teams operate more efficiently and sales teams close more business when they act on buying signals, not just intent!

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While the Market Turns Against GenAI, AI Agents are Disrupting the Workforce

Sales and Marketing Management

The rise of AI agents represents a once-in-a-generation moment of opportunity. The ongoing emergence of AI agents has placed us all on a level playing field, and those who can master and apply these tools the fastest will race ahead of the pack. The post While the Market Turns Against GenAI, AI Agents are Disrupting the Workforce appeared first on Sales & Marketing Management.

Marketing 156
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What Makes a Sales Intelligence Platform Powerful?

Zoominfo

Even the best sales teams can’t close a deal if they don’t have a clear picture of their markets, their top accounts, and their most influential buyers. That’s why B2B data companies have invested huge efforts into building sales intelligence tools that can help sellers unlock growth and supercharge success. So what are the best sales intelligence tools out there?

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Medical Tourism: Americans Look For Providers Abroad

Grant Cardone

As the American healthcare system becomes increasingly expensive and convoluted… More people are starting to look for providers in the medical tourism industry. With a new interest in extensive preventative care, more people travel worldwide for cheaper checkups and exams. But is this growing industry reliable? Americans Seeking Medical Tourism Providers In the aftermath of […] The post Medical Tourism: Americans Look For Providers Abroad appeared first on GCTV.

Tourism 118
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The “Things We Don’t Want To Do”

Partners in Excellence

Regardless our role, there are certain aspects of our jobs we don’t like. They are the things we don’t like or want to do. They vary for each of us. For individual contributors, it may be prospecting, admin tasks, researching our customers, managing our pipelines, dealing with all the minutiae of moving deals forward, and on and on For managers, it may be hiring, coaching, dealing with poor performers, understanding performance data, and on and on.

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Marketing Operations in 2025: A New Framework for Success

Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com

Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.

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Latest Podcasts: 2025 Sales Best Practices

Force Management

In the past month, the Revenue Builders Podcast has hosted some insightful conversations with experienced sales leaders. They discussed their sales journeys, critical career moves, management advice and emerging technologies. We also heard some great perspectives from our hosts, John Kaplan and John McMahon. Tune in below to hear 2025 sales best practices from a variety of established minds in the sales world.

Revenue 105
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7 Different Roles of a Successful Sales Manager

SBI Growth

Managing a high-performance sales team can be challenging. One of the main challenges is that the job requires sales manager to take on multiple different roles. For example, one day you could be on ride-alongs coaching your reps , the next day, working on new territory plans for your team. So if you don't want to struggle, here are seven management roles you must adopt to be successful.

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Change Sales Culture to Boost Sales Performance and Retention

Sales and Marketing Management

Gartner Senior Director Analyst Shayne Jackson explains why a company’s sales culture is directly tied to performance, and shares tips on how to assess your sales culture and make any necessary changes. The post Change Sales Culture to Boost Sales Performance and Retention appeared first on Sales & Marketing Management.

Retention 156
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ZoomInfo and Clari Groove: Streamline Lead Management for Accelerated Sales

Zoominfo

Go-to-market teams are constantly looking for integrated solutions that can help them work faster, smarter, and more effectively. Today, we’re happy to say that more ZoomInfo customers will be able to reach those goals. ZoomInfo’s new integration with Clari Groove helps sales teams automatically sync contacts between ZoomInfo, Salesforce, and Groove Flows — seamlessly bridging the gap between lead identification and engagement.

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How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience

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!

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GoFundMe Makes It Easy For Gen Z To Donate

Grant Cardone

GoFundMe is introducing new ways for Gen Z to donate, ushering in a new generation of philanthropists. Thanks to new partnerships, the for-profit company makes donations accessible to untapped audiences… Here’s what’s getting an update. New Features Make It Easier To Donate To GoFundMe GoFundMe is the largest platform for online donating and fundraising.

Company 118
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RevOps Can And Must Do Better!

Partners in Excellence

It’s “strategic planning season” for many companies. I sit in countless discussions and reviews, led by RevOps teams. They are presenting the strategic goals and numbers for the coming year. In addition, there have been a lot of RevOps conferences, where these leaders talk about developing the function. While none of these discussions have been “wrong,” I worry that so much more can be accomplished.

Lead Gen 120
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Challenges Empower the Mind and Can Enhance Business Growth

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Challenges Empower the Mind and Can Enhance Business Growth Most people frequently face upsets and challenges, but only a tiny percentage analyze the cause and effect of these unexpected situations. Taking a proactive stance to figure out how to get on a better track will get one to their goal, rather than allowing the issue to fester and not doing anything about it.

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Coaching Salespeople: Shift the Focus – From 'Here's What to Fix' to 'Here's What You Do Best'

The Center for Sales Strategy

When was the last time that someone sat you down, focused all their attention on you, and talked to you about the things that you do really well? Still thinking? It’s usually hard to pinpoint the last time that happened because, for most of us, it doesn’t happen very often. Unless you are an NFL football player, then the last time would have been Monday morning, and it would have gone something like this (imagine dreamlike music).

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Secrets of a Successful Sale: Optimizing Your Checkout Process

Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

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Communication Is Essential

Sales and Marketing Management

E-mail, in-person events and a partner portal are the top three ways that companies communicate with their channel partners. A closer look at the numbers. The post Communication Is Essential appeared first on Sales & Marketing Management.

Channels 156
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Good Timing: The Account Exec’s Secret Weapon

Zoominfo

You’re the AE who’s got it together. You’ve done the research, memorized the features and benefits, and nailed your talk track. You’ve got a pitch-perfect personalized email, and the most detailed buying committee map ever created. But if you’re reaching out too late in the buyer journey, it’s not going to matter. “Timing is everything in sales — especially when it comes to outbound sales programs,” says David Mansfield , a new business sales manager at ZoomInfo.

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Winter In Summer: How Walmart Plans Holiday Deals

Grant Cardone

The holidays are just around the corner and while you might be feeling the pressure to find the perfect gift… Retailers are busy trying to stock the perfect products… But Walmart is one step ahead in creating holiday deals… They start curating their selection MONTHS ahead. Here’s how the giant retailer plans for the holidays… […] The post Winter In Summer: How Walmart Plans Holiday Deals appeared first on GCTV.

Retail 118
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Is The Problem You Solve The Problem The Customers Have?

Partners in Excellence

Recently, I’ve been having a number of fascinating conversations with sellers on “the problem to be solved.” I’ve been asking them, “What problem do you solve?” The responses usually focus on what their products/solutions do. They aren’t feature discussions (which is great), rather they describe things like, “we improve data accuracy, integrity, and quality.” Or “we reduce time on administrative tasks,” or any number of things.

Customer 124
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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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How To Motivate Employees Before a Trade Show

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job or Clientele: How To Motivate Employees Before a Trade Show Putting much emphasis on your trade show displays before a show is wise but equally or even more important, you will want to recognize the importance of a happy staff. Most employees don’t want to pick the short straw when attending the company trade show.

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Lead Gen Success: The ROI Metrics You Can’t Ignore

MarketJoy

In 2024, B2B companies are grappling with a tough reality: 79% of marketing leads never convert to sales. This disconnect between lead generation efforts and actual revenue underscores the urgent need for better measurement, optimization, and strategies that convert leads into real results. The Metrics That Matter Revenue Impact Metrics Monthly Recurring Revenue (MRR) is foundational for B2B success.

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Building Business Partnerships for Long-Term Success

Sales and Marketing Management

By some accounts, as much as 75% of all B2B sales are made through channel partners. Recruiting and retaining channel partners that create win-win relationships is akin to hiring and keeping top employees. Learn more about collaborating with the right partners. The post Building Business Partnerships for Long-Term Success appeared first on Sales & Marketing Management.

Hiring 156