Pipeliner

JULY 9, 2025

Scaling a sales team is a pivotal moment for both fast-growing startups and established businesses. But as organizations push for rapid growth, they often face a critical challenge: How do you expand your sales force without fracturing the very culture that made your company successful in the first place? In a recent episode, the host John Golden sat down with global HR strategist Nahed Khairallah to unpack this complex issue.

Hiring 98

Hiring Video Lead Scoring Lead Rank 98

Sales Gravy

JULY 15, 2025

How can one comp plan mistake sabotage your sales team before they even start? That's the challenge facing Adam and Laura from the Rossen Law Firm in Florida. After attending one of our Dallas workshops, they made the bold decision to transition to a non-attorney sales team. Six weeks later, they're all in on the strategy but hitting a wall on one critical issue: compensation structure.

Salary 71

Salary Compensation Hiring Commission 71

No More Cold Calling

JULY 13, 2025

Your revenue depends on relationships you can’t fake. There’s a hard truth every sales leader and consultant needs to hear: You don’t earn referrals by being good at your job. You earn them by being trusted. And trust isn’t built through clever email sequences, automated cadences, or AI-generated outreach. Trust is built the old-fashioned way—through consistent, meaningful, human interactions that solve real problems.

Referrals 170

Referrals Scale Sales Qualified Lead Forecasting 170

Partners in Excellence

JULY 1, 2025

We all know that selling is hard. It’s not just that buyers are overwhelmed, it’s not just the disruption/change everyone faces, it’s not the unpredictability we and our customers face. Just doing it right takes effort. Focus, discipline, mastery, relentless execution. Knowing this, why do we keep looking for the shortcuts? Why do we look for the hacks, so we don’t have to put in the effort?

Face-to-face 104

Face-to-face Consumer Incentive Incentives 104

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

MTD Sales Training

JULY 17, 2025

Buyer’s remorse is one of those things every salesperson comes up against. The deal is done, and the contract is signed, but a few days later, the customer starts to waver. Doubt creeps in. Was it the right decision? Did they move too fast? In sales, managing what happens after the sale is just as important as closing it. As a sales training provider , we see how the right skills, including discovery, expectation setting, and follow-up, can reduce regret and keep customers confident in their cho

Cancellation 156

Cancellation Follow-up Lead Rank Lead Scoring 156

Understanding the Sales Force

JULY 9, 2025

This article begins with more baseball, but it’s about coaching salespeople, so please stay with me. The Baseball Story A sports-radio talk show discussed the Red Sox change in approach to coaching up their young players. They were referring to Roman Anthony and Cedanne Rafaella. Roman Anthony is the #1 prospect in all of Major League Baseball.

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Coaching Sports Call-back Groups 194

Sales Gravy

JULY 8, 2025

Here's the brutal truth about social media for sales: You're already behind, and it's going to be a grind. That's the reality Margarita from Dallas discovered when she called into our podcast. She's a seasoned realtor with 20+ years of experience, built her entire business on referrals and warm market relationships, and suddenly realized she needs to master social media to stay competitive.

Social Media 54

Social Media Referrals Media Real Estate 54

Janek Performance Group

JULY 16, 2025

A common concern among many of the clients we provide sales training solutions to is how to effectively design, implement, and execute a strong, coherent qualification process. Given how often we see this issue, we thought it’d be a good idea to provide some assistance – namely by giving you this list of seven questions to ask in the qualifying phase. 1.

Sales Qualified Lead 62

Sales Qualified Lead Prospecting Decision Maker Lead Rank 62

Mindtickle

JULY 9, 2025

Let’s face it: B2B sales teams often operate in a state of organized chaos. Sure, reps find their way and deals get closed. But it’s rarely consistent and almost never scaleable. Sales process mapping changes that. Sales process mapping takes all the moving parts of your sales process and turns them into a clear, visual framework. Each stage is defined, every handoff is clear, and the entire journey is mapped to how your customers actually buy – enhancing the overall buyer experience and reduci

Sales Process 52

Sales Process Marketing Qualified Lead Lead Rank Sales Qualified Lead 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

Sales and Marketing Management

JULY 7, 2025

CSOs will be most effective in their first year by focusing on four critical areas: establishing priorities quickly, understanding your environment and role, building relationships and your personal brand, and delivering on priorities in the first year and beyond. The post Navigating the First Year as a Chief Sales Officer appeared first on Sales & Marketing Management.

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Sales Marketing Report 156

Zoominfo

JULY 17, 2025

Thousands of new ventures are launched every day, and others close their doors for good. Businesses rebrand or merge. Leadership changes weekly, and loyal brand champions move onto other opportunities daily. Now think about the leads your business needs to grow. Do they reflect this constant state of flux, or are they a snapshot of the market that no longer exists?

Lead Scoring 130

Lead Scoring Lead Rank Sales Qualified Lead Marketing Qualified Lead 130

Hubspot Sales

JULY 18, 2025

When I first started consulting for B2B SaaS companies, I made the mistake of thinking the buyer journey and the customer journey were basically the same thing — just two sides of the same funnel. They aren’t. I learned the hard way when a client’s churn rate quietly climbed even as new deals kept coming in. We were winning buyers but losing customers.

Top of Funnel 88

Top of Funnel Loyalty Buyer Engineering 88

Sales Gravy

JULY 3, 2025

You think you're being helpful. Your clients think you're being annoying. Early in his career, Justin Goldstein learned this lesson the hard way. He admits, "I thought that picking up the phone and calling a client to talk about almost everything was the right way to go. I personally hate communicating over email. I'd rather just talk to you and figure it out.

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Call-back Energy Meeting Prospecting 80

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

Alice Heiman

JULY 9, 2025

Is your sales team struggling to hit quota? Feeling like your entire sales approach is broken? In this solo episode of Sales Talk for CEOs , Alice Heiman calls out the outdated tactics holding B2B companies back and reveals how CEOs can completely rethink sales for today’s complex buying environment. Alice unpacks why “stop selling and start helping” is more than just a catchy phrase, it’s a survival strategy.

Hiring 62

Hiring Quota Call-back ACT 62

Pipeliner

JULY 5, 2025

Effective communication is the cornerstone of sales success. In a recent episode of the Expert Insight Interview, John Golden sat down with communication specialist Matthew Hill to dissect the nuances of powerful communication in sales. Drawing on Matthew’s rich background in corporate training, global education, and stand-up comedy, the conversation revealed actionable strategies for sales professionals seeking to elevate their communication skills.

Video 59

Video Lead Rank Lead Scoring Construction 59

Understanding the Sales Force

JULY 13, 2025

Success breeds success. We begin the week with one of my shorter articles. Three weeks ago, I wrote that the Red Sox believed that trading Rafael Devers, their best hitter, would make them a better team. Shortly thereafter they started their current 10-game winning streak. Last week I wrote, discussed, ranted and celebrated the 20-year legacy of #BaselineSelling and how one-on-one coaching wins the day.

Sales Methodology 156

Sales Methodology How To Coaching Revenue 156

Highspot

JULY 13, 2025

Key takeaways Engaging stakeholders at high-value business accounts on social media—notably, LinkedIn—offers a number of advantages for today’s enterprise sales teams. While marketing and enablement craft content to boost buyer and brand engagement, sales reps should spend time sharing those assets with select leads on social media. Pipeline marketing , industry events, and cold calling remain vital for generating leads, but social selling offers another viable lead-gen and -nurturing approach.

Social Selling 52

Social Selling Ideal Customer Profile B2B Top of Funnel 52

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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

The Center for Sales Strategy

JULY 15, 2025

Sales leaders are constantly asking: “Are we hiring the right people?” and “Are we coaching them to reach their full potential?” The answer to both begins with using the right sales talent assessment. In this post, we’ll explore how a validated, role-specific assessment can help you hire smarter, coach better, and build a high-performing sales team.

Hiring 82

Hiring Sales Talent Coaching Sales 82

Sales Gravy

JULY 10, 2025

How many times do you actually attempt to reach out to a prospect before you give up? On the Sales Gravy Podcast, Jessica Stokes calls out a common sales reality when prospecting: “We all know the average salesperson typically stops after three, maybe four attempts before moving on. We assume they're not interested. We want to find a juicier lead.” This common behavior defines The 3-Call Fallacy—the flawed belief that if someone doesn’t respond after a few tries, they’re not interested.

Prospecting 54

Prospecting Direct Mail Sales Qualified Lead Call-back 54

SalesFuel

JULY 9, 2025

Just like with other relationships, red flags in sales exist. Even in the sales world, these signs of trouble can give warning about a less-than-ideal situation. But sellers may not be aware of these red flags. Or, they don’t think they’re that big of a deal. But these two issues underscore a big challenge for reps. Why should you care about red flags in sales?

Hiring 52

Hiring Margin Energy Buyer 52

Pipeliner

JULY 18, 2025

Sales coaching is at a crossroads. Despite new tools and technologies, many organizations still struggle to unlock the full potential of their sales teams. In a recent episode of Sales POP!, host John Golden sat down with Dr. Deepak Bhootra, CEO and founder of Jabulani Consulting , to dissect the real challenges and transformative strategies in sales coaching today.

Lead Rank 52

Lead Rank Lead Scoring Coaching GoldMine 52

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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

MarketJoy

JULY 3, 2025

In highly specialised sectors like healthcare and manufacturing , the traditional approach to marketing no longer delivers meaningful results. The decision-making process is longer, the stakeholders are more diverse, and the expectations are far higher. That’s why B2B lead generation in these industries must evolve from volume-based tactics to precision-focused strategies.

Lead Rank 52

Lead Rank Lead Generation Webinar Metrics Lead Scoring 52

MTD Sales Training

JULY 9, 2025

Last week at the National Sales Conference , I was officially named the #1 Sales Influencer in the UK as part of the Top 100 Sales Influencers Index 2025. Not bad for a lad who started his career working in a bookies aged 18, trying to upsell bets to punters more interested in the odds on the 3:15 at Cheltenham than anything I had to say! That’s where I first learned the power of persuasion, timing, and knowing your audience.

Influencer 156

Influencer Lead Scoring Lead Rank Travel 156

LinkedFusion

JULY 17, 2025

When it comes to B2B lead generation , 67% of sales teams say identifying the right prospects is their biggest challenge (Source: Gartner). Chasing the wrong leads wastes time, drains budgets, and demotivates teams. That’s exactly why building an Ideal Customer Profile (ICP) is essential. An ideal customer profile (ICP) helps your sales and marketing teams concentrate only on the most promising leads: those most likely to convert, stay loyal, and benefit from your product or service.

Ideal Customer Profile 40

Ideal Customer Profile LinkedIn Buyer Persona Demand Generation Agencies 40

Partners in Excellence

JULY 7, 2025

We’ve been conditioned to think that productivity is driven by doing more things. We focus on scaling those things. Whether it’s more outreach, more prospecting, more meetings, more demos, more proposals, more pipeline. To do more, we look at tools, methods, hacks, that help us do more things. We add to our tech stacks. We hire more people.

Scale 113

Scale Ideal Customer Profile Hiring Proposal 113

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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.

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