Trending Articles

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E‑Commerce B2B Outreach: How to Qualify Leads That Convert into Long‑Term Clients

MarketJoy

For B2B e-commerce companies, generating online retail leads isn’t enough you need qualified SQL for ecommerce that evolve into multi-year partnerships. In 2025, successful B2B ecommerce lead generation demands precision, trust, and personalized interaction. Here’s how MarketJoy helps clients qualify leads that convert into long-term customers. 1.

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Trust in Sales Isn’t Enough—Unless You Use It

No More Cold Calling

Relationships without referrals are untapped revenue. You’ve built your sales reputation on trust. You’ve shown up, delivered results, and become someone your clients can count on. You know how to build rapport. You have built years worth of goodwill with your network—with deposits made over time through loyalty, follow-through, and competence. But here’s the hard truth: If you’re not asking for introductions, you’re not selling with the full power of trust-based selling.

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Want to Ramp Salespeople Faster? Start With Your Sales Process

The Sales Collective

The Hidden Link Between Process Clarity and Sales Productivity You’ve done everything right. You sourced and hired the right people. You built the onboarding deck and scheduled the product training. You’ve even paired them with your top performers to shadow. So, why are you staring at reports that show it still takes, on average, five months for a new Account Executive to ramp up?

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How to Build a B2B Contact Database for Your Company

Zoominfo

Go-to-market success hinges on how well you can connect with the right people at the right companies, at scale. Whether you’re launching a new campaign, filling pipeline, or prioritizing outreach, it all starts with one critical asset: your contact database. A strong contact database powers every interaction across sales, marketing, and customer success, enabling you to target precisely, personalize outreach, and prioritize the best opportunities.

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The Intersection of AI and Sales: Personalization Without Compromise

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.

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10 Sales Role Play Tips for Better Results | Force Management

Force Management

What Is a Sales Role Play? Sales role play is a simulated sales conversation designed to prepare reps for real customer interactions. It allows salespeople to rehearse key parts of the conversation (like discovery, objection handling, or negotiation) before stepping into a live selling situation. Role playing helps identify gaps in preparation, test out messaging, and gain feedback in a risk-free setting.

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The Five Levers of Business Growth (video)

Pipeliner

In a recent episode, host John Golden sat down with Avi Pinsky, founder of Pinsky Consultant and widely known as the Business Finance Doctor. Broadcasting from San Diego and Israel, the conversation zeroed in on a topic every small business owner should master: the five critical levers that drive revenue and sustainable growth. Avi, drawing on his experience as a public accountant and business finance consultant, shared actionable strategies and real-world examples to help entrepreneurs not only

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What I Look for in a Sales Hire (Non-Negotiables in Today’s Seller Environment)

The Sales Collective

Let’s get one thing straight right out of the gate: there is no cookie-cutter salesperson. You can stop looking for that unicorn who’s a perfect mix of charming, analytical, empathetic, aggressive, coachable, confident, humble, data-driven, intuitive, and outgoing, all wrapped up in a single, flawless human being. That person doesn’t exist. Never did.

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5 Powerful Ways Teams Are Using AI in Sales Today

Allego

What a difference a year makes. When I wrote about the best custom GPTs for sales last year, AI tools were just beginning to catch on. At the time, Allego’s AI in Revenue Enablement Report found 62% of revenue team leaders were using generative AI to enhance sales. Now, that number has jumped to 100%. Not only are they using AI in sales, marketing, and customer success, but they’re seeing results.

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Why AI coaching is the key to hitting sales quota in 2025

Highspot

Nearly three-quarters of sales reps expect to miss their quotas. AI coaching is changing that. The vast majority of sales reps are failing. Over the past two years, the state of sales performance has been dire. In 2024, 67% of sellers surveyed told Salesforce they expected to miss quota — and 84% reported missing quota in 2023. Why are so many sales reps falling short?

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Streamlining Complex Sales Processes: The Ultimate Guide for Industrial Companies

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.

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What Are the Most Underrated Sales Traits?

SalesFuel

Sellers can stand out among competitors by embracing valuable yet underrated sales traits. There are many traits that help a seller reach success. And while many are well-known, like confidence and ambition, others aren’t. By adopting and nurturing these lesser-known characteristics, sellers have the opportunity to set themselves apart. They also can strengthen their connection with buyers and form even stronger partnerships.

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3 Ways Out of a Sales Slump

Engage Selling

When you hit a slump, it’s hard to stay positive. But here’s the truth: action beats hesitation every time. Join me as I share four smart strategies that flip the … The post 3 Ways Out of a Sales Slump first appeared on Colleen Francis - The Sales Leader.

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5 Patterns I’ve Observed as a Sales Trainer

The Sales Collective

When I first started leading sales training programs , I expected the most impactful moments would come from the frameworks, the methodologies, and the tactics. And yes, those things matter. But what has surprised me most over the years is how much the real transformation happens in the subtle, human moments—when a salesperson has a shift in mindset, or when a team finally exhales and starts learning for real.

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What Is B2B Sales? Strategies and Tools That Will Define Success in 2025

Zoominfo

B2B sales, short for business-to-business sales , describes companies that sell products or services to other businesses. It’s one of two broad ways of thinking about how companies are built: is the business model B2B or B2C (business to consumer)? The B2B sales model is common in industries like software, manufacturing, and professional services. B2B sales typically involves longer sales cycles, higher-value transactions, and multiple decision-makers.

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How to Create Sales Email Sequences That Convert

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.

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Data Hygiene for B2B Sales: Why Your Pipeline Might Be Bleeding Money (And How to Fix It)

eGrabber

Have you ever wondered why your best sales campaigns fall flat? Or why your marketing team burns through budget with little to show for it? The answer might be hiding in plain sight: your data hygiene practices are broken. Think about it like this. You wouldn’t drive cross-country with a broken GPS, right? Yet that’s exactly what many B2B companies do every day.

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6 Mistakes to Avoid When Hiring Sales Representatives

SalesFuel

Hiring sales representatives continues to be one of the biggest challenges business leaders face. The difference between hiring a sales star and a mediocre performer can impact the bottom line in a big way. How can leaders improve their hiring outcomes? They can start by avoid the common hiring mistakes. How Common Are Hiring Mistakes? All managers have hired an employee who hasn’t performed as hoped.

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Empathy, Authenticity, Meaning As Competitive Advantage?

Partners in Excellence

In our GTM strategies, in our engagement strategies, we constantly look for differentiators and competitive advantage. Most of the time we are focused on our solutions. “We have more features functions… We have prestigious customers, you can be one too… We have great customer service… We are cheaper, if you decide by the end of the month… Our products beat the pants off our competitors!

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Major H2 Pursuits – No Blinders

Pipeliner

As we spring full force into H2 of the 2025 selling year, we’re keenly focused on the activities we need to undertake to insure that Dec. 31 finds us in a very happy place. These activities and actions that we take in concert with our organization and our partners are critical and demanding of the intense attention we apply to them. But this focus must also include a constant awareness of what’s going on outside of the deals that we see as must-wins in these next six months.

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The Trends You Need to Succeed This Holiday Season

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.

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4 Unique Challenges Sales Managers Face

SBI

Being a sales manager is tough. They face unique challenges like hitting revenue targets, managing a diverse team, navigating internal politics, and adapting to a fast-paced, competitive environment. But by addressing these challenges head-on and adopting effective management styles, sales managers can help their teams thrive and succeed in the long run.

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Self-Directed Buyers Are in Control—How Can Sellers Stand Out?

SalesFuel

Self-directed buyers are poised to be major game changers for the sales industry. Sellers are finding that more young adults are potential prospects. And these buyers are different from others in the past. As Jane Qin Madeiros reports that today, 71% of buyers are now millennials or Gen Zers. And 75% of them prefer a rep-free sales experience. These digital natives, often aided by AI, rely on self-directed online research and frequently skip engaging with sales reps entirely.

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How to Leverage LinkedIn Sales Navigator Smart Links with LinkedFusion for Better Prospect Engagement

LinkedFusion

In today’s hyper-competitive B2B sales environment, personalization and insight-driven engagement aren’t optional; they’re essential. But here’s the problem: 88% of B2B buyers say the content they receive from sellers is not relevant to their needs. If you’re relying solely on static PDFs or attachments via email or LinkedIn messages, you’re not just behind; you’re invisible.

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Brad Pitt’s F1 Character Shows Us How to Tame Sales Mavericks

Understanding the Sales Force

The new Brad Pitt movie, F1, was fun, immersive, memorable, and we loved it. While those are the same words I attach to Baseline Selling training, this article is about Brad Pitt’s character, Sonny Hayes. I’ve never paid much attention to auto racing or Formula 1 but if you haven’t seen the movie, you should! Sonny is a top race car driver, takes orders from no one, and drives his way, on his terms, regardless of the risks.

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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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CRM strategy: What every business needs to improve customer relationships

PandaDoc

Customer relationship management (CRM) software is a popular choice for many businesses. These platforms help to build a historical record of customer engagement and interactions over time by managing correspondence, keeping track of specific buyers and stakeholders, and even assisting with quote generation and marketing campaigns. But even though companies use CRM software , many haven’t taken the time to build a cohesive strategy around the customer information within their database.

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Selling Isn’t Easy, So Why Do We Keep Hitting The Easy Button?

Membrain

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.

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GTM 155: How to Build a GTM Motion from Scratch — Using AI, Community, and Data as a Moat | Erica Anderman

Sales Hacker Training

The GTMnow Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Erica Anderman is the co-founder and COO of Foodini, an AI-powered platform solving food allergy and dietary transparency through data infrastructure. With over 15 years of go-to-market experience across foodtech and vertical SaaS, Erica has led revenue at companies like Slice, Seated, and Odeko, and held roles across sales, customer success, partnerships, and RevOps.

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The Ultimate Guide to AI Role Play for Sales Enablement & Coaching

SalesHood

Discover how AI role play transforms sales training, boosts rep confidence, speeds up ramping and increases quota attainment. Learn how SalesHood’s AI delivers real impact.

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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.