This site uses cookies to improve your experience. To help us insure we adhere to various privacy regulations, please select your country/region of residence. If you do not select a country, we will assume you are from the United States. Select your Cookie Settings or view our Privacy Policy and Terms of Use.
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Used for the proper function of the website
Used for monitoring website traffic and interactions
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Strictly Necessary: Used for the proper function of the website
Performance/Analytics: Used for monitoring website traffic and interactions
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.
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.
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?
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.
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.
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.
Here's a scenario that'll hit close to home: What do you do when you were crushing your numbers just months ago, but now you can't seem to close anything and your confidence is in the gutter? That's exactly what happened to Dhruv, a business development rep from Saint Louis. After figuring out his rhythm in Q1 and hitting strong performance numbers, he found himself in a two-month slump with low attainment and shattered confidence.
Here's a scenario that'll hit close to home: What do you do when you were crushing your numbers just months ago, but now you can't seem to close anything and your confidence is in the gutter? That's exactly what happened to Dhruv, a business development rep from Saint Louis. After figuring out his rhythm in Q1 and hitting strong performance numbers, he found himself in a two-month slump with low attainment and shattered confidence.
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
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.
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.
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?
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.
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.
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.
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.
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.
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.
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.
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.
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!
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
We organize all of the trending information in your field so you don't have to. Join 283,000+ users and stay up to date on the latest articles your peers are reading.
You know about us, now we want to get to know you!
Let's personalize your content
Let's get even more personalized
We recognize your account from another site in our network, please click 'Send Email' below to continue with verifying your account and setting a password.
Let's personalize your content