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Despite writing about sales process quite frequently over the years, this article will take a very different approach. Let’s define a couple of terms: Sales Process – a series of 4-6 stages, each with 5-10 milestones, that provide salespeople with a repeatable framework for sales success. Sales Methodology – a repeatable approach that guides salespeople to have quality conversations that move the sales process forward from milestone to milestone and from stage to stage.
AI is a leading topic in almost every industry publication these days from Forbes to Insurance Journal to the American Bankers Association. As it should be, since it is revolutionizing most job functions, including sales and business development. AI is another tool that offers many benefits for salespeople, and staying informed as AI is evolving will be important.
Top sales teams win with referrals. Are you keeping up? As Q1 comes to a close, CROs face a critical inflection point. The foundation you lay now will determine whether your teams spend the rest of the year scrambling to fill pipeline gaps or confidently closing high-value deals. Without a referral-first mindset, pipeline uncertainty loomsleading to missed targets, longer sales cycles, missed quotas, and end-of-year panic.
Sales enablement has boomed. The State of Sales Enablement Report for 2023 found that the number of businesses with a dedicated sales enablement team has grown to 90%, up from 75% in 2022. The Growing Role of Sales Enablement Sales enablement is a catch-all term applied to any practice that attempts to increase sales productivity. Its not uncommon to find sales enablement departments responsible for a plethora of disciplines such as strategy, sales processes, analytics and reporting, lead genera
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.
Throughout my career guiding B2B teams through data transformations, I’ve identified a recurring challenge: despite investing millions in sophisticated data tools, companies maintain operational silos that severely limit their return on investment. My colleague Ali Z. Syed recently highlighted this problem through the lens of Systems Thinking an approach that examines how components interact within a complex whole.
Last week I wrote this important article about how you can use sales process to increase revenue by 28%. The article was incomplete because while it discussed which category of sales process you had, what a proper sales process must include, the importance of a predictive sales scorecard, and the benefits of both, it did not include anything about governance.
Last week I wrote this important article about how you can use sales process to increase revenue by 28%. The article was incomplete because while it discussed which category of sales process you had, what a proper sales process must include, the importance of a predictive sales scorecard, and the benefits of both, it did not include anything about governance.
In this episode, sales expert Geoffrey M. Reid author of The Revenue Catalyst joins John Golden to explore why structured sales education is missing from most universities and why that needs to change. Reid explains how the lack of proper training leaves many graduates unprepared, and how schools can close the gap by bringing real-world sales experience into the classroom.
Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies.
For today's B2B tech firms, the path to rapid growth and repeatable revenue means advancing through stages and change. Each transformation story is different, but most boil down to three keys for success: choosing the right strategy or partner, applying the new methodology within daily rhythms, and ensuring long-term adoption. When Patra, an insurance-tech provider, crossed the $100M in ARR benchmark, their leadership launched a partnership with Force Management to elevate their go-to-market app
Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling. Below are the key insights from our conversation on why coaching matters, how it boosts sales and culture, and what leaders should do right now to make it happen.
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.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Know Your Prospects Well for Sales and Business Growth Many approaches and specific strategies exist for most endeavors, including attempting to sell. However, if the business is not where we want it to be, its wise to take a step back to consider what we may do differently. And since the starting point is speaking with our prospects, it is wise to dig deep to uncover what we may be missing in our approach, conversations, and attemp
Introducing Nimble Email Marketing! From personalized campaigns to large-scale outreach, Nimble empowers you to build relationships and drive growthall within one intuitive platform. With this brand-new feature, you can send unlimited emails, create stunning campaigns using a drag-and-drop editor or The post Introducing Nimble Email Marketing: Drive Engagement and Fuel Growth appeared first on Nimble Blog.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Hayden Stafford is the President and Chief Revenue Officer (CRO) at Seismic, where he oversees the global go-to-market (GTM) organization, including pre-sales, sales, customer success, services, partners, and more. Prior to joining Seismic, he served as President of Global Field Operations at Pegasystems.
I was listening to my friend Matt Heinz. He said something obvious, yet profound, “Every day there is an excuse.” There has always been and will continue to be any number of reasons to make excuses. We’ve seen the rapid change, disruption create new reasons for excuses. This week, we see global economic turmoil. And then there is always AI.
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.
By teaching new sales hires to facilitate the buy side first its possible to close more by helping prospects take the right steps more quickly. The post Sales Onboarding Overlooks the Buy Side appeared first on Sales & Marketing Management.
Photo via Geralt via Pixabay Attract the Right Job or Clientele: Do You Play Games with Prospects for Business Growth? Most topics have related pluses and minuses attached; our duty is to decide which will add to our brand integrity and authority. Everything we do projects our underlying thoughts and empowers the decision to join forces and work with us, whether as a client or collaboratively.
Zoom meetings can be an essential part of any teams sales, customer onboarding or ongoing account management processes. By integrating Zoom with Nutshell , your team can log Zoom calls as activities for better tracking and reporting and save notes about each meeting to keep everyone in the loop and improve the customer journey. Now you can also leverage AI to quickly summarize and transcribe your Zoom calls, just as you can with click-to-call conversations using the AI-powered click-to-call feat
We are coming off of a week that can only be described as a stock market bloodbathamping up uncertainty and making selling even harder. As the new tariffs imposed by the US government were announced, kicking off what is expected to devolve into a global trade war, the Dow Jones plunged by over 2,200 points, the S&P 500 lost more than 10%, the Nasdaq entered into a bear market and more than $6.6 trillion dollars were wiped from the US stock market in two days.
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.
Im not sure theres any activity more closely associated with sales than cold calling. It can be the trial by fire that preps SDRs for a career in the field, the day-to-day responsibility that keeps reps diligent and engaged, and the basis for a ton of sales org's prospecting infrastructures. Its been a staple of several salespeoples professional lives one that can be every bit as obnoxious as it is essential.
Sabina Nawaz is an executive coach and former Microsoft manager whose new book, Youre the Boss, provides insights on a wide range of challenges, traps and best practices for new managers and veterans alike. The post Become the Manager You Want to Be and Others Need appeared first on Sales & Marketing Management.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Stressful Times Require Planning for Better Outcomes Whether we are dealing with career or business turbulence, no one person knows and understands all the issues underlying the upset. Sadly, sleepless nights affect many, with concern over how to move past the present at hand. Currently, we are experiencing a severe downturn in the financial markets, affecting our endeavors on multiple levels.
Closing sales deals is harder than ever. Youve prospected, pitched, and followed up relentlesslyonly to watch the deal stall or disappear. Sound familiar? Youre not alone. While 42% of sales pros say prospecting is the hardest part of their job, a close second36%struggle most with closing itself, according to HubSpot. And in todays B2B landscape, where it takes on average 62 touches across at least three channels to seal a deal, its no surprise that sales close rates hover around just 29%. 36
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.
Key Takeaways Traditional sales role play often feels forced and anxiety-inducing, limiting a reps ability to build genuine sales confidence. AI-driven simulations provide judgment-free, personalized feedback, helping managers improve skills without peer scrutiny. Traditional onboarding can take up to 26 weeks at the executive level; AI role-play cuts this time dramatically.
Cold Calling vs. Intent-Based Selling: Which Strategy Drives B2B Results? Beyond traditional sales debates lies a critical decision for revenue teams: should you focus on broad cold outreach or targeted intent-based strategies? Companies implementing the right approach for their market see conversion rates soar by 30% while shrinking sales cycles by 25%.
Humanizing your email outreach means more than personalizing the recipients name; its about creating a sense of presence. Video emails get noticed. The post Why Your Prospects Have Gone Silent and How to Reclaim Engagement appeared first on Sales & Marketing Management.
Alls fair in love and warand sales. At the end of the day, what really matters is whether the deal closed or if you were left holding the bag. Did you make quota this quarter? Did you crush your numbers? Or did you fall short? If you missed quota, chances are you played it too safe. You followed the so-called 'best practices'the ones that average reps cling to.
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.
Traditional training often leaves insurance agents unprepared for real objections and unaware of real-time compliance risks. Thats where sales coaching in insurance needs a shiftfrom static modules to smarter, scenario-based learning. AI video roleplay is transforming the way agents learn, offering a realistic practice that builds trust, sharpens advice delivery, and ensures regulatory alignment.
Weve all seen the headlines. AI isnt just emerging; its here and taking over nearly every aspect of our livesand business. Smart leaders understand the impetus to integrate this transformative technology into all of their teams, processes, and systems. On top of that, they know AI has a particular power when it comes to sales: a whopping 97% of sales leaders understand that AI-powered tools can help their teams perform at the highest level.
Managing an agency involves juggling multiple simultaneous processes to optimize client acquisition and retention, all while making sure you deliver the best service possible. Growing agencies with minimal staff cant afford to not take advantage of software tools to keep up with daily demands. Whatever your agency specializes in, there is a core list of digital agency software you need to use to maximize your potential to attract and retain clients, communicate across teams, and deliver successf
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