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As we kick off a new year, many organizations are rolling out updates to their sales process. The changes are introduced to team members at sales kickoffs (SKOs), localized events, and one-on-one check-ins to reinforce the importance of adhering to the newly established sales process. The new system is operationalized and then placed on a shelf, often left untouched until sales process refinement begins again at the end of the year.
Go-to-market teams that adopt AI-powered sales automation can reap major benefits: research shows they spend more time with customers, drive higher customer satisfaction, and most importantly, boost sales by up to 10%. But savvy sales leaders know that AI isnt a magic wand that can close deals for you. Instead, using AI effectively is about finding new opportunities and building deeper relationships, which ultimately lead to faster conversions.
For todays sales teams, data and signals are the foundation for smarter strategies, better decisions, and consistent growth. But the sheer volume of information available paired with a growing number of outreach channels and tools mean that the real power lies in drawing insights from that pile of data. Sales analytics software is the key tool that turns the massive volumes of data in CRMs, data platforms, martech tools, and other key sources into clear, actionable insights that empower teams
Most sales managers spend less than 10% of their time coaching their people, and only one-third coach their people on a weekly basis. Yet, the coaching competency is the most critical part of a sales manager's responsibilities. It is also the most difficult skill set to learn and master. And remember, not all coaching is effective. The very skill of coaching is a fine art, and the ability to be consultative in nature adds complexity.
As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals. This is where signal-based selling comes into play. ZoomInfo CEO Henry Schuck recently broke down specific ways to put four key buying signals into action with the experts from 30 Minutes to President’s Club.
With a unique skill set different from placing solutions the sell side its possible to not only accelerate a buying decision but find high probability prospects on the first call. The post Does Selling Cause Buying? appeared first on Sales & Marketing Management.
The sales kickoff is often one of the biggest investments of the year. The event not only requires budget, it also takes a large share of resources in terms of time and commitment from your go-to-market and enablement teams. That also means our focus is largely on planning and executing the event - but what happens after the SKO? As your teams wrap up the event and start focusing on revenue-driving activities, do you have a plan to ensure that you can drive clear return for this investment in a
The sales kickoff is often one of the biggest investments of the year. The event not only requires budget, it also takes a large share of resources in terms of time and commitment from your go-to-market and enablement teams. That also means our focus is largely on planning and executing the event - but what happens after the SKO? As your teams wrap up the event and start focusing on revenue-driving activities, do you have a plan to ensure that you can drive clear return for this investment in a
Listening is not merely a skill but a superpower that sets incredible salespeople apart. It builds trust, uncovers needs, and fosters meaningful connections that drive results.
As the new year begins, commercial organizations often see an opportunity to reset and optimize. But for many teams, this well-intentioned effort leads to a slow start. Sweeping changes to commercial technology and data processes can leave sellers overwhelmed and distracted, taking up valuable time that could be spent selling. Fast starters , however, take a different approach, by prioritizing productivity and immediate impact over compliance and lengthy ramp-up.
With 70% of salespeople lacking formal training, a sales enablement platform that includes comprehensive, cutting-edge training is a necessity. The post 3 Seismic Shifts Impacting and Improving Sales Training appeared first on Sales & Marketing Management.
Anyone entering into selling immediately sees the obsession we have with numbers. We are focused on hitting our revenue goals, not just by the end of the year, but quarterly and monthly. Recognizing revenue is a trailing metric, we become obsessed with things that tell us whether we will achieve those goals. We become obsessed with forecasts, pipelines, and their health.
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!
The world of B2B sales and marketing is at an inflection point. Traditional go-to-market (GTM) strategies, which rely on fragmented systems, are struggling to keep up with the demands of an increasingly competitive, fast-paced market. Companies spend billions of dollars annually on GTM efforts, yet many still fail to achieve their growth targets. Why?
Many people think of quitting when they face seemingly insurmountable setbacks. Worse, for some, a life-altering dilemma can threaten their futures. But no matter the route of our life journey, a strong mindset dedicated to overcoming obstacles , including injuries, can lead us down a path we never envisionedand all for the better! Good Health and A Positive Mindset We cannot allow the negativity of others to enter our mindset.
Previously this season , we explored how AI is transforming the world of sales coaching. Today, in this episode, were diving a bit deeper into that topic by chatting with two incredible guests from the AI coaching platform, Yoodli.
With 80% of sales interactions between suppliers and buyers predicted to be digital by the end of this year, digital sales rooms are a must-have component of a go-to-market strategy. The post Enablements Newest Trend: Digital Sales Rooms appeared first on Sales & Marketing Management.
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.
Leadership is a continuous journey of self-awareness, connection, and growth. By cultivating courage, emotional intelligence, and authenticity, leaders can navigate challenges effectively and inspire their teams to reach new heights. Through active listening, thoughtful decision-making, and a focus on personal and collective improvement, leaders create environments where individuals and teams can thrive.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Verify Upfront that Offers Meet Expectations for Business Growth Occasionally, surprising and exciting offers come our way, but the question becomes, Is the offer valid? Its critical to do our research, including asking those we know if they are familiar with the person behind the offer.
In this episode, were taking a look at how AI is supercharging CRMs and, specifically, exploring how HubSpot is transforming the way businesses manage customer relationships, sales processes, and marketing campaigns.
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
Sales tech stacks are improving onboarding, enhancing customer relationship management, accelerating time to sale, and fueling better customer service post-sale. But it's still your people who control most of the power to boost revenue. The post Hows Your Sales Enablement Strategy Working? appeared first on Sales & Marketing Management.
Imagine you are renting a new apartment. The process begins with finding a place that meets your needs and agreeing with the landlord on rent, rules, and terms. Once youre both satisfied, you sign the lease agreement, formalizing the deal. Over time, youll ensure you pay rent on time and follow the terms laid out in the lease. When the contract nears its end, youll decide whether to renew it, renegotiate terms, or move out.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Goals Succeed Best with Strategies Included for Growth Upon beginning a new career, people are proud of quickly setting goals to achieve and move onward. However, they dont realize that goals succeed best with strategies included for growth. Otherwise, setting goals is commonplace with little achieved because meaning is typically omitted. _ Goals Succeed Best with Strategies Included Image Geralt, Pixabay Goals Depend Upon Commitmen
Every marketing team should clearly understand whether its efforts are yielding results. However, many marketing departments struggle to define their key performance indicators (KPIs) or establish effective analytics tracking, which can make their marketing reports less useful. Today, its essential for marketing teams to know how their efforts translate into revenue.
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!
I’m relieved to learn that all we need to do to be successful in 2025 is to become hyper-efficient! We still have 11 months to go, imagine how much we can accomplish. OK, OK, you know how deeply my tongue is planted in my cheek. For close to two decades, we’ve been driven by a scaling philosophy, stated differently, a volume, velocity approach to selling.
Embracing integrated campaigns and committing to continuous skills development are two advanced strategies that can significantly enhance outcomes. The post Advanced Strategies for B2B Marketing: Integrated Campaigns and Continuous Skills Development appeared first on Sales & Marketing Management.
A pricing strategy is a structured approach that businesses use to determine the price they charge for their products or services. It involves analyzing various factors, including market demand, competition, production costs, and perceived value, to strike a balance between profitability and customer satisfaction. A well-thought-out pricing strategy not only ensures that a business remains competitive but also contributes significantly to its long-term growth and sustainability.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: How to Improve Your Companys Productivity and Growth A lack of efficiency can lead to your firms downfall. Unfortunately, although many companies strive to hire and retain productive employees who produce significant work, studies show that employees are only productive for 2 hours and 23 minutes of their entire workday.
Sales and marketing leaders have reached a tipping point when it comes to using intent data — and they’re not looking back. More than half of all B2B marketers are already using intent data to increase sales, and Gartner predicts this figure will grow to 70 percent. The reason is clear: intent can provide you with massive amounts of data that reveal sales opportunities earlier than ever before.
Sales enablement has undergone a seismic shift in recent years. This is driven largely by the rise of several sales enablement trends, such as AI and the demand for personalized learning. Furthermore, as buyers increasingly favor self-directed, digital-first journeys, sales teams must navigate heightened complexity in order to remain effective. Sales leaders already acknowledge this.
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.
Overly complex sales tech stacks have sales reps frustrated and feeling like they never have time to do their actual job. Here are ways to fix that problem. The post Too Much Technology Can Drag Down Performance appeared first on Sales & Marketing Management.
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