Trending Articles

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New Data: The Top 5 Unacceptable Sales Performance Findings

Understanding the Sales Force

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey. I was hoping to see statistics about actual compensation but there wasn’t much substance in the area of compensation.

Data 227
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Top 10 Sales Skills for Finding & Building Relationships

Anthony Cole Training

Todays buyer is more sophisticated and has access to all the information they need at their fingertips, so how do your salespeople differentiate? They must have the skills to ask the right questions, listen to understand, position their value, and help a prospect self-discover the solution that makes sense. This is very different than selling in the past when the seller controlled the information and buying process.

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CROs: Stop Chasing Clicks—Start Building Connections

No More Cold Calling

Revenue leaders must prioritize relationships over digital shortcuts to drive real revenue growth. Digital isnt a sales strategy. Hope isnt a strategy. Marketing isnt a strategy. A sales strategy isnt about tools or trendsits about how your company attracts and serves customers. Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems.

Referrals 207
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Finding leads: Look in your CRM

Sales 2.0

I am working on a new sales project and I am sharing what is happening, hoping that it may help you in your selling. Ive gotten to the point in this project where I need to start building a list of prospects. I need some quick wins in this project, so Im looking for ways to leverage companies my client has spoken to before. To find these types of companies Ive been fishing around in my clients CRM.

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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 5 Million Cold Calls Reveal About Selling in 2025

Sales and Marketing Management

While technology transforms how we work, human connection drives results. Organizations that build cultures around meaningful conversations supported by smart automation will thrive. The post What 5 Million Cold Calls Reveal About Selling in 2025 appeared first on Sales & Marketing Management.

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Best Outbound Call Tracking Software for Sales Teams

Zoominfo

Sales teams thrive on the energy of effective outreach, but managing outbound calls at scale requires a lot more than just smiling and dialing. Outbound sales call tracking software enhances your sales team’s efficiency by automating call logging, providing real-time analytics, and integrating with customer relationship management (CRM) systems.

Outbound 130
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Turning Uncertainty into Predictability: Driving Consistency and Growth

SBI Growth

In the fast paced world of private equity, predictability is one of the most critical attributes a CRO can cultivate. In this episode of the GTM Value Creation Corner Podcast , JD Miller, author of The CROs Guide to Winning in Private Equity , joins Tony Erickson, SBI Managing Partner, to explain that predictability is vital to hit revenue targets and guide stakeholders through the journey.

Revenue 156
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Closed Vs. Open AI: Understanding the Difference for Sales Teams with Stephanie Downs

The Center for Sales Strategy

In this episode, were discussing the key differences between closed and open AI tools. Well also break down how Sales Accelerator AI, CSS own closed AI system, is designed to address the unique challenges salespeople regularly face.

Closing 95
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5 Questions Every CMO Needs to Ask (and Answer) In 2025

Sales and Marketing Management

Chief marketing officers are increasingly accountable for revenue, both direct and indirect. Here are five important questions they need to ask. The post 5 Questions Every CMO Needs to Ask (and Answer) In 2025 appeared first on Sales & Marketing Management.

Account 156
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AI in Marketing & Sales: Today’s Tools, Tomorrow’s Potential

Speaker: Kevin Burke

AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.

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Buyers Are Getting Better, Are Sellers?

Partners in Excellence

I’ve been a huge fan of Hank Barne’s research on buying and buyer regret. Over years, he showed increasing frustration in buying teams, resulting in regret. The primary observations had been frustration over the buying process, less with solution selection. In Hank’s latest research he reports that buyers are getting better in navigating their buying process.

Buyer 86
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B2B Event Marketing Strategy: How to Build a Winning Go-to-Market Plan 

Zoominfo

Alright, lets get one thing straight: events are back. After spending several years on the digital hamster wheel, professional audiences are once again embracing in-person events. But just because were all back in the conference halls doesnt mean we should forget the hard-earned lessons from our COVID-era virtual transformation. After 18 years in B2B marketing, Ive seen this song and dance before.

B2B 130
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Navigating a Successful Teaching or Business Career: Tips and Strategies

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Navigating a Successful Teaching or Business Career: Tips and Strategies All careers and business endeavors require the commitment to learning, testing, revision, and trying again. Upon realizing some success mid-career, its wise for most of us to teach those entering our profession the better methods for proceeding so they may also witness growth ahead.

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Podcast - Sales Trends and Strategies for 2025 with Mike Stokes

Membrain

In today's episode of The Art & Science of Complex Sales, we're thrilled to welcome Mike Stokes the Founder of Indicator. With a strong connection to sales leaders in New Zealand and Australia, Mike will share insights from the 10th annual Mood of the Sales Leader Survey, offering practical advice and real-world examples to navigate economic shifts and technological advancements.

Trends 72
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Campaigns that Click: Practical Personalization Strategies to Boost ROI

Speaker: Jennifer Hodroge, Omni-Channel Strategic Leader, Forrester CX Certified

Marketers know that personalization is the key to engagement—but with limited budgets and time, how do you prioritize what, where, and how to personalize? Aligning your content, campaigns, and buyer experiences requires a deep understanding of customer needs. In this new webinar with expert Jennifer Hodroge, we’ll explore how to leverage insights and customer journey mapping to build personalization strategies that deliver real impact.

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Why GenAI for Sales Training Is a Game Changer for Enablement

Allego

Sales training has never been more criticalor more challenging. Markets shift overnight, competitors launch new products in a flash, and buyer expectations evolve at breakneck speed. Without the right knowledge and messaging, your sales team wont just struggletheyll lose deals before they even begin. To keep up, sales enablement teams need a faster, more agile approach to trainingone that ensures reps are always equipped with the latest insights, strategies, and skills.

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How To Fundraise in The Toughest Market in Two Decades (i.e., Relationship Selling 101).

Sales Hacker

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.

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Can Today’s Leadership Crisis Be Fixed With Better Training?

SalesFuel

Are you about to be confronted by a leadership crisis? Too many business owners havent planned sufficiently for who will fill key positions in the next few years. To avoid operational interruption because of staffing changes, business owners must plan ahead. Hiring great people who can eventually move into leadership roles is a huge concern. Both large and small companies struggle with this issue.

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Connecting the Dots Brings Us to More Robust Growth

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Connecting the Dots Brings Us to More Robust Growth Thank goodness yesterdays calamity is over, but the messaging and content I received reinforced my idea that our unique style will lead us to better times. Committing to our style and thought will also help to build our brand on the back end as we trudge through the murky path and climb the hill of uncertainty.

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Signal-Based Selling: How to Leverage 4 Key Buying Signals

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.

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Win Rates 101

Membrain

There is so much conversation about win rates. But in those conversations, theres a lot of misunderstanding. What we measure, how we measure it, varies tremendously. Some measure win rate from very first contact. Some measure it from the moment of qualification. Some measure it on a $ basis, some on a deal basis. Some measure win rates within live deals, some look at past deals.

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How I Booked 10 Sales Meetings in My 3rd Month as an SDR (and How You Can Too)

Allego

Three months into my new role as a sales development representative (SDR), I hit a milestone: 10 booked sales meetings in a single month. For a new SDR, thats huge. Its the difference between struggling to find your rhythm and finally feeling like you belong in the role. But heres the truth: It didnt happen by accident. It wasnt luck. And it definitely wasnt easy.

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How is AI Transforming Sales Leadership and Performance? (video)

Pipeliner

The Impact of AI on Sales Leadership: Expert Insights and Actionable Strategies In a recent episode, John Golden sat down with Matt McDarby , a seasoned sales leader and the founder of United Sales Resources, to discuss the transformative impact of artificial intelligence (AI) on sales leadership and performance. This comprehensive blog post delves into their conversation’s key themes and insights.

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How Does A Simple Checklist Boost Your Sales Outreach?

SalesFuel

Getting your sales outreach to cut through the constant stream of messages is a challenge. Buyers are faced with emails and calls and DMs constantly. To stand out, businesses need to refine their approach to outreach. It goes beyond just picking up the phone or hitting send on an email. Effective outreach is all about building and nurturing meaningful connections.

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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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Why Salespeople are Afraid to Ask for the Sale

Sales Gravy

On the surface, youd think that selling and asking go hand in hand. In reality, salespeople at all experience levels often hesitate, tiptoe around, or dodge direct closes because theyre afraid of rejection, worried about coming across as pushy, or insecure about asking. On this episode of theSales Gravy Podcast, Jeb Blount explores why salespeople fear asking for the sale and what to do about it with author and Sales Gravy University instructor, Tony Morris Every salesperson starts somewhere.

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Social Interactions Improve with Teamwork for Growth

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Social Interactions Improve with Teamwork for Growth We learn the most from poor experiences as they guide us toward better behaviors and strategies for moving forward. But sadly, not everyone learns the lesson. With Valentine’s Day upon us and possible parties ahead, our blog offers ideas on ‘Social interactions improve with teamwork for growth.’ Social Interactions Improve with Teamwork Image by Deeezy, Pixabay T

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How to Turn Average Sellers into Top Performers (Ep152)

Alice Heiman

Every CEO wants a team of top-performing sellersbut is it actually possible? Sales expert Tania Doub reveals why most sales teams struggle and how to fix it. Discover the key framework that helps sellers gain confidence, build momentum, and consistently exceed quotas. If you’re ready to transform your sales team, this episode is a must-listen.

How To 62
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Before You Write That Email

Predictable Revenue

Most cold emails dont fail because of bad writing. They fail before theyre even created. Wrong audience. Weak timing. Poor deliverability. The post Before You Write That Email appeared first on Predictable Revenue.

Revenue 62
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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.

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Website Popups for Your B2B Business: Tips and Examples

Nutshell

Website popups have become a staple for B2B digital marketing teams, delivering opportunities for businesses to capture visitor attention, generate leads, and drive audience engagement. These interactive elements appear on your visitors’ screens, prompting them with information, offers, and more. They have proven to be an effective marketing tool in the B2B environment.

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The Greatest Advantages of Building an In-House Marketing Team

Pipeliner

In the latest episode of the Expert Insight Interview, host John Golden engages in a thought-provoking conversation with Kasper , a marketing visionary based in Copenhagen, Denmark. Kasper is the founder of a company that helps brands build in-house marketing capabilities and the author of the bestselling book “Moving In-House.” This episode delves into the transformative potential of in-house marketing and its numerous advantages over traditional agency reliance.

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Manage Smarter 272 — Sales Prospecting with Integrity: Mark Hunter's Approach

SalesFuel

Mark Hunter is a renowned expert in the field of sales, known for his extensive experience and insightful perspectives on sales strategies and mindset. With over 15 years in sales and marketing divisions of three Fortune 200 companies, Mark has led significant projects, including the creation of a new 200-member sales force. He is the author of several influential books, including 'High-Profit Prospecting,' 'High-Profit Selling,' and 'A Mind for Sales.

Hiring 52