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How a family history of womens leadership and legacy shaped my career path and paved the way for future generations This Womens History Month, Ive spent a lot of time reflecting on generational strengthhow the most influential women in my childhood (my family members) helped to shape the woman I would become, the two women I would later raise, and the granddaughters I am watching become women now.
There are several components to being a good sales coach. Often, sales coaches do not understand the difference between holding people accountable to the sales activities (e.g. the numbers like prospecting dials) versus technique mastery (or how the activities are being executed). Here, you will focus on the technique of consistent sales coaching, not on holding people accountable to their numbers.
Bob is Back in the news! It’s hard for me to believe, but I haven’t written about Bob in more than two years. If you want to catch up on the Bob Chronicles, you can find the previous eight installments here. Bob was more excited than I had ever heard him. He shared that he sent out a proposal for well over $1 million and was prepared to begin negotiations.
Imagine that one of your top sales reps spends weeks courting a promising prospect, only to discover at the 11th hour that its actually a subsidiary of your largest customer. What shouldve been a smooth upsell turned into wasted effort time you could have spent on an expansion play that was actually effective. Its hard to stomach, but scenarios like this play out every single day.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
It’s a recurring theme, rather crisis. In the past, I’ve tended to dismiss this as an issue. There have been so many outstanding books. There are endless tools/technologies to help us. Endless hints/tips, expert advice. I didn’t realize how constant this challenge is. But the issue persists! It’s an issue with everyone, from individual contributors to top leaders.
Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. Hes already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality. Below are the key insights from our conversation, along with practical strategies to multiply your lead count and build a system that secures face-to-face meetings with the right buyers.
Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. Hes already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality. Below are the key insights from our conversation, along with practical strategies to multiply your lead count and build a system that secures face-to-face meetings with the right buyers.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: 9 Ways to Empower Your Sales Team The sales team is the driving force behind a company’s success, but that can only happen if they have the time, space, and support they need to work at their highest level. In the right environment, a sales team can reach new heights and can do so consistently.
Accelerating Deal Velocity: Modernizing Your Sales Workflow The efficiency of your sales workflow directly impacts your company's revenue goals. While technology and best practices continue to evolve, many sales teams remain trapped in outdated processes that drastically slow their deal velocity.
Mastering sales fundamentals has become more crucial than ever for sales professionals. Whether you’re new to the field or looking to close more sales, online sales training offers a flexible and effective path to success. Through virtual instructor-led training, professionals can now master the intricate selling process without the hefty price tag of traditional programs.
High-tech sales have changed dramaticallyso has the role of content for sales. Buyers are more informed and selective, conducting independent research before engaging sales reps. No longer relying on sales reps for education, only 17% of B2B tech buyers rely on sales reps as a primary information source , according to Inbox Insight. Conversely, tech buyers prefer to conduct independent research, with 55% of B2B tech buyers consuming at least three pieces of content before engaging a sales rep.
Speaker: Alexa Acosta, Director of Growth Marketing & B2B Marketing Leader
Marketing is evolving at breakneck speed—new tools, AI-driven automation, and changing buyer behaviors are rewriting the playbook. With so many trends competing for attention, how do you cut through the noise and focus on what truly moves the needle? In this webinar, industry expert Alexa Acosta will break down the most impactful marketing trends shaping the industry today and how to turn them into real, revenue-generating strategies.
Great advice is everywhere, but most of it is fluff. In sales, you dont need clichsyou need real strategies that help you win more deals. Weve pulled together five of the biggest game-changing sales tips from the Sales Gravy Podcast so far this year. These are proven tactics from top sales pros who know what it takes to close deals, stay sharp, and dominate the competition.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Prospects Can Direct Us to A Better Path for Sales Long ago, salespeople were advised to generate many cold calls daily to find one or two interested parties. Realizing what AI may do today, the old style sounds ancient. Nevertheless, weighing the pros and cons of all current possibilities is critical to determining what will work best for each of us.
Four of the most powerful but least used words in business or human relationships are, “I made a mistake.” There are another three powerful words, “I was wrong.” They are tough words to say, but think of the impact they have in moving things forward, in building relationships/trust. In everything we do in selling (and business) there is always the possibility of making a mistake.
In 2024, out-of-home advertising campaigns drew more marketer dollars and consumer attention. Some of this growth was the result of using new tactics. The industry overall generated a 4.5% revenue increase over the previous year. And digital out-of-home (DOOH) jumped 7.5%. Total spending on the format amounted to $9.1 billion according to the Out of Home Advertising Association of America.
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.
In the latest episode of the podcast, host John Golden engages in a deep dive with Matthew Stafford , an experienced entrepreneur and managing partner of Build Growth Scale. The conversation revolves around effective strategies for scaling e-commerce brands and maximizing conversions in a highly competitive market. This blog post will summarize Matthew’s key insights and actionable advice, providing a comprehensive guide for e-commerce entrepreneurs looking to elevate their businesses.
Listen to The Modern Selling Podcast on the app of your choice! Are you ready to discover the unexpected key to prospecting success that even the most seasoned sales professionals may have overlooked? Brace yourself for a surprising revelation that will transform the way you approach sales engagements. Get ready to uncover the game-changing solution that’s been right under your nose this whole time.
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.
Historically, CEOs have treated enablement as a tactical function and support system for sellers rather than a strategic multiplier. Enablement is the backbone of revenue growth.
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.
Your companys capacity for self-sufficiency in dealing with client queries or problems displays your business acumen and saves people time. In turn, theyre more likely to promote your enterprise to others growing your brand and building its reputation. The post Self-Sufficient Selling appeared first on Sales & Marketing Management.
We all know about team selling, dont we? Assembling your firms human assets to increase the chances of winning big deals is a survival skill in the major account world. But in engaging your selling team as effectively as possible, never neglect to focus on one of enterprise sellings top challenges team buying! To understand the concept in the major accounts arena, think first about small and medium-sized businesses.
Corporate learning professionals know that the success of employee learning programs depends a lot on support from front-line managers. After all, managers are the ones who either encourage employees to learn and grow — or not — on a daily basis. It should be a wakeup call, then, to hear that employees believe their managers’ support for these learning efforts has fallen off in the past year.
Key Takeaways GTM operational excellence improves efficiency, aligns sales and marketing operations, and enables your teams to close complex deals faster. Companies with strong GTM enablement see 49% higher win rates on forecasted deals. Leveraging automation and predictive analytics provides your ops team with actionable insights, enabling them to manage customer relationships proactively and accelerate revenue growth.
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
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Adjusting SaaS pricing for local markets can maximize acquisition and revenue. Explore practical strategies and steps to implement pricing localization.
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Have you heard of negative reverse selling? When it comes to sales methodologies, this one doesnt seem to get as much attention. But it can be an impactful strategy. What is negative reverse selling? This methodology involves using reverse psychology to speed up the decision-making process. Instead of pushing hard for a sale, sellers acknowledge objections and non-committal responses.
Introduction Speed and accuracy are the two dominant factors that determine success in the contemporary high-stake business environment. Todays customers demand accurate and transparent pricing information as quickly as possible failing in which may lead to dissatisfied customers and lost opportunities. If you still rely on manual calculations to generate quotes , it may involve a lot of back-and-forth calculations and paperwork which may involve lots of errors and eventual correction.
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
George Foreman, gave us a masterclass in resilience, on never giving up. His pivots and comebacks from defeat were legendary. He was a force of nature and one of the greatest boxers, salesmen and personalities the world has ever known.His inspirational story matters to us because one of the most critical mental disciplines for sales professionals is resilience.
Last weekend, a strange man knocked at my front door. He introduced himself as a painter named Steve with a unique specialty: painting your home address on the curb in front of your house. But Steve wasnt looking for my business.
If youre looking to increase revenue without acquiring new customers, cross-selling is one of the best ways you can do that. Its all about offering complementary products or services so you can maximize every transactionall while improving the customer experience. Sounds like a win-win, right? Effective cross-selling helps customers find new products they genuinely need, so theyll leave more satisfied with your business and remain more loyal, too.
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