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
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
Not all sales shortcuts are created equal. Some, like scheduling follow-up emails or creating a repeatable framework for researching prospects, streamline your day without harming the quality of your work. Others save you time but damage your results meaning youll ultimately be less productive for using them. As the expression goes, If you dont have time to do it right, you wont have time to do it again.
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.
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.
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.
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.
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.
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.
Last month on the Revenue Builders Podcast, our guests shared experiences in revenue leadership and what they've learned about how to prove your worth as a leader and secure the best possible outcomes for your team. We had several must-listen episodes for go-to-market leaders this weekfrom leveraging data to enhance team performance, to managing top-tier talent programs, to helping your teams build and close high-value pipeline, March brought some heavy hitters.
If youre not pricing correctly, youre driving customers away. In an uncertain economy, your pricing strategy has a greater impact on revenue retention than traditional churn strategies. SaaS companies have started to take notice with 94% updating pricing every year and almost 40% tweaking pricing every quarter. In 2025, the real pricing opportunity is therefore not related to the frequency of pricing changes, but the pricing approach you employ.
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.
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.
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.
Like the rest of us, sales managers and their teams are creatures of habit. In many ways, their routines and schedules are influenced by their environment, and change can be frustrating. With so many sales teams currently working remotely, managers need to be mindful of how such changes affect the day-to-day activities that keep their teams productive, such as offering praise and using technology.
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
Meeting a quota can be a struggle for every seller at times in their career. The sales landscape has evolved significantly, with buyers now seeking personalized solutions. Sales cycles are taking longer, and tech advancements have reshaped the sales process. Recent research from Xactly confirms that todays sellers are definitely struggling. 87% of sales teams say they are struggling to meet or exceed quotas.
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.
In a talk with John Golden, sales expert Geoffrey M. Reid talked about something importantwhy schools should teach real sales skills. Reid wrote a book called The Revenue Catalyst: Mastering the Art of Sales. In this talk, he explains why sales should be taught like other school subjects, such as math or marketing. Schools Teach MarketingNot Sales John Golden started the talk by saying many schools teach marketing, but not sales.
Photo by Kazuma0074 via Pixabay Attract the Right Job or Clientele: Be the Gardener of Your Future to Enjoy Growth Its vital to understand that we are each unique beings and are to express ourselves uniquely. Unless we own who we are and what we stand for, our crop of possibilities will ultimately die on us. Picking out the elements that may be harmful while carefully grooming those that can be beneficial is vital for healthy growth.
As a sales rep, you can read all the sales books and blogs, watch all the instructional videos, and become something of a minor theoretical knowledge expert. And while this is both valuable and helpful, what will likely make the biggest impact in your sales career is receiving expert sales coaching. Why? Because expert sales coaching takes concepts and applies them to real-world scenarios, so you can clearly see the what and how of doing things more effectively.
I hope that you will find this interesting! I have always been a strong believer in doing research prior to engaging with a client or prospect. Im looking to get a better feel for them professionally and personally. Im also looking for commonalities and talking points. Traditionally, I have compiled this information by visiting their social profiles as well as their websites.
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.
Even the most talented SDRs will struggle under poor leadership. It’s a hard truthand one that many new SDR leaders come to realize after some trial and error. Ive seen this play out firsthand. Ive also led teams that not only met their goals but consistently exceeded them. That kind of sustained success doesnt come from micromanaging or obsessing over activity metrics.
In todays world, people are more careful about who they trust. This is true in sales and coaching too. In a podcast with John Golden, coach Joanna Lott shared great advice on how to build real trust with clients. Joanna is a certified coach. She helps other coaches find clients by being honestnot by using tricks or hype. Why Trust Is Hard Today John said many people dont trust salespeople.
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.
In todays fast-moving retail world, keeping up with the latest tech isnt just an advantage, its a necessity. One of the biggest game-changers right now? Image recognition (IR) for retail execution. Not long ago, Image Recognition felt like something out of a sci-fi movietoo pricey, too experimental, and only realistic for big brands with massive budgets.
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.
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.
Being a managing partner isnt just about having a leadership title it means balancing ownership, strategy, and daily operations in a way that directly shapes the success of a business. And in partnerships and LLCs, where leadership structures differ from traditional corporate models, this role is even more critical. While writing this blog post, I spoke with plenty of managing partners who never planned on becoming one it just happened.
Most founders dream of building a billion-dollar companybut what happens when you actually get there? Amanda Kahlow, founder of 6sense, reached unicorn status with her company valued at $5.2B. Then, she made the bold decision to step away. In this deeply personal episode, Amanda opens up about what drove that decision, her years-long journey through IVF and adoption, and how motherhood reshaped her view of leadership, success, and purpose.
By embedding reasoning practice in daily tasks and broadening skills exposure, marketing teams can enhance their ability to navigate the complexities of modern marketing, ensuring they remain competitive and innovative in an AI-driven world. The post Cultivating Critical Reasoning: Empowering Marketers in the AI Era appeared first on Sales & Marketing Management.
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.
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
Photo by Geralt, via Pixabay Attract the Right Job or Clientele: Maximize Social Media to the Fullest for Career and Business Growth Using LinkedIn as one prime example, many posts of varying types are available to us to advance our endeavors. Examples include charts, videos, and advice from leaders in varying industries, all of which contribute to giving our best.
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.
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.
156 
Let's personalize your content