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Coaching of sales teams is usually done as needs arise. If a salesperson has a deal he needs to close, he may talk it through with his sales manager. Or if a salesperson has a specific problem submitting paperwork or with technology, coaching may take place. Of course, these items must be addressed. But ultimately, we must coach for sales success. We must coach bankers and advisors to go out and win more business.
67% of SaaS companies ignore value-based pricing , according to our latest 2024 State of SaaS report and research. They invest heavily in competitor-led or cost-plus pricing - and miss out on revenue opportunities as a result. From gaining a competitive advantage to strengthening unit economics, value-based pricing is a huge untapped growth lever. To pull it, you need to build an effective pricing strategy that aligns your company and business goals.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Harmony Anderson is an entrepreneurial marketing leader with deep expertise in building global GTM strategies at growth startups. She is currently the VP of Growth and Marketing at Superhuman, the most productive email app ever made for teams. She has also led high-performing teams at Armada, Engine, Outreach, and ThousandEyes.
Kyle, a field sales rep from British Columbia is struggling with a common prospecting challenge: how to consistently prospect when you're constantly on the move. Kyle's situation likely resonates with many of you in outside sales. He described his typical daystarting at job sites at 7:30 AM, running between appointments, sending proposals from his truck, and working from Starbucks in between meetings.
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.
My friend, Aaron Evans, posted something fascinating in LinkedIn. I find myself confused, perhaps more importantly, dismayed. Aaron, was showing a simple, direct prospecting email. His comment was, “Honest, funny, to the point, respectful and human.” While he responded “No,” he was impressed by the approach. A few things struck me and I commented on it: Why is honesty, respect, humor, being to the point and human so unusual that it makes this email standout.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: How to Improve Staff Engagement for Business Growth Sadly, many companies suffer from high employee turnover as engagement remains at all-time lows. Many companies have tried everything, including higher pay, better benefits, signing bonuses, tool/professional development allowances, inspirational events, better technology, and even new HRCMsall of which are supposed to (at least) make things easier on the HR team!
Photo by Geralt via Pixabay Attract the Right Job or Clientele: How to Improve Staff Engagement for Business Growth Sadly, many companies suffer from high employee turnover as engagement remains at all-time lows. Many companies have tried everything, including higher pay, better benefits, signing bonuses, tool/professional development allowances, inspirational events, better technology, and even new HRCMsall of which are supposed to (at least) make things easier on the HR team!
A foundational yet often overlooked element of successful selling is relationship building and rapport. In the latest episode of the Sales Readiness Podcast, Ray Makela, Managing Director of Talent at SBI, sits down with Ethan Radoff, Partner at SBI, to remind us that while modern sales teams invest heavily in technology, data, and automation, human connection is at the heart of every deal.
I call it the Heres what happens next process and it includes what you will do, when you will do it, and what the customer should expect. It is used both during the sale and after the sale. The easiest way to illustrate this is to give you a real life example. I spent the bulk of my latter career in the electric sign industry. After having been a selling partner in one company and the N.W.
Lets kill the myth: sales coaching isnt just for newbies or underperformers. Its for closers, leaders, and the ones who want moremore pipeline, more wins, more control over their career. If you're in sales, you need coaching. Period. This isnt feel-good fluff. Sales is a performance sport. Every high-performance athlete has a coach, and every inspiring performer has a mentor for a reason.
Managers make hiring mistakes more often than they want to admit. A bad hire isnt always a toxic employee. Sometimes, the new person turns out to be the wrong fit for the job and the company. Unfortunately, these bad hires cost money. Organizations can drastically reduce hiring costs and mistakes by using assessments. The Pressure to Hire Despite more candidates being available in the labor market, employers report challenging conditions as they search for the right hire.
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.
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Your sales funnel is a dynamic system that requires consistent attention and refinement. Here are some effective steps for building a B2B sales funnel that converts cold leads into loyal customers. The post How to Build a B2B Sales Funnel That Converts Cold Leads into Loyal Customers appeared first on Sales & Marketing Management.
The next interview hosted by John Golden talked with Shell Mendelson. Shell is a career coach with over 30 years of experience. She helps adults with ADHD find work they enjoy and thrive in. They talked about how hard it can be for people with ADHD in regular jobs. They also shared how companies can help these workers do their best. This post shares the most helpful tips from their chat.
On this Money Monday we're going back to Augusta where Rory McIlroy finally won The Masters and in doing so gave us 5 lessons for chasing and achieving dreams.It wasnt pretty. It wasnt clean. It was gritty, emotional, and one of the most unforgettable moments in sports history. Rory stepped onto the first tee looking calm, focused. Like a man whod been here before, and this time, was ready to finish it.
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.
Hiring managers, finding the top sales talent for your sales team isnt just a smart move; its necessary. A weak hire can stall growth, waste time, and hurt your teams momentum, but a strong hire can change everything. Using the right pre-hire assessment tools is key to success in filling that sales position hire smarter, faster, and with less risk.
Photo by CharlVera Attract the Right Job or Clientele Eco-Friendly Practices Are Beneficial for Business Growth The planet needs help conserving its resources and the environment for future generations. Some businesses throughout the country and even the world are doing their share, such as adopting sustainable practices that minimize natural resource usage, to make the Earth a better place overall.
Every stage of the customer lifecycle presents an opportunity to build trust, strengthen relationships and position yourself as more than just a service provider. Companies that get this right arent just vendors; theyre trusted partners. The post Beyond Transactions: How to Build Customer Relationships That Last appeared first on Sales & Marketing Management.
In a recent interview, John Golden spoke with Joshua Hale. Joshua has over 12 years of experience in online marketing. He works with small business owners to show them how to use smart digital tools to grow and run their businesses better. This article shares simple tips from their conversation that any small business owner can follow. Smart Tools Arent Just for Big Companies Years ago, only large companies could afford the kind of research and support needed to stay ahead.
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.
Introduction Starting a new sales job can feel like joining a game midway where everyone else knows the rules but you. You need to learn new tools, have targets to hit as well as interact with people who seem to have been doing this forever. Doesn’t it take a toll on your confidence? It does, and that’s normal! This is exactly where sales onboarding becomes your saviour.
The Small Business Optimism Index from the National Federation of Independent Businesses (NFIB) reports a cautious outlook in its most recent update. Published quarterly, the report measured a decline in March. The index stands at 97.4, which is below the 51-year average of 98. This state of affairs mean media sellers must roll out their best guidance on local advertising for small business.
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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.
Were very excited about the opportunity to leverage AI to help sellers be more effective, and weve been investing heavily in many different ways to bring the power of this new technology to our customers. Our approach is based on two main principles: Generate uniquely useful insights Share insights through a wide range of experiences Generate Uniquely Useful Insights When it comes to AI, everything ultimately comes down to having the best data.
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What Is a Sales Strategy? A sales strategy is your blueprint for consistent and scalable revenue growth. It is not just a list of tactics or a playbook for closing deals. A strong strategy aligns your market focus, sales processes, tools, and team with long-term business outcomes. At its core, a sales strategy answers three questions: Who are we selling to?
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