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Yesterday, the CEO I spoke with said more than half of his salespeople were not hitting quota, and he also thought they were complacent. Its not unusual to hear about quota fails or complacency in these conversations, but on this particular call, I heard about both. The percentage of salespeople who fail to hit quota varies by source, but the most widely quoted, attributed to Salesforce.com and Forbes, is 57 percent.
Sales managers are at the center of sales execution, yet too often, they are expected to lead without being led. Recent research from SBI and the Revenue Enablement Society shows how high the stakes are. Companies that invest in training their frontline sales managers report a 7-point increase in quota attainment compared to those that dont. Thats not a marginal lift its the kind of improvement that moves the revenue needle and sets high-performing teams apart.
Now is the time to rethink how AI fits into your revenue strategy and how sales methodology, not just tools, drives results. The post Case Study: How Readymode Increased Revenue 40% by Combining AI SDRs with Value-Based Selling appeared first on Sales & Marketing Management.
We live in overlapping circles on “Insularity.” Our families, friends, communities. Our teammates, functions, organizations, industries. These insular communities provide us different levels of security and comfort. From a professional point of view, they are made up of people doing similar things, facing similar issues/challenges. While we may compete with each other in the markets, we learn from each other, see differing approaches, sometimes seeing new opportunities.
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.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Do You Encourage or Discourage New Business? As we test and monitor our newer business strategies, challenges emerge, and its vital to examine all possibilities to uncover the dysfunctional causes that create distress and even chaos in some cases. Recent experiences raise the question, Do you encourage or discourage new business?
AI isn't here to replace you; it's here to boost your game. Used wisely, AI can be your secret weapon. AI is everywhere: in social selling, content creation, automation, to say the least. Here's the double-edged sword: If you're trying to outsource everything to AI, you won't last. If you're stuck in the old ways, refusing to adapt, you'll get left behind.
AI isn't here to replace you; it's here to boost your game. Used wisely, AI can be your secret weapon. AI is everywhere: in social selling, content creation, automation, to say the least. Here's the double-edged sword: If you're trying to outsource everything to AI, you won't last. If you're stuck in the old ways, refusing to adapt, you'll get left behind.
After nearly a decade of planning events, Ive learned what makes a great one: meaningful content, genuine connection, and a chance to walk away with ideas you can use right away. Allegos Sales Success Summit (colloquially known as S3) 2025 checks every boxand then some. Taking place June 1011 at the Renaissance Boston Seaport Hotel, this years S3 is designed specifically for sales enablement and sales leaders, marketers, and sales professionals who are focused on one thing: driving real business
AI in marketing is not a shortcut; It's a partner that is available 24/7. And like any partnership, it requires collaboration, transparency and trust. Real change will happen not when new tools are introduced, but when team members' mindsets shift. The post AI Adoption is More Than Just Tech, Its A Mindset Shift for Marketing Teams appeared first on Sales & Marketing Management.
It’s thought experiment time again. We have moved beyond customer satisfaction, now focusing on customer experience. Likewise, we have moved beyond value propositions, to value creation (including sensemaking, customer confidence). For both of these, what comes next? I don’t mean fancy terminology some agency might put together that’s more hip, rad, sexy, cool–but is a relabeling of what we already are doing.
Photo by TungArt7 , Pixabay Attract the Right Job or Clientele: Packaging Can Build Trust Upfront for Business Growth Before we say one word, a products packaging has already begun to speak for your brand. It signals quality, reliability, and intent often shaping customers perceptions before they ever interact with your team or try your offering. Packaging acts as a silent salesperson, covertly influencing decisions, building trust, and setting expectations.
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.
In this episode of The Art and Science of Complex Sales, we're welcoming Dave Brock , founder of Partners in EXCELLENCE back on the podcast for a second time. Dave unpacks the challenges and contradictions facing modern sales teams, from cultural drift to leadership dysfunction, and explore what it really takes to build resilient, high-performing organizations in todays environment.
A lot of teams focus heavily on getting leads in the door. That part is easy to track and celebrate. But what happens after that often decides whether those leads turn into anything real. If you dont have a way to separate high-quality leads from ones that arent ready, or maybe never will be, you’re going to waste time. Probably more than you think.
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.
We’ve been trained to worship the recurring revenue model. It’s the star metric in every SaaS pitch deck, with ARR growth as the bedrock of business models. It dominates our feeds, the press and much of our thinking in business. Unicorns have been built on this recurring revenue model. But lately, that model has been shaky. And, I have to confess, I’ve always been a little confused.
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.
When you're building a better sales or service operation, two things often stand in the way: inconsistent customer experiences and inconsistent data. Sales teams rely heavily on scripts, and while those scripts can help create structure, they can also become rigid, outdated, and disconnected from what your business actually needs. What if you could take those scripts and make them intelligent, responsive to real-time customer data, and dynamic enough to guide reps during conversations?
As we approach the middle of the year, its time to step back and assess the progress of your sales team. The January kickoff meeting is far behind you. Your sale reps have had some successes and some setbacks. At this point, you should put changes in place that will lead to optimal year-end outcomes. To achieve your goals, you also need a sales star on your team.
Most B2B sales funnels dont fail because of poor tools. They fail because no one bothered to think like the buyer. Companies obsess over CRMs, automation, and email workflows but forget that real people, not personas or pipelines, are the ones deciding to move forward. And people dont follow funnels. They follow clarity. A sales funnel that actually converts doesnt chase.
Key takeaways Learning analytics connects training investments directly to business results, helping teams prove impact and make faster, smarter decisions. Sales enablement, training, and RevOps teams can leverage analytics tools uniquely. 61% of high-performing organizations actively monitor performance metrics , while less than one-third of low performers do.
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.
I see so much talk about GTM, selling, marketing, customer service strategies. Too many claiming, “We have found the way… ” Others saying “Here is the playbook for your GTM strategy… ” In some sectors, like SaaS, we’ve seen many organizations struggle and fail by implementing the “SaaS GTM model.” The SaaS PLG motion differs from the SaaS individual/team focus which differs from SaaS technologies that can only be implemented on an enterprise
Amanda DeVlugt, Tim Riesterer, and special guest co-host Dr. Leff Bonney sit down with Dr. Peter Kerr, a sales performance researcher and university professor, to unpack the key findings from his landmark meta-analysis of 150 academic sales studies spanning the last decade.
When I was in 5th grade, I was voted Most Reserved in the yearbook at Dewey Elementary School in Cherry Hill, NJ. I had just moved back to Jersey after bouncing around SoCal. I was a shy kid, nervous about making new friends. No one would expect me to go into sales, a field thats all about forging new relationships. Yet, I started my career in sales at 19 years old.
Account-based marketing (ABM) is a key strategy for driving sustainable growth. Today, many B2B companies use ABM teams or technologies to make sales. But getting a program off the ground successfully doesn’t have to be a daunting task. Watch this webinar with Rachael Foster, Director of Account-Based Experience at ZoomInfo, and Dan Dolph, Manager of Account-Based Experience at ZoomInfo.
The buying journey has changed dramatically. With more self-service, fewer live interactions, and higher expectations, todays buyers demand smarter, faster, and more tailored experiences. Yet many companies are still relying on outdated approaches that fail to connect. Research from the State of Sales Enablement Report 2025 emphasizes this disconnect: nearly half (47%) of organizations today struggle with their customer experience, and 41% say buyer engagement is a key challenge.
In a recent chat, John Golden and Kru Marketing’s Connor Widder dug into the nitty-gritty of lead generation for home service businesses (think HVAC, plumbing, roofing, etc.). The big takeaway? Stop chasing leads everywhere and meet customers where they are primarily on Google. They cover why focusing on one channel first is smart, the critical need for local SEO and geo-targeting, and common costly mistakes in SEO and Google Ads like not tracking conversions.
Being mobile-ready isnt just convenientits a revenue driver. Sales reps who use mobile CRM are 3x more likely to meet their sales quotas, while 78% of buyers say they purchase from the company that responds first. Teams also report a 74% improvement in customer satisfaction, alongside better data accuracy and stronger CRM adoption across the board. These are just a few of the proven benefits of mobile CRM that have made it a must-have for modern businesses.
Andrew is a top-performing adtech sales professional with a passion for helping customers. Over the past eight years, hes sold $250MM in services and software, becoming the top-grossing rep at two digital media companies. Andrews first sales book, Top Sales Producer: How To Crush Your Sales Quota is releasing June 2025. Hell be sharing his proven 10-step sales method, designed to help new salespeople ramp up quickly and experienced reps close more profitable deals faster.
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.
Reflecting on my 25+ years leading revenue organizations, one thing has remained constant: the pressure to deliver consistent, predictable growth. Yet for much of that time, the concept of enablement has occupied a curious place in the business lexicon, important, certainly, but often misunderstood. Enablement was a well-intentioned category, championed by many leaders, myself included.
Did you know a staggering 60% of Americans lack a will? In this insightful episode of the Expert Insight Interview, John Golden speaks with Zach Tsakiris, founder and CEO of Fast Will and a Forbes-recognized estate planning innovator. Zach discusses the common misconceptions surrounding estate planning its perceived complexity and cost and how his company is using technology to make creating legally binding wills and trusts fast, affordable, and accessible online.
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