Hubspot Sales
JULY 18, 2025
When I first started consulting for B2B SaaS companies, I made the mistake of thinking the buyer journey and the customer journey were basically the same thing — just two sides of the same funnel. They aren’t. I learned the hard way when a client’s churn rate quietly climbed even as new deals kept coming in. We were winning buyers but losing customers.
Pipeliner
JULY 18, 2025
Sales coaching is at a crossroads. Despite new tools and technologies, many organizations still struggle to unlock the full potential of their sales teams. In a recent episode of Sales POP!, host John Golden sat down with Dr. Deepak Bhootra, CEO and founder of Jabulani Consulting , to dissect the real challenges and transformative strategies in sales coaching today.
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Sales Gravy
JULY 15, 2025
How can one comp plan mistake sabotage your sales team before they even start? That's the challenge facing Adam and Laura from the Rossen Law Firm in Florida. After attending one of our Dallas workshops, they made the bold decision to transition to a non-attorney sales team. Six weeks later, they're all in on the strategy but hitting a wall on one critical issue: compensation structure.
No More Cold Calling
JULY 13, 2025
Your revenue depends on relationships you can’t fake. There’s a hard truth every sales leader and consultant needs to hear: You don’t earn referrals by being good at your job. You earn them by being trusted. And trust isn’t built through clever email sequences, automated cadences, or AI-generated outreach. Trust is built the old-fashioned way—through consistent, meaningful, human interactions that solve real problems.
Speaker: Kevin Burke, Founder & Managing Director at Digital One and AI & Automation Consultant
AI and automation are currently transforming the way sales and marketing teams operate. Generative AI crafts personalized outreach at scale, while conversational AI bots are engaging prospects in real time. Robotic process automation streamlines manual workflows by triggering tasks the moment a prospect takes a key action, and advanced AI analytics surface hidden patterns in the pipeline, improve forecasting, and help teams make data-driven decisions with confidence.
MTD Sales Training
JULY 17, 2025
Buyer’s remorse is one of those things every salesperson comes up against. The deal is done, and the contract is signed, but a few days later, the customer starts to waver. Doubt creeps in. Was it the right decision? Did they move too fast? In sales, managing what happens after the sale is just as important as closing it. As a sales training provider , we see how the right skills, including discovery, expectation setting, and follow-up, can reduce regret and keep customers confident in their cho
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Zoominfo
JULY 17, 2025
Thousands of new ventures are launched every day, and others close their doors for good. Businesses rebrand or merge. Leadership changes weekly, and loyal brand champions move onto other opportunities daily. Now think about the leads your business needs to grow. Do they reflect this constant state of flux, or are they a snapshot of the market that no longer exists?
Understanding the Sales Force
JULY 13, 2025
Success breeds success. We begin the week with one of my shorter articles. Three weeks ago, I wrote that the Red Sox believed that trading Rafael Devers, their best hitter, would make them a better team. Shortly thereafter they started their current 10-game winning streak. Last week I wrote, discussed, ranted and celebrated the 20-year legacy of #BaselineSelling and how one-on-one coaching wins the day.
The Center for Sales Strategy
JULY 15, 2025
Sales leaders are constantly asking: “Are we hiring the right people?” and “Are we coaching them to reach their full potential?” The answer to both begins with using the right sales talent assessment. In this post, we’ll explore how a validated, role-specific assessment can help you hire smarter, coach better, and build a high-performing sales team.
Highspot
JULY 13, 2025
Key takeaways Engaging stakeholders at high-value business accounts on social media—notably, LinkedIn—offers a number of advantages for today’s enterprise sales teams. While marketing and enablement craft content to boost buyer and brand engagement, sales reps should spend time sharing those assets with select leads on social media. Pipeline marketing , industry events, and cold calling remain vital for generating leads, but social selling offers another viable lead-gen and -nurturing approach.
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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.
LinkedFusion
JULY 17, 2025
When it comes to B2B lead generation , 67% of sales teams say identifying the right prospects is their biggest challenge (Source: Gartner). Chasing the wrong leads wastes time, drains budgets, and demotivates teams. That’s exactly why building an Ideal Customer Profile (ICP) is essential. An ideal customer profile (ICP) helps your sales and marketing teams concentrate only on the most promising leads: those most likely to convert, stay loyal, and benefit from your product or service.
Zoominfo
JULY 17, 2025
In sales, your cold call opening can determine whether the conversation ends in seconds or leads to a successful meeting. The best cold opening lines establish trust, showcase professionalism, and position you as a credible partner. We sourced advice from cold calling experts and real-world sales practitioners to give you the best tips and strategies for starting your cold calls.
SBI
JULY 14, 2025
Effectively managing the progression of opportunities and accurately predicting future sales performance is critical for success. Sales pipeline management and forecasting are essential practices that help sales teams achieve these objectives. Let’s explore the difference between the two and how sales managers can link sales pipeline management with sales forecasting for increased performance.
SalesFuel
JULY 16, 2025
Want to make smarter decisions and be prepared for anything? Sales forecasting is key. By adopting and improving this tactic, sellers can improve accuracy, reduce risk and build a more resilient business. What is sales forecasting? Sales forecasting involves predicting a company’s future sales over a specific period by looking at different factors. This helps sellers plan effectively, manage resources and identify upcoming opportunities and challenges.
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
Crunchbase
JULY 15, 2025
Quick timing is everything when it comes to closing deals, but your team may still be relying on lagging data that keeps them behind. That lag can cost you pipeline, conversion, and revenue. Predictive intelligence changes the equation. By forecasting future company activity and surfacing real-time signals, GTM teams can act earlier and beat competitors to the deal.
Force Management
JULY 18, 2025
Any successful sales organization relies on a structured qualification process to guide its efforts. Qualification isn’t just about saying “yes” or “no”—it’s about asking the right questions early on, aligning with the buyer’s needs, and ensuring every deal in your pipeline truly warrants your team’s time and attention. This guide will break down what sales qualification process means, why it’s essential for both buyers and sellers, and how to build a repeatable framework that drives efficiency
Zoominfo
JULY 11, 2025
ZoomInfo has been helping businesses in every sector and vertical go to market for almost 20 years. In that time, both the company and our customers have undergone immense change — and today, ZoomInfo is far more than a B2B data lookup tool. ZoomInfo is a business-to-business (B2B) software and intelligence company that provides the Go-to-Market (GTM) Intelligence Platform for sales, marketing, and revenue operations (RevOps) teams.
Pipeliner
JULY 18, 2025
Transforming Sales Coaching: Expert Strategies for Lasting Success Effective sales coaching is crucial for unlocking team potential and driving growth. This guide, based on an episode of Sales POP! with Dr. Deepak Bhootra of Jabulani Consulting , explores key strategies for modern sales leaders. Learn to overcome common coaching challenges like a lack of formal training and ego.
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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.
SalesFuel
JULY 14, 2025
Getting honest answers in sales can be difficult. Prospects don’t always tell you what they’re really thinking. Maybe they don’t want to hurt your feelings. Maybe they’re trying to avoid a tough conversation. But salespeople need honest answers to move deals forward. How can sellers inspire honest answers in sales? You likely already understand the importance of asking questions.
Corporate Visions
JULY 15, 2025
Human sellers remain the decisive factor in winning complex deals, despite AI's promise to automate everything from prospecting to pricing. And there's science to back this up.
Smooth Sale
JULY 15, 2025
Photo by MJImages via Pixabay Attract the Right Job or Clientele: Restructure Your Sales Compensation Model for Sustainable Growth Numerous organizations are analyzing and restructuring their existing compensation models to meet current business goals and employee expectations. While solely commission-based structures may have worked in the past, hybrid and performance-based pay that encourages revenue growth and tactical behaviors is the key to today’s corporate sustainability.
Membrain
JULY 13, 2025
In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Julie Hansen , sales trainer, former actor, and author of Look Me in the Eye. Julie shares her journey from media sales to acting and how her performance background shapes her sales training today. Together, they explore how salespeople can build trust through the camera, why presence matters more than perfection, and how to rethink virtual communication as a strategic asset rather than a limitation.
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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.
Partners in Excellence
JULY 14, 2025
Everyone is focused on AI these days. And that focus has been on how AI makes our jobs easier, makes us more efficient, frees up our time. We are enamored with with all the tools, tricks, techniques. We absorb 100s of prompts that do our work for us. And we discover new hacks every day. But once we’ve done all of this, once we have maximized our use of AI (granted it will keep evolving), what’s left for us to do?
LinkedFusion
JULY 15, 2025
In a world flooded with generic cold emails and outreach messages, standing out is harder than ever. Studies show that 72% of consumers say they only reply to marketing messages that are personalized and altered to their interests (Source: SmarterHQ). That’s a clear sign—if your outreach strategy still relies on cookie-cutter sales emails, it’s time for a change.
MarketJoy
JULY 15, 2025
Financial services and fintech companies face increasingly complex sales environments as buyer expectations, compliance demands, and competition evolve. To win in 2025, successful B2B finance sales require a systematic, data-driven approach. Here’s why fintech lead generation and financial services leads must be treated differently and how MarketJoy builds high-performing pipelines. 1.
Smooth Sale
JULY 14, 2025
Photo by Geralt via Pixabay Attract the Right Job or Clientele: How to Create Multiple Revenue Streams for Robust Growth Recent news describes layoffs of hundreds of thousands of workers in varying capacities. And many people have quit their jobs due to diminishing satisfaction alongside increasing stress. It becomes critical to balance monetary worries with maintaining good health to enjoy a long and productive life.
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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