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This article begins with more baseball, but it’s about coaching salespeople, so please stay with me. The Baseball Story A sports-radio talk show discussed the Red Sox change in approach to coaching up their young players. They were referring to Roman Anthony and Cedanne Rafaella. Roman Anthony is the #1 prospect in all of Major League Baseball.
CSOs will be most effective in their first year by focusing on four critical areas: establishing priorities quickly, understanding your environment and role, building relationships and your personal brand, and delivering on priorities in the first year and beyond. The post Navigating the First Year as a Chief Sales Officer appeared first on Sales & Marketing Management.
Last week at the National Sales Conference , I was officially named the #1 Sales Influencer in the UK as part of the Top 100 Sales Influencers Index 2025. Not bad for a lad who started his career working in a bookies aged 18, trying to upsell bets to punters more interested in the odds on the 3:15 at Cheltenham than anything I had to say! That’s where I first learned the power of persuasion, timing, and knowing your audience.
Focus on the customer experience is not new. Secret shoppers and client surveys with NPS (net promoter scores) have helped build an entire industry because all banks, like all companies, want to continually improve the customer experience and ratings. Research validates that high ratings on the customer experience in banking correlate to more repeat business, more profitable and longer-lasting relationships, as well as recommendations to others.
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.
Every sales team eventually hits the same wall: more prospects than time. Reps get spreadsheets full of accounts, but no real direction on where to start. Without clear signals, they chase leads that look good on paper but go nowhere. It’s guesswork disguised as strategy. ZoomInfo’s GTM Studio flips that script. Instead of pushing generic lists, it gives revenue teams a way to score and prioritize accounts using the signals that actually matter: technology usage, team sophistication, buying inte
Every week, I’m speaking with clients and colleagues around the world. Clients in Europe, the Nordics, Franc, Germany, Spain, Italy, the UK. Clients in India, China, Japan, Korea and other countries. Clients in Brazil, Chile, Argentina, and Mexico. Clients in Australia and New Zealand. And clients across North America. Fortunately, those conversations are usually conducted in English or a language I have at least passing fluency.
Every week, I’m speaking with clients and colleagues around the world. Clients in Europe, the Nordics, Franc, Germany, Spain, Italy, the UK. Clients in India, China, Japan, Korea and other countries. Clients in Brazil, Chile, Argentina, and Mexico. Clients in Australia and New Zealand. And clients across North America. Fortunately, those conversations are usually conducted in English or a language I have at least passing fluency.
By embracing a growth mindset, resilience and a willingness to take risks, sellers can unlock their full potential and drive exceptional results. The post Unlocking Sales Success: The Mindset of Top Performers appeared first on Sales & Marketing Management.
Image by Geralt, via Pixabay Attract the Right Job or Clientele: Diplomatic Responses Offer Many Benefits for Business Growth Anger can often be an immediate response to hearing demeaning remarks, both personally and professionally, but showing feelings typically does not work to our advantage in situations like these. Having been among bullies in my youth and later among highly competitive and non-inclusive salesmen in corporate sales, varying my responses became routine.
Hear tangible leadership takeaways from pioneers across industries and professions. In each June episode, John McMahon and John Kaplan brought dynamic guests to share insights on how successful sales leaders elevate their approach to culture, metrics, technology and leadership. Tune in to listen to stories of iteration and evolution, failure and success from seasoned sales leaders at some of the most innovative companies of our time.
Your CRM is a great place to store and organize data. But it wasn’t built to handle the kind of detailed, creative, nuanced ideas that set today’s GTM leaders apart from the competition. The solution? Connecting that first-party data with powerful, high-quality third-party sources, and activating those datasets in an intuitive interface that lets your revenue and operations leaders execute on their best ideas in real time.
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.
You think you're being helpful. Your clients think you're being annoying. Early in his career, Justin Goldstein learned this lesson the hard way. He admits, "I thought that picking up the phone and calling a client to talk about almost everything was the right way to go. I personally hate communicating over email. I'd rather just talk to you and figure it out.
The role of the CSO continues to evolve, requiring a forward-thinking approach that goes beyond traditional sales metrics to drive long-term growth and success The post Redefining the CSO Role for 2025 appeared first on Sales & Marketing Management.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Leaders Learn from the Past to Achieve New Heights Our willingness to learn from the highs and lows of our past will guide us toward a better path forward today and in the future. It was in celebration of the U.S. holiday, the 4th of July, that I had a unique opportunity to speak with our hero, ‘George Washington.
We’ve been conditioned to think that productivity is driven by doing more things. We focus on scaling those things. Whether it’s more outreach, more prospecting, more meetings, more demos, more proposals, more pipeline. To do more, we look at tools, methods, hacks, that help us do more things. We add to our tech stacks. We hire more people.
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.
Each year, The Center for Sales Strategy’s Media Sales Report offers an up-close look at the evolving dynamics of media sales departments. The 6th annual report reveals important shifts in recruitment, structure, and compensation, and offers insights sales leaders can’t afford to ignore. Here’s what we uncovered in the Sales Department section as well as what media sales managers should do about it.
In this episode of The Art and Science of Complex Sales, Paul Fuller is joined by Kelly Riggs , sales performance coach and founder of The Business LockerRoom. They dig into the realities of leadership, coaching, accountability, and why many sales teams fail to reach their full potential. Kelly challenges conventional thinking and offers practical guidance for creating stronger, more effective sales cultures.
As CSOs look ahead to the second half of the year, there are three strategy shifts they should consider to meet their 2025 goals. The post Three Mid-Year Strategy Shifts for CSOs appeared first on Sales & Marketing Management.
Photo by Alexas Fotos via Pixabay Attract the Right Job or Clientele: A New Phase of Business is Either Scary or Fruitful Life offers us many learning moments, some of which we quickly move past, and others remain with us for the remainder of our lives. Aside from a lack of support from peers that one is likely to experience, there often comes a time when we ask ourselves, ‘Why am I doing this?
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.
Is your sales team struggling to hit quota? Feeling like your entire sales approach is broken? In this solo episode of Sales Talk for CEOs , Alice Heiman calls out the outdated tactics holding B2B companies back and reveals how CEOs can completely rethink sales for today’s complex buying environment. Alice unpacks why “stop selling and start helping” is more than just a catchy phrase, it’s a survival strategy.
The best sales reps aren’t born—they’re built. And the strongest teams? They’re the ones with a consistent, structured sales coaching program. The data proves this. According to research from Korn Ferry , “Companies with consistent sales coaching and impact measurement see 32% higher win rates and 28% higher quota attainment. From a team perspective, they also see 2x seller engagement and almost 30% reduced voluntary turnover.
A colleague and I were discussing a question we all face. It’s the “How Are You Different” question. As we discussed it, two thoughts came to mind: It’s a question customers always ask, but is it the best question they should be asking? We’ve been trained in how do respond, but are our responses the most important to the customer?
Human sellers remain the decisive factor in winning complex deals despite AI’s promise to automate everything from prospecting to pricing. The post What AI Can’t Replace appeared first on Sales & Marketing Management.
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.
The concept of CRM has evolved significantly over the years. In the 1980s and 90s, sales teams used simple contact management systems and digital Rolodexes. In the mid-1990s, Sales Force Automation (SFA) began to streamline sales processes, and the modern CRM began to take shape. In the mid-2000s, cloud computing was introduced, which made web-based CRM software possible and transformed the sales world.
Here's the brutal truth about social media for sales: You're already behind, and it's going to be a grind. That's the reality Margarita from Dallas discovered when she called into our podcast. She's a seasoned realtor with 20+ years of experience, built her entire business on referrals and warm market relationships, and suddenly realized she needs to master social media to stay competitive.
In early June, SBI hosted three high-impact Sales Enablement workshops, one in San Francisco hosted by Laurel Tanner and Ray Makela, another in New York City led by David Hecht and Rick Karlton, and one in Seattle hosted by Greg Steward, Ray Makela, and Kelly Lewis. These events brought enablement leaders together to tackle the most pressing challenges in equipping sellers for today’s complex buying environment.
It’s a jungle out there and you and your competitors are all battling for your piece of the pie. Me, the only piece that I was ever interested in was the whole pie:) Getting there is easier said or done. Or is it? Selling has always been, and continues to be, a relationship-focused profession. This includes being able to stand out in a crowd and to stand above the crowd.
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.
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