Trending Articles

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The Best Questions You Can Ask to Help Qualify Prospects

Janek Performance Group

A common concern among many of the clients we provide sales training solutions to is how to effectively design, implement, and execute a strong, coherent qualification process. Given how often we see this issue, we thought it’d be a good idea to provide some assistance – namely by giving you this list of seven questions to ask in the qualifying phase. 1.

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What Is Sales Forecasting? How to Plan for Future Success

SalesFuel

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.

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Trust Is the Currency of Referrals

No More Cold Calling

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.

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Sales Team Growth Strategies: Culture, Onboarding & Alignment (video)

Pipeliner

Scaling a sales team is a pivotal moment for both fast-growing startups and established businesses. But as organizations push for rapid growth, they often face a critical challenge: How do you expand your sales force without fracturing the very culture that made your company successful in the first place? In a recent episode, the host John Golden sat down with global HR strategist Nahed Khairallah to unpack this complex issue.

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How to Coach Reps on Overcoming Sales Objections with Confidence

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

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Future Red Sox Stars to Sales MVPs: Why One-on-One Coaching Wins

Understanding the Sales Force

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.

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Sean McPheat named the UK’s #1 Sales Influencer 2025

MTD Sales Training

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.

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Stop Selling, Start Helping: Alice Heiman on how CEOs should Completely Rethink Sales (Ep168)

Alice Heiman

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.

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How to Spark the Sales Equivalent of a 10-Game Winning Streak

Understanding the Sales Force

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.

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The 3-Call Fallacy: Why Most Sales Reps Quit Prospecting Too Early

Sales Gravy

How many times do you actually attempt to reach out to a prospect before you give up? On the Sales Gravy Podcast, Jessica Stokes calls out a common sales reality when prospecting: “We all know the average salesperson typically stops after three, maybe four attempts before moving on. We assume they're not interested. We want to find a juicier lead.” This common behavior defines The 3-Call Fallacy—the flawed belief that if someone doesn’t respond after a few tries, they’re not interested.

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Streamlining Complex Sales Processes: The Ultimate Guide for Industrial Companies

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.

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The complete guide to social selling for B2B sales

Highspot

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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Red Flags in Sales: Do You Know the Warning Signs?

SalesFuel

Just like with other relationships, red flags in sales exist. Even in the sales world, these signs of trouble can give warning about a less-than-ideal situation. But sellers may not be aware of these red flags. Or, they don’t think they’re that big of a deal. But these two issues underscore a big challenge for reps. Why should you care about red flags in sales?

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How Sales Talent Assessments Improve Hiring & Coaching

The Center for Sales Strategy

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.

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9 top sales methodologies explained: how to choose the right one for your team

PandaDoc

Picture this: you’re at dinner with a few other sales leaders, maybe even a couple of marketers or operations folks, and someone casually asks, “so, what methodology does your team use?” You pause. You could say “a mix,” but they press: “Are you more Challenger or SPIN? Or something else?” If you’ve ever felt like you’re supposed to have a perfect answer to that, you’re not alone.

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Campaigns that Click: Practical Personalization Strategies to Boost ROI

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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Sales Pipeline Management vs. Sales Forecasting

SBI

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.

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AI Tools for Sales Teams

Janek Performance Group

Artificial intelligence (AI) is changing how sales teams operate, and it’s doing so at a pace only a few people could have predicted. What used to take hours of research and manual outreach can now be automated, analyzed and optimized in real time. For sales teams, adopting the right AI tools is not just a fancy upgrade but a necessity that could transform team performance and productivity.

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How GTM Teams Can Beat the Market with Predictive Intelligence

Crunchbase

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.

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How to Create a Solid Client Engagement Strategy?

Mindtickle

A great product might be enough to score you a meeting. But if your team can’t connect with buyers, earn their trust, and show they truly understand their needs, the deal is doomed. A thoughtful client engagement strategy – paired with strong buyer enablement – makes all the difference. It helps your sellers stand out, build stronger relationships, close more deals, and foster long-term loyalty.

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Signal-Based Selling: How to Leverage 4 Key Buying Signals

As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals. This is where signal-based selling comes into play. ZoomInfo CEO Henry Schuck recently broke down specific ways to put four key buying signals into action with the experts from 30 Minutes to President’s Club.

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Sideways Selling

Sales 2.0

The biggest problem most salespeople (and founders that sell) face these days is getting meetings with prospective customers. Metrics for getting meetings have gone way down across the board, whether you use email, a phone call, or a LinkedIn InMail. There are just too many messages inundating buyers. Buyers know that most of the messages are spam (or close enough), ranging from poorly targeted outreach by salespeople to outright phishing attempts.

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What Is ZoomInfo? The Inside Story of the GTM Intelligence Platform

Zoominfo

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.

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Do You Want the Truth? How to Get Honest Answers in Sales

SalesFuel

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.

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🎧 Scaling Sales Teams: Preserving Culture While Driving Growth

Pipeliner

Learn how to scale sales teams effectively without sacrificing your company’s unique culture. In a recent episode of the Sales Pop Online Sales Magazine podcast, global HR strategist Nahed Khairallah shares expert insights. Discover how to: Nurture your sales team like a “delicate ecosystem” with proper sales enablement and support.

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The Trends You Need to Succeed This Holiday Season

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.

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Top 10 CRM Tools That Empower Remote Sales Teams in 2025

LinkedFusion

The rise of remote sales has revolutionized how businesses connect with prospects and close deals. But here’s the challenge: managing a remote sales team without the right structure can lead to disorganized workflows, disconnected communication, and missed revenue targets. According to Gartner, 74% of organizations plan to permanently shift to more remote work post-pandemic.

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“How Are You Different?”

Partners in Excellence

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?

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What AI Can’t Replace: The Human Sales Skills Still Winning Deals

Corporate Visions

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.

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Long-Term Sales Clients: How Can You Keep the Love Strong?

SalesFuel

Maintaining relationships with long-term sales clients is not much different than what you must do in your personal life. Think about it. Building trust, effective communication, relating to needs, providing value, and being proactive are what your friends and family demand. Consider it mutual gratification. Because relationships are built on meaningful dialogue, integrity and a genuine commitment to shared success, they benefit both parties.

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Buyer’s Guide: 5 Tough Questions To Ask a Salesforce Managed Services Provider

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.