Sales 2.0
JULY 10, 2025
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.
Understanding the Sales Force
JULY 9, 2025
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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Sales and Marketing Management
JULY 7, 2025
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.
MTD Sales Training
JULY 9, 2025
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.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.
Anthony Cole Training
JULY 10, 2025
Selling to Zebras is a focused and effective lead generation strategy. There is no mistaking a zebra when you see one. If you book a safari to see the great African elephant and all you see is zebras, you're going to be disappointed. Maybe not the first couple days, because zebras are pretty cool—they’ve got those stripes. But eventually, you want to see that elephant.
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Partners in Excellence
JULY 7, 2025
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.
Sales and Marketing Management
JULY 7, 2025
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.
Smooth Sale
JULY 10, 2025
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Collaboration Is an Outstanding Strategy to Expand Business Results After a highly competitive corporate sales career, I took ‘the risk’ of embracing collaboration as suggested by a marketing guru. While the strategy is highly effective on many levels and in most capacities, it is crucial to thoroughly understand potential collaborative partners before agreeing to work together.
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.
Speaker: Steve Worthy, MBA
The rapid rise of AI-powered displays, touchless technology, and sensory marketing is reshaping the future of in-store engagement. Yet for many retail executives, the real challenge is not identifying new tools - it is knowing which signals to trust, which inputs to prioritize, and how to architect decisions that elevate in-store leadership rather than dilute it.
Zoominfo
JULY 7, 2025
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
Partners in Excellence
JULY 8, 2025
When we look at our GTM strategies, ideally, we are leveraging systems thinking. We’re not just optimizing isolated functions or hitting departmental/individual KPIs, but designing how the whole organization works. We look at workflows, roles/responsibilities, OKRs, not just within the functions, but how they interact with other functions and the rest of the organization.
Sales and Marketing Management
JULY 7, 2025
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.
Smooth Sale
JULY 9, 2025
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.
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.
Membrain
JULY 6, 2025
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.
The Center for Sales Strategy
JULY 9, 2025
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.
Alice Heiman
JULY 9, 2025
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.
Sales and Marketing Management
JULY 7, 2025
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.
Speaker: Lee Andrews, Founder at LJA New Media & Tony Karrer, Founder and CTO at Aggregage
This session will walk you through how one CEO used generative AI, workflow automation, and sales personalization to transform an entire security company—then built the Zero to Strategy framework that other mid-market leaders are now using to unlock 3.5x ROI. As a business executive, you’ll learn how to assess AI opportunities in your business, drive adoption across teams, and overcome internal resource constraints—without hiring a single data scientist.
Smooth Sale
JULY 7, 2025
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.
Janek Performance Group
JULY 10, 2025
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.
Allego
JULY 8, 2025
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.
Partners in Excellence
JULY 9, 2025
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?
Advertiser: ZoomInfo
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.
Sales and Marketing Management
JULY 7, 2025
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.
Smooth Sale
JULY 11, 2025
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Your Unique Idea Can Transform Professional Growth While students are excited about graduating, the excitement often dims with the realization of little recognition in the corporate world, particularly those who don’t fit the ‘traditional mold.’ To advance to the point of finding reward in one’s endeavors, it’s critical to learn from every error, person, conflict, and most of all, our thinking and what might need to change.
Sales Hacker
JULY 11, 2025
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.
Sales Gravy
JULY 8, 2025
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.
Speaker: Beth Sunshine, SVP, Up Your Culture
When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.
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