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.
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
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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.
Janek Performance Group
JULY 16, 2025
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.
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.
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?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
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.
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.
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.
Speaker: Jesse Hunter and Brynn Chadwick
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.
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
Savvy B2B marketers know that a great account-based marketing (ABM) strategy leads to higher ROI and sustainable growth. In this guide, we’ll cover: What makes for a successful ABM strategy? What are the key elements and capabilities of ABM that can make a real difference? How is AI changing workflows and driving functionality? This Martech Intelligence Report on Enterprise Account-Based Marketing examines the state of ABM in 2024 and what to consider when implementing ABM software.
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
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.
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.
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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.
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.
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.
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?
Speaker: Brendan Sweeney, VP of Sales at Allego
Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.
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.
Pipeliner
JULY 14, 2025
Stop Paying for a Patchwork Sales Stack. It’s Time to Build a Profit Engine Does your company’s sales stack feel like it’s held together with duct tape and expensive subscriptions? You started with a CRM, then added a scheduler, an email marketing tool, an account planning app, and more. Each new app promised efficiency, but instead created data silos, frustrated reps, and a budget that bleeds money every month.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
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