Understanding the Sales Force
MAY 18, 2025
If you were going to plant a fruit tree, you would need to follow a five-step process which includes: Dig a hole Place the tree and fill the hole Fertilize and Water Maintain (Sun, water, pruning, fertilizer) Harvest It should be obvious that you cant mess with the sequence because if you do anything in the wrong order, your fruit tree adventure will end before it begins.
SBI Growth
MAY 16, 2025
Think having an internal pricing function makes you stand out? Think again. In 2025, 98% of SaaS companies designate responsibility for pricing strategy to a specific person, group or team. But 60% of SaaS companies still find pricing overly complex, leading to muddled strategies. Given your pricing strategy s influence on SaaS revenue growth, the competitive upside is clear: the more you get to grips with SaaS pricing, the more you get ahead of the market.
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Anthony Cole Training
MAY 15, 2025
Last week in part 1 of our 3-part series on Hiring and Retaining Top Sales Talent, we discussed the importance of defining your ideal sales candidate profile and establishing firm hiring standards. Identifying critical, non-negotiable standards and expectations for new hires will help to improve the quality of the candidates you look for, interview, and eventually hire.
Understanding the Sales Force
MAY 15, 2025
Why does the power generated by a car engine continue to be measured in horses? According to Wikipedia, “Car makers began discussing horsepower in the late 19th century, particularly after the introduction of the first modern gasoline-powered automobile by Carl Benz in 1886.” Its been nearly 150 years since they began the transition from horses to motorized carriages or cars; do you suppose we could measure the power of engines differently than comparing them to horses?
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.
Sales and Marketing Management
MAY 15, 2025
Even if theyre earning a substantial salary and commissions, they may have reason to leave their employer if they receive an offer elsewhere. Here are some common reasons why top salespeople consider alternative positions and how to avoid having it happen to your company. The post Why Top Salespeople Take Positions Elsewhere appeared first on Sales & Marketing Management.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
MAY 14, 2025
We’ve seen the 100s of articles, the 100s of prompts, the 100s of cheat sheets focused on saving our time. Theoretically, I don’t have to manage my calendar, to-do lists, follow ups, anything. I don’t have to worry about the responses to queries, or the follow ups to the meetings. All that time spent on these and other tasks is automated, freeing up time to be “more productive.” For those who know me, I’m obsessed with my personal productivity.
The Center for Sales Strategy
MAY 16, 2025
As a sales manager, your role in guiding your team through the initial Connect phase of the sales process is crucial. At The Center for Sales Strategy, the connection phase is an integral part of our comprehensive sales process, known as the Sales Accelerator. This process is designed to align with the modern buying journey and includes six critical steps: Identify, Connect, Discover, Advise, Close, and Grow.
Smooth Sale
MAY 19, 2025
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Due Diligence Is The New Secret Weapon In Relationship Selling In an era where trust and personalization drive buying decisions, the ‘old-school sales tactics’ are no longer enough. Business owners and career professionals realize that success in relationship selling isn’t just about charm or a well-rehearsed pitch it’s about meaningful exchange of conversations to gain more in-depth insights.
Zoominfo
MAY 15, 2025
My first job in sales was as old school as selling gets: knocking on doors. I didnt know who I was talking to, whether they were in-market, or even what their company did. It was pure hope spray and pray at its finest. Selling has changed a lot since then, but some things dont change fast enough. Too many B2B sellers today are still running on hope.
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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.
Partners in Excellence
MAY 14, 2025
I’m compelled to write. It’s lunch, my habit as I eat my lunch is to scroll my LI feed. Fortunately, I have a strong stomach, so reading the feed seldom creates indigestion. But in the space of 5 minutes I saw two important posts. In different ways, calling out bad behaviors. The first was a well intended person. He described sitting on a plane overhearing someone talking about how much she disliked sales people.
Adaptive Business Services
MAY 14, 2025
Not totally, severely damaged, and thats ok. Heres what happened. In preparation for starting to work with two new Nimble CRM clients who have substantially large and junked up databases, I decided to experiment with AI to see if I could deploy that in the cleanup. I always test things on myself first. Sacrificial lamb. Smart. Things were going great until I wanted to make it even better and then tragedy struck.
Allego
MAY 15, 2025
In sales, timing is everythingbut too often, training arrives too late. Reps face tough objections , competitive deals, or unique buyer challenges in real time. But the training content available to them is usually outdated, too generic, or locked in a learning module they dont have time to find. Peer-created sales videos for training offer a better way.
Smooth Sale
MAY 15, 2025
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Customer-Centric Culture is Vital for Brand Reputation and Growth Your brand reputation is something you begin building from day one as you begin to build your small business. What can you do if you need to enhance it? Perhaps you have a loyal band of followers, but you want to reach more people and present a consistent message across various channels.
Advertiser: ZoomInfo
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.
Zoominfo
MAY 15, 2025
ZoomInfo has never settled for being just anything. Not just a data provider. Not just another AI tool. And definitely not just another tech company. Weve always built for something bigger: a future where go-to-market teams move in perfect alignment, powered by actionable insights, automation, and execution. Thats why, nearly five years after our IPO , weve changed our Nasdaq ticker symbol from ZI to GTM.
SalesFuel
MAY 15, 2025
A business development representative, or BDR in sales, is one of the fastest and easiest paths into a sales career. Staff writers at pipedrive.com say BDRs are often the first point of contact with customers. This position gives them credit for much of a firms new business development. A job with these important responsibilities must require a wealth of experience, right?
Pipeliner
MAY 14, 2025
Unlock the secrets to thriving in the new era of artificial intelligence with our exclusive ebook, “The Age of Intelligent Transformation: Navigating the Impact of AI on Modern Business.” Drawing on the expertise of 15 leading AI innovators, this comprehensive guide delivers actionable insights, real-world examples, and strategic advice to help organizations harness the true power of AI.
Nutshell
MAY 16, 2025
Tired of seeing reps burn selling time on setting up meetings? Scheduler managed meetings puts ready-made, admin-controlled meetings at their fingertipsso they skip the setup and jump straight to closing deals. As a sales manager, it’s good to give your team some freedom with the meetings their offering up to leads and customers. However, the inconsistencies from rep to rep can make it a headache to manage and may cause inefficiencies that prevent growth.
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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.
Smooth Sale
MAY 20, 2025
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Navigating the Complexities of Sales Practices in Regulated Industries Sales can be complicated. Marketing products and closing deals in highly regulated sectors like health care, finance and government services is even more complex. Stringent rules can slow the sales pipeline, but failing to take the time to account for them can result in hefty fines.
Alice Heiman
MAY 20, 2025
What really drives complex B2B buying decisions? Tim Riesterer, Chief Strategy Officer at Corporate Visions, breaks down what your sales team is getting wrongand how to fix it. Learn why aligning your messaging to buyer psychology is essential, how to guide pre-convinced buyers toward better decisions, and why the best playernot the best productwins.
Koncert
MAY 20, 2025
Unlock More Conversations: Finding the Right AI Dialer for Your Small Sales Team Connecting with the right B2B prospects efficiently and effectively is the engine of growth. For small sales teams and growing businesses (SMBs), where every resource is stretched and every minute counts, maximizing outreach efforts is not just a goal it's a fundamental necessity for survival and growth.
Highspot
MAY 15, 2025
Key takeaways Personalization is a must, not a nice-to-have, since 71% of buyers expect personalized experiences, and 76% get frustrated when they don’t get them. The best pitch decks follow a story arc that connects the problem to your solution with clear proof and a strong CTA. Regular updates tied to product changes, buyer feedback, and market shifts keep your deck sharp, relevant, and aligned with what your audience needs to hear.
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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.
Sales Gravy
MAY 14, 2025
Brian Kemski wants to know how to stop prospects from ghosting him. He asks question that plagues salespeople everywhere: "What can I do about prospects who go through the process, seem interested, and then disappear into the witness protection program after I give them my information?" If you've been in sales for more than a week, you know exactly what Brian is talking about.
Smooth Sale
MAY 16, 2025
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Follow the Sales Cycle to Improve Business Growth While most people are not ‘officially’ in the sales profession, anytime one desires to communicate their ideas and make requests successfully, it’s vital to know the elements of the sales cycle to be successful. My recent experiences receiving a professional proposal from various vendors were mind-boggling.
RAIN Group
MAY 14, 2025
Sellers in 2025 face a perfect storm: economic and political uncertainty, rapid tech advancements, lengthening sales cycles, and increasingly complex buying committees. Expectations havent adjusted to this new reality; sales leaders are still on the hook for aggressive growth. One word defines this moment: complex.
GTM Buddy Blog | Sales Enablement Resources
MAY 16, 2025
Learn how to build your first digital sales room with this step-by-step guide. Discover the best tools, setup tips, and strategies to engage buyers and close deals faster.
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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.
Highspot
MAY 15, 2025
Key takeaways Partner enablement extends your sales force with skilled external teams who can represent your brand, reach new markets, and close deals with the same confidence and consistency as your internal reps. Effective enablement includes onboarding, product training, content delivery, skill assessments, and ongoing communication, adapted to each partner’s needs and market.
Sales Hacker
MAY 16, 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.
Smooth Sale
MAY 14, 2025
Photo by Steven_Yu via Pixabay Attract the Right Job or Clientele: Organized Retail Floors Can Encourage Extra Sales and Growth An organized sales floor is far more than just a visually appealing space; it’s a critical component of a successful retail strategy that directly impacts customer experience, operational efficiency, and ultimately, the bottom line.
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