Pipeliner

FEBRUARY 16, 2025

It offers detailed, actionable advice for sales leaders looking to navigate the evolving landscape of AI in sales. Introduction to Matt McDarby Matt McDarby, the president of United Sales Resources, brings over 15 years of experience in developing sales managers and leaders.

Sales Leadership 103

Sales Leadership Lead Rank Lead Scoring Video 103

Sales 2.0

OCTOBER 22, 2014

He believes companies and sales people need to wake up to the fact that buyers are now in control of the purchasing process and act accordingly. One upshot of that is that he sees sales people as having to become providers of useful content as a means to being found and as a way to be always be helpful to prospects and buyers.

Lead Rank 300

Lead Rank Cold Calling Lead Scoring eBook 300

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks. These are just the Insights portions.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Zoominfo

FEBRUARY 18, 2025

Outbound sales call tracking software enhances your sales team’s efficiency by automating call logging, providing real-time analytics, and integrating with customer relationship management (CRM) systems. These tools not only help teams track performance, but improve engagement strategies and optimize sales workflows.

Outbound 130

Outbound Software Software Buyer Intent 130

Highspot

FEBRUARY 20, 2025

Key Takeaways AI-powered sales training helps reps build trust by personalizing conversations and addressing buyer needs. Consistent coaching through AI ensures aligned messaging, leading to higher buyer engagement and conversions. Unified tools streamline workflows, enhancing collaboration and driving better sales outcomes.

Buyer 52

Buyer Training Coaching Scale 52

Cincom Smart Selling

APRIL 10, 2025

The difference between a sales team that hits targets and one that consistently exceeds them often lies in the support structure around itsales enablement. This strategic discipline ensures that salespeople have the necessary tools, content, processes, and technology to engage buyers effectively and close deals more efficiently.

Sales Enablement 48

Sales Enablement Top of Funnel Tools Strategy 48

Cincom Smart Selling

APRIL 21, 2025

This shift has redefined the role of sales leadership. Its no longer just about hitting quotas; its about designing and executing sales management in a way that is data-driven, technologically integrated, and strategically aligned with the broader business objectives. What is Sales Management?

Sales Management 48

Sales Management Top of Funnel Strategy Scale 48

SalesFuel

MARCH 3, 2025

B2B sellers and sales managers are increasingly relying on AI sales tools to meet sales quotas. Not all AI tools deliver on their promises. How can sales integrate AI sales tools? One of the biggest emerging trends is AI agents in B2B sales. But the future potential is real.

Sales Tools 59

Sales Tools Competition B2B Tools 59

SBI Growth

SEPTEMBER 23, 2013

VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint. To have a sales strategy you can execute, it must follow a structured path. You sell to a more informed buyer. What Sales Leaders Should Do Now.

Compensation 325

Compensation Social Media Incentives Incentive 325

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. Sales Enablement works to improve things on behalf of buyers, through your reps’ work and interactions. The Sales Enablement team drives revenue by boosting your sales team.

Sales Enablement 164

Sales Enablement Tools Top of Funnel Hiring 164

Highspot

APRIL 1, 2025

That’s what traditional sales role-playing feels like: forced, vague, and anxiety-inducing. Sales managers know role-play is essential to improve sales performance , yet the old methods make it difficult to coach effectively and drive improvement. Mistakes are actual learning opportunities, not career setbacks.

Training 52

Training Sales Management Hiring Lead Rank 52

The Pipeline

OCTOBER 5, 2017

Lately I have had a chance to sit in on a number of “opportunity reviews”, and it is interesting how the format and tools have changed, the plot and the theme have not changed much beyond the costumes, props, and players. Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more.

Pipeline 281

Pipeline Lead Rank Groups Opportunity 281

Zoominfo

SEPTEMBER 20, 2021

Their success hinges on buyer engagement — getting the prospect’s attention, holding it throughout the sales cycle , and maintaining interest to build customer loyalty beyond closing. Historically, the conversations that happen between prospects and sales reps are a blind spot for sales managers.

Buyer 130

Buyer Data Intent Signal Decision Maker 130

Sales Hacker

JULY 28, 2021

Fortunately, sales forecasting tools are available that can do a lot of the heavy lifting by using algorithms to create more accurate forecasts. What is sales forecasting? Sales forecasting best practices. Sales forecasting methodologies. Do I need a sales forecasting tool? Features and functionality.

Sales Forecasts 131

Sales Forecasts Forecasting Tools Oracle 131

DiscoverOrg Sales

DECEMBER 4, 2017

This means that, in total, 44% of businesses have not aligned their sales processes to the customer journey in any meaningful way. Get our research report: 30 Ways to Get Inside the Mind of Your Target Buyer. Streamlining the sales process. This is where sales enablement technology comes in. Training, training, training.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Hubspot Sales

DECEMBER 30, 2020

If sales is a journey, your strategic plan is the roadmap you'll provide your team to help them reach their destination. It is one of the most important activities you will ever do as a sales manager because, without it, your sales team will have no direction and no instruction manual to follow in order to achieve their targets.

Sales Management 137

Sales Management Hiring Buyer Persona Exercises 137

Mindtickle

FEBRUARY 7, 2025

In fact, recent research found that nearly all (91%) of sales managers feel coaching positively impacts team performance. of sales managers feel coaching positively impacts team performance 0 % Investing in sales coaching software can help you improve the effectiveness of your coaching initiatives.

Sales Coaching 52

Sales Coaching Software Software Coaching 52

Zoominfo

FEBRUARY 12, 2024

Sales teams are juggling more tasks than ever. In this environment, your sales operations tools and platforms can’t just be effective — they need to be transformative. What Are Sales Operations Tools? This is invaluable for sales teams to identify personalized sales opportunities quickly.

Sales Operations 130

Sales Operations Tools Scale Lead Rank 130

No More Cold Calling

NOVEMBER 25, 2014

Sale s has always been social. It’s just that some of the tools have changed in the digital age. That’s why all the sales and marketing automation tools in the world will never replace the power of a knowledgeable, experienced salesperson with a great referral network. Then they were told to get to it. Read more.)

Referrals 285

Referrals Cold Calling Webinar Metrics Networking 285

Mr. Inside Sales

JANUARY 8, 2021

And believe me, you’re not so bad that an interested buyer will be put off by you, so don’t worry! Like my first sales manager used to say: “There’s nothing to it but to do it.”. Instead, just use a good script, remember to ask questions and truly listen to their replies.

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Licensing 313

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. Buyers have increasingly embraced completing their own research for years. Use all the tools in your toolbox.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

Software 118

Software Software Sales Management Sales Forecasts 118

No More Cold Calling

MAY 24, 2018

If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. Trends mean nothing unless you include your buyer in your research. Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer.

Prospecting 196

Prospecting Social Media Trends Face-to-face 196

Sales 2.0

MAY 15, 2023

Dave is also the author of the “ Sales Manager Survival Guide.”​ We’ve set up sales processes so we manage our customers through a type of assembly line. But now these new AI tools have the potential to free us up to be more human , which is really what helps our customers the most.”

Ideal Customer Profile 221

Ideal Customer Profile Up-Sell Buyer Survey 221

Allego

OCTOBER 29, 2024

Digital selling is the game, and you must have a strategy that ensures your team succeeds in medical device digital sales. In fact, research from McKinsey & Company shows that 80% of B2B buyers now prefer virtual engagements over in-person interactions. Here are three common obstacles that they need to overcome.

Strategy 62

Strategy Face-to-face Buyer Lead Rank 62

Zoominfo

SEPTEMBER 2, 2021

Conversation intelligence provides reps with a deeper understanding of sales calls by recording, transcribing, and analyzing these meetings to deliver AI-based insights. Research firm Forrester found that 57 percent of B2B sales leaders intended to invest more on AI and automation tools in 2021.

Data 52

Data Scale SalesForce Forecasting 52

Allego

OCTOBER 15, 2024

But by the time they connect with potential buyers, those folks are already 96% of the way through their research. This shift in buyer expectations is why consultative selling has become essential. To truly engage buyers and drive results, sales teams must move beyond traditional methods and adopt a consultative approach.

Consultative Selling 62

Consultative Selling Lead Rank Lead Scoring How To 62

Allego

JANUARY 7, 2025

The difference between hitting your sales goals and falling short often comes down to one crucial factor: having the right sales methodology. A sales methodology isn’t just a set of steps or a simple sales process. But heres the catch: Not all approaches work for every sales team.

Sales Methodology 62

Sales Methodology How To Sales Qualified Lead Hiring 62

Allego

JANUARY 16, 2025

From setting clear goals to inspiring sellers to deliver peak performance, knowing how to manage a sales team can make or break a sales manager’s success. And the best managers dont just leadthey motivate. Managing remote or hybrid teams adds another layer of complexity. But the effort is worth it.

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank Lead Scoring Strategy 62

SBI Growth

JUNE 10, 2024

According to SBI’s recent research report, " Revive Commercial Productivity by Easing Buying Friction, " overcoming this buyer friction requires sellers to demonstrate their organization’s ability to understand and evolve with buyers as their conditions change.

Sales Process 194

Sales Process Selling Skills Report Buyer 194

Allego

JANUARY 30, 2025

Sales enablement has undergone a seismic shift in recent years. This is driven largely by the rise of several sales enablement trends, such as AI and the demand for personalized learning. Sales leaders already acknowledge this. Gartner Todays B2B buyer expects hyper-personalized, relevant, and timely interactions.

Trends 62

Trends Sales Enablement Webinar Metrics eBook 62

The Pipeline

OCTOBER 3, 2019

There is more to “Look Alike” customers than just corporate data – look for people with the same title as your buyers, spending habits, and most importantly competitors. While it might seem intuitive, a great exercise is to reverse engineer your sales process to uncover all the stakeholders. Second Step. About Scott Miller.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

Allego

DECEMBER 10, 2024

How does this ROI translate into measurable improvements like higher sales, shorter deal cycles, or larger contracts? This gap leaves sales managers asking an essential question: How do you demonstrate the ROI of sales training in a credible, reliable way? Proving the impact of sales training is no small feat.

ROI 62

ROI Training Lead Rank Lead Scoring 62

Pipeliner

MARCH 16, 2025

Preventing the Sales Risk of Sunk Costs Sometimes, salespeople spend a lot of time and effort on the deals that may not even result in the closure. Pipeliner CRM can help to recognize early buyer signals that can be used to determine whether it is worthwhile to continue pursuing the buyer or not.

Video 96

Video How To CRM Pipeline 96

Zoominfo

MAY 17, 2018

The trouble with weighted pipelines is that the buyer’s journey isn’t always predictable. Think about it, how often do deals stall out while your sales team chases down key decision-makers? How often do opportunities revert to an earlier location in the sales funnel or skip to the bottom quickly?

Sales Forecasts 232

Sales Forecasts Forecasting Pipeline Scale 232

Vengreso

JANUARY 22, 2025

Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. These blogs provide insights and strategies tailored specifically for sales managers , focusing on leadership, productivity , team motivation, and effective sales strategies.

Training 75

Training Top of Funnel Ideal Customer Profile SalesForce 75