Highspot

JUNE 17, 2025

Key Takeaways Best-in-class AI sales assistant software helps sales managers and their teams tackle time-consuming, routine tasks and enhance customer interactions. Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. Does the AI come pre-built with standard sales workflow processes?

Ideal Customer Profile 52

Ideal Customer Profile Case Study How To Analytics 52

eGrabber

FEBRUARY 26, 2025

In todays fast-paced world, boosting sales performance and closing deals quickly are more important than ever. Sales leaders, sales managers, and sales professionals must work smart and act fast. In 2025, the key is to use smart tools like sales automation and track real sales data.

Closing 52

Closing Top of Funnel Ideal Customer Profile Incentive 52

Mindtickle

DECEMBER 20, 2024

B2B sales reps are no strangers to making phone calls and lots of them. Research tells us sales reps make an average of 40 calls per day. number of calls a rep makes per day 0 But chances are, every sales rep on your team has had the unfortunate experience of a bad sales call.

Closing 52

Closing Cold Calling Call-back Follow-up 52

RingDNA

MARCH 18, 2025

Drive real -time and post-call outcomes. In general, there are two types of conversation intelligence: real-time and post-call. Post-call conversation intelligence provides insights into calls that have already occurred, which is most often used for coaching and deal analysis.

Conversion 62

Conversion Lead Rank Lead Scoring Coaching 62

Vengreso

MARCH 26, 2025

This makes it easy for your brand to maintain a consistent tone of voice across all channels, reinforcing its identity and increasing engagement. Sales Leadership Development Understanding sales management and sales leadership principles is crucial for those pursuing a sales career.

Training 68

Training Strategy Ideal Customer Profile Lead Rank 68

Mindtickle

NOVEMBER 25, 2024

For example, if an organization is leveraging automation for pipeline management, it’s getting insights that can help it improve deal outcomes. Or, if an organization is using automation to summarize and analyze sales calls, sales managers have insights they can use to deliver coaching that improves reps’ long-term behaviors and performance.

Sales Automation 52

Sales Automation Hiring Lead Scoring Lead Rank 52

Sales Hacker

FEBRUARY 18, 2025

And within that question, there’s about 50 other questions, but, um, you know, I want to fly you back to your first, uh, startup that you’re at. Uh, you’re in this position of kind of being the first sales hire. You know, if people are trying to find a Joe, what did Joe look like back then?

Hiring 95

Hiring Ideal Customer Profile How To Call-back 95

Zoominfo

APRIL 17, 2025

Sellers and managers can tap into automated workflows, sequenced email campaigns, and conversation intelligence to increase visibility into their highest-potential accounts and improve productivity. ZoomInfos conversation tools capture and analyze calls, offering real-time coaching and feedback for continuous improvement.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Highspot

JULY 9, 2025

The issue manufacturing sales teams face, though, is a big one: Outdated systems and technology and data silos deter effective sales rep preparation, which slows everything associated with their GTM efforts down. Fortunately, innovation in AI is helping to reduce the chaos and boost their sales efficiency.

Hiring 40

Hiring Lead Rank Lead Scoring Scale 40

Sales Hacker

MAY 7, 2025

If you missed it or want to go back through any parts, the summit is now available on demand. And we build what we call stream teams. Sophie Buonassisi: Hello and welcome back to the GTM Podcast. And we build what we call stream teams. And it allows for us to come back. Speaker: Behind the scenes.

Ideal Customer Profile 83

Ideal Customer Profile Engineering Customer Scale 83

Sales Hacker

MAY 7, 2025

If you missed it or want to go back through any parts, the summit is now available on demand. And we build what we call stream teams. Sophie Buonassisi: Hello and welcome back to the GTM Podcast. And we build what we call stream teams. And it allows for us to come back. Speaker: Behind the scenes.

Ideal Customer Profile 70

Ideal Customer Profile Engineering Customer Scale 70

Sales Hacker Training

APRIL 1, 2025

Scott Barker: I wanna take you back to your time at Microsoft because you oversaw this incredible shift that resulted in growing from $600 million to $5 billion in six years. 00:01:00] Scott Barker: Hello and welcome back to the GTM podcast. Now it’s time to get back to the real job. Partners back in the outreach days.

Scale 71

Scale Microsoft Enterprise Enterprise 71

Highspot

FEBRUARY 20, 2025

Your Sales Training Guide to Boost Sales Effectiveness Download Now Why Product Knowledge is Crucial for GTM Success Foundational product knowledge is essential in GTM planning, where decisions about sales channels, messaging, and engagement tactics directly influence your bottom line.

Training 52

Training Hiring ROI Case Study 52

Sales 2.0

OCTOBER 25, 2021

Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. as this channel has become saturated. Research shows on average there are 6-10 decision makers and it’s typical for most sales people to only speak to one person. Sales management.

Territories 396

Territories Compensation Scale Decision Maker 396

Steven Rosen

JUNE 12, 2017

Sales Management Challenges . Many sales managers are finding it increasingly more difficult to keep juggling all their priorities. Well, here is a great opportunity to hear it straight from two leading sales management experts. Mike Weinberg will be joining me for a no holds barred FIRESIDE Chat called.

Webinar Metrics 184

Webinar Metrics Sales Management Hiring Case Study 184

Sales and Marketing Management

JUNE 22, 2018

Author: Kevin McGirl Sales managers have a tough job. Leading a team of salespeople in a world of ever-changing purchasing trends, a proliferation of new engagement channels, and highly educated customers, is stressful. After all, as the sales manager, it’s your job to know what’s going on in your department.

Sales Management 196

Sales Management B2B Fashion Call-back 196

No More Cold Calling

AUGUST 19, 2014

He probably just wants to win the contest at his company for bringing back the most cards. He writes: A few years back I moderated a webinar for a San Francisco B2B media company called Tippit, now Ziff-Davis B2B Focus. Connect with No More Cold Calling. I never give my card to that guy, because he’s all about himself.

Referrals 282

Referrals Webinar Metrics Social Media Face-to-face 282

No More Cold Calling

SEPTEMBER 18, 2014

While social engagement may seem more noble or altruistic, what really is energizing ssis the adoption of social in the B2B world is the view that it is another channel for executing sales strategy. Not every social outreach is going to result in a sale, nor should it. Message to Management]: 14 Things Top Sales Managers Do.

Social Selling 287

Social Selling Cold Calling Social Media Ideal Customer Profile 287

Hubspot Sales

JUNE 5, 2019

What is channel sales? In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. The Definition of Channel Sales.

Channels 111

Channels Lead Rank Hiring Lead Scoring 111

Hubspot Sales

OCTOBER 29, 2017

Whether you and your team need some bite-sized instruction, a full course correction or just a bit of motivation, there’s a wide variety of YouTube sales training channels that can help you. You'll find a short description of each channel as well as a few examples of especially informative or entertaining videos from each.

Channels 112

Channels Video Training Hiring 112

Sales and Marketing Management

OCTOBER 4, 2017

Through a channel partnership network? Door-to-door sales? Most models for building a sales engine haven’t changed much, yet those traditional channel networks are costlier to develop. Gig Economy, the Newest Sales Channel. Building a Gig Channel. Pushing customers to a website with SEO?

Engineering 227

Engineering Hiring Networking Channels 227

Sales and Marketing Management

FEBRUARY 15, 2021

Creating learning campaigns based on sales personas. These campaigns could target virtual sellers, inside sellers, SDRs, or sales manager tracks, and cover messaging and competencies relevant to each persona. Also, sales leaders should encourage sales managers to create team chats as a back-channel during all-hands calls.

Education 194

Education Film Channels Cancellation 194

Understanding the Sales Force

FEBRUARY 15, 2024

Earlier this week, the forecast called for a big nor’easter to drop 8-13 inches of heavy, wet snow in our area. It harkened me back to the good old days before the incredible weather technology we have now. Before long, nobody will listen and worse, sales management won’t be inclined to provide feedback.

Forecasting 218

Forecasting Sales Forecasts Decision Maker Call-back 218

Sales 2.0

JANUARY 26, 2012

This really told us that salespeople should not wait for a reply if they haven’t heard back within 24 hours. NE: Both sales and marketing people always seem hung up on this question of “WHEN should I send email? The key is making subject lines punchy with a call to action or promise of something valuable to be learned.

Analytics 244

Analytics Report Study Hubspot 244

No More Cold Calling

SEPTEMBER 21, 2017

I’ve summarized interviews with three successful women in tech sales, and share why and how they outsell their peers. The first is Sue, a successful field sales manager in a tech company. As she put it to me, “If I give you what I have, I will have your back.” Neuroscience backs up these observations.

Cold Calling 255

Cold Calling Loyalty Account Intent 255

Understanding the Sales Force

SEPTEMBER 18, 2023

Similar to the 2023 hurricanes, B2B salespeople take one of five paths: They reach out directly to the Decision Maker They settle for someone who reports directly to the Decision Maker They settle for someone who has influence over the Decision Maker They call on Procurement They call on a business user.

Decision Maker 207

Decision Maker Insurance Insurance Call-back 207

Score More Sales

JULY 5, 2012

One of my sales managers was a real jerk and when he would take off for a week, I was sure to arrive late, slack off on meetings, make fewer calls, and have a little more fun than usual. You may have seen Dr. Perry on CNN’s Black in America documentary or on a news channel somewhere. It is rampant in our companies.

Hotels 181

Hotels Education Call-back Channels 181

Hubspot Sales

DECEMBER 12, 2017

Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling. You can use simple, research-backed techniques to become more confident, charismatic, and influential. Lean In: Women, Work, and the Will to Lead. By Jeb Blount.

Sales Management 111

Sales Management Cold Calling Influencer Insurance 111

Alice Heiman

OCTOBER 11, 2022

Do you have a channel strategy in place? You may have channel partners as part of your go-to-market strategy, but do you have a strategy that includes how you will support your partners’ success? . I know our audience is excited to hear how to create or improve their channel program. Bruce Stuart, Partner at CHANNELCORP .

Channels 71

Channels Strategy Margin Ideal Customer Profile 71

Partners in Excellence

AUGUST 12, 2021

For example, sales people can make back to back sales calls through the whole day. Rather than making a few calls, they can schedule every hour of the day with Zoom calls. Customers are buying differently–and they are reducing their need/preference to use sales people in that process.

Fashion 153

Fashion Call-back Channels Up-Sell 153

PandaDoc

SEPTEMBER 2, 2020

This is understandable when you consider that data shared in the Harvard Business Review suggests that 90% of decision makers won’t respond to cold calls, according to Sales Leadership Forum. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Sales and Marketing Management

MARCH 8, 2020

But often these expensive, time-consuming, efforts were led by small back office teams. What is most important about the maturity of AI-enabled forecast tools over the last two years, is that we can explain our predictions and make them actionable to a broad array of workers, from sales reps to channel managers to sales operations.

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

Understanding the Sales Force

APRIL 4, 2024

Science Reveals the Actual Impact of Sales Coaching More Sales Assessment Imposters Exposed The Best Salespeople are 2733% More Likely to Have This Than the Worst Salespeople What Percentage of Sales Managers Have the Necessary Coaching Skills? Consultative Approach to Selling Call Reluctance is Just as Popular as Ever!

Hiring 159

Hiring Sales Leadership Sales Forecasts Forecasting 159

Hubspot Sales

FEBRUARY 6, 2018

You can use simple, research-backed techniques to become more confident, charismatic, and influential. The Challenger Sale: Taking Control of the Customer Conversation. Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling.

Sales Management 111

Sales Management Influencer Insurance Insurance 111

Pipeliner

AUGUST 20, 2021

In addition, you should use automated sales management tools as often as possible. SaaS B2B Sales. For example, certain companies allow their prospects to contact their sales-support team with a toll-free number calling option or instant 1:1 live chatbot. Top 12 Cool Solutions for B2B SaaS Sales Automation.

Inside Sales 98

Inside Sales B2B Tools Top of Funnel 98

Gong.io

MARCH 16, 2020

Put it in practice: Running pipeline meetings effectively means cobbling together information from a lot of different sources (CRM, email, calls, notes) AND thinking strategically about what to do next. Nothing takes the wind out of a big win like turning back and having no one to high five. Training can get some of the mojo back.

Strategy 145

Strategy Hiring Call-back Handbook 145

Sales Hacker

SEPTEMBER 4, 2020

And how can you help your reps hit their sales targets? The Three Problems Holding SDRs Back. Traditional outreach channels are overused. When I ask prospects what tools they use for cold outreach , I get the same answer over and over — cold calling and cold emailing. And it’s the same with cold calls.

Quota 133

Quota Meeting Cold Calling Channels 133