Sales Hacker

FEBRUARY 7, 2025

SaaS pricing isn’t static – it’s a living strategy that grows with your company. In this article we dive into a playbook for pricing across different stages of company growth, inspired by Geoffrey Moore’s Crossing the Chasm.

Company 110

Company Scale Retention Margin 110

Anthony Cole Training

OCTOBER 25, 2024

Companies develop a brand, why not salespeople? That expertise, if well developed and articulated, is your personal brand and will lead to greater sales success. It is worthy of your time to think about what you do differently and better than your competition.

Buyer 322

Buyer Competition Research Sales 322

Understanding the Sales Force

NOVEMBER 1, 2024

Which brings me to sales cycles. Do you know what actually determines the length of your sales cycle? A lot of sales leaders and their salespeople believe that sales cycles are determined by their industry, or are specific to the industries they sell to. Short Foliage Cycle. Understand this.

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Sales Cycle Decision Maker Government Up-Sell 352

Understanding the Sales Force

APRIL 3, 2025

Despite writing about sales process quite frequently over the years, this article will take a very different approach. Let’s define a couple of terms: Sales Process – a series of 4-6 stages, each with 5-10 milestones, that provide salespeople with a repeatable framework for sales success.

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Sales Process Lead Rank Customer Lead Scoring 252

Sales and Marketing Management

FEBRUARY 7, 2025

Sales enablement specialist is one of the fastest-growing job titles on LinkedIn. But what is sales enablement, exactly? And are companies maximizing their investment in sales enablement tools? The post A Closer Look at Sales Enablement appeared first on Sales & Marketing Management.

Sales Enablement 266

Sales Enablement Maximizer Exact LinkedIn 266

Grant Cardone

OCTOBER 10, 2024

How did Domino’s emergency pizza bring the company back from a disastrous sales slump? Break In Case Of Domino’s Pizza Emergency A few years ago, Domino’s was reeling […] The post Domino’s Saves Company With Emergency Pizza Promotion appeared first on GCTV.

Promotion 118

Promotion Company Sales 118

Zoominfo

APRIL 17, 2025

So how different would your team structure, campaign design, and competitive advantage be if you had rich, accurate Go-to-Market Intelligence on 5,000 of the worlds most important companies? The 5,000 companies included in the ZI 5000 were selected based on their significance, scale, and strategic influence across sectors and industries.

Ideal Customer Profile 130

Ideal Customer Profile Company Scale Enterprise 130

Hubspot Sales

JULY 10, 2024

With the rise of ecommerce sales comes an increase in the use of digital payments and mobile wallets. As a result, more payment processing companies and gateways have emerged. I was curious about what exactly goes into payment processing and how these companies play a role, so I did a deep dive — here’s what I learned.

Company 105

Company Banking Hubspot Retail 105

Sales and Marketing Management

SEPTEMBER 3, 2024

By failing to embrace interactive digital platforms, companies risk losing market share, elongating sales cycles and diminishing customer satisfaction, thereby jeopardizing their competitive position.

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B2B Company Sales Cycle Competition 282

Anthony Cole Training

FEBRUARY 14, 2025

These are not elusive skills; they are identified by our partner and industry-leading sales evaluation company, Objective Management Group (OMG). Now, the buyer is in the drivers seat, and the only way to differentiate in a commoditized world is to master effective selling skills.

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Selling Skills Lead Rank Lead Scoring Groups 326

SalesFuel

MAY 8, 2025

SalesFuel has been recognized by Selling Power as one of the Top Sales Training Companies for 2025. According to Selling Power publisher and founder Gerhard Gschwandtner, quality sales training remains paramount to B2B sales success. Partnering with the best sales training companies will help ensure your teams success.

Training 99

Training Company Hiring Sales Enablement 99

Zoominfo

JANUARY 24, 2025

For todays sales teams, data and signals are the foundation for smarter strategies, better decisions, and consistent growth. From identifying high-performing reps to forecasting future revenue, this technology provides the clarity sales leaders need to drive results. What is Sales Analytics Software?

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Analytics Software Software Data 246

Zoominfo

OCTOBER 31, 2024

It’s also raising big questions about the future of the sales profession — including lingering worries that many sales jobs could soon be replaced by machines. According to several top sales experts, it’s not quite that simple. This is what takes your sales process to the next level,” Frattini says.

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

Understanding the Sales Force

MARCH 16, 2025

If you missed my March 14 article on Sales Cringe – my first in over a month – that will explain why we had the time to rewatch “24.” Regardless of company size, the Owner, President or CEO must SHOW their commitment to sales training to demonstrate the critical nature of the training to all participants.

Training 227

Training Revenue Face-to-face Decision Maker 227

Zoominfo

SEPTEMBER 17, 2024

Instead of waiting until buyers are clearly in-market, sales teams now can rely on a layered, AI-fueled analysis of multiple high-value signals to zero in on prospects who are strong fits for their product or service but not yet showing classic signs of interest. What I love about Copilot is that it shows companies decreasing in funding.

Hiring 214

Hiring Data Prospecting Lead Rank 214

Understanding the Sales Force

FEBRUARY 14, 2025

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey. This is problematic for more than the obvious reason.

Data 220

Data Hiring Compensation Quota 220

Understanding the Sales Force

APRIL 14, 2025

Sales Leaders who want to hire stronger salespeople could learn a lot from Shania Twain. Most Sales Leader seek out sales candidates with experience in their industry and a dressed-up resume to highlight that experience. Sales excellence. Request sample of OMG Sales Candidate Assessment. That Dont Impress Me Much!

Hiring 173

Hiring Quota Guarantee Industry 173

Anthony Cole Training

APRIL 3, 2025

As it should be, since it is revolutionizing most job functions, including sales and business development. The information that consumers and businesses used to call or visit companies to attain became readily available at the prospects desk and fingertips.

Journal 204

Journal Insurance Insurance Comparison 204

Sales 2.0

APRIL 30, 2025

Emails that are packed full of adjectives about how amazing this or that companys products are, or how such and such a client of theirs is now a multi-millionaire, dont ring true. Salespeople also tend to assume buyers are well-aligned with the goals of their company. What do real people care about? Buyers have personal goals.

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Buyer Promotion Maximizer Follow-up 339

Understanding the Sales Force

APRIL 16, 2025

For example, if you sell capital equipment to the C Suite and you have a 2-year sales cycle for a 7 to 8 figure sale, the rate of conversion from dials to conversations to meetings could be 15 dials to 1 conversation and 10 conversations to 1 new meeting. That would be 200 dials for 1 new meetings booked – per week.

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Pipeline Follow-up Conversion Outbound 188

Understanding the Sales Force

NOVEMBER 26, 2024

.” Them there’s some really great rules for selling but if you’re going to break a rule, make sure it’s not sales process! Most selling is WAY too serious, way too dependent on bullet points from slides, talking points from company narratives, and the oh, so boring vomiting of company and product information.

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Decision Maker Proposal Sales Process Video 328

Understanding the Sales Force

NOVEMBER 23, 2024

This is my third article using the Bible as an analogy to sales and I am currently reading Numbers. In my experience, most companies have KPIs in their sales organizations but the real issue is usually whether or not the KPIs they trot out actually drive revenue. Make your sales team biblical and do God’s work.

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Comparison Exact Follow-up Call-back 173

Understanding the Sales Force

MARCH 31, 2025

Even the people who provide the services promising inbound leads, meetings, and sales increases are struggling to generate inbound leads! Today, there is only one effective, manageable and controllable way to quickly build a quality sales pipeline. It’s April Fools every day! It’s true. And that’s the problem.

Pipeline 188

Pipeline How To Cold Calling Inbound 188

Zoominfo

DECEMBER 20, 2024

Sales teams face constant pressure to close deals faster and more effectively. Sales acceleration platforms provide a powerful solution, helping businesses optimize workflows, engage prospects, and convert leads more efficiently. These tools are now essential for companies looking to maintain a competitive edge in a demanding market.

Scale 130

Scale SalesForce Analytics Hubspot 130

Zoominfo

AUGUST 20, 2024

Believe it or not, two of the least likely allies in a B2B company – sales and compliance – can successfully work together to achieve a harmony that benefits both internal stakeholders and customers. Sales teams often achieve this by showcasing features and functionalities that they think customers want and value.

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Fashion Promotion Discount Vendor 130

SBI Growth

APRIL 28, 2025

Sales manager training is widely recognized as a key performance driver, yet many companies fail to invest in and deliver sales manager training programs regularly. In this discussion, the two will unpack SBIs latest research, Closing the Training Gap for Frontline Sales Managers.

Sales Management 156

Sales Management Training Survey Research 156

Understanding the Sales Force

APRIL 6, 2025

Last week I wrote this important article about how you can use sales process to increase revenue by 28%. Lets make the assumption that you either have or are about to have a comprehensive custom, staged, milestone-centric, buyer-focused sales process with predictive sales scorecard. What are the next steps?

Government 173

Government Sales Leadership Coaching Sales Coaching 173

No More Cold Calling

FEBRUARY 13, 2025

Digital isnt a sales strategy. A sales strategy isnt about tools or trendsits about how your company attracts and serves customers. Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems.

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Referrals Face-to-face Sales Leadership Quota 310

Sales and Marketing Management

JANUARY 14, 2025

Amit Patel, senior vice president at IT consulting firm Consulting Solutions, says those companies that make the most of data intelligence will create customer experiences that win business, open the door to upselling, and create the type of true partnerships that drive customer loyalty.

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Positioning Data Customer Loyalty 296

Zoominfo

AUGUST 6, 2024

Sales team success often hinges on the quantity and quality of leads routed from marketing campaigns and organic channels. This is where lead capture software comes into play, offering a powerful solution for businesses looking to streamline their lead generation processes, boost their sales pipeline , and track key sales metrics.

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Lead Capture Software Software Sales Qualified Lead 130