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The role of trust in relationship-based selling As the world shifts to virtual, the challenge is building client trust. I almost fell out of my chair when I heard a Sales VP say this. Building client trust has always been challenging; its not a new hurdle to overcome. It can seem harder when we cant meet in person, but prospects dont trust you simply because you meet face-to-face, shake hands, or share a meal.
As we do each season, my family attended the Boston Pops Holiday Concert at Symphony Hall in Boston. Although we’ve attended for close to 23 years, this year I noticed something different and that experience will help you better understand the important role that sales process plays in the context of a modern sales methodology. As I wrote in this article , Sales Process is a framework for consistent, predictable, repeatable results and the framework is best deployed as a staged, milestone-
Success isnt just about adopting the latest tools or strategies. It requires understanding your customers, staying flexible and being willing to adapt. The businesses that thrive will be the ones that embrace these changes and use them to create real value for their clients. The post The Future of B2B Sales: Key Trends to Watch in 2025 appeared first on Sales & Marketing Management.
With the holidays in the rear-view mirror, we can reflect on the time-honored tradition of gift giving. Whether you’re someone who gives a single gift or twenty gifts to your loved ones, the premise is the same. Figure out what they would like, find it, buy it at a store or online, get it home, wrap it, and put a bow on it. On Christmas eve or Christmas day, you present the gift.
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.
For todays sales teams, data and signals are the foundation for smarter strategies, better decisions, and consistent growth. But the sheer volume of information available paired with a growing number of outreach channels and tools mean that the real power lies in drawing insights from that pile of data. Sales analytics software is the key tool that turns the massive volumes of data in CRMs, data platforms, martech tools, and other key sources into clear, actionable insights that empower teams
As Sales Leader, it is your role to bring resources to your team to help them become even better. Our team of sales experts at Anthony Cole Training Group have compiled 25 sales tips to help your salespeople prospect smarter, plan effectively, and sell with confidence. These tips will help them build stronger client relationships, work on their time management, and improve their selling strategies.
As Sales Leader, it is your role to bring resources to your team to help them become even better. Our team of sales experts at Anthony Cole Training Group have compiled 25 sales tips to help your salespeople prospect smarter, plan effectively, and sell with confidence. These tips will help them build stronger client relationships, work on their time management, and improve their selling strategies.
Do you ever circle back, repurpose slide decks and proposals, become nostalgic, rewatch movies or TV series? When my son was small, he loved watching the same movies and shows over and over again. We watched The Lion King with him around one hundred times and Brother Bear another fifty times. When he got older, we watched Christmas Vacation, Home Alone, Elf, School of Rock, and Grown Ups every year.
Id like to blame my poor visual perception for my subpar golf game, but the real culprit is my lack of consistency in practice. Im inconsistent. As a result, my performance on the golf course is erratic, with scores ranging anywhere from 92 to 102. I can shoot a 44 on the front nine and a 54 on the back. Dont get me wrongbeing virtually blind in one eye doesnt help with depth perception.
As I continue my journey through the Bible, I’m still reading Numbers and in chapter 12, verse 26, God tells Moses that there will be dead bodies among those who turn away from God. At this point in the Bible, God is telling Moses about the land where the Israelites should move and continue their lives. Moses explained that most of his people don’t want to move and are fearful of being slaughtered by the current occupants of the land.
In 2025, data intelligence has moved from being a competitive advantage to an operational necessity. 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.
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.
Those who do not remember the past are condemned to repeat it. George Santayana , American philosopher (1863-1952) Im working on a new sales project, and I need some quick wins. One instinct in this situation is to jump in and start prospecting without wasting any time. But I like to figure out which direction I need to point before I go running off.
As we kick off a new year, many organizations are rolling out updates to their sales process. The changes are introduced to team members at sales kickoffs (SKOs), localized events, and one-on-one check-ins to reinforce the importance of adhering to the newly established sales process. The new system is operationalized and then placed on a shelf, often left untouched until sales process refinement begins again at the end of the year.
One of the biggest mistakes I see too many managers make, is they dive in and start doing their people’s jobs. The motivations for this range from being well intended to malicious. We have all seen the managers believing they are the best sales people in the world, sweeping their people aside, playing “Superseller” in important customer calls.
Most sales managers spend less than 10% of their time coaching their people, and only one-third coach their people on a weekly basis. Yet, the coaching competency is the most critical part of a sales manager's responsibilities. It is also the most difficult skill set to learn and master. And remember, not all coaching is effective. The very skill of coaching is a fine art, and the ability to be consultative in nature adds complexity.
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.
Happy New Year everyone! For most people, the New Year is a forward-looking time time for goal setting, planning, and resolutions. Nothing wrong with that. But as someone who likes breaking rules and pushing the envelope, I’m starting the New Year by looking back to January of 2024. Last January, my first article included the introduction of my new Sales Grid.
This is your referral reality check. What if your teams best leads were already at their fingertips, but they werent taking full advantage? Referral selling strategies are the key to consistent sales growth, but chances are, your team isnt leveraging them effectively. Why? Because theyve convinced themselves theyre already doing enough. Referrals convert at a staggering rate of 50 to 90 percent.
Go-to-market teams that adopt AI-powered sales automation can reap major benefits: research shows they spend more time with customers, drive higher customer satisfaction, and most importantly, boost sales by up to 10%. But savvy sales leaders know that AI isnt a magic wand that can close deals for you. Instead, using AI effectively is about finding new opportunities and building deeper relationships, which ultimately lead to faster conversions.
In todays fast paced sales environment, AI has emerged as a powerful force, promising enhanced productivity and improved sales performance. But, as Ray Makela, Managing Director, Talent Development at SBI, and Dr. Howard Dover, a Clinical Professor of Management from the University of Texas, explore in their recent podcast conversation , the journey to harnessing AIs full potential presents many challenges.
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.
Reading a fascinating article in the NYTimes, Giving Kids Some Autonomy Has Surprising Results , got me thinking. What if we give our people more autonomy in how they manage their deals, days, what they do? In the past 5-7 years, we’ve seen a movement to be completely prescriptive with our people and their activities. We script every conversation, yet the customers we are engaging don’t have the same script.
Many of my clients and prospects tell me that the 4th quarter is when they take time to discuss sales plans (goals) and business plans with their salespeople. The purpose, obviously, is to get everyone on the same page with expectations of performance for the coming year. In my experience, I find that the process they utilize is either too complicated or too simple, and the process isn't really a process; it's the presenting of a predetermined sales goal for each producer.
Do you enjoy meeting celebrities? I’ve had the opportunity to meet some through chance encounters and when I was in the music industry in the late 70’s and early 80’s, it was arranged for me to meet many star musicians. One chance encounter I had was on an airline flight from Dallas to Boston when a country star, in the seat next to me, woke me for no apparent reason.
Have you ever wondered what sets top sales performers apart from the rest? I know I have maybe too much. Anyway, I used to think that thing was a well-curated mix of charm, confidence, and a little luck. But after doing some further research, I discovered theres much more to the story than I thought. What I found most surprising is how simple yet effective their methods are no magic tricks, just intentional actions that make a big impact.
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.
Go-to-market teams that adopt AI-powered sales automation can reap major benefits: research shows they spend more time with customers, drive higher customer satisfaction, and most importantly, boost sales by up to 10%. But savvy sales leaders know AI isnt a magic wand that can close deals for you. Instead, using AI effectively is about finding new opportunities and building deeper relationships, which ultimately lead to faster conversions.
As companies transition into the new year, refining pricing strategies often take center stage. Pricing decisions are essential in defining revenue growth, yet many organizations fail to unlock the full potential of strategic pricing. Instead, they rely on outdated methods, and reactive discounting, leading to missed opportunities. Fast starters have a different approach by leveraging pricing as a tool to create early wins and stamp out lingering price negotiations.
I’m relieved to learn that all we need to do to be successful in 2025 is to become hyper-efficient! We still have 11 months to go, imagine how much we can accomplish. OK, OK, you know how deeply my tongue is planted in my cheek. For close to two decades, we’ve been driven by a scaling philosophy, stated differently, a volume, velocity approach to selling.
In this Quick Take episode, were exploring the undeniable power of sales coaching, the challenges of traditional approaches, and how AI-powered solutions are setting a new standard for skill development. On the other side of this brief episode, youll see how AI sales coaching truly can elevate the game of your sellers. The Power of Consistent Sales Coaching There are no two ways about it: sales coaching is helpful for driving performance in any sales team.
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.
Kurlan & Associates earned the Diamond Award, the highest level of recognition from Objective Management Group, for its 2024 performance. Using OMG, Kurlan helped a multitude of clients evaluate their sales teams and assess their sales and sales management candidates to help companies make much better hires for their sales organizations. The post OMG Names Kurlan a Diamond Award Winner for 2024 appeared first on Kurlan & Associates, Inc.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth.
The rapid adoption of GPT-based AI tools isnt simply a technological evolution in sales; its a fundamental restructuring of how teams work. Unlike prior shifts like CRM adoption or marketing automation, GPT-based systems dont just centralize data or automate tasks they actively analyze, predict, and collaborate in ways that are completely reshaping roles and workflows.
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