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Stop chasing strangers. Start getting introduced to decision-makers who trust you. Most sales teams think they’re already doing referrals well. They aren’t. They’re confusing potential with process. I often ask sales leaders three simple questions: How many referrals did your team generate last month? Who coached your reps on how to earn and ask for them?
Sales leaders play a pivotal role in ensuring training translates into action. Without active leadership engagement, reinforcement strategies and a customized approach that aligns with the company’s sales environment, training efforts often fall flat. The post Lessons Learned from Implementing Sales Training Successfully appeared first on Sales & Marketing Management.
Integral to every sales training and coaching program, we work with organizations to help them write and deliver their phone scripts, value propositions, and elevator pitches. For salespeople and managers, this skill is critical as it often initiates the relationship on the right foot by getting the audience engaged.
Fire Your Top Salesperson: The Red Sox Lesson for Better Sales Teams What if firing your top salesperson would make your sales team better? The Boston Red Sox showed the world how to do it this past weekend. I know you might not care about the Red Sox or even baseball, but this is worth reading because there’s an amazing lesson here. The Red Sox were in the midst of a five-game winning streak and had just completed a three-game sweep of their arch-rival New York Yankees when they traded their be
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.
No matter how tight your go-to-market strategy or how skilled your sales team, one hard truth remains: it’s nearly impossible to reach scale in B2B by relying purely on inbound tactics. That means finding qualified prospects and converting them at a predictable rate, a job you simply can’t do without clean, accurate, and up-to-date contact data. Whether you’re building outbound campaigns, enriching CRM records, or routing leads to the right rep, the right B2B contact database platform can accele
Check out the blog posts you might have missed from No More Cold Calling this quarter. This month marks 29 years since I started my business, No More Cold Calling. Nearly three decades working with sales teams, consultants, and business owners to build what most leaders only dream about—a true Referral Culture. Here’s what I’ve learned: Everyone hates cold calling.
Check out the blog posts you might have missed from No More Cold Calling this quarter. This month marks 29 years since I started my business, No More Cold Calling. Nearly three decades working with sales teams, consultants, and business owners to build what most leaders only dream about—a true Referral Culture. Here’s what I’ve learned: Everyone hates cold calling.
The Power of Preparation and Clear Goals In the world of sales, the discovery call is often misunderstood. It’s not a stage to skim through so you can hurry up and pitch. It’s not a warm-up act for your demo. It’s the moment where the trajectory of your entire sales process is defined. And here’s the thing: the strength of that trajectory is directly tied to how well you prepare, and how clearly you define your goal for the call.
“14% of sellers drive 80% of revenue!” This, and similar data points, are showing up in my feeds, with various experts commenting on what it means, then offering insights and solutions to address. While I have a lot of questions about this data and would like to get under the numbers to better understand, I’m always amused by the insights and recommendations provided by the experts.
For over a decade, our profession has optimized B2B revenue around predictability: templates, playbooks, automation. In effect, we’ve tried to industrialize go-to-market. But now, the old model is breaking down. Generic sequences don’t break through. Bloated tech stacks and siloed data leave teams paralyzed. And trying to copy your top performers doesn’t scale, because the best in GTM win by making smart, creative decisions in real time.
That's the question every sales leader, CEO, and HR department is wrestling with as AI tools flood the market with promises to automate everything from prospecting to closing deals. Meanwhile, salespeople are panicking, wondering if their jobs are about to disappear to some algorithm that can write emails faster than they can type "Dear Valued Customer.
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.
As a business owner, sales isn’t just a job — it’s baked into everything I do. Pitching clients, negotiating partnerships, growing a network. You can’t escape it. And if you’re looking for a sales role? Same story. The job market is crammed with candidates all claiming to be “results-driven” and “customer-focused.” But recruiters and sales leaders? They’re wading through stacks of near-identical resumes, making snap judgments on who’s worth a second look.
While tariffs have been rising steadily over the past several years, the landscape in 2025 marks a new chapter. It is defined by rapid escalation and broad-sweeping impacts. In early 2025, the United States introduced a series of sweeping tariff increases that are reshaping the cost structures and global strategies of manufacturing companies: Steel and Aluminum Tariffs: On March 12, 2025, the U.S. imposed 25 percent tariffs on all steel and aluminum imports, removing exemptions that had previous
As we wind down 2025’s second selling quarter, we can check our performance versus our YTD quota to see exactly where we stand. That’s the beauty of selling and the pay-for-performance lifestyle, isn’t it? There’s no mystery about where you stand. Your YTD number is there in bright lights and it’s reflected not only in your compensation but in how you feel about yourself.
As human beings and business professionals we crave structure and order in everything we do. We build carefully architected sales processes. Our customers draft detailed project plans, guiding them on their journey. Our models/frameworks, whether buying or selling, are clean, linear, structured, logical and rational. And we develop metrics aligned with these models.
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.
B2B sellers are adopting a more consultative sales process to better serve their customers needs and expectations. Their evolving role is forced by increased financial scrutiny and the ever-expanding crew of influencers and decision makers. Consequently, traditional transaction-focused methods are giving way to more strategic, business-oriented mindsets.
Ben Hogan, who was arguably the greatest ball striker the game of golf has ever known, taught that if you wanted to improve your swing you should focus on the cause rather than the result. This was good advice for golfers and brilliant advice for sales professionals. Because in sales, if you want to sell more it pays to become obsessed over your behaviors, techniques and processes rather than your outcomes.
If youre in B2B sales or marketing, you already know that LinkedIn is a jackpot for lead generation. With over a billion professionals on the platform, it presents unparalleled access to decision-makers across industries. But heres the catch: simply browsing through profiles wont cut it. If you have questions like, how do I increase lead generation on LinkedIn?
As a CFO, I have learned to instinctively question one thing in every growth-stage company: the sales forecast. It is always presented with energy, optimism, and the promise of future revenue. And I get it – CEOs and sales leaders are wired to chase big goals. But if there’s one thing I have learned throughout my career, it is this: the only thing I know for certain about any model or forecast is that it will be wrong.
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.
Most sales teams don’t realize how much ground is lost before they even speak to a lead. People don’t wait around for a discovery call to figure out if you’re a good fit. They do that on your website. That’s where they start building trust, checking if you understand their problems, and sizing up your product against others. This means your site serves a bigger purpose than just attracting interest.
Theoretically, we have solutions to our customers’ problems. Unfortunately, we tend not to focus on these, we tend to pitch the solutions, without knowing if the customer has the problem we solve, or really understanding that problem and what it means to them. We train our people to “solve the problem.” In their best engagements, we show up with insights, demonstrating, “here’s the solution to your problem, and if you buy by the end of the quarter we will offer you
Revenue Action Orchestration (RAO) is a sales execution framework that connects sales data, AI-driven insights, and real-time actions to drive effective sales outcomes. It helps revenue teams turn information into intelligent next steps, guiding sellers to take the right action at the right time within their workflow. According to Gartner’s 2025 Strategic Roadmap for an AI-First Sales Organization¹, Revenue Action Orchestration is a key capability for enabling AI-powered sales execution at scale
The second quarter of 2025 delivered some incredible conversations on the Sales Gravy podcast. From discipline strategies that separate winners from wannabes to the psychology of selling that most reps completely miss, here are the five most powerful insights that can transform your sales results immediately. 1. Focus on Activity, Not Outcomes The Problem: Most sales reps get discouraged when they don't book meetings, causing them to change their approach daily.
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.
We all know customer relationships are vital to business success. It doesn’t matter if you’re a startup trying to get your first clients or an enterprise with thousands of contacts. A CRM (customer relationship management) system is key to keeping organized. The benefits of CRM in business are vast, from streamlining the sales process and boosting collaboration to helping your team close deals faster.
Art Fromm discusses his SEAMless Sales process, which aligns pre-sales personnel with sales teams by breaking down silos, establishing clear communication, and focusing relentlessly on client success from the first interaction. The post Bridging the Gap Between Pre-Sales and Sales appeared first on Sales & Marketing Management.
In a special episode of the Sales POP! expert insight interview, Peter Murphy Lewis , founder of Strategic Pete, takes over the hosting duties to interview John Golden , the original host and the visionary behind Pipeliner CRM. This episode delves into the intricacies of sales strategies, the importance of preparation, and the philosophy that underpins effective CRM systems.
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.
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