Anthony Cole Training
MAY 15, 2025
Last week in part 1 of our 3-part series on Hiring and Retaining Top Sales Talent, we discussed the importance of defining your ideal sales candidate profile and establishing firm hiring standards. Identifying critical, non-negotiable standards and expectations for new hires will help to improve the quality of the candidates you look for, interview, and eventually hire.
Understanding the Sales Force
MAY 18, 2025
If you were going to plant a fruit tree, you would need to follow a five-step process which includes: Dig a hole Place the tree and fill the hole Fertilize and Water Maintain (Sun, water, pruning, fertilizer) Harvest It should be obvious that you cant mess with the sequence because if you do anything in the wrong order, your fruit tree adventure will end before it begins.
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SBI
MAY 12, 2025
If you follow professional football, then you know that Shedeur Sanders was the big story of the 2025 NFL draft. For you non-football fans, Shedeur Sanders is the son of ex-NFL great Deion Sanders , who also serves as the head coach of the University of Colorado football team, where Shedeur Sanders played as the starting quarterback during 2022-2024.
SBI
MAY 26, 2025
Sales managers are at the center of sales execution, yet too often, they are expected to lead without being led. Recent research from SBI and the Revenue Enablement Society shows how high the stakes are. Companies that invest in training their frontline sales managers report a 7-point increase in quota attainment compared to those that dont. Thats not a marginal lift its the kind of improvement that moves the revenue needle and sets high-performing teams apart.
Speaker: Jesse Hunter and Brynn Chadwick
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.
Zoominfo
MAY 15, 2025
My first job in sales was as old school as selling gets: knocking on doors. I didnt know who I was talking to, whether they were in-market, or even what their company did. It was pure hope spray and pray at its finest. Selling has changed a lot since then, but some things dont change fast enough. Too many B2B sellers today are still running on hope.
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Understanding the Sales Force
MAY 15, 2025
Why does the power generated by a car engine continue to be measured in horses? According to Wikipedia, “Car makers began discussing horsepower in the late 19th century, particularly after the introduction of the first modern gasoline-powered automobile by Carl Benz in 1886.” Its been nearly 150 years since they began the transition from horses to motorized carriages or cars; do you suppose we could measure the power of engines differently than comparing them to horses?
Sales and Marketing Management
MAY 21, 2025
The AI evolution calls for sales enablement professionals to adapt their strategies and embrace new technological tools to enhance their impact. The post Transforming Sales Enablement: AI Sparks a New Era of Skills and Competencies appeared first on Sales & Marketing Management.
Zoominfo
MAY 15, 2025
Suddenly, lots of people are talking about the rise of the go-to-market (GTM) engineer: semi-technical polymaths who can master APIs, stitch together data flows, harness automations, and singlehandedly connect your go-to-market dots. Youve probably seen examples of this new discipline on social media, usually with a sped-up screen recording of how someone clicked through a bunch of apps and connected data sources and AI agents to identify market segments and push out content at scale.
Anthony Cole Training
MAY 1, 2025
Here is the definition of client centered selling given by AI: Client centered selling is a sales approach that prioritizes understanding and addressing the unique needs and goals of each customer, rather than simply promoting a product or service. It focuses on building long-term relationships and providing solutions that empower customers to achieve their desired outcomes.
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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.
Sales Gravy
MAY 29, 2025
AI isn't here to replace you; it's here to boost your game. Used wisely, AI can be your secret weapon. AI is everywhere: in social selling, content creation, automation, to say the least. Here's the double-edged sword: If you're trying to outsource everything to AI, you won't last. If you're stuck in the old ways, refusing to adapt, you'll get left behind.
SalesProInsider
MAY 23, 2025
Lets face it. Todays prospective clients are more time strapped, distracted, skeptical, and overwhelmed than ever. During prospect conversations you, as a financial advisor, may find yourself feeling hurried to rush and quickly share all the value you bring, hoping it will click for your prospect. But heres the truth: The key to better conversions isnt moving fasterits slowing down.
Partners in Excellence
MAY 12, 2025
Marcus Cauchi has been writing a provocative series of posts on mistaken sales management behaviors. The posts and discussion are fantastic, make sure you read them. He asked for my thinking on the issue. We see all sorts of bad management behaviors. Some of it seems to be driven by a compulsion to “help” our people succeed. Much of it is driven by a lack of trust managers have in their people.
Allego
MAY 20, 2025
You get out what you put in. Its one of lifes most obvious truisms. And for sales leaders, its precisely why research showing sales teams spend the vast majority of their time not selling is so concerning. According to Salesforce , sales reps spend only 30% of their time selling during an average week. Even worse, HubSpot reports sales reps spend only 2 hours per day selling and at least one hour on manual or administrative tasks.
Advertiser: ZoomInfo
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.
Pipeliner
MAY 12, 2025
Simple Tips from Dan Leonardi on Growing Your Career and Yourself In the Expert Insight Interview episode , host John Golden talks with Dan Leonardi. Dan is a career coach and the founder of Leonardi Personal Development. He has over 45 years of experience in big companies like PepsiCo, Kellogg, and Conagra. His new book, Be the CEO of Your Life , teaches people how to take control of their lives and careers.
SalesFuel
MAY 12, 2025
Do you unconsciously spiral your prospects into sales choice paralysis? You may be overwhelming them without even meaning to do so. Theres a fine line between offering choices and overdoing it. What is sales choice paralysis? As Marco Giunta explains in a LinkedIn article, B2B salespeople often fall into the "have it your way" trap. They present multiple options, create custom variations on the fly, and essentially turn their solution into a build-your-own-adventure story.
Sales Gravy
MAY 1, 2025
Here's the brutal truth: Self-awareness is the ultimate sales skill. We obsess over skills like closing techniques, objection handling, and prospecting cadence. But self-awareness is the real make-or-break. Self-awareness is the lever that separates ethical, high-performance sellers from out-of-touch order takers. If youre not self-aware, youre leaving money on the table and damaging trust.
Sales and Marketing Management
MAY 12, 2025
Cash rewards get mixed in with daily budgets and are quickly forgotten. Non-cash recognition tells a unique story for every recipient. They fuel performance not just in the moment, but long after. The post Why Non-Cash Rewards Hit Harder and Smarter appeared first on Sales & Marketing Management.
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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.
Partners in Excellence
MAY 12, 2025
On Friday, I realized I had failed at something—miserably. A few weeks ago, I met with a great team. We had an exciting project, we agreed on the action plan and next steps. This action plan was highly dependent on some things I committed to. Two and a half weeks passed. The person leading the project reached out, “Dave, we’d like a follow up meetings, but we are missing some stuff…… ” I was ashamed.
LinkedFusion
MAY 21, 2025
LinkedIn in 2025 isnt just a place to show upits where careers are made, leads are captured, and thought leaders are built in real time. But heres the truth: What worked last year is already outdated. LinkedIn algorithm 2025 has shifted. Audience behavior has evolved. And if your content doesnt match the momentum of whats actually working right now, youre invisible, even if youre posting daily.
Pipeliner
MAY 21, 2025
In this episode of the Expert Insight Interview , host John Golden talks with Tony Morando. Tony is the Chief Sales Officer at his company. He has worked in sales for 19 years. He started as an account executive and worked his way up to the top. Tony shares what hes learned about growing strong sales teams. 1. From Salesperson to Leader Tonys Early Days Tony started with cold calls and learning how to talk to customers.
MarketJoy
MAY 30, 2025
A lot of teams focus heavily on getting leads in the door. That part is easy to track and celebrate. But what happens after that often decides whether those leads turn into anything real. If you dont have a way to separate high-quality leads from ones that arent ready, or maybe never will be, you’re going to waste time. Probably more than you think.
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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.
Sales Gravy
MAY 12, 2025
Your quota doesn't take a summer vacation, so your pipeline-building efforts can't afford to either. This is a reality check. Summer is coming fast and if you dont get your pipeline positioned for success now, youll be scrambling come mid-July. The summer sales slowdown is a documented phenomenon across almost every industry. According to data from HubSpot, prospecting response rates can drop by as much as 25% between June and August.
Highspot
MAY 15, 2025
Key takeaways Personalization is a must, not a nice-to-have, since 71% of buyers expect personalized experiences, and 76% get frustrated when they don’t get them. The best pitch decks follow a story arc that connects the problem to your solution with clear proof and a strong CTA. Regular updates tied to product changes, buyer feedback, and market shifts keep your deck sharp, relevant, and aligned with what your audience needs to hear.
Partners in Excellence
MAY 20, 2025
Another piece of nonsense by a guru found its way into my feed today. It started with, “The secret to pitching isn’t making yourself look good, it’s making your competitors look silly.” It was followed by one a 21 page carousel outlining how to make your competitors look silly. And, as usual, 100’s of likes and comments, “The secret to success!
SalesFuel
MAY 13, 2025
Bad sales hires happen more often than anyone would like to admit. Sales positions can be among the most challenging to fill. One way to reduce the risk is to use behavioral assessments for hiring. The Real Cost Of A Bad Sales Hire Several studies have attempted to pinpoint the cost of a bad sales hire. We estimate that the average organization incurs a cost of around $130,933 to replace a salesperson.
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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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