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Go-to-market teams should reassess their CRM strategies and leverage the insight-driven, AI-backed tools that are redefining the customer relationship. The post Traditional CRMs are Killing Your Sales Team’s Productivity appeared first on Sales & Marketing Management.
Conducting a successful negotiation where both parties arrive at a productive, mutually beneficial outcome is a delicate art — one that's every bit as screw-up-able as it is valuable. Thoughtful, effective negotiating skills are a “need to have” if you're going to hack it in sales, but developing them is rarely straightforward. And if you want to get there, you have to have a sense of the right points to cover and (maybe even more) the ones you need to avoid.
During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. These lists would evolve, grow, and ultimately work best when they were imported into CRM, and were invaluable for helping me to: Meet my productivity goals (and my quota in the long run) Segment companies in my territory or industry Keep track of my prospect interactions Capture important information like competitive install In this article, I’ll e
The ability to prospect effectively can make or break a team's success. It's the lifeblood of the sales process, the crucial first step that fills the pipeline and drives revenue growth. But here's the challenge—identifying candidates who excel at prospecting is no easy task. It requires a keen eye, the right assessment tools, and a deep understanding of what makes a great prospector tick.
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.
Storytelling is one of our oldest forms of communication and is an excellent persuasive tool. Stories do the job better than facts – you only have to look to the tabloid news cycle to see that. It’s also clear that, however fictional, stories can profoundly impact actions in reality, as the “Jaws effect” proves — a phenomenon where real-world policy around hunting sharks stems from an irrational overreaction to a scary, and fictional, Hollywood movie.
B2B sales can sometimes feel like a never-ending marathon, especially when those sales cycles stretch on and on. As a CRO or sales manager, your job isn't just about closing deals—it's about keeping your team's spirits high through the inevitable ups and downs and understanding what is closed lost and simply something that is taking time to move through the prospect's processes.
B2B sales can sometimes feel like a never-ending marathon, especially when those sales cycles stretch on and on. As a CRO or sales manager, your job isn't just about closing deals—it's about keeping your team's spirits high through the inevitable ups and downs and understanding what is closed lost and simply something that is taking time to move through the prospect's processes.
Sales kickoff meetings are pivotal events in the calendar of any sales organization, designed to align and energize the entire sales team for the upcoming year. This comprehensive guide explores the essential elements of planning and executing a successful annual sales kickoff meeting, from setting objectives to the sales targets to structuring agendas and ensuring impactful execution.
Recently, Jim Dickie and Barry Trailer , co-founders of Sales Mastery Advisors , put out a report that represents a level of study that I find to be rare in the sales industry nowadays.
Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Eight Suggestions to Make Your Employees Happier at Work Most businesses think it’s not their responsibility to make their employees happy. But this can be a big mistake. After all, happy employees are motivated, productive, and loyal. Additionally, your business will likely reap many benefits by ensuring your employees are as motivated as possible.
Sunday, when the Priest was giving his sermon he said they (the Priests) compare mass attendance at the end of each weekend. He said since everyone has returned from their summer vacations, Saturday night mass was full, the two earlier Sunday masses were full and this mass was full. My wife and I looked around and it seemed to us that the church was a bit more than half full.
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.
I bought a new car in 2021, when the pandemic had virtually eliminated the gap between new and used prices. Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs. That process has changed dramatically.
Sustainability has transformed into a lifestyle people want to adopt. By implementing green methods in your operations and marketing, you can stay at the top of your target's mind. The post How Environmental Values Are Shaping B2B Buying Decisions appeared first on Sales & Marketing Management.
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Getting in the door is getting harder and harder, so making the most of every time you do get through the door is becoming more and more important. Over the years, I have seen many salespeople and business owners taking big risks with important deals by talking to only one person in the prospect company. A common outcome of this kind of “single threading” is “radio silence” after a proposal is submitted—no returned calls or emails, and ultimately no deal.
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.
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One of our favorite garden plants is the Endless Summer Hydrangea, the first Hydrangea bred to bloom all summer long, every summer. And they always do. Except last summer. Except this summer. Last summer, they barely flowered at all and this summer they flowered around two weeks early, with a tremendous number of large, full blue blooms, only to not flower again for the rest of the summer.
Ask yourself a question, “Are you taking your people where they want/need to be taken?” Too often, we tend to focus on where we need to go/what we want to accomplish, but we fail in engaging our people as effectively, taking them where they need to be taken. Recently, I’ve had a fascinating experience working with a very high potential CRO.
A successful sales organization requires more than just talented individuals. It demands a cohesive team where each member's development aligns with the company's overall sales strategy. This alignment is crucial for driving performance, fostering a positive company culture, and achieving long-term success.
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.
Business leaders have long known that fragmented data — flowing from disconnected systems, often kept in silos — is a major obstacle to growth, consuming up to 20% of the average IT budget. But in the age of artificial intelligence (AI), disconnected data can cause havoc across a company’s entire go-to-market operation, leading to missed growth opportunities and wildly incorrect decision-making.
Leandra Fishman is the Chief Revenue Officer at Apollo.io , a leading go-to-market solution for sales and marketing teams. Apollo.io is one of the fastest-growing companies in SaaS, with 9x ARR growth since 2021 and currently valued at $1.6 billion. Leandra brings over 30 years of experience to Apollo.io. Most recently, Fishman was the CRO at Intercom, which during her tenure ranked No. 35 on the 2022 Forbes Cloud 100 List with over $200 million in annual revenue.
We seem to be wired to react and respond. When we encounter a problem, we immediately jump on it doing what we can do to correct it, getting back on course. It seems like a game of business/selling “whack a mole.” A problem pops up here, we put a fix in place, another one appears somewhere else, we fix that, another pops up… We move from problem to problem, “whacking” them, only to have more pop up elsewhere.
After years of being told exactly what must-have items you NEED to buy at the behest of influencers, online audiences are fighting back. Their weapon of choice: Underconsumption. “Underconsumption core” as it’s referred to in online communities is a response to audiences being fed up with getting sold to 24/7. But what exactly is this […] The post How “Underconsumption” Is Changing The Shopping Landscape appeared first on GCTV.
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.
OpenAI’s GPT-4o is a game-changer for marketers. It allows for creating longer, more detailed content and offers powerful new ways to engage audiences, helping marketers take their strategies to the next level. Understanding GPT-4o’s Capabilities The advent of GPT-4o, with its unprecedented ability to generate vast amounts of text, marks a watershed moment for niche […] The post Unlock the Power of GPT-4o Long Output for Marketing appeared first on Fill the Funnel com.
Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies.
Photo by JanBaby via Pixabay Attract the Right Job or Clientele: Keep Your Business Secrets Secret for Growth Whether you run an e-commerce store, a brick-and-mortar retail shop, or a tech startup, there are numerous processes behind the scenes you want to avoid your competition, your customers, or the wider world knowing. The reason is if they got out, the uniqueness of your company will cease as it will no longer be a secret and, therefore, no longer be your big selling point.
Big Lots, the discount home goods retailer has become the latest major retail chain to file for bankruptcy… But to industry analysts, this is anything but surprising. Here’s what went down. Big Lots’ Bankruptcy Earlier this month, Big Lots announced that the company had filed for Chapter 11 bankruptcy protection… And that the company agreed […] The post On The Chopping Block: Big Lots Files For Bankruptcy appeared first on GCTV.
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.
SalesFuel® , renowned for its comprehensive market research and sales intelligence solutions, today announces the launch of its exclusive B2B BuyerSCAN. This new B2B buyer research provides invaluable insights into the minds of B2B decision-makers, equipping sales and marketing professionals with the data they need to enhance their strategies and drive successful outcomes.
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