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Your top rep just completed a high-impact sales training session. A month later, theyre struggling to recall key facts and techniques in a critical deal. Sound familiar? The problem isnt a lack of effort. Its the forgetting curve , a phenomenon where up to 90% of newly learned information fades within weeks without reinforcement. This rapid decline in knowledge retention leads to inconsistent sales execution, wasted training investments, and a constant struggle to keep teams aligned on best pra
In todays fast-paced world, boosting sales performance and closing deals quickly are more important than ever. Sales leaders, sales managers, and sales professionals must work smart and act fast. Whether you are a seasoned salesperson or a new sales rep, you need to keep your sales process sharp and your sales productivity high. In 2025, the key is to use smart tools like sales automation and track real sales data.
Keeping your sales team motivated is an ongoing process that requires attention, creativity, and a dash of humor. By implementing these strategies, you'll not only boost morale but also drive performance to new heights.
Sales enablement teams recognize the need to track and measure sales performance indicators, yet few feel confident in their ability to execute. While 89% of sales enablement teams report carrying responsibility in measurement and analytics, only 44% claim proficiency in this area. Even among top-performing teams, just 61% rate themselves as highly proficient.
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.
First principles thinking is a reasoning process used by some of todays top innovators to look at complex problems through a new lens. The concept is based on Aristotles writings about first principles, which he called the first basis from which a thing is known.
Cognitive science offers proven techniques to help make presentations more persuasive, memorable and action-driven. By understanding how the brain processes information, you can create and deliver content that resonates deeply with your audience. The post The Science of Stunning: How to Create Presentations That Demand Attention appeared first on Sales & Marketing Management.
Cognitive science offers proven techniques to help make presentations more persuasive, memorable and action-driven. By understanding how the brain processes information, you can create and deliver content that resonates deeply with your audience. The post The Science of Stunning: How to Create Presentations That Demand Attention appeared first on Sales & Marketing Management.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Tips for Working with New Sales Development Representatives Sales development is a critical part of todays business environment. Many companies require a team to manage the high volume of leads generated by technology-supported outbound efforts to maintain a pipeline and scale up successfully, and sales development rep training is a core component of building an SD team that succeeds.
In the fast-paced world of B2B sales there are few guarantees. Shifting customer expectations and rapidly evolving technologies threaten any sense of balance or equity. Even the adage of trusting the process becomes trite and outdated. Today, sales teams must adopt a modernized approach that accentuates customer focus and flexibility beyond traditional means.
Carolyn is dealing with a dilemma so many sales professionals face this time of year: How do you shake off a mid-winter rut and regain your momentum when its cold, dark, and everyone else seems to be dragging too? On this Ask Jeb episode I offer practical, real-world strategies to help you thaw out from the winter freeze. Whether youre fighting the gloom of early sunsets, the aftereffects of holiday downtime, or the struggle to get your customers back in buying mode, these tips will help you pow
Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Like the SaaS founder I was working with who said they needed better analytics when what they really wanted was to prove their products value to skeptical investors.
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.
Discover how a broken approach to social selling can damage your sales reputation, costing you business referrals and lost revenue. Steve thought he was a social selling pro, but his first message after connecting with me on LinkedIn proved that he wasnt. What is referral selling? Asking me that question showed me he wasnt really a social seller; he was a social stalker.
The 5 keys to creating a high-performance sales team have more to do with effectiveness and consistency in execution than any specific kind of sales enablement or CRM tool that supports selling. Successful sales leaders and managers rely on critical data because they realize that it can and will provide them with real-time information. This real-time sales data can identify trends, effort and execution issues, and areas for coaching.
In the crowded arena of GTM demand generation, most organizations are laser-focused on optimizing whats already known: nurturing interest in established markets, identifying accounts actively searching for solutions, and meeting familiar challenges head-on. And while these strategies are tried and true, they leave a critical opportunity untapped: latent demand.
All Efforts Must be Consistent for Growth A clear long-term vision for what we ultimately want to achieve and the minor goals along the way, require consistency among all strategies, whether for a successful career or business. Relaxing Allows for Unique Ideas Some people ridicule creative thinkers believing traditional hard work will pay off. For some thats true, but not for everyone.
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.
What if you could transform a chaotic sales environment into a well-oiled machine? Join us for an enlightening conversation with Liz Heiman , CEO and Chief Sales Strategist of Regarding Sales. With her extensive knowledge in strategic selling, Liz shares her insights on creating scalable, manageable, and predictable sales infrastructures. She also shares how leaders can align company vision and values with strategic frameworks to eliminate chaos and foster a thriving sales team environment in th
Objection handling is one of the trickier, more grating aspects of sales life. Pushback is natural and often productive in a sales engagement, but in many cases, a piece of you is going to think, Oh, come on, when a prospect brings up concerns. In those instances, you cant lose composure and run the risk of making critical mistakes, but what can those "critical mistakes" look like?
Not so long ago, a detailed profile of your ideal customer and a general idea of their purchase intent was enough to fuel growth for many go-to-market teams. Those days are gone but the best teams still find ways to win consistently, no matter the odds. To stay ahead in an unpredictable market, businesses need to truly understand buyer behavior, the kind of nuanced portrait that draws from a comprehensive, real-time view of the signals that indicate their readiness and likelihood to purchase.
In a recent episode of the Expert Insight Interview, host John Golden sat down with Jonathan Mast , an AI and digital strategy expert and the founder of White Beard Strategies. With over 25 years of experience in the digital landscape, Jonathan shared his profound insights on how entrepreneurs can harness the power of artificial intelligence (AI) to drive business success, particularly in sales and marketing.
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.
We live in a world of constant disruption and change. It can be distracting as we struggle to understand and respond, or as we try to figure out how to leverage the disruption to better achieve our goals. We become focused on the change, the technologies, the new approaches/ideas, tools. We tend to be attracted to “bright shiny objects,” or the miracle cures, or the “secrets to my success.” And this is natural and, sometimes, helpful.
As someone who does not have an MBA or finance degree, Ive never conducted revenue forecasting. And, frankly, it sounds intimidating as someone who is also not mathematically inclined. But, I know how critical a role revenue forecasting plays in a companys financial planning as it helps to understand the businesss potential growth, identify market opportunities, and determine resource allocation.
For more than a generation, customer relationship management (CRM) systems have been the unquestioned core of virtually every go-to-market strategy. But GTM leaders are increasingly wondering whether their CRM is telling the whole truth. Whether its disruptive new technologies like AI, dramatic swings in regulatory approach, or constant shifts in career mobility, its never been more true: Your ideal customers org charts, priorities, and budgets will be wildly different from year to year and eve
It is more important than ever to future-proof your business in the technologically driven world. In a recent interview, John Golden, the host, interviewed Jeff Mains , a successful entrepreneur and an expert in forming great companies to achieve long-term success. This paper aims to explore the following questions: What challenges do organizations face in ensuring they are future-proof, and how can they achieve this?
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.
A thoughtful LinkedIn Post (I know, I know, it’s a rarity), addressed the tendency of managers to “over control” the way sellers work. Too often, we see rigid processes and managers demanding compliance, and constant/dysfunctional micromanagement. Yet every situation is different, in the best sellers agilely adapt what they do to achieve the goals.
You nailed the pitch. The budget was there. The decision-maker was engaged. So why did the deal go cold? The problem might not be your process. It might be you. Before a prospect buys from you, they have to buy into you. Your professional presence sets the stage for every interaction. First Impressions Matter If you dont make a strong first impression, it wont matter how great your service is.
With Scheduler , you can manage bookings with prospects and clients directly from inside Nutshell. And with recently launched features, your team can customize your Scheduler bookings even more to offer a seamless, professional booking experience to your contacts. These new features are available on Sales Business and Sales Enterprise plans. Learn more about our recently released Scheduler features below: What’s new in Scheduler?
Twenty-five interviewsand counting! That's the new reality for many executives seeking senior roles in today's job market. What began as pandemic-era necessity has morphed into an endurance test that can stretch across months, sapping energy and enthusiasm from even the most qualified candidates. As interview rounds multiply and screens replace conference rooms, a new skill has become the ultimate differentiator: sustainable virtual executive presence.
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.
Have you ever wondered how businesses avoid buying too much or not enough inventory? I have, and my curiosity was enough to make me look into how businesses use inventory forecasting to predict demand without incurring the costs of unsold products. Typically, when Im thinking about something, you can find me Googling it in the middle of the night. As it turns out, theres a whole industry behind predicting inventory needs.
Haley Johnson, an account executive at Fox21, has only been selling media for a little over a year, and in that time she has closed around $300,000 in sales with the help of AdMall. For her latest sale, she leaned heavily on AdMalls AudienceSCAN data when she approached a local construction company. I had been trying to close with [the company] since October of [2023], said Johnson.
Most companies dont go through the process of hiring a sales training partner very often. When they do, theyre often looking to be educated about the selection process or, in a worst-case scenario, influenced toward an ineffective solution by an unscrupulous vendor.
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