Hubspot Sales

DECEMBER 2, 2024

Getting anything over the finish line as the holidays approach is a struggle in any facet of life, and sales is no exception. The end of Q4 is one of the — if not the — most stressful, frustrating stretches of any sales professional's year. As someone with extensive experience leading teams of SDRs, I'll be the first to tell you that keeping both reps and prospects engaged with the holidays on the horizon is every bit as tricky as it is essential.

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Incentive Incentives Intent Closing 98

Sales 2.0

DECEMBER 3, 2024

I’ve started a new sales project, and I need some quick wins to show my clients that they made the right decision. If you’ve ever started a new sales job, or been given a new territory, you will recognize this scenario. I’m going to be writing about how I tackle this situation, applying my sales strategies, and letting you know how they work out (or don’t).

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Scale Territories Face-to-face Construction 195

SBI Growth

DECEMBER 5, 2024

Commercial productivity has been stuck in neutral, hovering at 62-64% for several years and despite advancements in technology and strategy, commercial efficiency is eroding. The culprit lies within the buyer’s experience. In their recent webinar , Nick Toman, Chief Strategy and Product Officer, and Bryan Kurey, Head of Research, revealed insights from their latest study on commercial efficiency.

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Webinar Metrics Study Research Strategy 156

Membrain

DECEMBER 4, 2024

Every sale, in the end, is a decision. To make more sales, salespeople need to understand how their customers make decisions. In order to understand how they make them, they need to understand the context in which they are making them.

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Sales Customer Sales Management 125

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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.

Trends

Membrain

DECEMBER 1, 2024

Ever wondered how to master the balance between automation and personal touch in sales? Join us in this episode with our guest, Anthony Nicks , Founder, CEOat Transformative Sales Systems.

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Partners in Excellence

DECEMBER 2, 2024

This is a bit of a tough post for many readers who are leaders. It forces them to reflect on your own capabilities and those of the management teams they lead. A key question, “When reflecting on your own capabilities, and those of the managers on your team, are you ‘A Players?'” Be honest with yourself, if you aren’t you can develop, more later.

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Lead Rank Lead Scoring Maximizer Face-to-face 108

Pipeliner

DECEMBER 4, 2024

It’s the final crunch time to reach sales goals by the end of the year. Don’t let the excitement of the holidays distract you into complacency. Instead, use the holiday spirit to drive you to success. Start by evaluating your preparedness for the unexpected with a plan and business insurance , then create incentives that make sense with the season, and finally, keep your work and life balanced so you don’t lose what’s most important.

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Insurance Insurance Incentive Incentives 52

Allego

DECEMBER 5, 2024

Sales success isn’t just about closing deals—it’s about staying ahead in a game that’s constantly changing. That’s challenging enough, but it’s even more difficult when sales teams rely on outdated and ineffective training programs. In fact, a hefty 67% of organizations admit their sales training programs are only moderately effective—or worse, new research reveals.

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Hiring Scale Coaching Training 62

SalesFuel

DECEMBER 4, 2024

To stay competitive, sellers must revisit social selling tips to ensure they are engaging in best practices. B2B buyers and their habits shift, as does technology. And sellers may get lax in how they approach this type of selling. Smart reps know that they should keep their practices polished to connect with buyers online. It’s important to remember that social selling is so much more than posting and sharing.

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Social Selling Social Media Hiring Trends 52

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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 Management

Anthony Cole Training

DECEMBER 5, 2024

In the old days of selling, closing was about what happens at the end of a client or prospect meeting did we get them to sign something, give us the green light, or seal the deal? The activity was about applying pressure on the buyer to make a decision NOW. Lets pause and think about how we, as buyers, feel when a person is pressuring us to make a buying decision now.

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SBI Growth

DECEMBER 3, 2024

CEOs often dream of marketing as the magic bullet that can accelerate revenue growth—even in industries where the product is a complex sale with long buying cycles, sometimes spanning 6, 9, or even 12 months. This disconnect between expectation and reality can create frustration on both sides. So, why do CEOs hold this belief, and why does it persist?

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Buying Cycle Marketing Revenue Industry 156

Zoominfo

DECEMBER 6, 2024

Efficiently managing leads and routing them to the right accounts is a challenge for many companies, no matter the size. Lead-to-account matching and routing software addresses this problem head-on, automating key processes to help sales teams work smarter and faster. Lead-to-account matching and routing solutions connect new leads with existing account records in your go-to-market data systems, automatically directing them to the right salesperson saving time, reducing errors, and enhancing th

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Account Sales Qualified Lead Lead Rank Account Based Marketing 130

Sales and Marketing Management

DECEMBER 4, 2024

With thoughtful planning and a clear strategy, you can use experiential marketing to make an impact that goes far beyond the event itself. The post B2B Events That Stick: Lessons in Connection and Creativity appeared first on Sales & Marketing Management.

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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.

SalesForce

Force Management

DECEMBER 5, 2024

This month's Revenue Builders Podcast episodes shared a central theme of delivering value. In sales we often think about value as something we deliver to our customers, which is true - but value is also something delivered to teams by their leaders, to reps by their organization and to sales organizations by their customers. In the below episodes, we were joined by some highly accomplished guests who shared new ways of thinking about value and how we can become the most valuable leaders, service

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SBI Growth

DECEMBER 2, 2024

Discover how aligning your sales process with the customer's buying journey can unlock better win rates, clearer pipelines, and more accurate forecasts.

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Customer Forecasting Pipeline Sales Process 156

Zoominfo

DECEMBER 5, 2024

Imagine if you could know exactly who is visiting your website when they’re interested in buying your product. No more spamming people who may or may not be a good fit — just targeted outreach to precisely the right person at the right time. That’s what we’re unveiling today with ZoomInfo’s new WebSight Buyer ID, which identifies decision-makers or previously engaged leads visiting high-intent web pages, delivering real-time alerts so you can act fast.

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Decision Maker Sales Qualified Lead Lead Rank Lead Scoring 147

Smooth Sale

DECEMBER 4, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: How Business Growth Depends on Customer Care and Service We often hear the terms Customer Care and Customer Service interchanged, but each has their defining moments to which we must pay serious attention. Traditionally, customer service is the overall mentality on which businesspeople and sales professionals concentrate.

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Customer Loyalty Remedy Hiring 101

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Hiring

Sales Hacker

DECEMBER 3, 2024

Mark Kosoglow is the Co-Founder and CEO of Operator.ai, a company incubated by GTMfund. Mark was employee #1 at Outreach and former SVP of Global Sales, where he helped grow the company from zero to over $200 million in revenue. He is joined in this special edition podcast episode by Max Altschuler, Founder and General Partner of GTMfund. Discussed in this Episode: The fallacy of “what got you here won’t get you there” in revenue leadership.

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LinkedIn Revenue Sales Automation Buyer 80

Partners in Excellence

DECEMBER 4, 2024

This question was posed in an email I received recently. It struck me, for a number of reasons. People who know me well, sometimes ask, “Dave, why do your work so hard! You certainly don’t need the money, but you continue to be one of the busiest people I know. What causes you to keep it up? Why don’t you take more time off?” The response has been the same over all the years people have asked that question.

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Sports Conference Groups Promotion 89

Zoominfo

DECEMBER 6, 2024

Providing exceptional customer service hinges on the ability to communicate instantly and effectively. Live chat software fulfills this need, allowing businesses to connect with website visitors and customers in real-time. This transformative technology has become a cornerstone across industries such as e-commerce, customer service, and education, where it enhances customer experiences and streamlines communication.

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Software Software Sales Qualified Lead Customer 130

Smooth Sale

DECEMBER 3, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: How To Use Technology to Influence Human Interaction Humans have a love/hate relationship with technology. While we enjoy the ease of interaction provided by mobile devices and social media platforms, we’re also concerned about losing what makes human connection unique and special. Data supports this dichotomy: While 81% of customers want companies to offer personalized experiences, 64% don’t want companies to use artificial intelli

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Influencer How To Social Media Call-back 96

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Call Monitoring

Sales Gravy

DECEMBER 2, 2024

In this episode of the Sales Gravy Podcast, I highlight a key sales opportunity as we approach the final stretch of the year. There is no doubt that this has been a strange year, right? With the election, inflation, and so much uncertainty a lot of businesses held back on spending – even though, as a whole, the economy was pretty good. Now that the election is over, these same businesses have a budget left over that they need to spend before the end of the year.

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Strategy Call-back Proposal Pipeline 69

Tenbound

DECEMBER 3, 2024

The Tenbound BEAST Quadrant is a framework for evaluating and categorizing software solutions in the AI SDR/Sales Agent space based on four primary factors. This quadrant is designed to provide a clear, visual comparison of market players by assessing their performance across key attributes. Download Quadrant Here: Free – Purchase Checkout Added to cart Here’s a breakdown of the quadrant: Quadrant Overview Y-Axis: High Performers to Entrants This axis evaluates the overall performanc

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Comparison Industry Positioning Software 69

Salesfolks

DECEMBER 6, 2024

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Nutshell

DECEMBER 4, 2024

When leveraged at the right points in your workflow, AI is a powerful tool for saving time and working more efficiently. To help your sales and marketing teams accomplish more, Nutshell has launched several AI features including: Timeline summarization Zoom call transcriptions and summarizations A voice-to-text tool AI writing assistant in Nutshell Campaigns Now Nutshell is expanding its AI even further with AI-powered click-to-call.

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Comparison Enterprise Enterprise Campaigns 62

Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

Sales

Allego

DECEMBER 3, 2024

Sales enablement professionals, get ready—2025 is shaping up to be an exciting year for sales enablement conferences. Conferences have undergone significant transformation, but they remain one of the best ways to stay ahead of industry trends, connect with thought leaders, and find new strategies to crush your goals. In fact, 73% of CMOs agree that well-executed events remain a critical part of their overall marketing strategy, Forrester reports in its Global State of B2B Events, 2024.

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Conference Sales Enablement Biotechnology Hiring 62

Mindtickle

DECEMBER 3, 2024

Sales enablement is relatively new in the long history of business. Its origins are often traced back to 1999 when John Aiello and Drew Larsen saw a need to improve the effectiveness and efficiency of sales reps. In the past 25 years, sales enablement trends have evolved significantly. This evolution has been driven by many factors, including technological advancements and shifting B2B buying habits and behaviors.

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SalesFuel

DECEMBER 5, 2024

What if I told you that you can affect your prospect’s decisions even before you meet them? How about if I show you how to positively influence the buying motivations of your next purchaser? No doubt, you’d accuse me of sorcery or tell me I was confused. Well, there is a way to influence others to act simply by asking the right questions of the right people.

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Ideal Customer Profile Hiring Referrals Sales Qualified Lead 59