Sat.Apr 12, 2025 - Fri.Apr 18, 2025

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My Key to Building a Strong, Sustainable, Sales Pipeline

Understanding the Sales Force

Although this article will provide a blueprint for building a strong, full, and sustainable pipeline, we begin with a hospital analogy. When I was in the hospital for surgery in February, and during the recovery that followed, I had specific KPIs assigned at discharge that I was required to meet. After a few weeks, I chose and added some personal milestones to demonstrate progress in my recovery.

Pipeline 188
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Selling to the Enterprise Customer vs. the SMB Market: 3 Key Skills

SBI Growth

One of the biggest challenges for a sales organization is moving upmarket. For example, if you target the small- and medium-sized business market (SMB) and now want to target enterprise customers thats where the money is you need to rethink how you sell. Enterprise and SMB selling are fundamentally different, and each requires its own sales process, metrics, and unique selling skills.

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Shania Twain’s Lesson for Sales Leaders Who Want to Hire Stronger Salespeople

Understanding the Sales Force

I was driving with the radio on when the Shania Twain song from the 90s, Dont Impress Me Much , began to play. I hadnt heard that song in at least a decade and as I listened to the words, I was reminded that Shania is not impressed with: Rocket Scientists Brad Pitt Guys Who Kiss Their Expensive Shiny Cars Elvis Most women would probably be impressed with that group of men but Shania is much more discerning.

Hiring 173
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How Sales Teams are Using AI in 2025: Survey & Statistics

Zoominfo

ZoomInfos State of AI in Sales and Marketing survey, which gathered insights from more than 1,000 GTM professionals, reveals just how quickly AI is transforming sales teams and the roadblocks for further AI innovation. Power users on sales teams are saving time, closing deals faster, and seeing real, measurable business results. But despite the momentum, many sales professionals risk falling behind because they havent fully embraced AI.

Survey 130
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The Intersection of AI and Sales: Personalization Without Compromise

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.

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Importance of Sales Forecasting

Janek Performance Group

Imagine a company that consistently misses its revenue targets, struggles with cash flow and fails to capitalize on market opportunities. In many cases, the root cause of these issues can be traced to inaccurate or nonexistent sales forecasting. One study found that companies with accurate sales forecasts are 10% more likely to grow their revenue year-over-year and 7.3% more likely to hit quotas.

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Why Health is the Key to Unlocking Your Sales Potential – Outside Sales Talk with Brandon Fluharty

Outside Sales Talk

Brandon has over 20 years of experience in SMB, Mid-Market, and Enterprise sales. In 2018 he became a strategic SAAS seller, selling over $50 million in new business for an AI company to some of the world’s leading brands. In 2022 he retired from the corporate world to focus on content creation that can help salespeople take an integrated approach to work and life, enabling them to thrive in a more holistic manner.

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What Makes Recruiting the Most Complex Sales Challenge?

Smooth Sale

Attract the Right Job or Clientele: What Makes Recruiting the Most Complex Sales Challenge? Few roles in commerce are more demanding than that of a sales professional. Constantly prospecting, building relationships, handling objections, and closing deals requires grit, resilience, and skill. But what if I told you there is a profession that amplifies all the sales challenges?

Hiring 78
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Why Should Sellers Create a Powerful Personal Brand Statement?

SalesFuel

In sales, first impressions can have a big impact. Want to ensure that impact is positive? Then make sure to use a brand statement. Introducing yourself professionally doesnt need to be a mind-numbing task, explains Megan Hageman. Presenting yourself effectivelycan also boil down to a succinct and captivating sound bite. What is a personal brand statement?

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“I Never Lost A Deal Because Of Objection Handling….”

Partners in Excellence

My thought partner, Lahat Tzvi, and I were having our monthly conversation today. We started discussing much of what we see about the “secrets to sales success.” We both see guru’s posting the determining secret to success. Somehow that secret is related to what they sell. They make claims about improving objection handling, improving closing, more effective discovery, better prospecting, better value creation, winning deal strategies, high impact sales calls, better…R

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Streamlining Complex Sales Processes: The Ultimate Guide for Industrial Companies

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.

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Mixed Messages

Sales 2.0

Its darn tough to get through to anyone these days. People have become really good at ignoring what we want to tell them. I hear this all the time from all kinds of businesspeople and salespeople. Emails dont work. Calls dont work. Social media doesnt work. Nothing works! But I had an experience this week that reminded me that communication does work when its something people want, its a little different, and its from someone they know.

Fashion 195
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ZoomInfo Copilot: Get Deeper Intelligence for Every Deal Stage

Zoominfo

Sales teams today are under immense pressure to move fast, stay focused, and make every deal count. Thats why ZoomInfo Copilot is built to support sellers, all the way from first touch through closed-won. Whether youre qualifying a cold lead or trying to get a deal over the finish line, Copilot now delivers AI-powered insights that lead to: Timely Strategy and Execution More Opportunities Spotted Reduced Risk Data-Driven Decision-Making Fueled by ZoomInfo’s Go-To-Market Intelligence Platfo

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Mastering Sales Leadership in Furniture Industry (video)

Pipeliner

In a special episode, host John Golden talked with Shelley Rosetta. Shelley is a sales expert with over 30 years of experience in the furniture industry. She knows a lot about sales, leadership, and how to grow a business correctly. Lets break down the key lessons Shelley shared about becoming a strong sales leader in the furniture world. Why Sales Leadership Matters Great sales leadership is not just about selling more.

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How to Maintain Brand Authenticity While Using AI-Generated Visuals

Sales and Marketing Management

AI-generated content is here to stay, but authenticity remains non-negotiable. If AI-generated content doesnt align with a brands established aesthetic, tone and values, it risks looking generic, or worse, inauthentic. The post How to Maintain Brand Authenticity While Using AI-Generated Visuals appeared first on Sales & Marketing Management.

How To 266
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How to Create Sales Email Sequences That Convert

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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4 Keys to Hiring Better Salespeople

Anthony Cole Training

As you take stock of your teams performance, what concerns you most? Is it the challenge of maintaining your companys market share? Are you worried that your salespeople are not selling? Are you concerned that they even have what it takes to sell?

Hiring 179
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Best B2B Sales Tools for 2025: The Essential Toolkit for Sales Success

Zoominfo

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Theres certainly no shortage of sales tools available to help your team master every step in the modern sales process. The bad news? There are way too many of these tools, and their competing claims and different overlapping use cases make it challenging to assemble an effective GTM tech stack.

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Mindset Plus Questions: Is the Unspoken Successful Sales Strategy

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Mindset Plus Questions: Is the Unspoken Successful Sales Strategy Time and again, no matter our endeavor, we face roadblocks, discriminatory remarks, and chiding, which leads us to question ourselves and wonder, Am I being too ambitious? followed by, Do I need to quit? First and foremost, it is critical to acknowledge that we will accomplish nothing upon quitting.

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Engage With Prospects Across Facebook and Instagram From Inside Nutshell 

Nutshell

New leads for your business can be anywhere, and being prepared to meet them on multiple platforms is key to filling your sales pipeline. Nutshell is helping your team have those pivotal conversations with potential leads wherever they may be, through tools like Nutshell SMS and Web chat available in Nutshell Engagement. And now, two new channels have been added to your Nutshell Engagement inbox: Facebook and Instagram.

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The Trends You Need to Succeed This Holiday Season

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.

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Best Local Presence Dialer Software: Top Tools to Boost Answer Rates in 2025

Koncert

Best Local Presence Dialers for High-Volume Sales Teams In today's competitive sales landscape, the difference between a successful outreach campaign and a failed one often comes down to whether prospects actually answer your calls. Local presence dialing has emerged as a game-changing strategy for high-volume sales teams looking to maximize their connection rates and productivity.

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Introducing the ZoomInfo 5000: A Curated Dataset of the World’s Most Influential Companies

Zoominfo

When its time for go-to-market strategy to become revenue reality, todays most innovative GTM teams know that intelligence makes all the difference. So how different would your team structure, campaign design, and competitive advantage be if you had rich, accurate Go-to-Market Intelligence on 5,000 of the worlds most important companies? Thats the idea behind the ZoomInfo 5000 ZoomInfos definitive dataset of the most important brands in business.

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How Can AI Empower Learning in K-12 Education? 

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job or Clientele: How Can AI Empower Learning in K-12 Education? All endeavors, business or career, require that we recognize each person as unique and has special gifts, needs, and perspectives to empower mutually beneficial growth. Similarly, personalities and learning styles differ, given that no two people are alike.

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5 Actions to Close the Sales Training Gap

SBI Growth

Modern sales organizations are more complex than ever. Teams are dispersed over states or countries, buying motions are regionalized, and sellers are under pressure to ramp quickly and deliver results in an environment full of uncertainty. The role of sales enablement has never been more critical.

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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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Customize Sales Coaching to Improve Seller Performance

Sales and Marketing Management

One-size-fits-all sales coaching approaches often fail to address the unique challenges and dynamics specific to each sales function. Timely and specific coaching is vital for sustaining both deal flow and momentum through pipelines. The post Customize Sales Coaching to Improve Seller Performance appeared first on Sales & Marketing Management.

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How to Use Data Analytics in HR to Improve Employee Retention

SalesFuel

Data analytics in HR allow managers to focus on the employee experience at their companies. The 2025 SHRM State of the Workplac e report shares that teamwork, purpose, fairness, and recognition play a role in employee retention. When managers use psychometric assessments, which provide data analytics, they can retain employees through proper job design and reward systems.

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How to Achieve Desired Results in Chaotic Economic Times

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job or Clientele: How to Achieve Desired Results in Chaotic Economic Times The days of slowly but surely’ seem long gone. As an entrepreneur, small business owner, or even executive, how can you shore up against the onslaught of uncertainty and outright panic among your prospects? What is happening in the economy today?

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Top 10 B2B Lead Generation Companies

MarketJoy

A top lead generation company can be a game-changer for B2B companies. They’re great at identifying and nurturing Sales Qualified Leads (SQLs) and keeping your sales pipeline healthy and ready to convert. Now, lets take a look at a compiled list of the top 10 such B2B lead generation companies operating in the USA with business growth as your priority MarketJoy MarketJoy is one of the top B2B lead generation companies in the USA , and it provides customized services for all types of busin

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Buyer’s Guide: 5 Tough Questions To Ask a Salesforce Managed Services Provider

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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It’s Not Your Leader, It’s Your Team

Sales and Marketing Management

James Chitwood, author of Leadership Is Not Enough, says companies should stop overinvesting in hero leaders and recognize that when you establish a true performance culture, workers continue to excel whether or not the leader is there. The post Its Not Your Leader, Its Your Team appeared first on Sales & Marketing Management.

Marketing 156
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CMO Survey: Marketing Spend Optimization Now Critical

SalesFuel

The latest CMO Survey produced by Duke Fuqua School of Business reflects what many business leaders already know. Optimism about the economy is fading, and inflation is pressuring marketing budgets. But business leaders are finding the best path to marketing spend optimization, especially with the use of AI. Slowing Growth Rates Sales Business leaders have sounded the alarm.

Survey 59
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Leverage Customer Feedback for Ideas and Business Growth

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Leverage Customer Feedback for Ideas and Business Growth Businesses grow by diving into customer interests. Shoppers are the most critical stakeholders and can provide the necessary feedback for developing corporate resilience. They can reveal what they believe is missing and what they value most in products and services.