This site uses cookies to improve your experience. To help us insure we adhere to various privacy regulations, please select your country/region of residence. If you do not select a country, we will assume you are from the United States. Select your Cookie Settings or view our Privacy Policy and Terms of Use.
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Used for the proper function of the website
Used for monitoring website traffic and interactions
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Strictly Necessary: Used for the proper function of the website
Performance/Analytics: Used for monitoring website traffic and interactions
I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Back then, new digital marketing companies were telling everyone that salespeople would be replaced by inbound marketing. "Inbound is King," they said. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more.
To have the most productive coaching sessions, start with these two elements - the right mindset and powerful questions. Whether you're a seasoned sales coach or just starting, focusing on your mindset and asking the right questions can transform your coaching sessions.
The economic downturn we are experiencing has led to increased competition and a greater need for effective recruitment. As a result, finding and hiring the best talent has become a top priority for many organizations, and it is likely to remain so for the foreseeable future. Even companies that have traditionally received a steady flow of job applications may struggle to attract top talent in the current climate.
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.
Every lost sale starts with good intentions. While selling, the best intentions cannot counteract sales mistakes. No matter how great the product or service is, sales mistakes prevent reps from reaching their potential. When selling, sometimes prevention is the best cure. This article reviews five costly sales mistakes and how sales reps can avoid them.
Sales playbooks are a critical component of sales success. It provides a roadmap for sales teams to follow, ensuring consistent and efficient sales processes and sales execution. In this blog, you’ll learn about the importance of sales playbooks, what they include, and how to create a sales playbook with a simple template. You’ll be given […] The post A World Championship Winning Sales Playbook Guide appeared first on Revegy.
Sales playbooks are a critical component of sales success. It provides a roadmap for sales teams to follow, ensuring consistent and efficient sales processes and sales execution. In this blog, you’ll learn about the importance of sales playbooks, what they include, and how to create a sales playbook with a simple template. You’ll be given […] The post A World Championship Winning Sales Playbook Guide appeared first on Revegy.
The world of B2B selling looks far different than it once did. Top sellers know they must go well beyond discussing features and benefits. They need to be closely tuned in to the buying process for each member of the buying committee while consistently meeting buyers where they are throughout the cycle. That’s a tall ask, as it turns out. According to Gartner , as many as ten decision makers might make up a B2B buying center.
One day, we may live in a future where we have robots that can do everything for us. At the moment, though, we’re a long way from that future—most tasks still require a human touch, particularly when it comes to sales. Even so, there’s still such a thing as sales automation, where you use digital tools to automatically perform routine sales tasks for you so you can spend your time working on other things.
Across all industries, sales managers and account executives spend thousands of hours each year crafting collateral that will support them while they engage with their prospects. If they're particularly astute, they might even try personalizing some of the figures and facts they use to demonstrate why their services are the best options these prospects can choose.
Can a company succeed without managers? Mark Zuckerberg, CEO of Meta, thinks so. He's proposed a cost-cutting measure to "flatten" the organization by removing layers of middle management. Is this idea feasible?
Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. The reason for its rise? AI increases teams’ productivity by predicting and automating actions that require manual effort. In other words, the research that takes reps hours, AI can do in seconds. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data.
Women have the traits that excellent salespeople possess. Innovative sales organizations of the future would do well to diversify their salesforce, their executive leadership team, and to work to rectify gender inequality in the workplace. The post Why Women Excel in Sales appeared first on Sales & Marketing Management.
It took me years to believe this. At first, it seemed almost rude to utter it… But let me ask you: out of ten prospects you pitch to, how many end up actually buying? My guess? Two. Yep, two out of ten prospects you speak with turn into buyers. And this means that you spend hours each day pitching to people who are never going to buy! That’s why most people get burned out in sales.
Will You Take The Road Less Travelled Or The Path Of Least Resistance? It’s scary taking the road less travelled as most people take the path of least resistance instead. It’s easier! On moving to the USA from Australia, I knew there would be a huge component of personal and professional growth. It would mean I’d shift the way I went to market as well as iterate my message.
Two weeks ago, SBI hosted our quarterly CEO growth forum. While the firm has hosted this peer connection program for over six years, this meeting was my first time hosting as the CEO of SBI. I felt humbled to be in the company of these go-to-market leaders. This invitation-only group comprises CEOs of varying industries, and I witnessed an assuring juxtaposition.
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.
The only way to make sure your event budget is in tip-top form is to future-proof it by spending time in the planning stage. The post 4 Ways to Build an Event Budget appeared first on Sales & Marketing Management.
In this latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Matt Dixon , co-author of the JOLT Effect , to discuss why buyers stall out and end in no-decision, as well as what salespeople can do about it.
Whether by personal choice or managerial mandate, much of corporate America is returning to the office after more than two years of uncertainty and remote work. While the pandemic accelerated many trends that were already becoming mainstream, including remote work and virtual collaboration, recent data suggests that many companies are keen to see a return to in-office, on-premises work.
What do today’s most successful revenue-driving sales forces have in common? The top teams all feature the same traits: (1) a customer-focused qualification and discovery process, (2) the ability to attach to desired business outcomes (3) and clear, tangible differentiation. How can leaders help their organization achieve these things? By operationalizing a powerful messaging framework.
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.
Dan Gottlieb, senior director analyst in the Gartner for Sales practice, admits he's hustling to stay ahead of the impact of ChatGPT and similar AI-powered technology. The post Dan Gottlieb on ChatGPT’s Use In B2B Sales appeared first on Sales & Marketing Management.
Schools probably don’t do this anymore, but when I was in elementary school (GenX-er here), we were taught how to use the telephone. The telephone company donated a dozen rotary phones, and we paired up to practice how to answer the phone, take a message, call a neighbor, and call 911. It was a room full of 8-year-olds running through call scripts like pint-sized sales reps.
ZoomInfo’s podcast, Pretty Big Deal , just wrapped its second season. The podcast shares stories of salespeople — from CEOs to financial planners to actresses — about how they landed some of the biggest deals of their career. Here are a few of the best lessons we learned from this great season. 1. Make a Good Impression & Focus on Relationship Building Actress Andrea Lopez knows that impressions matter.
Samantha McKenna, a former employee of On24, was recruited by LinkedIn for her mastery of building a powerful brand on the platform. She started posting on LinkedIn in 2011, leading to recognition and a promotion. After two years, she broke her 13th record and decided to pursue her passion for making a positive impact. She left LinkedIn to start her own company, #SamSales, initially intending to work part-time, but quickly realized that wasn’t feasible.
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!
Most effective marketing plans in the digital age include a strategy around search engine optimization, including the use of Google AdWords and other keyword advertising tools. As part of these strategies, many companies consider purchasing keywords including a competitor’s trademarks. For example, Pepsi may wish to have an advertisement for its products appear anytime a […] The post Can I Purchase My Competitor’s Trademark as a Keyword?
This article is part of the Gong Labs series, where we publish findings from our data research team. We analyze sales conversations and deals using the Gong Reality Platform’s proprietary AI, then share the results to help you win more deals. Subscribe here to read upcoming research. A global pandemic. A new generation of decision makers. An economic downturn.
Recently, I shared 5 key things that have helped us grow and serve others in the last 30 years, hoping they will be helpful to others on their journey. Now, I'm taking a deeper dive into the 5 key takeaways with a more detailed on each. Here's #2: Planning.
Coaches can't win games alone. They need players who are willing and hungry to win. The same is true in sales. An uncoachable sales team is easy to spot — they lack direction, motivation, and cohesion. But when sales reps embrace coaching, they invest in their success — and the success of their entire team. Here, we'll define coachability in sales (and why it matters), explore what it takes to be truly coachable, and how to answer interview questions about this topic.
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.
Most companies fail to determine the right digital marketing tools for their goals. These six tools are turning tables for businesses, be they big, small or medium. The post 6 Top Marketing Tools That Can Leverage Your Business Growth appeared first on Sales & Marketing Management.
If you’re having trouble getting in the door with new logos, it could be time to land and expand with your existing enterprise customers – where the door is already open. When properly nurtured, customer relationships can turn one deal into a long-standing partnership that benefits both the customer and the seller. The secret to success using land and expand with enterprise customers?
Jesui Ayala joins Collin Stewart on the Predictable Revenue podcast to discuss the SDR mindset and what it takes to build a successful sales development career. The post SDR Mindset: What does it mean? appeared first on Predictable Revenue.
We organize all of the trending information in your field so you don't have to. Join 283,000+ users and stay up to date on the latest articles your peers are reading.
You know about us, now we want to get to know you!
Let's personalize your content
Let's get even more personalized
We recognize your account from another site in our network, please click 'Send Email' below to continue with verifying your account and setting a password.
408 
Let's personalize your content