Alice Heiman

JUNE 10, 2025

Negotiation isn’t a battle, it’s how agreements are made. Recognizing that truth can transform your company’s culture and your sales outcomes. In this episode of Sales Talk for CEOs , Alice Heiman dives deep into the heart of negotiation with Jim Camp Jr. and Vladimir Bushin of Camp Negotiations. They strip away outdated notions of “win-win” and show why the real power comes from saying “no.

Negotiation

Sales and Marketing Management

JUNE 12, 2025

Sales leaders play a pivotal role in ensuring training translates into action. Without active leadership engagement, reinforcement strategies and a customized approach that aligns with the company’s sales environment, training efforts often fall flat. The post Lessons Learned from Implementing Sales Training Successfully appeared first on Sales & Marketing Management.

Training

Sales Gravy

JUNE 9, 2025

Have you ever been working on a deal where you had this feeling, this intuition, this Spidey sense—something in the back of your mind telling you that this wasn't going to close? That you were going to waste your time? Maybe you had one of the stakeholders who was against you—an enemy. There was a naysayer who kept calling you out. Perhaps the stakeholders weren't engaged, or the incumbent vendor was so integrated into the organization that it would be very difficult to displace them.

Decision Maker

Membrain

JUNE 11, 2025

As human beings and business professionals we crave structure and order in everything we do. We build carefully architected sales processes. Our customers draft detailed project plans, guiding them on their journey.

Sales Process

Speaker: Kevin Burke, Founder & Managing Director at Digital One and AI & Automation Consultant

AI and automation are currently transforming the way sales and marketing teams operate. Generative AI crafts personalized outreach at scale, while conversational AI bots are engaging prospects in real time. Robotic process automation streamlines manual workflows by triggering tasks the moment a prospect takes a key action, and advanced AI analytics surface hidden patterns in the pipeline, improve forecasting, and help teams make data-driven decisions with confidence.

Prospecting

Understanding the Sales Force

JUNE 8, 2025

I know what you’re thinking from my title: Baseball Gods meet in the Garden of Eden. Thankfully, no. Instead, some thoughts from the weekend… While sitting in Church I realized that belief in God is a lot like belief in the sales process. It’s about Faith. Everyone who attends believes in God. Some believe in God but do not attend. Some are there every week.

Ideal Customer Profile

SalesFuel

JUNE 11, 2025

Emotional intelligence in sales is emerging as a must-have soft skill in today’s world. Modern buyers seek genuine connections from the people they work with, and that includes vendors. Your ability to connect with your prospects impacts your success. Why is emotional intelligence in sales important? Traditionally, sellers have often relied on slick pitches and, sometimes, pushy tactics to close deals.

Hiring

Pipeliner

JUNE 13, 2025

As we wind down 2025’s second selling quarter, we can check our performance versus our YTD quota to see exactly where we stand. That’s the beauty of selling and the pay-for-performance lifestyle, isn’t it? There’s no mystery about where you stand. Your YTD number is there in bright lights and it’s reflected not only in your compensation but in how you feel about yourself.

Territories

Force Management

JUNE 12, 2025

The AI revolution is coming fast – it’s reshaping industries, redefining workflows, and promising unprecedented growth to sales organizations. Yet, many leaders are hesitant to make a big bet on AI. The wrong move could cost you time, revenue, and credibility. With the right foundational strategy and the right tool, AI should be a sales force multiplier enabling your teams to sell faster and more proficiently, bringing more value to customers and more impact to revenue.

Revenue

Sales Gravy

JUNE 10, 2025

Here's a question that exposes one of the most dangerous myths in modern sales: How do you set the right pipeline creation target to consistently hit quota? That's exactly what Maryellen Soriano from New Jersey asked when she called into Ask Jeb. After crushing 134% of quota in her first year selling EdTech solutions—transitioning from owning her own childcare center to selling back into that same industry—she was being told she needed 11X pipeline to maintain her success.

Pipeline

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.

Sales

The Sales Collective

JUNE 10, 2025

The Power of Preparation and Clear Goals In the world of sales, the discovery call is often misunderstood. It’s not a stage to skim through so you can hurry up and pitch. It’s not a warm-up act for your demo. It’s the moment where the trajectory of your entire sales process is defined. And here’s the thing: the strength of that trajectory is directly tied to how well you prepare, and how clearly you define your goal for the call.

Top of Funnel

SocialSellinator

JUNE 13, 2025

Boost sales and outshine competitors with Denver conversion optimization. Learn proven CRO tips, tools, and strategies for your business.

Conversion

Mindtickle

JUNE 12, 2025

Automotive sales can be a rewarding, lucrative career for those who do it well. But success requires more than a friendly personality and a firm handshake. Today’s car buyers are informed, selective, and have more options than ever before. They have endless information at their fingertips, and they expect high-quality, personalized experiences throughout the purchase journey.

Automotive

Highspot

JUNE 12, 2025

What happens when your buyers move faster than your sales process? That’s the question at the heart of Highspot’s recent webinar, The AI-Powered Buying Experience: How Digital Sales Rooms Accelerate Deals. The way people buy has changed. Today’s buyers are informed, decisive, and selective about how they spend their time. If your sales process can’t keep up, your buyers won’t wait.

Top of Funnel

Advertiser: ZoomInfo

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

Up-Sell

The Sales Collective

JUNE 13, 2025

We all want a sales process that flows like a well-oiled machine, predictably turning prospects into loyal customers. Yet, for many organizations, the sales process feels more like a leaky bucket, with opportunities, efforts, and revenue constantly seeping away. Why? Because the cracks often go unnoticed until it’s too late. Perhaps you first noticed some inconsistencies in CRM data or anecdotal evidence that there wasn’t a universally agreed-upon ICP.

Sales Process

eGrabber

JUNE 13, 2025

Every sales rep has experienced it: a promising lead vanishes just when you think the deal is within reach. You sent the whitepaper, scheduled the demo, and even answered technical questions—yet radio silence follows. What went wrong? Often, it’s not a lack of effort but a failure to decode buying signals and purchase intent early enough. Recognizing these lead intent signals can transform your pipeline from guesswork into a predictable revenue engine.

Intent

RingDNA

JUNE 10, 2025

What is warm calling? Warm calling is an outbound sales strategy that focuses on dialing, connecting with, and having sales conversations on the phone with sales leads who have been “warmed up” with some kind of prior activity. Warm leads can be defined as prospects that have previously engaged with your company in a meaningful way. They include individuals from events, your website, and/or social media.

Sales Qualified Lead

Janek Performance Group

JUNE 9, 2025

What is an apathetic customer? Dictionary.com defines apathy as absence or suppression of passion, emotion, or excitement. What apathy is not, is an objection. Therefore, salespeople should quit treating it as such. In the resting phase of the buying lifecycle, you’re going to run up against the apathetic customer. That’s someone who is fully or partially satisfied with their current business solution and doesn’t have the mental bandwidth for seeing the value a salesperson is proposing.

Customer

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Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%. Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities.

Hiring

Partners in Excellence

JUNE 12, 2025

We are obsessed with eliminating the friction! We want to create frictionless experiences. We fetishize efficiency. We leverage technology to do the work. We strive for easy. But what if we were to shift our point of view? What if we recognized that friction isn’t our enemy, but it’s our source of value? Permit me, for a moment, to revert back to my training as a physicist.

Scale

Mindtickle

JUNE 11, 2025

In today’s crowded B2B landscape, getting a buyer’s attention is tough. But making initial contact is only the first hurdle. The next challenge is keeping the buyer engaged. This is no easy feat, as sellers must contend with longer, more complex sales cycles, larger buying committees, and well-informed buyers who are increasingly resistant to outreach.

Top of Funnel

SalesFuel

JUNE 12, 2025

Quickly qualifying a prospect is one of the best reasons to employ a discovery call script. Naturally, the task of deciding if a prospect is a good fit is the foundation of the sales process. Therefore, if a script helps to standardize the procedure and streamline your activity, give it a go. Our friends at LiveAgent.com have developed a programmed course that helps you never miss a beat.

Remedy

Nimble - Sales

JUNE 10, 2025

Getting someone to fill out a form on your website seems easy, right? Just ask for their name and email and you’re good to go. But if that’s what you think, you’re missing a huge opportunity. A lead capture form The post 10 Tips for Creating a Lead Capture Form with CRM That Works (With Examples) appeared first on Nimble Blog.

Lead Capture

Speaker: Alex Moore, Co-Founder of Stratagon Marketing & Technology

Ever wondered why sales and marketing teams often struggle to collaborate effectively? Diverging goals, poor communication, and conflicting strategies frequently create silos, leading to a disconnect where marketing efforts fail to translate into substantial sales conversions. Enter Account-Based Marketing (ABM). ABM aligns marketing and sales efforts toward specific target accounts, fostering personalized interactions with high-value prospects.

Account Based Marketing

Partners in Excellence

JUNE 8, 2025

We build all sorts of models to help us understand our customers, markets, competition. We look at changes, disruptions, building them into our models. They help us simplify and focus our efforts and initiatives. They provide a framework each of us understands, enabling our teams to maximize performance. Eventually, they provide the operating framework guiding our strategies and execution.

Marketing Qualified Lead

SalesProInsider

JUNE 13, 2025

Great sales conversations don’t just happen. They’re crafted. Ask any top-performing financial advisor their secret to closing more clients and you’ll hear a consistent theme: preparation. But here’s the kicker: most advisors do prepare. They prep to share data. They prep their questions. They might even rehearse their pitch. What they often don’t prep for?

Closing

Sales Gravy

JUNE 13, 2025

"I can't do that." How many times have you said those four words when facing a challenging sales situation? It could be picking up the phone to make that intimidating cold call. It could be asking for the close with a high-value prospect. If you say 'I can't do that,' guess what? You're absolutely right. You won't. But here's what’s surprising: The solution is simpler than you think.

Cold Calling

SalesFuel

JUNE 9, 2025

Optimizing LinkedIn for B2B sales is vital in today’s digital-driven world. SalesFuel research reveals that nearly half of buyers do their own research before meeting with a vendor. Additional research shows that specifically, 46% of B2B buyers use social media for early-stage sales cycle tasks. LinkedIn for B2B sales: Where should you start? The easiest place to start optimizing your LinkedIn is your profile.

Ideal Customer Profile

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