No More Cold Calling
JUNE 15, 2025
Stop chasing strangers. Start getting introduced to decision-makers who trust you. Most sales teams think they’re already doing referrals well. They aren’t. They’re confusing potential with process. I often ask sales leaders three simple questions: How many referrals did your team generate last month? Who coached your reps on how to earn and ask for them?
MTD Sales Training
JUNE 17, 2025
AI Sales is gaining traction rapidly, changing how some teams manage lead generation, outreach, and administrative tasks. But that doesn’t mean salespeople are being replaced. Far from it! While automation can speed things up, it still can’t match the judgment, trust, or emotional intelligence real conversations need. This blog looks at where AI Sales fit, where it falls short, and why strong sales training is more important than ever to keep people at the centre of the process, not pushed out b
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Smooth Sale
JUNE 17, 2025
Photo by the Digital Artist via Pixabay Attract the Right Job or Clientele: How to Build Trust with Your Customers: 4 Clever Ways Customers shop with brands they trust. Companies that do well are the ones who authentically create trust to enjoy a returning and referring clientele. Our collaborativet blog offers insights on ‘How to build trust with your customers: 4 clever ways.’ _ Build Trust with Your Customers Image via Geralt, Pixabay Share Your Values The most effective way to build customer
Understanding the Sales Force
JUNE 17, 2025
Fire Your Top Salesperson: The Red Sox Lesson for Better Sales Teams What if firing your top salesperson would make your sales team better? The Boston Red Sox showed the world how to do it this past weekend. I know you might not care about the Red Sox or even baseball, but this is worth reading because there’s an amazing lesson here. The Red Sox were in the midst of a five-game winning streak and had just completed a three-game sweep of their arch-rival New York Yankees when they traded their be
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.
Hubspot Sales
JUNE 16, 2025
As a business owner, sales isn’t just a job — it’s baked into everything I do. Pitching clients, negotiating partnerships, growing a network. You can’t escape it. And if you’re looking for a sales role? Same story. The job market is crammed with candidates all claiming to be “results-driven” and “customer-focused.” But recruiters and sales leaders? They’re wading through stacks of near-identical resumes, making snap judgments on who’s worth a second look.
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SalesFuel
JUNE 19, 2025
Hands down, the single best opportunity to increase current client sales is when customers are in the buying mood. Witness: “Would you like fries with that?” or “Buyers of this product also purchased …” It’s not by accident that the largest B2C retailers in the world follow a script that encourages add-on sales opportunities. Cross-selling and upselling is a path to problem solving and greater customer loyalty when it’s done right.
Lead411
JUNE 18, 2025
Using AI for B2B Sales Outreach (Without Sounding Like a Robot) Everyone’s Talking About AI in Sales If you’re in B2B sales, you’ve probably heard the buzz about AI tools like ChatGPT, Jasper, and Claude. Sales teams everywhere are experimenting with them to write emails faster and reach more prospects. But here’s the thing—most people are still figuring out how to use these tools without their emails sounding like they were written by a machine.
Highspot
JUNE 17, 2025
Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. When analytics live in siloed systems, it becomes nearly impossible to understand what’s working and what’s not. Managers can’t coach effectively. Organizations struggle to identify performance gaps and scale success. Without unified insights into GTM performance, even top-performing organizations risk falling short.
Canidium
JUNE 16, 2025
Only 21% of companies rate their sales performance management (SPM) plans as very effective, and 91% are making changes to their plans. In other words, business as usual isn't going to cut it anymore. To keep up with competitors, foster sales pipeline growth, and improve business outcomes, you will likely need to restructure your commission and incentive management processes.
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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.
Sales Gravy
JUNE 18, 2025
That's the question every sales leader, CEO, and HR department is wrestling with as AI tools flood the market with promises to automate everything from prospecting to closing deals. Meanwhile, salespeople are panicking, wondering if their jobs are about to disappear to some algorithm that can write emails faster than they can type "Dear Valued Customer.
Pipeliner
JUNE 17, 2025
Most sales teams don’t realize how much ground is lost before they even speak to a lead. People don’t wait around for a discovery call to figure out if you’re a good fit. They do that on your website. That’s where they start building trust, checking if you understand their problems, and sizing up your product against others. This means your site serves a bigger purpose than just attracting interest.
Partners in Excellence
JUNE 19, 2025
Theoretically, we have solutions to our customers’ problems. Unfortunately, we tend not to focus on these, we tend to pitch the solutions, without knowing if the customer has the problem we solve, or really understanding that problem and what it means to them. We train our people to “solve the problem.” In their best engagements, we show up with insights, demonstrating, “here’s the solution to your problem, and if you buy by the end of the quarter we will offer you
The Sales Collective
JUNE 19, 2025
As a CFO, I have learned to instinctively question one thing in every growth-stage company: the sales forecast. It is always presented with energy, optimism, and the promise of future revenue. And I get it – CEOs and sales leaders are wired to chase big goals. But if there’s one thing I have learned throughout my career, it is this: the only thing I know for certain about any model or forecast is that it will be wrong.
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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.
Sales Gravy
JUNE 19, 2025
You know the drill. The quota clock is ticking, the pressure is mounting, and there's that relentless urge for a quick win. Every sales professional has felt that impulse to rush the process, to push for the immediate "yes," because, well, the numbers demand it. But here's the tough question you need to ask yourself: What if that very pressure is actively sabotaging your long-term success?
Alice Heiman
JUNE 17, 2025
How do you turn a simple insight, “that warm introductions close more deals”, into a high-growth tech company? In this episode of Sales Talk for CEOs , Drew Sechrist shares the journey from being a top enterprise seller at Salesforce (working under Marc Benioff in the early days) to co-founding Connect the Dots. He reveals the selling motion that consistently helped him win big deals and how he transformed it into a powerful sales tool that helps teams get to the right people, faster.
Partners in Excellence
JUNE 15, 2025
All our customers are critical to our success. We strive to retain, renew, grow, and expand those we currently have. Every deal in our pipeline is important to us and our ability to achieve our goals. But what would happen if we were to disappear? In our current customers, what would happen if we disappeared? Would they just find a substitute product and move on with no impact?
The Sales Collective
JUNE 20, 2025
In the world of sales, there’s a common misconception that many managers fall into. They believe their role is to motivate their team. Week after week, month after month, quarter to quarter, continually pushing them, willing them to achieve greater heights. This idea, however, is flawed and often leads to frustration, burnout, and ultimately lower performance.
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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.
RingDNA
JUNE 15, 2025
The main difference between B2C and B2B sales strategies is the decision-making process. B2C sales focus on quick, emotionally-driven decisions, often influenced by personal desires or immediate needs. In contrast, B2B sales involve longer sales cycles , multiple stakeholders, and decisions driven by logic, ROI, and business impact. Understanding these dynamics is crucial to tailoring your approach and messaging for maximum effectiveness.
Pipeliner
JUNE 14, 2025
LinkedIn has evolved from a simple networking site to a powerful platform for business development and sales. Yet, as the platform grows, so do the challenges—many users now see LinkedIn as spammy, with generic pitches and shallow engagement dominating the feed. In a recent episode, host John Golden sat down with LinkedIn expert Andy Gwynn to dissect these challenges and share actionable strategies for using LinkedIn to generate real sales.
Partners in Excellence
JUNE 19, 2025
Preface: This is long and very nerdy. But I think it’s important to share the details of this fascinating research project. We struggle with the idea of, “How do we develop better business acumen with our sellers? How much time, how much investment, when will we see the results? What this project shows is “Time to customer acumen is amazingly short–and simple!
Highspot
JUNE 17, 2025
Key Takeaways Best-in-class AI sales assistant software helps sales managers and their teams tackle time-consuming, routine tasks and enhance customer interactions. Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. Those that use AI realize up to 20% better revenue outcomes. Before evaluating AI assistant solutions, make a list of must-have features, and learn how to train AI with your unique sales data, workflow, and knowledge.
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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.
SalesFuel
JUNE 16, 2025
If you’re looking for a new sales strategy to tackle, you might want to consider “gap selling.” A relatively new method, it has become popular among those seeking to appeal to modern buyers. What is gap selling? In his 2018 book, CEO and president of A Sales Growth Company, Keenan introduced this method. It focuses on identifying the difference between a customer's current state and their ideal future.
Zoominfo
JUNE 20, 2025
No matter how tight your go-to-market strategy or how skilled your sales team, one hard truth remains: it’s nearly impossible to reach scale in B2B by relying purely on inbound tactics. That means finding qualified prospects and converting them at a predictable rate, a job you simply can’t do without clean, accurate, and up-to-date contact data. Whether you’re building outbound campaigns, enriching CRM records, or routing leads to the right rep, the right B2B contact database platform can accele
Anthony Cole Training
JUNE 20, 2025
Every sales leader understands intellectually that practice is an essential contributing factor to the success of their salespeople in the field. Any skill, every skill, whether it is playing an instrument, competing in tennis or basketball or soccer, requires hours and hours of practice. So does becoming a champion in selling. It requires hours and hours of sales practice to refine a successful prospecting approach with a unique and compelling value proposition.
Force Management
JUNE 20, 2025
Great sales leaders know how to make the number, but the ability to do that consistently requires more than just great sales skills. The best revenue leaders understand the critical need to equip individuals with the proper tools for revenue success and drive organizational outcomes. A great sales leader understands the importance of a structured sales discipline while reinforcing methodologies that drive measurable results.
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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.
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