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The second quarter of 2025 delivered some incredible conversations on the Sales Gravy podcast. From discipline strategies that separate winners from wannabes to the psychology of selling that most reps completely miss, here are the five most powerful insights that can transform your sales results immediately. 1. Focus on Activity, Not Outcomes The Problem: Most sales reps get discouraged when they don't book meetings, causing them to change their approach daily.
Art Fromm discusses his SEAMless Sales process, which aligns pre-sales personnel with sales teams by breaking down silos, establishing clear communication, and focusing relentlessly on client success from the first interaction. The post Bridging the Gap Between Pre-Sales and Sales appeared first on Sales & Marketing Management.
In this episode of the Predictable Revenue Podcast, Patrick Zelaya, from HeavyConnect, shares one of the cleanest early traction stories. The post How to Sell Before You Build with Patrick Zelaya appeared first on Predictable Revenue.
Organizations that build collaborative bridges between sales and presales will be better equipped to navigate the complexity, stand out in competitive markets, and deliver lasting value to clients. The post If Your Sales and Presales Teams Aren’t Aligned, You’re Leaving Revenue on the Table appeared first on Sales & Marketing Management.
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.
Hiring sales reps has never been easy—and it’s only getting harder. Fewer professionals are pursuing careers in sales, and many applicants lack the skills needed to succeed in today’s complex, consultative selling environment. Fortunately, modern tools and assessments can help hiring managers reduce risk and build stronger sales teams. Why Don’t People Want to Go into Sales Sales is often misunderstood.
Actions to Start and Stop Doing Over the last twenty years, systematic surveys and interviews with salespeople that I have participated in have illuminated consistent themes that shed light on the effectiveness of sales managers. These insights hold profound value, offering a roadmap for sales managers looking to refine their leadership style and drive performance.
Actions to Start and Stop Doing Over the last twenty years, systematic surveys and interviews with salespeople that I have participated in have illuminated consistent themes that shed light on the effectiveness of sales managers. These insights hold profound value, offering a roadmap for sales managers looking to refine their leadership style and drive performance.
Key takeaways Sales role plays give sales representatives the space to build confidence in a safe, low-risk environment that encourages them to make mistakes and learn from them. The most effective role plays are matched to each sales rep’s specific role, accounts, experience, and goals. Personalised role-play scenarios lead to better sales outcomes.
Doing a great job is fine, but it’s not enough. The real question is … will you do it consistently? While we start out good, we may later become lackadaisical and it then goes downhill from there. I remember back to when I became a sales trainee with a national office products company. This firm was recognized for providing the best sales training in the industry.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: The Impact of Video in B2B Sales—and Why Distribution Strategy is the New Differentiator In today’s increasingly digital B2B landscape, your content doesn’t just need to exist—it needs to perform. Among all content formats, video has emerged as the clear leader in engaging, educating, and converting B2B buyers.
Stop using summer as an excuse and start using it as an advantage. Use this quieter time to reach across the organization, strengthen backup contacts, or work on a skill … The post Use Your Summertime Profitably first appeared on Colleen Francis - The Sales Leader.
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.
Ben Hogan, who was arguably the greatest ball striker the game of golf has ever known, taught that if you wanted to improve your swing you should focus on the cause rather than the result. This was good advice for golfers and brilliant advice for sales professionals. Because in sales, if you want to sell more it pays to become obsessed over your behaviors, techniques and processes rather than your outcomes.
We all know customer relationships are vital to business success. It doesn’t matter if you’re a startup trying to get your first clients or an enterprise with thousands of contacts. A CRM (customer relationship management) system is key to keeping organized. The benefits of CRM in business are vast, from streamlining the sales process and boosting collaboration to helping your team close deals faster.
I became a student of inside sales success during the lockdown of COVID-19. The transition wasn’t easy. But, overall, it improved my sales skills. The change from outside to inside sales forced me to use online platforms and made me a digital-first communicator. I had to refine my virtual presentations, and I improved my listening skills. I was confident in product knowledge but missed being face-to-face where I could interpret body language.
Barb Betts scaled her real estate empire without cold calls, ads, or sales funnels. Her secret? Building a relationship-first system that drives referrals, repeat business, and long-term revenue. In this episode, Barb shares with Alice Heiman exactly how CEOs can lead their sales growth with trust and connection, not transactions. Whether you are founder-led or scaling a team, this episode is your playbook for turning your network into your #1 sales channel.
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.
Top-performing companies aren’t thinking harder. They’re executing smarter. And it’s paying off. Bain’s 2025 Commercial Excellence and Revenue Growth Agenda confirms what many sales and revenue leaders already suspect: companies leading the pack consistently outperform by turning strategy into action and doing it at scale. But even with strong market momentum, nearly one-third of B2B organizations missed their revenue goals last year.
Modern SaaS users are overloaded with choices and want personalized solutions. Your software may have all the best features that blow the competition out of the water. Still, if your sales reps can’t communicate how it addresses your customers’ unique challenges, you risk losing valuable sales opportunities. Through sales discovery calls, we can identify customer needs and pain points, and match them with the perfect solution: your product.
Sellers must keep up with the latest sales priorities to ensure they stay competitive. Keeping an eye on what’s hot (and what’s not) can help connect with today’s buyers. Which sales priorities are trending? “Whatever the future of sales is, it's never been a more exciting time for the profession,” writes Sam Lauron. In an article for HubSpot, she discussed what leaders believe are today’s best practices.
John Dougan posted something interesting on LinkedIn (There is so little interesting in LI that I treasure the moments when I find something.). It was his struggle with the word Enablement and the concept of what Sales Enablement has become. And John runs sales enablement at a great organization. It got me thinking about something I see happening too much in everything we do in our GTM and customer entanglement strategies.
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.
This week I was rewatching the Steve Jobs presentation from 2007 where Apple released a piece of technology that perhaps you have heard of. They called it the iPhone. Maybe you are like me and wonder how it is possible that 18 years have passed since then. I still remember having dinner in Philadelphia with a work colleague who had just bought the first version of the iPhone.
You want your sales team to close deals faster, personalize every customer experience, and exceed buyer expectations. Right? Consistent results require working smarter, not harder. Sales effectiveness is all about doing just that. If you improve your sales effectiveness, you can optimize your people, processes, and tools to achieve better results across the board.
Struggling to get responses from your cold outreach? You’re not alone. Sales professionals, marketers, and founders often pour time into crafting emails or LinkedIn messages, only to hear crickets. With inboxes overflowing and attention spans shrinking, breaking through the noise in 2025 requires smarter, sharper, and more personalized outreach strategies than ever before.
Great discovery is foundational to understanding our customers and their needs. Too often, we skip it, instead rushing to pitch our products. When we do some nominal level of discovery, it’s actually a product pitch in disguise. Our questions aren’t oriented to understanding their needs or what they seek to change. Instead they steer the customer to express their needs in terms of the capabilities/features of our products.
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 velocity helps sellers refuel a sale, pushing talks past the finish line to a deal. But do you know how to create it? Why do sellers need sales velocity? Andy Springer , RAIN Group, reports that stalled deals are a common challenge for reps. 44% of sales leaders say more opportunities are being lost to “no decision.” And 43% report longer sales cycles.
Want your business to succeed long-term? Maintaining loyal, engaged customers can cost less and deliver a higher ROI than acquiring new customers. This means effective customer relationship management (CRM) is essential. A solid CRM strategy can enhance customer satisfaction while fostering loyalty, ultimately leading to more sustainable business growth.
In today’s retail electronics landscape, deploying an AI sales platform for retail is a strategic necessity. These tools provide real-time coaching, scenario-based drills, and performance analytics that help reps close deals with confidence and consistency. AI platforms streamline onboarding, sharpen objection handling, and increase on-floor engagement while freeing managers from repetitive training tasks.
As revenue operators, our job is to find and close customers. Whether it’s net new customers, retention/renewal, expansion. We measure our success based on hitting our revenue and profitability goals. Even when we claim to be customer centric, too often, we organize our GTM motions and measure our success in ways that make customers collateral damage, or worse, a means to our ends.
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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