2024

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How to Turn Your Suspects Into Qualified Prospects

No More Cold Calling

Stop chasing suspects. Focus on winning prospects. Ben confided in me about the four types of people in his database: suspects, prospects, clients, and the dead. Really? Curious, I asked Ben to clarify the difference between suspects and prospects. Suspects, he explained, were just names pulled from a list his company had purchased. And boy, were those supposed “leads” frustrating.

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3 Keys That Determine the Length of Your Sales Cycle

Understanding the Sales Force

In Central Massachusetts, the 2024 Foliage season was dramatically different from a year ago when the leaves turned late in the fall, without much color, and they didn’t drop until the second half of November. Long Foliage Cycle. This year, much like when I was growing up, the leaves turned in mid-October and had mostly fallen from the trees by the end of October.

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Leading a Sales Team: 10 Keys to Success (Part 2)

Anthony Cole Training

Sales leaders must be both effective managers and great coaches by arming their salespeople with the skills to be successful and managing their strengths. This week, we identify the final 5 keys to success in leading a sales team.

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How I Learned I Was a Sales Consulting Imposter

Understanding the Sales Force

The title of today’s article might be confusing, but it’s true. Phil told me so. But before I share what he said, I have some anecdotal evidence that supports the claim that I’m an imposter. Here are ten reasons why I could be an imposter: I stand tall but I’m actually just 5′ 6″ I’m a white collar professional yet I never wear a jacket or tie I have helped B2B sales teams for nearly 40 years but prior to that I sold only B2C I invented and perfected

Hiring 348
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Beyond the Buzz: How to Turn Marketing Trends into Revenue-Driving Strategies

Speaker: Alexa Acosta, Director of Growth Marketing & B2B Marketing Leader

Marketing is evolving at breakneck speed—new tools, AI-driven automation, and changing buyer behaviors are rewriting the playbook. With so many trends competing for attention, how do you cut through the noise and focus on what truly moves the needle? In this webinar, industry expert Alexa Acosta will break down the most impactful marketing trends shaping the industry today and how to turn them into real, revenue-generating strategies.

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5 Reasons Sales Managers Are Reluctant to Coach Prospecting

Steven Rosen

In the highly competitive SaaS world, prospecting is often seen as the most challenging task—a test dreaded by many and mastered by few. Indeed, 40% of salespeople cite it as the most challenging part of the sales process, more daunting than either closing or qualifying. Despite this, it is the critical first step in a journey where every interaction has the potential to bloom into a significant deal.

Coaching 334

More Trending

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Expectations, Revisions, and Excuses on the Sales Team

Understanding the Sales Force

Sunday, when the Priest was giving his sermon he said they (the Priests) compare mass attendance at the end of each weekend. He said since everyone has returned from their summer vacations, Saturday night mass was full, the two earlier Sunday masses were full and this mass was full. My wife and I looked around and it seemed to us that the church was a bit more than half full.

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Sales Lessons We Can Learn from the 2024 Olympics

No More Cold Calling

Rusty sales skills won’t win the gold. Gold medals aren’t just handed to Olympic athletes. Commitment to a daily routine and practice separates them from every other athlete out there. It’s the same for your sales team. If you want this to be a game-changing year, it’s up to the CRO to make skills-building and practice a requirement, an integral part of your culture, and a major component of your sales strategy.

Referrals 334
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How to Become a STAR Sales Leader

Steven Rosen

In this episode of the Sales Leadership Awakening Podcast, Margo Edris , Regional VP of Sales at Salesforce, shares insights on sales leadership and discusses topics such as handling challenges gracefully, preparing for coaching, and integrating fun into the workplace. She also provides valuable advice for women in male-dominated industries and stresses authentic interactions for success.

How To 296
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The 4 Key Differences in Selling Value vs. Price

Anthony Cole Training

Every business that has ever been started has done so by wanting to position its products or services on a continuum between the two extremes of value and price. Some businesses (think Apple, Ritz Carlton) are focused on delivering a high value experience. Some businesses (think Walmart) are focused on being the low-cost provider in their industry. Most businesses land somewhere in the middle.

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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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How Digital Business Cards are Transforming Sales and Marketing

Sales and Marketing Management

By embracing the technology of digital business cards, sales and marketing executives can bridge cultural divides, track engagement, and create lasting impressions – all while reducing their environmental footprint and maximizing the return on their networking efforts. The post How Digital Business Cards are Transforming Sales and Marketing appeared first on Sales & Marketing Management.

Marketing 296
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Finding Quick Wins in a Haystack

Sales 2.0

I’ve started a new sales project, and I need some quick wins to show my clients that they made the right decision. If you’ve ever started a new sales job, or been given a new territory, you will recognize this scenario. I’m going to be writing about how I tackle this situation, applying my sales strategies, and letting you know how they work out (or don’t).

Scale 195
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From Incarceration to Transformation ~ Lessons in Differentiation

Bernadette McClelland

From Incarceration to Transformation ~ Lessons in Differentiation Lessons in Dfferentiation The correlation between corporate life and incarceration might seem distant, but the similarities do exist. One key parallel? Differentiation. Whether it’s self-promotion, leadership, or standing out – it’s about doing it for the right reasons. This past month, I returned to Colorado’s State Penitentiary, a maximum-security prison, as part of Breakthrough ‘s incredible 32-week program, The Cha

Hiring 195
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SBI's Guide to Nailing Your Ideal Customer Profile

SBI Growth

Lets cut to the chase: if youre in B2B and dont have a solid Ideal Customer Profile (ICP), youre basically throwing darts in the dark. In fact, 74% of companies that overperform on revenue have clearly defined ICPs, according to SuperOffice. An ICP isnt just another business buzzword it's your ticket to zeroing in on the customers who not only want what youre selling but wholl also stick around and make it worth your while.

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AI in Marketing & Sales: Today’s Tools, Tomorrow’s Potential

Speaker: Kevin Burke

AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.

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Unlocking the Potential of Bluesky Social for Sales & Marketing

SMEI

Register for the SMEI Bluesky Starter Pack and Get Promoted! Unlocking the Potential of Bluesky Social for Sales and Marketing Professionals The digital landscape is changing, and platforms like Bluesky Social are transforming how brands connect with their audiences. As a decentralized network focused on transparency and user control, Bluesky offers unique opportunities for sales and marketing professionals to stand out.

Marketing 149
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The Top 20%: Lessons on Scaling in the B2B SaaS Market

Force Management

A recent piece by McKinsey notes that 80% of startups who landed Series A funding failed within eight years (n=3164). Using interviews with B2B SaaS leaders who beat those odds by scaling from startup to over $100MM in ARR, McKinsey's recent playbook examines how these companies set up their organizations, common challenges they overcame and the actions leaders can use to emulate these pathways to success.

Scale 150
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AI Sales Assistants: The Next Great Sales Software Tools

Zoominfo

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. And in the age of AI-assisted sales, what was once a long process of research, targeting, and crafting outreach has now become remarkably fast. But today’s top AI sales assistants don’t just help sales teams work faster — with the right data, AI helps sellers make smarter decisions.

Software 211
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Three Dog Night Classic is Foundation for Present Day Selling

Understanding the Sales Force

Randy Newman has written a lot of hit songs. The two most popular were probably Short People and I Love LA but he also wrote the music for Toy Story and Monsters, Inc. In 1970, Three Dog Night recorded one of his songs called Mama Told Me (Not to Come). If you don’t remember or weren’t around to hear one of the first hits of the 1970’s, you should probably watch/listen to the song, Mama Told Me (Not to Come) below and pay attention to the words in the chorus.

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Signal-Based Selling: How to Leverage 4 Key Buying Signals

As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals. This is where signal-based selling comes into play. ZoomInfo CEO Henry Schuck recently broke down specific ways to put four key buying signals into action with the experts from 30 Minutes to President’s Club.

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Dare to Be Different: Why Pioneering Pays Off [Q4 Referral Selling Insights]

No More Cold Calling

Heres what you might have missed from No More Cold Calling this quarter. “The best reason to do something is because it’s never been done before.” That’s what my first manager told me, and I’ve never forgotten her comment. Her words are just as true, if not more so, today. It’s easier to go along with what everyone else is doingto write blogs, comment on social media, write catchy email subject lines, and rely on inbound marketing to fill your pipeline.

Referrals 317
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Mastering Sales Strategies (video)

Pipeliner

In a recent episode of the expert interview series hosted by John Golden, listeners were treated to a wealth of knowledge from Wes Schaefer , a business fixer, author, speaker, and Air Force veteran. The conversation delved into the evolution of sales strategies in response to changing buyer behavior, particularly in the wake of the COVID-19 pandemic and the rise of artificial intelligence.

Video 116
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2024's Top Sales Training & Management Content

Anthony Cole Training

As 2024 comes to a close, were sharing our most read and favorite sales training and management content that helped sales teams thrive this year. Whether youre focused on leadership, skill development, or strategic planning, you can use these resources to help drive sales success in 2025. Don't miss our top videos and free downloads at the end!

Training 317
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Beyond Greenwashing: Why Sustainability Must Be a Core Strategy for B2B Companies

Sales and Marketing Management

Sustainability must be a core strategy, not just for its ethical priorities, but also because there are various business imperatives. The good news is that there are core strategies you can employ to keep sustainability at the heart of your organization in a way that has positive outcomes for your business, for stakeholders, and the planet. The post Beyond Greenwashing: Why Sustainability Must Be a Core Strategy for B2B Companies appeared first on Sales & Marketing Management.

B2B 296
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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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Relationships will be critical in the AI age

Sales 2.0

Sales is not getting any easier. Buyers have become even better at screening out salespeople. When the Internet arrived, buyers’ need to speak to a salesperson to get basic information was eliminated. Buyers could go online and get all the information they needed. About a decade ago, certain subject matter experts came up with a solution to this problem.

Scale 195
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The Sales Leadership Framework Behind Multiple $100MM ARR Orgs

Sales Hacker Training

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies.

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The Fast-Growth Fallacy: Why CEOs Expect Marketing to Deliver Quick Wins in Complex Sales

SBI Growth

CEOs often dream of marketing as the magic bullet that can accelerate revenue growth—even in industries where the product is a complex sale with long buying cycles, sometimes spanning 6, 9, or even 12 months. This disconnect between expectation and reality can create frustration on both sides. So, why do CEOs hold this belief, and why does it persist?

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You’re A Loser—-And That’s A Great Start!

Partners in Excellence

“WTF! What’s this guy talking about???? We don’t want losers, we want winners……” A lot of you are scratching your heads, thinking, “Dave’s really gone off the deep end, this time!” Hang in there, let’s talk about losing! But first, let’s talk about winning. We put winners on pedestals. we revere them, we aspire to be like them.

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Campaigns that Click: Practical Personalization Strategies to Boost ROI

Speaker: Jennifer Hodroge, Omni-Channel Strategic Leader, Forrester CX Certified

Marketers know that personalization is the key to engagement—but with limited budgets and time, how do you prioritize what, where, and how to personalize? Aligning your content, campaigns, and buyer experiences requires a deep understanding of customer needs. In this new webinar with expert Jennifer Hodroge, we’ll explore how to leverage insights and customer journey mapping to build personalization strategies that deliver real impact.

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6 Ways to Help Customers Avoid Choice Paralysis and Boost Your Conversions [+Examples]

Hubspot Sales

When was the last time you really looked around the toothpaste aisle? It’s overwhelming. You’re faced with a huge amount of choices — possibly even dozens depending on the store you’re in. Imagine having to actually make a buying decision purely by shopping through the toothpaste aisle. My guess is that you’d either get overwhelmed and choose something that you later regret, or you’d choose to buy nothing at all.

Examples 111
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Sales Signals: How to Leverage Data & AI to Reach Prospects First

Zoominfo

Today’s most effective go-to-market teams are increasingly embracing signal-based selling , a strategy that leverages real-time data and unique insights about promising prospects to gain a crucial edge in intensely competitive markets. Signal-based selling goes far beyond traditional lead generation or cold outreach leveraging basic intent data. Instead of waiting until buyers are clearly in-market, sales teams now can rely on a layered, AI-fueled analysis of multiple high-value signals to zero

Hiring 214
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My Latest Sales Epiphany From Watching Playoff Baseball

Understanding the Sales Force

My latest sales epiphany happened while I was watching Friday’s American League Championship Series game between the Yankees and the Guardians. The Guardians went to the bullpen to bring in a relief pitcher and I felt nothing. Wow! If it was the Red Sox, I would have been worried sick that the pitcher they were bringing into the game: Sucked all year Walks too many guys Is prone to giving up home runs Pitches worse against the Yankees Won’t prevent the Yankees from scoring right he

Epiphany 194