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I believe that “24” was the best Television series I have ever watched. Although it ran from 2003-2010, long before streaming was a thing, no show was better situated for streaming and binge watching than “24.” My wife and I watched it for the first time a few years ago but we recently watched all eight seasons again. It was amazing to both of us that despite how much we loved “24” the first time we watched it, we didn’t remember any of it as we watched
I got some unsettling feedback a few weeks ago. I was told I was a Brainiac. I want to help you avoid the same fate. At first, I thought it was a compliment. It sounded rather flattering. OK I think I would like to be know as that. But then the next part of the feedback came. And the client said he had no idea what you were talking about. Uh oh! In the Ear of the Beholder One of my roles for this client is to help them sell more complicated services than their salespeople do on a day-to-day basi
What you cannot see can kill you. If you don't see the car to your right about to run a stop sign, you might be in trouble. If you cannot see a clogged artery, you might be in trouble. If you cannot see that your sales team is failing to execute the fundamentals of an effective sales approach, then surely that will kill your chances for sales effectiveness and consistent sales growth.
Sales is no longer about dialing faster or pitching harder. Today, it all comes down to using smarter sales coaching techniques. Using AI sales tools can help teams level up by analyzing real sales conversations, identifying what works and what doesnt. The goal: helping every rep improve their performance. From refining your teams techniques to reinforcing best practices, coaching tools are essential to how modern teams train, grow, and win.
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.
As CEOs move through 2025, understanding how to drive sustainable revenue growth while navigating declining go-to-market (GTM) efficiency remains a critical challenge. CEOs are tasked with delivering consistent revenue growth while facing unpredictable demand cycle and increasing costs of operation. Many CEOs are grappling with sales cycles increasing, mounting inefficiencies, and unoptimized commercial teams.
According to a study headed by Yuan Zou while she was assistant professor of business administration at Harvard Business School, when a company exchanged a less inclusive CEO for one who brought others into conversations, the firms stock market value increased the year after. Here are Zous tips for elevating others: Focus on small wins. […] The post Steps to Elevate Others appeared first on Sales & Marketing Management.
According to a study headed by Yuan Zou while she was assistant professor of business administration at Harvard Business School, when a company exchanged a less inclusive CEO for one who brought others into conversations, the firms stock market value increased the year after. Here are Zous tips for elevating others: Focus on small wins. […] The post Steps to Elevate Others appeared first on Sales & Marketing Management.
Bob is Back in the news! It’s hard for me to believe, but I haven’t written about Bob in more than two years. If you want to catch up on the Bob Chronicles, you can find the previous eight installments here. Bob was more excited than I had ever heard him. He shared that he sent out a proposal for well over $1 million and was prepared to begin negotiations.
The email came in, “We need training. We’ve seen your programs before, can you talk to us about a training program?” I quickly arranged a discussion, “What kind of training do you need?” “We need sales training,” came the response. “What kind of sales training do you need?” I ask. “Sales training, our people aren’t performing the way we expect,” came the response. “Where are they struggling?
Wherever you are in your sales journey, you need a mentornow. If youre serious about becoming a top performer or want to stay at the top of your game, you need more than just grit and determination. You need a guide. A mentor whos been through the fire and who can help you avoid costly mistakes. Sales expert Tony Morris stands behind the power of mentorship and the impact it can have on confidence in The Sales Gravy Podcast.
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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.
Transitioning from traditional sales to enterprise sales can be a major shift, as SBI Executive Consultant, Sarah Bedwell, knows all too well. On our latest episode of The Sales Readiness Podcast , hosted by Ray Makela, SBIs Managing Director, Sarah shared her firsthand experiences and insights on selling to the C-suite, a process that requires a different mindset, a tailored approach, and an unwavering focus on delivering value.
Todays most effective leaders cultivate a unique blend of interpersonal and adaptive skills to guide their organizations successfully. The most successful leaders continuously refine their negotiation, influencing and communication skills to meet the evolving demands of the workplace. The post The Most Important Skills for Leadership to Develop appeared first on Sales & Marketing Management.
Why are revenue targets so hard to hit? According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024 , reps are still struggling to meet their sales goals. To shed some light on the matter, Ill offer my personal insights on why teams are missing their targets. In addition, I reached out to other sales experts to hear what they had to say about setting and meeting revenue goals so you can take home some best practices from their
I was struck by this sentence in a LI post today, “We are doing everything right, but nothing’s working!” I see variants of this every day: We’re doing everything right, it’s not working as well… We’re doing exactly what made us successful in the past, it’s no longer working… We’re doing what everyone else is doing, and what we have always done, it’s not producing the same results… We’re doing everything we’ve al
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.
Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. If youve ever hired a sales class or tried to ramp up new hires in an industry with complex products or strict guidelines, youll relate to Gaiuss dilemma.
Marketing leaders are constantly challenged to drive growth, personalize engagement, and uncover new revenue opportunities. But without the right Go-to-Market Intelligence foundation, marketing efforts can become fragmented leading to wasted budget, missed opportunities, and ROI thats nearly impossible to prove. ZoomInfo equips marketing teams with data-backed insights that make it easier to refine messaging, target the right buyers, and scale impact through AI-driven automation.
In a rapidly evolving commercial landscape, executives express confidence in their go-to-market (GTM) strategies, yet many lack confidence in the data and insights that build them. This paradox emerged as a central theme in SBIs latest invite-only CEO and CRO Growth Forums. Where top executives candidly discussed the challenges of data reliability, AI adoption, and tech stack optimization.
By investing in their personal brand, marketing leaders can strengthen their voice, extend their companys reach and drive meaningful industry impact. The post The Brand Behind the Brand: Why Personal Branding Matters for Marketing Leaders appeared first on Sales & Marketing Management.
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.
Being a salesperson today feels like trying to get someones attention in Times Square; buyers are swamped with choices, blinking lights, and loud pitches from every direction. One word: Overload. The internet makes research a breeze until youre drowning in options and cant tell whats worth your time. As a copywriter, Ive been there, wading through endless tabs, trying to separate the gold from the noise.
As I participate or observe conversations, I count questions. If it’s between a buyer/seller, I count the number of open ended questions each person asks. It’s a quick checkpoint for the quality of conversation and engagement of each person in the conversation. I “disqualify” a lot of questions. Closed ended questions have limited utility in conversations–some are necessary, but typically it’s very few.
If youve hung around me for longer than five minutes, youve heard me say that sales is about talking with people. The fact is, the more people you talk with, the more youll sell. The good news is that there are lots of people to talk with. The problem is, far too many salespeople have quit talking with people. Email Prospecting Has Suddenly Stop Working Instead they keep prospects and customers at arms length through asynchronous communication channels like email - especially when prospecting.
Revenue operations leaders are confronting complex challenges on two fronts: designing smarter territories for expansion, and maximizing productivity for frontline go-to-market (GTM) teams. But many RevOps teams still struggle with inefficient segmentation, suboptimal territory design, and a lack of actionable insights. The result? Blind spots in your addressable market and missed opportunities from good-fit prospects.
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.
In a recent interview, host John Golden talked with Chris Peer , the founder and CEO of Sinc Show, a top B2B online marketing agency. Chris has over 30 years of experience in marketing, sales, and client communication. He also wrote a book called The Great Eight Pillars: ROI-Driven Marketing for Manufacturing Companies. His goal is to help marketing teams prove their value and shift from being seen as a cost to a revenue-generating force.
At Nutshell, we want to make it as easy as possible for businesses to access and use the tools they need to grow. Thats why we built an easy-to-use CRM with powerful sales, marketing, and engagement features, and its why we partner with businesses that share our mission. Were excited to announce a new partnership with Proactive Technology Management , an IT services and support company based in metro Detroit.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: 9 Ways to Empower Your Sales Team The sales team is the driving force behind a company’s success, but that can only happen if they have the time, space, and support they need to work at their highest level. In the right environment, a sales team can reach new heights and can do so consistently.
The answer to the question, “Is AI that good, or are we that bad,” is resounding YES! To both. Everyday, we see great applications of AI, particularly when coupled with outstanding human based thinking. At the same time, I see endless examples where AI isn’t doing anything better, it isn’t outthinking sellers, it’s simply outperforming sellers in fundamentals.
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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The structure of your sales team can make or break your success. Are you trying to organize your sales team? Are you trying to figure out what the best sales organizational structure is or trying to identify the problem within your current structure? Determining the best way to organize your sales team is important, and t ransitioning from a one approach to another model could significantly impact your sales performance.
In this podcast episode, host John Golden talks with Dr. Thorsten Polleit , an expert in economics. Dr. Polleit is a professor at the University of Bayreuth in Germany and the Ludwig von Mises Institute president. They discuss why the Austrian School of Economics still matters today. This article breaks down their key points in simple terms. Why the Austrian School Still Matters Key Economic Theories The Austrian School of Economics began in the 19th century in Vienna.
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