No More Cold Calling

JANUARY 16, 2025

The role of trust in relationship-based selling As the world shifts to virtual, the challenge is building client trust. I almost fell out of my chair when I heard a Sales VP say this. Building client trust has always been challenging; its not a new hurdle to overcome. It can seem harder when we cant meet in person, but prospects dont trust you simply because you meet face-to-face, shake hands, or share a meal.

Referrals 318

Referrals Face-to-face Call-back Decision Maker 318

Understanding the Sales Force

JANUARY 6, 2025

As we do each season, my family attended the Boston Pops Holiday Concert at Symphony Hall in Boston. Although we’ve attended for close to 23 years, this year I noticed something different and that experience will help you better understand the important role that sales process plays in the context of a modern sales methodology. As I wrote in this article , Sales Process is a framework for consistent, predictable, repeatable results and the framework is best deployed as a staged, milestone-

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Anthony Cole Training

JANUARY 10, 2025

As Sales Leader, it is your role to bring resources to your team to help them become even better. Our team of sales experts at Anthony Cole Training Group have compiled 25 sales tips to help your salespeople prospect smarter, plan effectively, and sell with confidence. These tips will help them build stronger client relationships, work on their time management, and improve their selling strategies.

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Groups Sales Resources Training 303

Sales and Marketing Management

JANUARY 13, 2025

Success isnt just about adopting the latest tools or strategies. It requires understanding your customers, staying flexible and being willing to adapt. The businesses that thrive will be the ones that embrace these changes and use them to create real value for their clients. The post The Future of B2B Sales: Key Trends to Watch in 2025 appeared first on Sales & Marketing Management.

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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

Zoominfo

JANUARY 24, 2025

For todays sales teams, data and signals are the foundation for smarter strategies, better decisions, and consistent growth. But the sheer volume of information available paired with a growing number of outreach channels and tools mean that the real power lies in drawing insights from that pile of data. Sales analytics software is the key tool that turns the massive volumes of data in CRMs, data platforms, martech tools, and other key sources into clear, actionable insights that empower teams

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Analytics Software Software Tools 246

SBI Growth

APRIL 23, 2025

67% of SaaS companies ignore value-based pricing , according to our latest 2024 State of SaaS report and research. They invest heavily in competitor-led or cost-plus pricing - and miss out on revenue opportunities as a result. From gaining a competitive advantage to strengthening unit economics, value-based pricing is a huge untapped growth lever. To pull it, you need to build an effective pricing strategy that aligns your company and business goals.

Strategy 156

Strategy Report Competition Research 156

Partners in Excellence

JANUARY 21, 2025

One of the biggest mistakes I see too many managers make, is they dive in and start doing their people’s jobs. The motivations for this range from being well intended to malicious. We have all seen the managers believing they are the best sales people in the world, sweeping their people aside, playing “Superseller” in important customer calls.

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Hiring Face-to-face Account Intent 126

The Center for Sales Strategy

JANUARY 16, 2025

In this Quick Take episode, were exploring the undeniable power of sales coaching, the challenges of traditional approaches, and how AI-powered solutions are setting a new standard for skill development. On the other side of this brief episode, youll see how AI sales coaching truly can elevate the game of your sellers. The Power of Consistent Sales Coaching There are no two ways about it: sales coaching is helpful for driving performance in any sales team.

Sales Coaching 131

Sales Coaching Coaching Benefit Revenue 131

Membrain

JANUARY 19, 2025

Do you know the key strategies that effective CEOs use to empower their sales teams for success? Join us with guests Sean O'Shaughnessey CEO of New Sales Expert and Kevin Lawson , President of Lighthouse Sales Advisors as we explore the victories and challenges facing sales teams as we head into 2025. In this episode, we highlight the essential actions leaders must take, such as defining ideal customer profiles and crafting compelling value propositions, to navigate the complexities of the sales

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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 Process

Force Management

JANUARY 23, 2025

The sales kickoff is often one of the biggest investments of the year. The event not only requires budget, it also takes a large share of resources in terms of time and commitment from your go-to-market and enablement teams. That also means our focus is largely on planning and executing the event - but what happens after the SKO? As your teams wrap up the event and start focusing on revenue-driving activities, do you have a plan to ensure that you can drive clear return for this investment in a

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Revenue Resources Positioning Training 125

No More Cold Calling

MARCH 30, 2025

How a family history of womens leadership and legacy shaped my career path and paved the way for future generations This Womens History Month, Ive spent a lot of time reflecting on generational strengthhow the most influential women in my childhood (my family members) helped to shape the woman I would become, the two women I would later raise, and the granddaughters I am watching become women now.

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Licensing Hiring Call-back Cold Calling 296

Understanding the Sales Force

JANUARY 18, 2025

With the holidays in the rear-view mirror, we can reflect on the time-honored tradition of gift giving. Whether you’re someone who gives a single gift or twenty gifts to your loved ones, the premise is the same. Figure out what they would like, find it, buy it at a store or online, get it home, wrap it, and put a bow on it. On Christmas eve or Christmas day, you present the gift.

Quota 331

Quota Top of Funnel How To Cancellation 331

Anthony Cole Training

JANUARY 3, 2025

Id like to blame my poor visual perception for my subpar golf game, but the real culprit is my lack of consistency in practice. Im inconsistent. As a result, my performance on the golf course is erratic, with scores ranging anywhere from 92 to 102. I can shoot a 44 on the front nine and a 54 on the back. Dont get me wrongbeing virtually blind in one eye doesnt help with depth perception.

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Course Sales Sales Coaching Coaching 327

Advertiser: ZoomInfo

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.

How To

Sales and Marketing Management

JANUARY 14, 2025

In 2025, data intelligence has moved from being a competitive advantage to an operational necessity. Amit Patel, senior vice president at IT consulting firm Consulting Solutions, says those companies that make the most of data intelligence will create customer experiences that win business, open the door to upselling, and create the type of true partnerships that drive customer loyalty.

Positioning 296

Positioning Data Customer Loyalty 296

Zoominfo

MARCH 26, 2025

Imagine that one of your top sales reps spends weeks courting a promising prospect, only to discover at the 11th hour that its actually a subsidiary of your largest customer. What shouldve been a smooth upsell turned into wasted effort time you could have spent on an expansion play that was actually effective. Its hard to stomach, but scenarios like this play out every single day.

Data 130

Data Revenue Scale Territories 130

Sales 2.0

APRIL 30, 2025

People are people, so why should it be, you and I should get along so awfully–Depeche Mode During a conversation with a friend who is the CEO of a small professional services firm the question came up how well do you know this person? and do you know them like a real person? Looking at these questions on the page, they seem a bit odd. But Ive found in practice they are not.

Buyer 195

Buyer Promotion Maximizer Follow-up 195

SBI Growth

APRIL 21, 2025

A foundational yet often overlooked element of successful selling is relationship building and rapport. In the latest episode of the Sales Readiness Podcast, Ray Makela, Managing Director of Talent at SBI, sits down with Ethan Radoff, Partner at SBI, to remind us that while modern sales teams invest heavily in technology, data, and automation, human connection is at the heart of every deal.

Data 156

Data Sales Training 156

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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.

Trends

Partners in Excellence

JANUARY 2, 2025

Reading a fascinating article in the NYTimes, Giving Kids Some Autonomy Has Surprising Results , got me thinking. What if we give our people more autonomy in how they manage their deals, days, what they do? In the past 5-7 years, we’ve seen a movement to be completely prescriptive with our people and their activities. We script every conversation, yet the customers we are engaging don’t have the same script.

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Government Education Pipeline Segment 127

Sales Hacker

FEBRUARY 7, 2025

SaaS pricing isn’t static – it’s a living strategy that grows with your company. In this article we dive into a playbook for pricing across different stages of company growth, inspired by Geoffrey Moore’s Crossing the Chasm. Each growth stage demands its own pricing approach, and getting it right can mean the difference between stagnation and explosive growth.

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Company Scale Retention Margin 112

The Center for Sales Strategy

JANUARY 20, 2025

Leadership is a challenging yet vital role in any organization. Great leaders can drive a company to success, while ineffective ones can lead to its downfall. Unfortunately, many companies overlook the importance of training their leaders, expecting them to succeed with little to no preparation. If leadership is so critical, how can organizations ensure their leaders are set up for success?

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Training Marketing Qualified Lead Leads Company 127

Sales Gravy

MARCH 20, 2025

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.

Face-to-face 111

Face-to-face Sports Construction Negotiation 111

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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.

Sales Management

No More Cold Calling

FEBRUARY 13, 2025

Revenue leaders must prioritize relationships over digital shortcuts to drive real revenue growth. Digital isnt a sales strategy. Hope isnt a strategy. Marketing isnt a strategy. A sales strategy isnt about tools or trendsits about how your company attracts and serves customers. Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems.

Referrals 310

Referrals Face-to-face Sales Leadership Quota 310

Understanding the Sales Force

APRIL 3, 2025

Despite writing about sales process quite frequently over the years, this article will take a very different approach. Let’s define a couple of terms: Sales Process – a series of 4-6 stages, each with 5-10 milestones, that provide salespeople with a repeatable framework for sales success. Sales Methodology – a repeatable approach that guides salespeople to have quality conversations that move the sales process forward from milestone to milestone and from stage to stage.

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Sales Process Lead Rank Customer Lead Scoring 252

Anthony Cole Training

JANUARY 24, 2025

Most sales managers spend less than 10% of their time coaching their people, and only one-third coach their people on a weekly basis. Yet, the coaching competency is the most critical part of a sales manager's responsibilities. It is also the most difficult skill set to learn and master. And remember, not all coaching is effective. The very skill of coaching is a fine art, and the ability to be consultative in nature adds complexity.

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Coaching Sales Coaching How To Sales Management 313

Sales and Marketing Management

FEBRUARY 7, 2025

Sales enablement specialist is one of the fastest-growing job titles on LinkedIn. But what is sales enablement, exactly? And are companies maximizing their investment in sales enablement tools? Denis Olcay, vice president of marketing at Allego, explains why its a critical component of a go-to-market strategy, and why its much more than whats in your tech stack.

Sales Enablement 266

Sales Enablement Maximizer Exact LinkedIn 266

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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.

SalesForce

Zoominfo

JANUARY 13, 2025

Go-to-market teams that adopt AI-powered sales automation can reap major benefits: research shows they spend more time with customers, drive higher customer satisfaction, and most importantly, boost sales by up to 10%. But savvy sales leaders know AI isnt a magic wand that can close deals for you. Instead, using AI effectively is about finding new opportunities and building deeper relationships, which ultimately lead to faster conversions.

Lead Scoring 130

Lead Scoring Lead Rank Conversion Prospecting 130

Sales 2.0

MARCH 31, 2025

Often when were talking about about sales, we seem to be saying the salesperson is in charge of when deals move forward and ultimately when they close. But that is not reality. When you’re selling you are a steward of a buying process. You can influence when a sale happens, but you cannot overcome the inherent dynamics of how that customer wants to buy.

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SBI Growth

APRIL 14, 2025

One of the biggest challenges for a sales organization is moving upmarket. For example, if you target the small- and medium-sized business market (SMB) and now want to target enterprise customers thats where the money is you need to rethink how you sell. Enterprise and SMB selling are fundamentally different, and each requires its own sales process, metrics, and unique selling skills.

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