Sales Gravy
APRIL 20, 2025
On this Money Monday we're going back to Augusta where Rory McIlroy finally won The Masters and in doing so gave us 5 lessons for chasing and achieving dreams.It wasnt pretty. It wasnt clean. It was gritty, emotional, and one of the most unforgettable moments in sports history. Rory stepped onto the first tee looking calm, focused. Like a man whod been here before, and this time, was ready to finish it.
Brooks Group
APRIL 22, 2025
Theres quite a bit of speculation about the prospect of an economic downturn, if not a full-blown recession. On-again, off-again tariffs and global tensions are hitting many industries hard. One thing is clear: Were seeing the end of one of the longest expansionary phases in recent history. According to Harvard Business Review, companies that weathered downturns successfully in the past (and even prospered) had three things in common: They acted early, had a long-term perspective, and focused on
Hubspot Sales
APRIL 9, 2025
Not all sales shortcuts are created equal. Some, like scheduling follow-up emails or creating a repeatable framework for researching prospects, streamline your day without harming the quality of your work. Others save you time but damage your results meaning youll ultimately be less productive for using them. As the expression goes, If you dont have time to do it right, you wont have time to do it again.
Nutshell
APRIL 7, 2025
Zoom meetings can be an essential part of any teams sales, customer onboarding or ongoing account management processes. By integrating Zoom with Nutshell , your team can log Zoom calls as activities for better tracking and reporting and save notes about each meeting to keep everyone in the loop and improve the customer journey. Now you can also leverage AI to quickly summarize and transcribe your Zoom calls, just as you can with click-to-call conversations using the AI-powered click-to-call feat
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Sales Gravy
APRIL 10, 2025
Everybody wants the hacks. The quick fix. The shiny new tool. The LinkedIn post that magically draws leads like moths to a flame. But let me give it to you straight: Sales isnt won with hacks. Its won with habits. And the habits that win are the ones most reps abandon the minute things get uncomfortable or boring. If youre not hitting your number, its probably not because you need better leads, better tech, or better timing.
Force Management
APRIL 10, 2025
Last month on the Revenue Builders Podcast, our guests shared experiences in revenue leadership and what they've learned about how to prove your worth as a leader and secure the best possible outcomes for your team. We had several must-listen episodes for go-to-market leaders this weekfrom leveraging data to enhance team performance, to managing top-tier talent programs, to helping your teams build and close high-value pipeline, March brought some heavy hitters.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Nutshell
APRIL 1, 2025
Tracking engagement with your marketing emails is a critical part of determining whether your strategies are working. And measuring marketing effectiveness is more than just looking at metrics like email open, click, and unsubscribe ratesits also about seeing which recipients are clicking your high-priority calls to action (CTAs), so you can gauge your audiences interests and behavior.
SBI Growth
APRIL 9, 2025
If youre not pricing correctly, youre driving customers away. In an uncertain economy, your pricing strategy has a greater impact on revenue retention than traditional churn strategies. SaaS companies have started to take notice with 94% updating pricing every year and almost 40% tweaking pricing every quarter. In 2025, the real pricing opportunity is therefore not related to the frequency of pricing changes, but the pricing approach you employ.
Whetstone
APRIL 3, 2025
While being comfortable feels good, in strategic account management, its a silent killer. It lulls teams into predictable routines, fosters complacency in long-term relationships, and creates a false sense of security. In an era where artificial intelligence, shifting buyer behaviors, economic uncertainty, and rapid digital transformation are reshaping industries, it is a trap that stalls growth and erodes competitive advantage.
Brooks Group
APRIL 17, 2025
In todays increasingly complex business environment, customer retention has never been more challengingor more crucial. Global tensions, on-and-off tariffs, and geopolitical uncertainties have created a perfect storm that fundamentally alters the dynamics of customer relationships. Companies now face unprecedented supply chain disruptions, volatile pricing structures, and shifting regulatory landscapes.
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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.
Nutshell
APRIL 14, 2025
New leads for your business can be anywhere, and being prepared to meet them on multiple platforms is key to filling your sales pipeline. Nutshell is helping your team have those pivotal conversations with potential leads wherever they may be, through tools like Nutshell SMS and Web chat available in Nutshell Engagement. And now, two new channels have been added to your Nutshell Engagement inbox: Facebook and Instagram.
Sales Gravy
APRIL 2, 2025
Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling. Below are the key insights from our conversation on why coaching matters, how it boosts sales and culture, and what leaders should do right now to make it happen.
SBI Growth
APRIL 3, 2025
The path to leadership is more than climbing the corporate ladder. True leadership comes with overcoming obstacles, creating space for others, and mastering the art of negotiation and influence. This theme was reflected in the March 2025 Womens Growth Forum , where a group of female executives came together for a candid conversation on navigating leadership challenges.
CMOE
APRIL 16, 2025
Effective teamwork is the foundation of highly successful organizations. However, fully leveraging the power of teamwork requires regular self-reflection followed by appropriate action on the part of each team member. According to Gallup, simply knowing your own and your peers strengths and opportunities for improvement leads to increased engagement and performance.
2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.
Brooks Group
APRIL 7, 2025
I have a hypothesis: I believe most business leaders feel the same today as they did when the pandemic started. The pandemic was a macro event that touched all aspects of business and life. Since then, more macro events have popped up, almost like an unwinnable game of Whack-a-Mole! Were currently facing concerns about inflation, rising global tensions, tariffs and changing trade policies, and the potential for slower growthall while uncertainty around a possible recession lingers in the backgro
Planview
APRIL 17, 2025
At the inaugural Project to Product (P2P) Summit in 2024, Greschen Powell, a seasoned leader with over 26 years at FedEx, delivered an insightful presentation on how organizations can accelerate value delivery using Objectives and Key Results (OKRs) and Value Stream Management (VSM). Powells talk provides a clear roadmap for boosting speed-to-market while staying aligned with strategic goals.
Sales Gravy
APRIL 8, 2025
Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already done the research and question what value he can bring. In this Ask Jeb episode we break down what true consultative selling entails, how to detach from always be closing, and why being a genuine expert is more vital now than ever.
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.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
ACT
APRIL 9, 2025
Jawbone, Sprig, WeWorkwhat do these businesses have in common? Each company reached impressive heights of success before crashing down and becoming a cautionary tale for new startups. Aggressive growth, exacerbated operating costs, and intense competitionthese are just a few factors responsible for the downfall of these companies. However, that doesnt mean small business owners should focus on stability and shy away from growth.
Brooks Group
APRIL 1, 2025
Hiring sales professionals can feel like a hassle, but its one of the most important business decisions you can make. Be sure your time and effort dont go to waste. Avoid these five common sales hiring mistakes weve seen organizations make time and time again. Sales Hiring Mistake #1: You dont define exactly what the position needs. Too often, sales professionals are hired based on likeability.
Planview
APRIL 14, 2025
I’m excited to launch Eye on Innovation, a brand-new series on the Planview Blog. With these reports, well connect you with what were doing at Planview and the market at large, echoing our conversations with highly effective teams and leaders at companies around the world. Beyond that, well review whats new and notable across Planviews solutions and how these capabilities enable you to reach your most critical objectives.
Sales Gravy
APRIL 16, 2025
Ross from Houston faces a common challenge in channel sales: how do you create brand preference for your product when youre selling through distributors who carry multiple competing lines and competitors who undercut your price? His company builds industrial dust-collection equipment and ducting, but they dont sell directmeaning they rely heavily on distributors, contractors, and engineers to choose their brand over cheaper alternatives.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
SBI Growth
APRIL 7, 2025
Sales enablement has boomed. The State of Sales Enablement Report for 2023 found that the number of businesses with a dedicated sales enablement team has grown to 90%, up from 75% in 2022. The Growing Role of Sales Enablement Sales enablement is a catch-all term applied to any practice that attempts to increase sales productivity. Its not uncommon to find sales enablement departments responsible for a plethora of disciplines such as strategy, sales processes, analytics and reporting, lead genera
MDI Training
APRIL 14, 2025
Success Through Change: How to Stay Oriented During Transitions Do you prefer to listen to this article? Click below to access our AI-generated audio version: Success Through Change: How to Stay Oriented During Transitions Change processes often involve challenges. They not only require structural adjustments but also an emotional examination of the new.
Brooks Group
APRIL 3, 2025
There are 56 million millennialsthose born between 1981 and 1996working in the U.S. today, representing 35% of the labor force. As a sales leader, youre likely managing a team that spans multiple generations. Currently, millennials are the largest working generation in the U.S., surpassing Gen X and baby boomers. But theyre not following in the footsteps of previous generations.
Nutshell
APRIL 18, 2025
New leads for your business can be anywhere, and being prepared to meet them on multiple platforms is key to filling your sales pipeline. Nutshell is helping your team have those pivotal conversations with potential leads wherever they may be, through tools like Nutshell SMS and Web chat available in Nutshell Engagement. Take an Omnichannel Approach With Nutshell Engagement Ready to start streamlining conversations through Facebook Messenger and Instagram?
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Sales Gravy
APRIL 6, 2025
We are coming off of a week that can only be described as a stock market bloodbathamping up uncertainty and making selling even harder. As the new tariffs imposed by the US government were announced, kicking off what is expected to devolve into a global trade war, the Dow Jones plunged by over 2,200 points, the S&P 500 lost more than 10%, the Nasdaq entered into a bear market and more than $6.6 trillion dollars were wiped from the US stock market in two days.
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.
Revegy
APRIL 7, 2025
Every sales person knows that just because the initial deal has closed, that doesn’t mean the sales cycle has ended. In fact, many of your existing accounts still offer tons of untapped revenue potential. Forming a sales account strategy starts with identifying your most potent opportunities, and how you can foster a long-term relationship with […] The post 5 Effective Ways to Optimize Your Sales Account Strategy appeared first on Revegy.
Brooks Group
APRIL 10, 2025
Selecting the best people for your sales team is crucial to the success of your organizationthats a given. But its not easy to find the perfect candidate. The sales hiring process can be long and challenging. From reviewing resumes and online applications to conducting one-on-one interviews, hiring assessments , executive reviews, and reference checks, the process can span six or seven stepsor more.
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
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