Force Management

JUNE 12, 2025

The AI revolution is coming fast – it’s reshaping industries, redefining workflows, and promising unprecedented growth to sales organizations. Yet, many leaders are hesitant to make a big bet on AI. The wrong move could cost you time, revenue, and credibility. With the right foundational strategy and the right tool, AI should be a sales force multiplier enabling your teams to sell faster and more proficiently, bringing more value to customers and more impact to revenue.

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Red Star Kim

JUNE 13, 2025

An article I wrote on “Giving effective feedback” was published in the June issue of Counsel Magazine | COUNSEL | The Magazine of the Bar of England and Wales. Giving feedback in professional relationships. “I think it’s very important to have a feedback loop, where you’re constantly thinking about what you’ve done and how you could be doing it better” Elon Musk “We all need people who give us feedback.

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Emotional Intelligence e-Learning Leadership Construction 130

Red Star Kim

MAY 28, 2025

At a PM Forum – PM Forum training “Perfect Pitches” workshop for marketing and business development professionals earlier in the month, it was interesting that many delegates felt that they were expected to take a much larger role in managing the tendering process. Almost as if the fee-earners just wanted to be parachuted in at the end to talk at the presentation.

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Value Proposition Communication Decision-making Meetings 130

Nutshell

JUNE 2, 2025

Do you use WhatsApp to message back and forth with your prospects and customers? If yes, you can now manage those conversations directly from Nutshell and have the history of those conversations available on your People, Company, and Lead timelines! No more dealing with missing data and communications in your CRM. With our new integration, your team can use WhatsApp to communicate with leads and customers and not have to worry about those conversations getting added to your CRM.

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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

Sales Gravy

MAY 28, 2025

If you're in field sales, you know the reality: You spend hours every week sitting behind the windshield, staring at traffic that's moving at the speed of molasses. Whether you're dealing with Atlanta's notorious I-285 parking lot or any other major city's rush hour nightmare, that windshield time is either making you better or making you bitter. Recently on the Ask Jeb segment of the Sales Gravy podcast, Jacob Kimrey asked about helping his field sales team maximize their productivity while stu

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Engage Selling

MAY 27, 2025

Ever feel the pressure to be the expert on everything? Here’s the truth: customers don’t buy from know-it-alls. They buy from people they trust. For more strategies like this, check … The post Don’t be Afraid to Admit This first appeared on Colleen Francis - The Sales Leader.

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Sales Communication Sales Leadership Leadership 96

Force Management

JUNE 5, 2025

This month on the Revenue Builders Podcast, we shared discussions with experienced and forward-thinking leaders. These conversations ranged from stories of powerful leadership, to advice on growing organizations to the latest in financial technology. These episodes offer valuable insight for any CRO, CHRO, CFO, or CEO or those aspiring to the role.

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Nutshell

JUNE 4, 2025

Avoid subscribers unsubscribing from all your marketing emails just because a single email missed the mark. With Nutshells new Email preference center, your contacts can tell you exactly what they want to see in their inbox, so you keep the right conversations going and keep churn at bay. When your email marketing audiences only have a binary opt-in or opt-out choice, the moment a message fails to resonate, they could be gone for good.

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Marketing Sales CRM 93

Sales Gravy

JUNE 9, 2025

Have you ever been working on a deal where you had this feeling, this intuition, this Spidey sense—something in the back of your mind telling you that this wasn't going to close? That you were going to waste your time? Maybe you had one of the stakeholders who was against you—an enemy. There was a naysayer who kept calling you out. Perhaps the stakeholders weren't engaged, or the incumbent vendor was so integrated into the organization that it would be very difficult to displace them.

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Stakeholders Sales Decision-making Meetings 67

Red Star Kim

JUNE 2, 2025

Diversity Talks Real Estate – Home finds and promotes female real estate speakers. And organises appropriate training. In May, I joined them for a 1.5 hour training webinar on LinkedIn personal branding for women in real estate. The training aimed to build confidence, help attendees position themselves as industry leaders and use LinkedIn strategically to enhance their personal brand (using the CLEAR framework).

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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

The Center for Sales Strategy

MAY 28, 2025

Lets face itnot every prospect deserves a spot on your call list. That can be a tough realization, especially for newer sellers who assume every business with a budget is a viable lead. But experienced sales pros know better. Your time, energy, and focus are limited resources. If you want to grow your revenue and hit your goals, you have to get ruthless about prioritization.

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Prioritization Sales 79

Engage Selling

JUNE 3, 2025

By popular demand – my three top tips of the last year… This week – Presenting Value! Tired of pitches falling flat? Stop selling the ‘what’ and start selling the … The post My Top Tips – Presenting Value first appeared on Colleen Francis - The Sales Leader.

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RAIN Group

JUNE 2, 2025

Organizations with highly-effective training are 2.2x to 5.5x more likely to embrace key elements of a continuous learning culture. These organizations treat training and development as an ongoing journey. From the first day of onboarding to years later, they invest in their sellers and give them the knowledge and resources they need to excel in their roles.

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Sales Gravy

MAY 29, 2025

AI isn't here to replace you; it's here to boost your game. Used wisely, AI can be your secret weapon. AI is everywhere: in social selling, content creation, automation, to say the least. Here's the double-edged sword: If you're trying to outsource everything to AI, you won't last. If you're stuck in the old ways, refusing to adapt, you'll get left behind.

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Sales Leadership Communication Meetings 67

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

JUNE 12, 2025

Questions are one of the most important tools your team can use to understand customers, address objections, and guide the sales process. The best sales questions to ask help uncover buyers’ pain points, priorities, and decision processes. Probing for answers improves the chances of aligning with the buyer and providing a solution that meets the buyer’s need.

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Sales Training Sales Decision-making Suppliers 59

The Center for Sales Strategy

JUNE 2, 2025

What Skyscrapers Can Teach Us About Sales Structure Imagine trying to construct a skyscraper without blueprints or support beams. Even with the finest materials and most skilled workers, the building would never stand tallor worse, it might collapse. The same is true for your sales organization. A well-designed sales structure is the framework that supports everything your team does.

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Construction Sales Organization 83

MTD Sales Training

MAY 28, 2025

Cold outreach is tough, especially when you only have seconds to make an impact. The wrong sales opener can quickly lose attention, but the right one can spark interest, build rapport, and open the door to a real conversation. As a sales training provider, we’ve seen what works (and what definitely doesn’t) across calls, emails and LinkedIn messages.

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Sales Decision-making Sales Training Media 62

RAIN Group

JUNE 11, 2025

75% of managers are overwhelmed, according to Gartner, and the pressure is only intensifying. Hybrid teams, relentless change, talent churn, rising expectations, and AI are fundamentally changing the structure of work itself. Gartner predicts that by 2026, 20% of organizations will use AI to flatten their structures, eliminating more than half of today’s middle management roles.

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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.

Meetings

Vantage Partners

JUNE 11, 2025

Best Alternative to a Negotiated Agreement ( BATNA ) is a well-known concept, coming out of the work of the Harvard Negotiation Project and immortalized in the 1981 book Getting to Yes. It means what you would do to meet your interests if you don’t come to an agreement with your counterpart.

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Negotiation Meetings 83

Engage Selling

JUNE 10, 2025

By popular demand – my three top tips of the last year… This week – Getting Your Call Returned! Tired of your voicemails being ignored, then this video is for … The post My Top Tips – Getting Your Call Returned first appeared on Colleen Francis - The Sales Leader.

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SalesGlobe

JUNE 13, 2025

A well-designed incentive plan is just a blueprint. Change management is what turns it into reality. You’ve designed the plan. It’s strategic, data-driven, and perfectly aligned with company goals. But before you hit “Send” on that launch email or announce it in a town hall pause. Because how you roll out the plan will matter far more to your sales team than the fine print of the design.

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Sales Gravy

JUNE 5, 2025

Your sales team just closed a $50K deal. Marketing takes credit because the prospect downloaded three whitepapers. Sales takes credit because they nurtured the relationship for six months. Meanwhile, you're wondering why this kind of success feels so random—and why similar prospects are slipping away. Companies with misaligned sales and marketing teams waste more leads and see annual revenue decline.

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Marketing Value Proposition Sales Communication 54

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.

Sales

Excelerate

JUNE 12, 2025

Last month (April 2025), The New Children’s Museum (NCM) cut the ribbon on its long-awaited expansion, an 8,600 sq/ft space that includes Artopia: NCM Creative Studios, a classroom, and expanded gallery space. The creative hub and cornerstone of this expansion project, Artopia, has enjoyed great fanfare and enthusiasm since launch, a notable outcome for any museum and children’s space in today’s challenging economic landscape.

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Retail Value Proposition Profitability Marketing 59

AchieveIt

JUNE 11, 2025

In the world of strategic planning, few words are used as often—and misunderstood as deeply—as “accountability.” While it might evoke thoughts of micromanagement or finger-pointing, true accountability is neither punitive nor passive. It’s an empowering structure that connects individuals to outcomes, encourages team alignment, and fuels real progress.

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Leadership Organization Management Communication 52

PandaDoc

JUNE 6, 2025

It’s more important than ever to grab and keep your prospect’s attention, which can be tough on a good day. That means a winning sales pitch is essential. Effective pitches, when done right, connect you with a customer’s needs while showcasing your value and inspiring them to take action. It doesn’t matter how or where you’re giving a sales pitch—whether it’s a cold email, introducing yourself at an event, or on a sales call—you need to know how to write one that works so you can build trust and

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Sales Value Proposition CRM Decision-making 52

SalesGlobe

JUNE 12, 2025

Over the course of several compensation design projects, one lesson stands out: even the most strategically sound incentive plans can fall flat without effective change management. A strong design is only the beginning it means little if it isn’t clearly communicated, understood, and embraced by those it’s meant to motivate. We’ve seen high-potential plans underperform, not because the math was wrong, but because the rollout lacked clarity and buy-in.

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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!

Meetings

Sales Gravy

JUNE 10, 2025

Here's a question that exposes one of the most dangerous myths in modern sales: How do you set the right pipeline creation target to consistently hit quota? That's exactly what Maryellen Soriano from New Jersey asked when she called into Ask Jeb. After crushing 134% of quota in her first year selling EdTech solutions—transitioning from owning her own childcare center to selling back into that same industry—she was being told she needed 11X pipeline to maintain her success.

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Leadership Sales CRM Decision-making 54

Peter Simoons

JUNE 8, 2025

In any strategic alliance, success is rarely just about contracts and governance structures. It’s about people, specifically, the many stakeholders who shape the alliance from behind the scenes and across organisational boundaries. Alliance managers often sit at the intersection of multiple interests: business units, legal, R&D, commercial teams, and of course, the partner organisation.

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Stakeholders Management Government Innovation 52

Envisio

MAY 28, 2025

Implementing a strategic plan in local government requires committed team work. You can craft a brilliant strategic plan, but without engaged employees pushing it forward, that plan is likely to stall out. Local government leaders and department managers know this challenge: How do you get staff not only to buy into the plan, but to actively participate in making it a reality?

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Strategic Communications

JUNE 3, 2025

LinkedIn newsletters have emerged as a powerful tool for B2B professionals seeking to establish thought leadership and deepen audience engagement. Based on insights from 20+ verified marketing experts and industry leaders, this white paper presents actionable strategies for launching, optimizing, and leveraging LinkedIn newsletters to drive business results.

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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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