Trending Articles

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Using Data Analytics to Navigate Tariff Impacts on Your Product Portfolio

Planview

Some uncertainty is inevitable for product-driven organizations. To mitigate risk and maximize value, most organizations perform a comprehensive impact analysis before making any investment decisions. However, some impacts are easier to estimate than others. Microeconomic industry changes, such as demand fluctuations or predictable innovations, are relatively straightforward for example, automotive organizations can anticipate electric vehicle adoption with some precision, allowing portfolio ma

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How Better Collaboration Leads to Better Strategy Results

AchieveIt

Most strategy leaders agree: collaboration is crucial to success. But if thats the case, why do so many strategic plans fail because of poor collaboration? Thats the question Jonathan Morgan (SVP of Operations) and Joe Krause (SVP of Strategy Consulting) tackle in the latest episode of The Strategy Gap podcast. As part of their multi-part series exploring the State of Strategy Execution report, this episode dives deep into the second theme from the research: collaboration.

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Shortcuts Salespeople Should Never Take, According to Experts

Hubspot Sales

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.

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You Need Sales Coaching

Sales Gravy

Lets kill the myth: sales coaching isnt just for newbies or underperformers. Its for closers, leaders, and the ones who want moremore pipeline, more wins, more control over their career. If you're in sales, you need coaching. Period. This isnt feel-good fluff. Sales is a performance sport. Every high-performance athlete has a coach, and every inspiring performer has a mentor for a reason.

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State of AI in Sales & Marketing 2025

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.

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Latest Podcasts: Sales Leadership Best Practices

Force Management

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.

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Engage With Prospects Across Facebook and Instagram From Inside Nutshell 

Nutshell

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.

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What Is a Joint Venture? [+ How It Can Grow Your Business]

Hubspot Sales

I once worked with a client who completely changed the way I think about business growth. He ran a mid-sized tech company, growing steadily but slowly until everything suddenly took off. I asked him what changed. His answer? Joint ventures. That was the first time I really understood what a joint venture is a strategic partnership where two businesses combine strengths while staying independent.

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Why the Basics Still Beat Fancy: The Unsexy Skills That Close Deals

Sales Gravy

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.

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4 Sales Success Factors for Economic Uncertainty

Brooks Group

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

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How to Import LinkedIn Contacts to Your CRM (Step-by-Step Guide)

Nutshell

LinkedIn is an amazing social media platform for professionals to find new work opportunities and mingle with potential employers, employees, and business partners. Plus, its a goldmine for legitimate B2B contacts. However, if youre trying to prospect and close deals through LinkedIn, youll have a tough time of it. Thats because, as a social media platform, LinkedIn doesnt offer tools that make prospecting and selling much easier, such as automation and pipeline management.

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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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Pull the Pricing Growth Lever: Build a Profitable Pricing Strategy in 5 Steps

SBI Growth

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.

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Road Warrior Prospecting (Ask Jeb)

Sales Gravy

Kyle, a field sales rep from British Columbia is struggling with a common prospecting challenge: how to consistently prospect when you're constantly on the move. Kyle's situation likely resonates with many of you in outside sales. He described his typical daystarting at job sites at 7:30 AM, running between appointments, sending proposals from his truck, and working from Starbucks in between meetings.

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Navigating Difficult Customer Conversations: A Framework for Sales Teams

Brooks Group

Navigating Difficult Customer Conversations: A Framework for Sales Teams Tariffs, political tensions, and economic uncertainties are reshaping the business environment. Your sales professionals stand at the critical intersection between market challenges and customer relationships. The difference between retaining accounts and losing customers often comes down to how well frontline sellers navigate difficult customer conversations.

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Sales Manager Training is Getting Left Behind and It's Hurting Performance

SBI Growth

Sales manager training is widely recognized as a key performance driver, yet many companies fail to invest in and deliver sales manager training programs regularly. In the latest episode of the Sales Readiness Podcast, our host Ray Makela sat down with Dave Lingebach, Senior Research Manager at SBI, to dive into the implications of providing dedicated frontline sales manager training.

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2024, The Year of the Customer

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.

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The 6 Most Effective Teamwork Self-Assessment Phrases

CMOE

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.

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5 Lessons From Rory McIlroy’s Win at the Masters (Money Monday)

Sales Gravy

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.

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Customer Retention Strategies in a Challenging Sales Climate

Brooks Group

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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How FedEx Combines the Power of VSM and OKRs to Accelerate Delivery Speed

Planview

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.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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The Value of Building Strong Relationships and Rapport in Sales

SBI Growth

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 to scale a business: Strategies for growing your SMB effectively

ACT

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.

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How to Use “Pull Through” to Sell More Through Distributors and Channel Partners (Ask Jeb)

Sales Gravy

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.

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78% of Failed Initiatives Share This Fatal Flaw (and How to Avoid It)

AchieveIt

One of the most astounding figures to come out of AchieveIts 2025 annual benchmark report is that 78% of failed strategic initiatives can be attributed to a lack of collaboration.Collaboration may seem so easy to solve its just encouraging people to work together, right? Do 7.8 out of 10 organizations have employees who simply dont talk to each other?

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How to Leverage Intent Data for Better Outcomes

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.

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Eye on Innovation: Staying Adaptable in Economic Uncertainty 

Planview

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.

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I Took a Deep Dive Into AI Sales Agents — Here’s What the Landscape Looks Like Today​

Hubspot Sales

Every sales professional has the same experience: The end of the quarter looms, and youre still waiting for leads to convert into paying customers. As a business owner, Ive been there too juggling multiple clients, pitching new writing projects, and managing endless follow-ups. But, the days of manually managing business may be over. AI sales agents are reshaping the landscape, automating the sales process, and guaranteeing that no lead goes cold.

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4 Best Practices for Your Public Works Strategic Plan

Envisio

Public works departments are the behind-the-scenes heroes of a smooth-running community. We can thank them for everything … from street maintenance to stormwater systems to emergency snow clearing at 3 a.m. Their mandate is vast, complex, and vital to community wellbeing. With aging infrastructure, tight budgets, climate impacts, and other concerns, strategic planning in public works requires both ambition and organization.

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You Can’t Afford the Luxury of a Negative Thought (Money Monday)

Sales Gravy

Self-talk, what you say to yourself internally, manifests itself in your outward attitude and actions. As any elite athlete will tell you, the mental games you play with yourself between your ears will make or break you. When all things are equal, mindset is one thing that separates winners and losers. This is one of the reasons that I love golf so much.

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The GTM Intelligence Era: ZoomInfo 2025 Customer Impact Report

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!

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Selling to the Enterprise Customer vs. the SMB Market: 3 Key Skills

SBI Growth

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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8 Benefits of quote automation for faster, more accurate sales

PandaDoc

Beating the competition is requires fast,accurate quotes in todays speedy sales scene. Manual quoting processes can be slow and prone to errors, leading to lost opportunities and frustrated customers. This is where quote automation steps in, transforming the sales cycle by enhancing efficiency and precision. PandaDoc offers a comprehensive solution to streamline the quote creation and approval process, empowering sales teams to close deals faster and with greater accuracy by tapping into valuabl

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Verizon’s “Secret Weapon” for Keeping Their Product Vision on Track

Planview

When Abby Knowles stepped in to lead Verizons software engineering product model transformation, the leadership transition could have derailed the initiative. The leader before me was very passionate, and here was I a new leader. I had no software development experience, she shared. While Abby possessed strong senior leadership credentials and engineering expertise, product operating models were new territory for her.

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Strategies for Local Government Leaders to Maintain Progress Amid Election Turnover

AchieveIt

Elections are an innate feature of democracy, but the regular local government official turnover can greatly impact strategic plan momentum. City Managers and County Managers are responsible for ensuring continuous progress on countless long-term plans strategic plans, comprehensive plans, and Capital Improvement Project (CIP) plans, to name a handful.

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How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales

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