Trending Articles

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Giving feedback in professional relationships

Red Star Kim

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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3 Mistakes Revenue Leaders are Currently Making with AI

Force Management

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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Perfect Pitch Process – Don’t just parachute in the fee-earners

Red Star Kim

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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Strategies to Turn Your Windshield Time Into a Competitive Advantage (Ask Jeb)

Sales Gravy

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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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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Don’t be Afraid to Admit This

Engage Selling

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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How I get fired up for my cold calls, insights from my 18 years in sales (+ tips for reps)

Hubspot Sales

When I was in 5th grade, I was voted Most Reserved in the yearbook at Dewey Elementary School in Cherry Hill, NJ. I had just moved back to Jersey after bouncing around SoCal. I was a shy kid, nervous about making new friends. No one would expect me to go into sales, a field thats all about forging new relationships. Yet, I started my career in sales at 19 years old.

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Top Sales Pros Know When to Exit Bad Deals (Money Monday)

Sales Gravy

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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Stop Chasing Every Lead: 3 Ways to Know If a Prospect Is Worth Your Time

The Center for Sales Strategy

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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My Top Tips – Presenting Value

Engage Selling

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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LinkedIn personal branding for women in real estate

Red Star Kim

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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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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Cold Outreach? Try These 30 Proven Sales Openers

MTD Sales Training

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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Skyscraper Thinking: Building Sales Teams That Stand Tall

The Center for Sales Strategy

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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What Is Better Than Your BATNA?

Vantage Partners

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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My Top Tips – Getting Your Call Returned

Engage Selling

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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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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Rolling Out Incentive Plans That Win Trust: A Guide to Change Management

SalesGlobe

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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5 Ways to Sell More by Uniting Sales and Marketing

Sales Gravy

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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8 Best Sales Questions to Ask Customers

Brooks Group

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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Accountability Isn’t a Buzzword — It’s the Backbone of Strategic Execution

AchieveIt

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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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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How to write a sales pitch that works: Expert tips and examples

PandaDoc

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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Great Incentive, Poor Execution: Why Change Management Is Critical to Success

SalesGlobe

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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Why Top Sales Performers Use AI as Their Secret Weapon

Sales Gravy

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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Engage With Prospects via WhatsApp Directly From Your CRM

Nutshell

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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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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Managing Stakeholders in Strategic Alliances: Beyond the Org Chart

Peter Simoons

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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4 Strategic Planning Implementation Best Practices to Engage Employees

Envisio

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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Launching and Leveraging LinkedIn Newsletters: 10 Expert Best Practices for B2B Thought Leadership

Strategic Communications

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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Stop Chasing Pipeline Multipliers: The Science of Building Clean a Sales Pipeline

Sales Gravy

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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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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Give Subscribers the Power to Choose With Nutshell’s Email Preference Center

Nutshell

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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How to Create a Patient-centric Strategic Plan in Healthcare

AchieveIt

How can departments of health improve the service theyre offering to their current patient demographic while simultaneously expanding their reach? Increasing patient volume isn’t enough. Providing the best possible patient care requires a strategic approach that goes beyond traditional metrics. Patient-centric strategies are about understanding the nuances of patient needs, tailoring services to specific demographics, and using data to optimize outreach.

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Revegy Launches HubSpot Integration to Enhance Strategic Account Planning

Revegy

We’re excited to announce that Revegy now integrates with HubSpot, bringing powerful visual account planning, relationship mapping and opportunity planning capabilities to one of the world’s most popular CRMs. With this new integration, users can sync companies, deals, contacts, and tasks between HubSpot and Revegy, unlocking real-time insights and strategic tools that help sales teams […] The post Revegy Launches HubSpot Integration to Enhance Strategic Account Planning appeared first on

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The Need for Role Alignment

SalesGlobe

On average, only about 30-40% of companies believe they have effectively aligned job titles and roles with the actual work being performed, according to research by Deloitte. Strong role clarity in organizations leads to those organizations outperforming their peers in terms of overall financial performance. Why does this happen? Well, there are a variety of originating practices that can quickly cloud an organization’s workforce framework.

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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