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.
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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Force Management
MAY 22, 2025
Leaders of B2B software and tech organizations looking to ignite revenue with a consulting or training partner have no shortage of options. When evaluating potential partners, two must-haves for most companies are: 1. Not starting from scratch 2. Evidence of where the training partner has been successful At Force Management, we take pride in how we differ from other vendors in the sales training and enablement space.
Hubspot Sales
MAY 5, 2025
Discovery calls seem straightforward: learn about your prospect and present your solution. But in reality, they derail more often than they succeed. Ive been there watching a prospects energy fade as I talked too much, only to receive a polite well think about it before they disappeared forever. The truth? Most sales professionals unknowingly sabotage these calls and make predictable mistakes that kill rapport and crush their chances before the deal even begins.
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
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
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.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Red Star Kim
MAY 7, 2025
PM Forum Canada presented a fantastic webinar on the art of listening. I was really impressed with the book by Kate Murphy You’re not listening – What you’re missing and this session was equally illuminating. The session – attended by over 200 delegates – provided insights into how to listen without filters to your people, clients and communities to build reputation, strengthen relationships and generate revenue.
Force Management
MAY 8, 2025
As AI becomes even more prevalent in society and business, leaders are looking for ways to embed the new technology into their go-to-market motion. Gartner predicted in 2023 that 35% of CROs would establish an internal AI Operations team by 2025. These teams help to manage change, compliance and adoption to ensure new technology is used in a way that promotes the companys goals.
Hubspot Sales
MAY 26, 2025
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.
Sales Gravy
MAY 1, 2025
Here's the brutal truth: Self-awareness is the ultimate sales skill. We obsess over skills like closing techniques, objection handling, and prospecting cadence. But self-awareness is the real make-or-break. Self-awareness is the lever that separates ethical, high-performance sellers from out-of-touch order takers. If youre not self-aware, youre leaving money on the table and damaging trust.
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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.
The Center for Sales Strategy
MAY 16, 2025
As a sales manager, your role in guiding your team through the initial Connect phase of the sales process is crucial. At The Center for Sales Strategy, the connection phase is an integral part of our comprehensive sales process, known as the Sales Accelerator. This process is designed to align with the modern buying journey and includes six critical steps: Identify, Connect, Discover, Advise, Close, and Grow.
Nutshell
MAY 16, 2025
Tired of seeing reps burn selling time on setting up meetings? Scheduler managed meetings puts ready-made, admin-controlled meetings at their fingertipsso they skip the setup and jump straight to closing deals. As a sales manager, it’s good to give your team some freedom with the meetings their offering up to leads and customers. However, the inconsistencies from rep to rep can make it a headache to manage and may cause inefficiencies that prevent growth.
Red Star Kim
MAY 6, 2025
Chloe Cristine of TBD Marketing presented her new digital marketing training workshop for PM Forum on “Getting the most from LinkedIn”. Chloe provided an information-packed session with the latest research, best practice and practical tips for getting the most from LinkedIn for both corporate users and individuals. Chloe has 12,000 followers and works with TBD Marketing which produces Linkedin Influencers | Legal | 2024 Q3. 15 delegates (assistants, executives, digital marketing managers, c
Force Management
MAY 1, 2025
Last month on the Revenue Builders Podcast, our guests had some wisdom to impart on being successful in roles from sales rep all the way to CRO and CEO. We heard stories and lessons learned from experienced leaders, divulging how to build relationships, work strategically, and position yourself for the next step in your career wherever you might be now.
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.
RAIN Group
MAY 7, 2025
While our recent research on the state of sales training and continuous learning highlighted the clear benefits of highly effective sales training, it also revealed that many organizations struggle to achieve these results. As part of our survey of 242 sales professionals across various industries and regions, we asked respondents to identify the biggest challenges their organizations face in providing effective sales training and development for people in sales roles.
Sales Gravy
MAY 12, 2025
Your quota doesn't take a summer vacation, so your pipeline-building efforts can't afford to either. This is a reality check. Summer is coming fast and if you dont get your pipeline positioned for success now, youll be scrambling come mid-July. The summer sales slowdown is a documented phenomenon across almost every industry. According to data from HubSpot, prospecting response rates can drop by as much as 25% between June and August.
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.
Nutshell
MAY 2, 2025
Weve all been therestaring at an email, wondering how to start wording your response. Whether you’re a sales rep juggling multiple conversations, a marketer responding to campaign inquiries, or a support agent handling customer questions, crafting the perfect response can be time-consuming. Thats where our AI email reply starters come ina feature designed to help you reply faster and smarter.
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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.
Red Star Kim
MAY 15, 2025
The “Assertiveness , effectiveness and impact” Home – PM Forum training workshop was lively. Thanks to the delegates from legal, accountancy, private equity, insolvency and engineering firms from across the UK. Amongst their sector were: social housing, charities/NFP, real estate and oil & gas. Assertiveness is the extent to which you communicate honestly and openly and the degree to which you consider others.
Brooks Group
MAY 8, 2025
Understanding how your customers define value is essential. While sales professionals often focus on what they believe matters most, customers ultimately determine value through five key dimensions: quality, service, experience, delivery, and price. Lets explore each pillar and how you can use a value-based selling approach to meet customer expectations. 1.
Planview
MAY 16, 2025
Weve been riding the waves of economic uncertainty for a while, but now it feels like were being pulled further out to sea. Between unpredictability on a global scale, changing customer behaviors, and the constant undercurrent of market volatility, many organizations are starting to feel the pressure chipping away at their bottom line. This is the time when finances tighten and investments face heightened scrutiny.
Sales Gravy
MAY 19, 2025
On Sunday, Scottie Scheffler won the PGA Championship at Quail Hollow. Looking at the final scoreboard, his five-stroke victory seemed like total domination. But I was there on the ground, and what I saw wasn't domination. It was something far more valuable for you as a sales professional and has everything to do with success. What I witnessed was a master class in mental resilience.
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.
Engage Selling
MAY 20, 2025
Cross-selling isn’t just about boosting revenue—it’s the retention strategy you didn’t know you needed. Customers with multiple products stick around and spend more. Here’s how to make it happen. For … The post How to Reduce Your Customer Churn first appeared on Colleen Francis - The Sales Leader.
Nutshell
MAY 5, 2025
When your team is working across multiple platforms and applications, they need quick and secure access to their data. An effective way for your IT team to oversee application access is through single sign-on (SSO), an authentication method that enables users to access multiple platforms with a single set of login credentials. Nutshells SSO and directory sync (DS) features enable your business to manage account access more easily and enhance CRM data security.
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?
Brooks Group
MAY 13, 2025
B2B sellers today typically sell to a buying group, not an individualand buying groups are getting bigger. You know a single prospect can make decisions much more easily than a large crowd. When diverse stakeholders with different priorities are making the purchase, you need a new approach. When working with multiple roles, the sellers biggest responsibility is driving consensus within the buying committee.
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!
Planview
MAY 9, 2025
In todays climate of economic uncertainty, organizations are being forced to rethink how they operate, invest, and innovate. Markets can shift overnight, and budgets shrink without warning. For technology leaders expected to do more with less, one powerful but often overlooked opportunity stands out: toolchain integration. As demands rise and resources shrink, how well your software development, operations, and DevOps tools work together can determine whether you move forward or fall behind.
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.
Engage Selling
MAY 13, 2025
Growing your sales starts with one simple shift: asking for the sale. Sounds easy, right? Yet most sellers avoid the conversation altogether. Here’s a quick tip on turning soft closes … The post You Need to Ask This first appeared on Colleen Francis - The Sales Leader.
Nutshell
MAY 6, 2025
If your organization manages lots of product or service SKUs, keeping up with the details can become a challengeespecially if youre also managing which products are connected with sales opportunities in your CRM. Nutshells new product importer tool makes it easy to import or update all your products and services at once, so you can spend less time on CRM setup and more time closing deals.
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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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