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.
Hubspot Sales
APRIL 30, 2025
Most salespeople face the same persistent challenge: Their prospects lack urgency. There are a number of strategies both successful and unsuccessful reps use to overcome this inertia. Often, they end up offering huge discounts with expiration dates. While this technique might result in an initial sale, I advise against it because the companys margins and the reps commission bonus both take a hit.
Nutshell
APRIL 28, 2025
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.
Brooks Group
APRIL 29, 2025
B2B buying and selling continues to present new challenges for sales leaders. As buyer preferences and behaviors change, you need to be aware of how this will impact your sellers and how you can adapt your sales strategies and tactics. In a recent Gartner webinar, CSOs: How to Effectively Adapt Your B2B Sales Strategies Chief of Research Robert Blaisdell shared new strategies to improve sales to B2B buyers.
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 29, 2025
If you're doing any kind of cold calling or prospecting, you'll eventually hear this objection: "I'm in a meeting right now." Paul Wise, a heavy cold caller from Normandy, France targets product managers at software companies and says that nine times out of ten when he gets a decision-maker on the phone, they claim to be "in a meeting." Three Ways to Handle the "I'm in a Meeting" Prospecting Objection As I explained to Paul, how you respond in that moment can make or break your opportunity to mo
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.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Nutshell
MAY 1, 2025
This spring is bringing big updates across all three Nutshell Suites, designed to streamline your teams sales process, make your marketing efforts more effective, and enhance your engagement strategies. To see a complete list of everything on the roadmap and everything launched in Nutshell so far this year, see our Product Updates page. Now, check out whats on the roadmap for each Nutshell Suite this spring: Get the best of Nutshell with Sales, Marketing and Engagement tools!
Sales Gravy
APRIL 28, 2025
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.
SBI Growth
APRIL 28, 2025
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.
Brooks Group
MAY 1, 2025
Managing a remote sales team used to be a situation faced only by sales leaders at large multinational corporations. All that changed with the availability of high-speed internet, improvements in video conferencing, and the pandemic. Today, many sales leaders manage geographically dispersed teams. While virtual or hybrid work can offer flexibility and employee satisfaction, managing a distributed team can be difficult.
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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
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.
AchieveIt
APRIL 28, 2025
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?
Hubspot Sales
APRIL 28, 2025
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.
Revegy
MAY 2, 2025
Opportunity planning in sales is a targeted and proactive strategy that separates thriving organizations from the rest. It helps teams to identify, pursue, and close high-potential deals efficiently, making it an essential component to sales team success. With the right opportunity tools at your disposal, your team is positioned to drive sales, strengthen relationships, accelerate […] The post What Is Opportunity Planning and Why Does It Matter in Sales Success?
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.
Nutshell
MAY 1, 2025
If youre managing your weekly meeting availability across multiple work and personal calendars, eliminating conflicts is crucial for offering a smooth booking experience for your colleagues and clients. Introducing Scheduler conflict calendars, the newest Scheduler feature built to help you navigate bookings and appointments with ease. Discover how conflict calendars ensure your Scheduler availability is always accurate!
AchieveIt
APRIL 30, 2025
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.
Hubspot Sales
APRIL 30, 2025
Ill never forget one of my first big sales meetings. I walked out feeling defeated, convinced Id blown it. The prospect had bombarded me with tough questions and objections, and the whole time I thought they were poking holes in my pitch because they werent interested. Later on, a mentor would point out that those grilling questions were actually a buying signal in disguise.
Planview
APRIL 29, 2025
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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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.
Nutshell
APRIL 29, 2025
Your CRM should work where you do. Its why Nutshell syncs with Gmail and Outlook to create a central hub for all your email communications and make it easier to nurture customer relationships wherever youre working. With new enhancements to the Nutshell for Outlook extension, your team can do even more with your Outlook 365 account. Learn about these new features!
Excelerate
MAY 1, 2025
Many consultants make a living as ideas peoplecoming up with a strategy, putting it into a presentation deck, and riding off into the sunset. But at Excelerate, we specialize in implementation and transformation putting plans into action, getting projects completed and results realized. Id been struggling with how to illustrate this point and then, last year, I ruptured a tendon in my foot and saw firsthand (or first foot, perhaps) how a transformational projectin this case, fixing my tendoncoul
PandaDoc
APRIL 28, 2025
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
AchieveIt
APRIL 28, 2025
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.
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 1, 2025
The Subway That Never Carried a Passenger Imagine pouring over $180 million, thousands of hours, and decades of effort into a major initiative, only to never see it used. Thats not just a metaphor. Its the true story of the Cincinnati Subway , one of Americas most ambitious infrastructure projects that was never completed. Still empty and unused, the tunnels now serve only as a costly reminder of what could have been.
QYMATIX
APRIL 28, 2025
Please enter your Email address Email Address Submit In an era where data is a companys most valuable asset, one key question emerges: How can you best leverage this data to optimize your sales processes? Especially in wholesale distribution, where margins are often small and processes complex, AI (Artificial Intelligence) and Predictive Sales offer enormous opportunities.
PandaDoc
MAY 2, 2025
Theres more than one way to grow revenue, and it doesnt always involve adding headcount or chasing more leads. One of the most overlooked levers? Your pricing and quoting strategy. Pricing isnt just a number you stick on a product or service. Its a narrative. A positioning tool. And when done right, its a revenue multiplier. The structure and logic behind your pricing can nudge buyers toward larger deals, reinforce your value, and streamline the path to yes.
ClearPoint Strategy
MAY 2, 2025
When your review process is strong, your strategy has the chance to succeed.
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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
Vantage Partners
APRIL 30, 2025
Originally published by Forbes. OK, there is probably more than one important thing about improving negotiators' skills. But I have a favorite, which has to do with the challenge of getting experienced, accomplished professionals to change how they do things.
SBI Growth
MAY 1, 2025
Two themes, both riddled with uncertainty, dominated the conversations at the World50 Connect and Recognize CEO Innovation Network event tariffs and artificial intelligence. I attended both events, and these forums provided a timely and unfiltered look at the strategic concerns occupying the minds of todays C-suite leaders.
PandaDoc
MAY 2, 2025
Growth is great until your content cant keep up When your sales team is small, consistency is easy. Everyones on the same page, using the same proposal template saved in a shared drive or Slack thread. Sure, its scrappy but it works. Then things start to scale. You add a few new reps. Then a few more. Suddenly, every proposal looks different. Pricing tables are inconsistent.
ClearPoint Strategy
MAY 2, 2025
Whats the cost of not using strategy software? The answer might surprise you.
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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