Trending Articles

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Building Smarter CRMs with Maryanne McWhirter and Emily Hartzell

The Center for Sales Strategy

In this episode, were taking a look at how AI is supercharging CRMs and, specifically, exploring how HubSpot is transforming the way businesses manage customer relationships, sales processes, and marketing campaigns.

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How to Embrace Conflict in Sales feat. Brian Parsley

Sales Gravy

In this conversation with Jeb Blount bestselling author of Fanatical Prospecting and Sales EQ, and the founder of Sales Gravy motivational speaker and co-founder of The Constance Group Brian Parsley shares insights into embracing conflict, staying mindful, battling internal doubt, and communicating effectively. Key Takeaways Conflict Isnt the Enemy: Whether its internal (me-me) or between you and others, conflict can be a catalyst for growth if handled with empathy and awareness.

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Master Cross-Selling: The Secrets No One Else Is Talking About

Account Manager Tips

The post Master Cross-Selling: The Secrets No One Else Is Talking About first appeared on The KAM Coach Unlock the secrets to mastering cross-selling with strategies top sales pros keep to themselves. Learn how to boost sales and build stronger client relationships.

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Embracing AI: Transforming Sales Strategies For The Future

The Center for Sales Strategy

The rapid evolution of AI is reshaping the sales landscape, pushing B2B sales teams to innovate and adapt.

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5 Ways You Can Win Faster with Gen AI in Sales

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

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Five Ways to Find Value In Our Differences During Negotiations

Vantage Partners

There is more to value creation than just getting at the interests of the parties, or even simply aligning the parties' interests.

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I Learned How Sales Champions Drive Deals Forward — Here’s What You Should Know [+ Recent Data]

Hubspot Sales

Have you ever wondered what sets top sales performers apart from the rest? I know I have maybe too much. Anyway, I used to think that thing was a well-curated mix of charm, confidence, and a little luck. But after doing some further research, I discovered theres much more to the story than I thought. What I found most surprising is how simple yet effective their methods are no magic tricks, just intentional actions that make a big impact.

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Process Improvement Examples: Actionable Ideas for Quality, Efficiency & More | KaiNexus

Kainexus

When leaders consider implementing a structured business process improvement methodology , one of the challenges they often face is explaining to employees what types of opportunities to consider. Usually, there are some apparent needs that people attack immediately. Still, once those are addressed, it can be challenging to recognize the flaws in processes, especially ones you operate every day.

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The Future of Sales Coaching with Varun Puri & Ajay Jain

The Center for Sales Strategy

Previously this season , we explored how AI is transforming the world of sales coaching. Today, in this episode, were diving a bit deeper into that topic by chatting with two incredible guests from the AI coaching platform, Yoodli.

Sales 94
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Why Well-Designed Commercial Strategies Fall Short

Vantage Partners

Even the most actionable strategies often fail to deliver their full potential due to execution challenges.

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How to Use Data and the Right Tools to Build Your Sales Plan (Ask Jeb)

Sales Gravy

Eric in Lewiston, Maine, asks how to use last years data to create and accurate sales plans and evaluate software tools (like CRMs and ZoomInfo) to make those goals happen. Sales planning is vitalwithout a roadmap, youre just hoping your revenue targets magically come to life. If you havent defined clear performance metricslike call activity, lead generation, conversion rates, or daily prospecting targetsthen you dont really have a plan.

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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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Revenue Ops Team Structure: Building the Backbone of Predictable Growth

DemandFarm

Key Account Management (KAM) thrives on strong relationships, and there is no denying that. But it also demands precise account planning, strategic execution, data-driven decision-making, and seamless cross-functional collaboration. These elements are often challenging to maintain in organizations where sales, marketing, and customer success operate in silos.

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Marketing Report Guide: How to Create One and What to Include

Nutshell

Every marketing team should clearly understand whether its efforts are yielding results. However, many marketing departments struggle to define their key performance indicators (KPIs) or establish effective analytics tracking, which can make their marketing reports less useful. Today, its essential for marketing teams to know how their efforts translate into revenue.

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Is Low Attrition Costing You Money?

SalesGlobe

When most leaders think about attrition, its framed as a problemone that drains resources, disrupts teams, and increases hiring costs. But what if low attrition is the real issue? Many organizations pride themselves on retaining talent, yet they overlook the hidden costs of holding on to underperforming salespeople. In reality, low attrition can quietly erode profitability and stall growth.

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Your Shiny, New Sales Process is Already Wrong

SBI Growth

As we kick off a new year, many organizations are rolling out updates to their sales process. The changes are introduced to team members at sales kickoffs (SKOs), localized events, and one-on-one check-ins to reinforce the importance of adhering to the newly established sales process. The new system is operationalized and then placed on a shelf, often left untouched until sales process refinement begins again at the end of the year.

Sales 62
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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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Knowledge Base Maintenance: A Practical Framework

Help Scout

Creating a knowledge base is only half of the battle; you also need to keep it up to date. Help your customers get the most out of your content with regular knowledge base maintenance.

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Mastering client-centric account growth in 2025, with Jenny Plant

Account Management Skills

Welcome to episode 129. In this episode Jenny breaks down the three key areas to focus on if you want to maximise the growth of your existing client accounts in 2025: Client-centric account growth 1. Finding COMMERCIAL CLARITY Agencies who predictably forecast revenue growth from existing accounts are clear where to focus their team’s efforts and provide sufficient time and support for developing an account growth strategy.

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How to Choose the Best Sales Trainer for Your Company

Brooks Group

Sales training is an essential ingredient of your organizations success. The right sales skills and knowledge can unlock the full potential of every sales professional, elevating their performance and driving results for your organization. Training research shows that every dollar invested in sales training pays off: Teams that invest in sales training and development are 57% more effective than teams that dont.

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What is Account-Based Everything? The Complete Guide

Arpedio

What is Account-Based Everything (ABE)? Account-Based Everything (ABE) is a modern sales strategy where businesses focus on individual accounts rather than just leads or general prospects. Instead of casting a wide net to reach as many potential customers as possible, ABE targets a smaller number of high-value accounts, treating them as unique opportunities.

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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 Effectively Engage Stakeholders in Local Government

ClearPoint Strategy

Transparency. Communication. Collaboration. (Say that seven times, seven ways!

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Use AI to Create Social Media Content That Converts

Corporate Visions

Discover practical ways to use AI to make your social media content stand out.

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The job title fudge: Hiring agency account managers is like the wild west

Account Management Skills

Hiring an agency account manager can feel like walking through a minefield in flip flops. You sift through CVs with varying job titles – Account Manager, Senior Account Manager, Account Director etc – but when you dig deeper, their skills and experience vary wildly. For example two people might go for the same job: Candidate 1 An Account Director from a boutique social media agency with 7 years experience might be very strong in project delivery but have minimal marketing strategy ex

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The 3 Key Drivers of Effective Sales Training

RAIN Group

Most sales training disappoints. That's not just an opinionit's a sobering finding from our latest research. In fact, 67% of respondents rate their organizations sales training and development as only moderately, slightly, or not at all effective at achieving strong sales performance and productivity.

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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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Good Morning Sales_CBS Feb. 2025

Arpedio

What to Expect Agenda Event Details Sign Up February 28, 2025 | 8:15 AM | Copenhagen Women in Sales Leadership: Breaking Barriers to Drive Results Did you know sales faces the second-largest gender gap of any corporate function? In B2B sales, the gap widens as we move up the ranks, with women holding only 19% of leadership positions. This isnt just a diversity issueits a performance opportunity.

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10 Perspectives for Enhancing Your Business Negotiating Strategies in 2025

Cranfield Executive Development

How suppliers can design negotiation processes for creating and capturing value.

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MEDDICC Is Not a Discovery Tool

Corporate Visions

MEDDICC is a powerful qualification frameworkbut its not a discovery tool. Leading with MEDDICC skips the value-creating work of uncovering problems, shaping visions, and finding solutions. Keep discovery and qualification in their lanes, and youll go from being just another vendor to an invaluable partner.

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The Importance of Continuous Improvement in Strategic Planning

ClearPoint Strategy

Take your strategic planning process from "change is hard" to "change is an opportunity.

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10 Ways to Leverage Buyer Signals and Drive Revenue

In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.

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HubSpot vs Pipedrive CRM: Head-to-Head Comparison

Insightly

Customer relationship management (CRM) software is designed to help businesses boost sales efficiency, improve customer service, develop stronger customer relationships, and increase customer lifetime value. That said, every CRM platform is differentand theres no single solution that fits every company. Your chosen CRM software must align with your unique business needs and objectives, so comparison shopping is a must.

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ARPEDIO Expands Global Advisory Board with Industry Veteran Liz Fendt

Arpedio

News ARPEDIO Expands Global Advisory Board with Industry Veteran Liz Fendt Back to careers ARPEDIO is excited to announce the expansion of its Global Advisory Board with the appointment of Liz Fendt, Global Chief Sales and Marketing Officer at TV SD. Liz joins the board as a seasoned leader with over 25 years of experience driving strategic growth, marketing transformation, and diversity initiatives across global organizations.

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Digital learning that’s the perfect fit for business development

Cranfield Executive Development

The ability to upskill or reskill while continuing to work full-time is a major benefit.

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B2B Buying Behavior in 2025: 40 Stats and Five Hard Truths That Sales Can’t Ignore

Corporate Visions

Drawing from recent sales statistics, research, and buyer evidence, this article exposes five hard truths about modern B2B buying behavior that most sales leaders ignore.

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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