Sat.Mar 08, 2025 - Fri.Mar 14, 2025

article thumbnail

5 Reasons Why Sales Teams Miss Revenue Targets [+ How to Meet Them]

Hubspot Sales

Why are revenue targets so hard to hit? According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024 , reps are still struggling to meet their sales goals. To shed some light on the matter, Ill offer my personal insights on why teams are missing their targets. In addition, I reached out to other sales experts to hear what they had to say about setting and meeting revenue goals so you can take home some best practices from their

article thumbnail

Your Sales Depend on Your Messaging

Sales Gravy

How many times have you gotten to the meeting but your pitch fell flat? You went in guns blazing, thinking the hard part was over and youd land the dealbut instead you face-planted. Its not your product or your pricing. Its your messaging thats failing youand blocking you from a sale. A Framework to Tap Into Your Prospects Pain So whats missing? A framework that actually speaks to your prospects pain, builds urgency, and moves them toward a yes.

Sales 63
article thumbnail

Commercial Efficiency is the CEO's Greatest Growth Lever

SBI Growth

As CEOs move through 2025, understanding how to drive sustainable revenue growth while navigating declining go-to-market (GTM) efficiency remains a critical challenge. CEOs are tasked with delivering consistent revenue growth while facing unpredictable demand cycle and increasing costs of operation. Many CEOs are grappling with sales cycles increasing, mounting inefficiencies, and unoptimized commercial teams.

article thumbnail

10 Active Listening Techniques for Better Customer Communication

Brooks Group

Microsoft Teams, Cisco Webex, Zoom, Google Meet, and GoTo Meetingno matter what program youre using, videoconferencing has changed sales and opened up new opportunities. But if your sellers lack active listening skills , the platform theyre using wont matter. They might as well be using tin cans and a string. Its a basic truth of sales performance that boosting customer understanding leads to greater success.

article thumbnail

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.

article thumbnail

SNAP Selling: Simplifying Your Sales

Hubspot Sales

Being a salesperson today feels like trying to get someones attention in Times Square; buyers are swamped with choices, blinking lights, and loud pitches from every direction. One word: Overload. The internet makes research a breeze until youre drowning in options and cant tell whats worth your time. As a copywriter, Ive been there, wading through endless tabs, trying to separate the gold from the noise.

article thumbnail

The President’s Club Vulnerability Paradigm (Money Monday)

Sales Gravy

No matter if you've had a great month, closed a big deal, or made it to the winner's circle at President's club, winning makes you more vulnerable to losing. A Winning Message for Sales Winners Last week I delivered a keynote at a large company's Presidents club event. It was fun! Great hotel. Tropical destination. People were upbeat and happy because they were celebrating success.

More Trending

article thumbnail

How Leader Standard Work at Every Level Builds an Improvement Culture

Kainexus

In some organizations, the leaders who are good at putting out fires are considered the best managers. But what if, instead of putting out fires, leaders had the luxury to spend time on fire prevention? What if, when the rare flame was spotted, every leader was skilled in identifying and correcting the root cause? These conditions are possible with an approach called Leader Standard Work.

article thumbnail

What’s a Business Credit Score Anyway? Here’s What You Need to Know

Hubspot Sales

I walked into the bank feeling confident about getting a loan to expand my business. I had my plan, financials, and a solid pitch ready. But the loan officer shook her head denied. The problem? My business credit score. I didnt even know I had one. A business credit score shows lenders, vendors, and insurers how dependable your business is. Factors like late vendor payments and limited credit activity were pulling my score down.

article thumbnail

How to Handle the “How Much Does It Cost?” Objection (Ask Jeb)

Sales Gravy

Cindy is struggling to set appointments and handle the "How Much Does it Cost?" objection. She recently switched from media sales to the home services industry. Suddenly, she finds herself making all her own cold calls no marketing team, no pre-existing territory full of warm leads. And unlike her old deskbound clients, these new prospects are likely to be on a roof or at a job site when she calls.

article thumbnail

Contracted pricing CPQ: what it is and how it works

PandaDoc

In business, consistent relationships between suppliers and buyers can make operations easier for both parties. Vendors gain a consistent customer and buyers have a trusted source for a specific selection of products or services. As these relationships deepen, partnering companies will often agree on contracted pricing, a pre-negotiated price structure that applies over a defined period.

article thumbnail

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.

article thumbnail

Unlocking Enablement Success in 2025

SBI Growth

Sales enablement leaders are facing an increasingly complex and evolving landscape. The modern buyers journey has evolved, proficiency gaps persist, and AIs role in sales continues to expand. In a recent webinar hosted by SBI in collaboration with Allego, Ray Makela, Managing Director of Talent Development at SBI, and Deniz Olcay, VP of Marketing at Allego, shared data-driven insights from SBIs 2024 Revenue Enablement Effectives Survey and Allegos State of Sales Enablement Report 2025.

article thumbnail

AI Is Only as Good as the Data It Works With

Arpedio

The Power and Pitfalls of AI in Sales AI has the capability to analyze vast amounts of customer data, uncover patterns, and recommend the next best action. It can enhance account-based selling by identifying trends, surfacing insights, and optimizing engagement strategies. However, AI can only provide value if the underlying data is reliable. If data is outdated, incomplete, or stored in multiple disconnected systems , AIs recommendations will be flawed.

article thumbnail

Lead Scoring Tactics That Actually Work: 4 Lessons from HubSpot’s +$30 Billion Growth Strategy

Hubspot Sales

Every sales leader has been there: Your inbox is seemingly flooded with leads, but your pipeline feels emptier than ever. Marketing keeps sending you qualified prospects, yet your sales reps are stuck wasting valuable time sifting through them, trying to figure out whos actually ready to make a move. The issue isnt the number of leads; its knowing which ones are worth your reps time.

article thumbnail

The Employee Coaching Process from Start to Finish

CMOE

The benefits of investing in employee development have never been more obvious, with recent research showing payoffs like dramatically improved employee retention and an 11% increase in profits. While employee development is a multifaceted process, coaching is one of its most essential and versatile elements. Employee coaching is a strategic tool that can significantly enhance individual and organizational performance.

article thumbnail

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.

article thumbnail

How to Reach Out to Someone on LinkedIn: The Complete Guide [2025]

LinkedFusion

Are you looking to expand your professional network, find new job opportunities, or connect with potential clients? Learning how to reach out to someone on LinkedIn effectively is a critical skill for modern professionals. This comprehensive guide will show you exactly how to craft engaging, personalized messages that get responsesnot silence. Understanding LinkedIn Outreach LinkedIn is more than just a digital resumeit’s the world’s largest professional networking platform with over

article thumbnail

AI-Powered Account-Based Selling: What’s Changing in 2025?

Arpedio

The New Era of Account-Based Selling Account-based selling (ABS) has always been about precision focusing time and effort on the accounts that matter most. But in todays fast-paced B2B landscape, traditional approaches are no longer enough. With rising customer expectations, an overflow of data, and increased competition, sales teams need a smarter way to engage and convert high-value accounts.

article thumbnail

The Top 9 LLC Filing Companies Entrepreneurs Need to Know

Hubspot Sales

As someone whos tested entrepreneurial waters, I know it can be daunting, especially when its your first time. Theres the adrenaline rush, yet a feeling of being lost, given so many unknowns. Something fundamental, like deciding between a sole proprietorship that requires minimal paperwork or going for a more structured LLC, can feel overwhelming. If you register an LLC, choosing between different LLC filing companies becomes the next big decision.

Banking 52
article thumbnail

A Conversation with Dana Caspersen on Conflict Management In The Workplace

Strategic Planning and Management Insights

Conflict As An Opportunity: A Conversation with Dana Caspersen on Conflict Management In The Workplace

article thumbnail

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.

article thumbnail

Six corporate finance principles for business success

Cranfield Executive Development

Most business finance is not particularly complicated, it's just a matter of knowing the language, and understanding some key basics.

Finance 52
article thumbnail

The Emblazers Podcast Episode 4: CRO Sona Jepsen on AI, Pipeline, and Human Connection

Corporate Visions

Tim Riesterer and Amanda DeVlugt chatted with Sona Jepsen, Chief Revenue Officer at Curinos, to discuss what it really means to sit in the CRO hot seat.

52
article thumbnail

Quick Scorecards 101: Improve Your Tennis Experience

ClearPoint Strategy

Enhance your tennis game with a quick scorecard. Learn how this tool simplifies scorekeeping, boosts focus, and improves the overall match experience.

52
article thumbnail

The AI business consultancy, with Tom Head

Account Management Skills

I'm chatting with Founder of G3NR8, Tom Head, about how AI is impacting business. G3NR8 is a consultancy for a new age, innovating business with AI.

article thumbnail

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.

article thumbnail

The Behavioural Compass: Choosing the right negotiation approach

Cranfield Executive Development

Why there is no one best way to negotiate.

article thumbnail

The Sales Interview Questions You Need to Be Asking

Brooks Group

Hiring sales professionals is one of the most important jobs a sales leader has. But with a million other things on your to-do list, the long, drawn-out interview process can feel like a hassle. Weve gone ahead and made your life easier with this list of sales interview questions. The list is broken down into three sections to get to the nitty-gritty of the motivators, skills, and behaviors that are most important to the sales position youre looking to fill.

article thumbnail

Internal Communications Strategy: A Practical Guide

ClearPoint Strategy

Master the essentials of an internal communications strategy to enhance team alignment and boost productivity with actionable insights and proven techniques.

article thumbnail

How do you measure account management team performance?

Account Management Skills

"Confidence" as a metric of success is overlooked and often deemed 'too woolly' to include as a specific KPI. But it's a multiplier to accelerate the retention and growth of the agency's client relationships.

article thumbnail

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.

article thumbnail

Strategic Skills for Leaders

Cranfield Executive Development

Building a new breed of strategic leader for the future.

article thumbnail

Is Your Organization Drowning in Strategic Chaos?

Planview

When an organization reaches the tipping point where innovation begins to stagnate under the weight of maintaining existing operations, it’s time for a new approach to value delivery. When priorities conflict and visibility is limited, even the most promising strategic vision remains unrealized. Instead, you’re left with wasted resources, missed market opportunities, and the erosion of your competitive advantage.

article thumbnail

Lean Management: A Practical Guide

ClearPoint Strategy

Master lean management to streamline your strategy, reduce waste, and enhance efficiency. Learn actionable steps to optimize your processes effectively.

article thumbnail

13 AI Business Ideas for Entrepreneurs

Hubspot Sales

Trying to get in on the AI boom probably feels a bit like traveling to California in the 1840s to get your hands on some gold. Ok, sure, maybe that's an exaggeration, but I can see why entrepreneurs might find it daunting to come up with an AI business idea at the moment since many others are doing the same. Theres nothing to fear, though, because, spoiler alert, there is still space for you to take your claim.

article thumbnail

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