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Two years ago, my sales pipeline was a mess leads ghosted after the first call, and I struggled to keep track of contacts with notes scattered across multiple tools. Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months. Drawing on my experience with brands like HubSpot and Zapier, Ill walk you through how it works.
Today, Nutshell earned a spot in G2s 2025 Best Software Awards , ranking #32 on the Sales Software list out of 180,000 software contenders. As the worlds largest and most trusted software marketplace, G2 reaches 100 million buyers annually. Its annual Best Software Awards rank the worlds best software companies and products based on authentic, timely reviews from real users.
Marcin from Warsaw, Poland asks: What are the top sales trends shaping the future of sales? Our conversation ranged from the impact of AI to the growing importance of a consultative selling mindset in modern selling. Below, youll discover practical insights you can leverage to sharpen your competitive edgeregardless of what industry or region you sell intoand take advantage of these emerging trends.
Ask a sales manager about the most important decisions they make, and you will probably hear about exceeding budget, growing market share, or achieving year-over-year growth. While those decisions are critically important aspects of the job, and they require a great deal of attention, none of them can be accomplished without an even more important decision being made first.
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.
CEOs are entering 2025 with cautious optimism. While many saw strong growth in 2024, they recognize that ongoing challenges in commercial efficiency and external risks could continue to weigh on performance. To address these concerns, CEOs are shifting their emphasis on artificial intelligence for operational improvements from an area of experimentation to a strategic necessity.
Nutshell’s Web chat enables visitors to your website to start a live chat with your team to connect right away and get the answers they needand enables your business to provide a better experience for visitors and generate more leads. With the most recent updates, chat agents can gain greater control over their availability and real-time insights into visitor activity.
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In a previous role selling software, I gained insight into the importance of choosing the right business model. In an effort to appeal to the entire marketplace, from enterprise users to solopreneurs, our product was priced based on usagethe more API calls we had to handle for a customer, the bigger their bill. Unfortunately, selling the product without a minimum price created a situation where a majority of customers placed substantial demands on our support team while contributing very little
In sales - especially in product knowledge training - were taught from day one how to pitch, how to present, and how to overcome objections. We rehearse our spiels, memorize talking points, and perfect our scripts. But too often we forget one of the most basic truths in sales: The more you listen, the more you learn. And the more you learn, the faster and easier it is to close a deal.
Did you know sales strategies based on behavior insights and real-time performance data achieve a 20 percent higher sales productivity ? By going beyond basic customer data , the top sales teams create systems that capture every interaction, analyze customer behavior , and predict which leads are most likely to convert, making every sales dollar count.
Economic development plans are essential for sustainable growth, job creation, and a thriving community. Without a plan, communities are forced to react to external economic forces rather than proactively shape their future. Having a strategic roadmap ensures that economic growth is intentional, measured, and community-focused. A strong economic development plan considers: Population trends (growth or decline) Economic shifts (booms or stagnation) Workforce development and job creation Public-pr
Do you use AI? What AI tools are you using? Do you see any ROI? If youve scrolled LinkedIn or Reddit recently, these questions regarding AI business strategy are everywhere. Heres the catch: theres no universal answer. AI has proven its potential, but it also comes with risks. Unity, a game development platform, suffered a $110M loss when bad data corrupted its machine learning (ML) algorithm.
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.
Mark Grabans most recent book, The Mistakes That Make Us: Cultivating a Culture of Learning and Innovation , has been honored with the prestigious Shingo Publication Award, recognizing its impact on continuous improvement and organizational excellence. If youre familiar with Marks work, you know hes a passionate advocate for continuous improvement, psychological safety, and the power of learning from failure.
Imagine you take your kid to an amusement park. They want to get on the roller coaster, but you think it might be overwhelming for a 10-year-old. You suggest the carousel, but your child says its no longer fun. After some light-hearted debate, both of you reach a common ground and settle on the Ferris wheel. Now, replace the kid with a new lead. Heres how the selling process would pan out.
In this Quick Take episode, were taking a few minutes to think about the day in the life of a salesperson before and after having AI tools at our fingertips.
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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.
Can Large Language Models (LLM) such as ChatGPT also generate precise sales forecasts? The world of artificial intelligence is exciting, and it’s great that you’re tackling such hot topics in today’s business world. When using ChatGPT, you quickly feel that this ChatBot can do it all. Without question, Large Language Models like ChatGPT are incredibly impressive.
The Importance of Annual Reviews As your business year comes to a close, youre looking ahead to writing a new strategic plan or starting the next phase of a multi-year strategy.Its easy to dive into drafting or updating next years plan by starting with all your new ideas and ambitions! But before you get swept away by shiny objects , its time to put on your hindsight goggles and take a look back.
It's the first episode of The Emblazers podcast! Tim Riesterer and Amanda DeVlugt sat down with Dr. Leff Bonney, from FSU's Sales Institute, to get real about sales trends in 2025.
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I dont know if its tacky or melodramatic to call negotiation an art, but that's probably one of the better ways to categorize it. While you can lean on certain tried-and-true methods when negotiating, it still requires a lot of touch and finesse and as with any other art, going outside the box can be the best course of action from time to time. But what can outside the box look like in this context?
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WARNING: This Mondays message will be one of the most powerful hacks youll ever integrate into your lifebecause its simple, easy to put into practice, and it works. It has the potential, over the course of time, to change everything for you. Its the BTN method, and I learned it from a friend of mine who completely transformed his life and his habits by mastering this one straight-forward tactic.
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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A few years ago, I was called in to mediate a struggling partnership between a startup and an established company. At the outset, everything looked promising; each had what the other needed, and the enthusiasm was mutual. But as time went on, their differences in culture and pace began to create friction. The startup moved fast, making decisions on the fly, while the corporate partner relied on structured processes and multiple approvals.
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