January, 2025

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13 Strategies to Shorten Your Sales Cycle

Veloxy

In the world of sales, time is money. The quicker you can close a deal, the faster you can move on to the next one. This is where the concept of the sales cycle comes into play. A streamlined sales cycle can significantly boost your company’s efficiency and profitability. It can help you close deals faster, increase your sales volume, and improve your bottom line.

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Boost Sales as an Outside Sales Representative

Iannarino

Managing a sales pipeline can feel like trying to pack for a trip without knowing the weather. Youve got plenty of tools, lots of information, and a bit of hopebut it can still be overwhelming. When I worked as an outside sales representative , I spent way too much time guessing which leads would turn into deals. Sometimes I got lucky. Other times? Lets just say I learned what not to do.

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25 Sales Tips for 2025 from The Sales Experts

Anthony Cole Training

As Sales Leader, it is your role to bring resources to your team to help them become even better. Our team of sales experts at Anthony Cole Training Group have compiled 25 sales tips to help your salespeople prospect smarter, plan effectively, and sell with confidence. These tips will help them build stronger client relationships, work on their time management, and improve their selling strategies.

Sales 232
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The SKO Speech I’d Like To Deliver

Partners in Excellence

I do a good number of Sales Kickoff speeches I don’t give many speeches to general audiences or at conferences. Most of the time, my speaking is at the SKO of a client, with whom we’ve been working on key change initiatives. The speech is very focused and directed to each person’s role in executing these initiatives and achieving the goals.

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AI in Marketing & Sales: Today’s Tools, Tomorrow’s Potential

Speaker: Kevin Burke

AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.

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Top Five Benefits of Sales Process and Methodology

Understanding the Sales Force

As we do each season, my family attended the Boston Pops Holiday Concert at Symphony Hall in Boston. Although we’ve attended for close to 23 years, this year I noticed something different and that experience will help you better understand the important role that sales process plays in the context of a modern sales methodology. As I wrote in this article , Sales Process is a framework for consistent, predictable, repeatable results and the framework is best deployed as a staged, milestone-

Process 133
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Salesforce launches Agentforce for Retail

Martech

Salesforce announces the launch of Agentforce for Retail as well as Salesforce Retail Cloud with Modern POS. The news comes just prior to the National Retail Federation’s conference in New York. This initative reflects Salesforce’s commitment to deploying AI agentic resources across its platform. Saks Fifth Avenue and SharkNinja are among the brands testing Agentforce in a retail context.

Retail 121

More Trending

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2025 Is Competitive Displacement

Iannarino

The new hire asked me why we pursue companies that already have a supplier. He wondered aloud whether it would be easier to target companies that dont have a supplier. I explained that the best prospective clients are already using a competitor because companies that dont buy what we sell typically dont need our services.

Clients 246
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Why Perception and Consistency Drive Sales Performance

Anthony Cole Training

Id like to blame my poor visual perception for my subpar golf game, but the real culprit is my lack of consistency in practice. Im inconsistent. As a result, my performance on the golf course is erratic, with scores ranging anywhere from 92 to 102. I can shoot a 44 on the front nine and a 54 on the back. Dont get me wrongbeing virtually blind in one eye doesnt help with depth perception.

Gaming 268
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What If Our Sellers Had More Autonomy?

Partners in Excellence

Reading a fascinating article in the NYTimes, Giving Kids Some Autonomy Has Surprising Results , got me thinking. What if we give our people more autonomy in how they manage their deals, days, what they do? In the past 5-7 years, we’ve seen a movement to be completely prescriptive with our people and their activities. We script every conversation, yet the customers we are engaging don’t have the same script.

Pipeline 127
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How to Get Ready for Quota-Busting Sales Success

Understanding the Sales Force

With the holidays in the rear-view mirror, we can reflect on the time-honored tradition of gift giving. Whether you’re someone who gives a single gift or twenty gifts to your loved ones, the premise is the same. Figure out what they would like, find it, buy it at a store or online, get it home, wrap it, and put a bow on it. On Christmas eve or Christmas day, you present the gift.

Quota 135
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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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Optimizing LLMs for B2B SEO: An overview

Martech

Were still in (very) early days for LLM (large language model) search, but fast-increasing user adoption is helping us draw insights on effective tactics for brands to deploy to appear in results on platforms like Perplexity , ChatGPT search , Gemini, and more. This article looks at those tactics from a B2B lens, broken down by the following SEO initiatives: Content strategy.

B2B 107
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2025 And The Rise of the Mech Account Executive

SaaStr

Have we lost interest in investing in the human side of sales? Not in hiring sales execs themselves, but in giving them more tools to be more efficient. It sort of seems like it. AI has hardly rendered the sales professional obsolete. Not yet, at least. Salesforce itself is hiring 2,000 sales execs this year to sell its AI platform, AgentForce. Salesforce: Actually We’re Going to Hire 2,000 Sales Execs Now To … Sell AI At most B2B companies, 35%+ of the headcount is in sales and i

Up-sell 131
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The Art of Perseverance: How to Overcome Challenges and Achieve Success

Iannarino

Success is within your graspif you can master the art of perseverance and avoid the common pitfalls of giving up.

Product 240
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What Do Politics and Sales Have In Common? We Agree the Problems are Urgent, but We Can’t Agree on What They Are

Membrain

Politics is big in the news this month as the US prepares to inaugurate a new president, and the world waits to see what happens next. But whatever happens, one thing is for sure: We arent going to solve all of the worlds problems. Not today, not this month, and probably not in the next ten years. Maybe never.

Sales 125
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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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Love The Problem, Not The Solution!

Partners in Excellence

We are in enamored with, perhaps even in love with our products. We have endless lists of product capabilities. We revel in each feature and function that we can add to a demo. We compare our offerings to the competition, proud that we “check more boxes,” while they competitors claim the same–they are just checking different boxes.

Trust 126
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GTM 129: 6 Proven Tactics Driving B2B Growth

Sales Hacker

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube There’s a ton of talk about what isn’t working today in go-to-market. However, companies are still finding ways to grow which means there a some things that are working. In this special episode, Scott Barker is looking at some of the big themes he’s seen in how the top go-to-market leaders are driving growth today.

GTM 97
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Guardrails and governance: How to protect your brand while using AI

Martech

Marketing has traditionally served as the “guardian of the brand,” ensuring organizational consistency across all channels. AI creates brand assets at scale, offering speed and efficiency. However, it also introduces new risks. Here’s how it changes guardrails and governance and what to do about it. Guardrails vs. governance While closely related, guardrails and governance serve different but complementary functions in AI-powered marketing organizations.

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10 Ways Sales is Different in Vertical SaaS with Mangomint’s VP of Sales

SaaStr

While some might dismiss sector-specific vertical SaaS software as ‘too small’ or ‘too niche’, companies like Veeva ($40B), Clio ($3B), Toast ($1.3B), and Slice ($1B) have proven there’s massive value in going deep rather than broad. Mangomint has quietly built an impressive vertical SaaS business in the spa and salon space, growing 100% year-over-year to approach $20M ARR with 110% NRR.

Contract 108
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Prepare Now: 2025s Must-Know Trends For Product And Data Leaders

Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali

As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.

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Maximizing Sales Success: How AI Transforms Sales Strategies and Enhances Human Connections

Iannarino

Imagine a world where AI helps you sell smarter, not harder. Welcome to the future of sales innovation.

Sales 223
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Revenue Builders: Our Top Podcasts of 2024

Force Management

As we wrap up another year of insightful conversations and invaluable lessons, we're excited to share our top podcast episodes of 2024. The Revenue Builders Podcast has continued to bring you the best in sales strategies, leadership insights, and industry trends, featuring some of the most influential voices in the field. From uncovering the reasons behind failed deals to exploring the journey of sales leadership, our episodes this year have been packed with actionable advice and inspiring stori

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“It’s Not A Numbers Game, It’s A Human Game!”

Partners in Excellence

Anyone entering into selling immediately sees the obsession we have with numbers. We are focused on hitting our revenue goals, not just by the end of the year, but quarterly and monthly. Recognizing revenue is a trailing metric, we become obsessed with things that tell us whether we will achieve those goals. We become obsessed with forecasts, pipelines, and their health.

Gaming 123
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Three Ways The Ancient Art of Kintsugi Can Improve Sales Performance

Membrain

In Japan, there is an ancient art called Kintsugi. In Kintsugi, broken vases are repaired using a mixture of lacquer and gold or silver powder. The resulting artwork highlights the seams of the repair, and is more beautiful for having once been broken.

Sales 121
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Don't Let AI Pass You By: The New Era of Personalized Sales Coaching & Development

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

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5 ways to crush sales bottlenecks and accelerate deals in 2025

Martech

The faster the sales process, the faster the revenue growth. Unfortunately, as we learned in science class, of friction slows acceleration or can stop it altogether. Whether thats adding complexity to a simple process or frustrating customers with needless back and forth, friction is bad news for deal velocity. This isnt just a sales problem, either.

CRM 117
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The #1 Reason Deals Don’t Close: No Reason

SaaStr

So Lightspeed Venture Partners suryed 154 top venture-backed mostly B2B start-ups for their sales metrics. The full report is here. One analysis that was great was on the top reasons sales teams lost deals. Many will sound familiar. Sales teams report 53% of deals were lost due to no action, and 39% due to prospect went silent”: Only 27% of deals were reported as lost to competition.

Closing 111
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Mastering Sales Leadership: Proven Strategies to Elevate Team Performance and Drive Revenue Growth

Iannarino

Sales leadership isn't just about managing peopleit's about empowering them to achieve greatness while driving results that matter.

Growth 223
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How to Improve in the New Year

Sales Pop!

Whether we like it or not, the first step to improving in the New Year is admitting that resolving issues lies within each of us. Next, we must consider how our mindset may hold us back. Blaming others only worsens the setback. We control our future; no one else does. What steps do I need to take to overcome my current predicament? Today Is the Start of Tomorrow Begin planning today for tomorrow with specific goals and timelines is the start of a rigorous practice.

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How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

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AI Isn’t The Selling Point!

Partners in Excellence

Recently, I was coaching a seller on a critical call he was about to make. His strategy to engage the CRO was to lead with AI and the capabilities it enabled in the product he was selling. “Why are you leading with this,” I asked. “I’ve noticed in my research that he talks a lot about AI, I thought that would be a good way to engage him!

Sell 126
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Free Speech vs. Algorithmic Manipulation

David Meerman Scott

The term Free Speech has been tossed around a great deal in the past few years. While I am one hundred percent all in for freedom of speech, the amplification of ideas on social networks like X and Facebook is quite different.

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Salesforce Agentforce: What you need to know

Martech

Since its launch at the Dreamforce conference in September 2024, Salesforce Agentforce changed the conversation around AI, customer experience and customer service. Shortly after the launch, Salesforce announced it was hiring more than 1,000 employees to meet the demand for Agentforce. At the time of the Agentforce announcement, Salesforce CEO Marc Benioff called Agentforce the third wave of AI advancing beyond copilots to a new era of highly accurate, low-hallucination intelligent agents that

Launch 121
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Usage-Based Revenue Models: Successes and Pitfalls from Checkr COO Lindsey Scrase on CRO Confidential

SaaStr

In the latest episode of our SaaStr CRO Confidential podcast, host Sam Blond sat down with Lindsey Scrase, COO of Checkr (and former CRO), to discuss her tactics for driving growth at the background screening unicorn. Having joined Checkr from Google in 2022, Lindsay shared valuable insights about identifying and executing on major opportunities for improvement within an already mature go-to-market organization.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.