Highspot

JUNE 23, 2025

Bain’s 2025 Commercial Excellence and Revenue Growth Agenda confirms what many sales and revenue leaders already suspect: companies leading the pack consistently outperform by turning strategy into action and doing it at scale. That’s because identifying the right growth levers is only half the equation. The difference?

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

Search Engine Land

SEPTEMBER 17, 2024

Dig deeper: Why video is key to building brand identity and engagement Mastering social search: Why and how to maximize your video content’s reach across platforms The rise of social search brings important changes content creators must consider: Increased importance of engagement metrics. Dig deeper: Is TikTok a search engine?

Objectives and Key Results 87

Objectives and Key Results Click Through Rate A/B testing Education 87

SaaStr

JANUARY 8, 2025

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. So within her first year, Lindsay identified these core areas that helped accelerate Checkr’s growth.

Objectives and Key Results 117

Objectives and Key Results Growth Engineering Quota 117

Martech

JANUARY 7, 2025

The difference between moderate and exceptional results usually comes down to one critical factor: cross-functional alignment. Siloed operations and fragmented approaches to customer growth. Most organizations today operate with marketing chasing MQLs, sales pursuing new logos and customer success focusing solely on retention.

Objectives and Key Results 115

Objectives and Key Results GTM B2B Growth 115

Martech

NOVEMBER 12, 2024

This forecast highlights the key trends, challenges and opportunities reshaping GTM strategies for the coming year. Dig deeper: Rethinking fit, growth and go-to-market for the modern startup 2. Simply put, it’s all about basic math: while AI can amplify results, it multiplies based on the team’s existing strengths.

GTM 122

GTM Go To Market B2C Objectives and Key Results 122

Heinz Marketing

SEPTEMBER 17, 2024

Effective marketing is the linchpin that connects businesses with their target audience, drives growth, and sustains competitive advantage. This article delves into key indicators and situational triggers that signal when partnering with a marketing agency might be a strategic move for your business.

Objectives and Key Results 103

Objectives and Key Results Launch Campaign Growth 103

Martech

AUGUST 5, 2024

This will help you refine your strategies, understand which tactics yield the best results, and optimize your approach for maximum contact discovery. By integrating these tactics into a cohesive strategy, you can effectively discover and engage new contacts, ultimately driving growth for your organization.

B2B 122

B2B A/B testing Lead generation Objectives and Key Results 122

Martech

NOVEMBER 6, 2024

Updated CRM object merge behavior to be aware of. Highlight key data instantly with conditional formatting in reports. How it helps you This update improves the mobile prospecting experience by giving sales reps a quick overview of their pipeline and highlighting the number of leads at each stage.

Objectives and Key Results 116

Objectives and Key Results CRM Contact Pipeline 116

Search Engine Land

JULY 25, 2024

When sales decline, businesses begin to reduce expenses, lower prices and delay making new investments. In 2024, it is estimated that overall advertising spending growth in the U.S. Compare this to an average growth of 23.3% Talk to your sales team regularly. What objections they have. prior to 2020.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

Highspot

MAY 26, 2025

Key takeaways Learning analytics connects training investments directly to business results, helping teams prove impact and make faster, smarter decisions. Sales enablement, training, and RevOps teams can leverage analytics tools uniquely. Sales enablement, training, and RevOps teams can leverage analytics tools uniquely.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Martech

DECEMBER 4, 2024

If those tools aren’t driving real, measurable results, they’re not helping — they’re just draining your budget. Missed ROI opportunities: Without clear KPIs, it’s impossible to measure whether a tool drives growth, engagement or efficiency. A clear understanding of core objectives (i.e.,

Objectives and Key Results 125

Objectives and Key Results Technology Technology High impact 125

Hubspot

JUNE 16, 2025

As a business owner, sales isn’t just a job — it’s baked into everything I do. And if you’re looking for a sales role? The job market is crammed with candidates all claiming to be “results-driven” and “customer-focused.” But recruiters and sales leaders? But here’s the twist — not all sales roles are created equal.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Hubspot

JANUARY 8, 2025

In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. This is their definable, objective goal. Lets get into it. Table of Contents: What is gap selling? Instead, its all about playing detective. Heres how it works: 1.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Search Engine Land

AUGUST 12, 2024

Addressing the tension between running efficient paid search campaigns and driving business growth is crucial. Focusing solely on optimizing for maximum return on ad spend (ROAS) and the lowest cost-per-lead (CPL) may yield short-term gains, but overemphasizing these efficiency metrics can hinder long-term business growth.

Objectives and Key Results 85

Objectives and Key Results Campaign Growth Entertainment 85

Martech

APRIL 2, 2025

Achieving predictable and sustainable growth is nearly impossible without a cohesive framework guiding these efforts. There are several key factors to consider when conducting a detailed marketing audit. This approach has been widely used across various industries, examining internal and external factors to identify key areas.

Objectives and Key Results 114

Objectives and Key Results Strategize B2C CRM 114

Highspot

FEBRUARY 20, 2025

Key Takeaways Product training is essential for anyone responsible for taking a product to market. You ask a straightforward question about a feature or even ROI experienced by others in your same industry, and the sales rep stumbles. This is where structured product sales training makes an enormous difference in performance.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

PandaDoc

JUNE 27, 2025

Sales teams are juggling more tools, more data, and higher buyer expectations than ever. But when it comes down to closing the deal, the content your reps are using is the most important piece that will make or break the sale. What is sales enablement content? See also What is sales enablement?

Objectives and Key Results 52

Objectives and Key Results Legal Contract Objection handling 52

Highspot

JANUARY 23, 2025

Key Takeaways Strong soft skills are just as important, if not more so, than technical expertise for sales success. Attributes such as empathy, communication, and critical thinking directly influence sales performance. Soft skills training helps sales teams learn to work well with colleagues and customers.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Highspot

MARCH 6, 2025

Key Takeaways Tailoring evaluations to specific sales roles ensures feedback fits the job, enhancing sales team performance where it counts. Regular performance reviews transform feedback into a growth tool. If done right, they are a real game-changer for company culture and sales performance management.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Highspot

APRIL 1, 2025

Key Takeaways Traditional sales role play often feels forced and anxiety-inducing, limiting a reps ability to build genuine sales confidence. That’s what traditional sales role-playing feels like: forced, vague, and anxiety-inducing. Then, you will receive a summary of the results by the end of the session.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Highspot

JUNE 24, 2025

Key takeaways Sales role plays give sales representatives the space to build confidence in a safe, low-risk environment that encourages them to make mistakes and learn from them. The most effective role plays are matched to each sales rep’s specific role, accounts, experience, and goals.

Objectives and Key Results 52

Objectives and Key Results Objection handling Negotiate Sales 52

RingDNA

MARCH 31, 2025

Sales operations has evolved into a critical function for scaling revenue, optimizing sales efficiency, and driving strategic decision-making. The modern sales ops team is no longer just responsible for reporting and CRM management. Here’s what’s changing in sales operations and what teams need to know to succeed.

Government 62

Government Cross-sell Objectives and Key Results CRM 62

RingDNA

MARCH 18, 2025

Most sales leaders find themselves in an endless struggle to find time to coach and manage their teams. This leads to stalled deals, missed quota, and slowed growth. Our conversation intelligence platform empowers sales teams to sell with confidence, turning every interaction into actionable insights. Align to the sales motion.

Conversion 62

Conversion Objectives and Key Results Sales CRM 62

Martech

OCTOBER 11, 2024

Edge computing might sound like bougie sales jargon. Examples of real-world edge computing include: Smart cameras with built-in AI processors can perform object detection, facial recognition or other analytics right on the device, sending only relevant data or alerts to a central system. What is edge computing?

Objectives and Key Results 70

Objectives and Key Results Retail Healthcare User Experience 70

Hubspot

APRIL 9, 2025

Not all sales shortcuts are created equal. Others save you time but damage your results meaning youll ultimately be less productive for using them. Sales Shortcuts 1. Source My former colleague from Serpstats sales team learned this the hard way. Dont let them out-research you. Be equally ready.

Real Estate 69

Real Estate Objectives and Key Results Follow-up Contact 69

Martech

SEPTEMBER 16, 2024

Whether it’s targeting specific regions, industries or customer segments, martech’s role is to act as a bridge between business objectives and customer engagement. Boost engagement rates on key channels by 30%. Sample goals: Host 10 regional events to generate new sales opportunities. Increase regional sales pipeline by 20%.

Go To Market 65

Go To Market Objectives and Key Results A/B testing Territory 65

Highspot

JULY 3, 2025

Key takeaways Constant communication and collaboration among sales, marketing, and enablement is the foundation of any successful B2B sales enablement strategy today. Ongoing sales rep training and coaching and analysis and adjustment of content provided to and plays executed by sellers lead to B2B sales improvements.

B2B 52

B2B GTM Objectives and Key Results Sales 52

Martech

JANUARY 14, 2025

This is at odds with a company’s primary objective of acquiring and retaining customers. Dig deeper: Why marketers must move from retention tactics to customer respect The focus on new accounts comes from sales teams incentivized to pursue them. “Well, of course, our sales counterparts are demanding it, she said.

B2B 132

B2B Customers Objectives and Key Results Cross-sell 132

Highspot

JUNE 17, 2025

Key Takeaways Best-in-class AI sales assistant software helps sales managers and their teams tackle time-consuming, routine tasks and enhance customer interactions. Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. What is an AI sales assistant, and how does it work?

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. A modern account-based sales strategy isn’t just about targeting the right accounts.

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

Hubspot

APRIL 30, 2025

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. Im sharing my nine best sales email templates that encourage your prospects to buy sooner rather than later without resorting to discounting or manipulative tactics. The solution?

Prospecting 69

Prospecting Objectives and Key Results Sales Follow-up 69

Highspot

MAY 15, 2025

Key takeaways Partner enablement extends your sales force with skilled external teams who can represent your brand, reach new markets, and close deals with the same confidence and consistency as your internal reps. It includes everything from onboarding through support to guide every stage of the sales process.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

PandaDoc

MARCH 25, 2025

The sales process varies greatly depending on the purchase. In this article, well explore the challenges of complex sales and the strategies your team can use to close deals more efficiently. What is considered a complex sale? Complex sales typically involve high-value products or services, which are often highly customizable.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Salesforce

DECEMBER 2, 2024

Marketing and sales alignment is a big key to engaging accounts and closing B2B deals. I challenge marketers to rethink how they align with the sales team. This is step one to coordinated growth. Having an owner of the full lead cycle ensures that the process is accommodating both sales and marketing needs.

Closing 59

Closing Objectives and Key Results Manufacturing B2B 59

Martech

NOVEMBER 1, 2024

Quarterly results drive many leaders. Instead of building a cohesive, results-driven marketing strategy, you end up with scattered initiatives that don’t contribute meaningfully to your overall goals. The key is to be ambitious and create an AI marketing strategy aligned with your business goals right from the start.

Objectives and Key Results 120

Objectives and Key Results Click Through Rate High impact Drivers/motivators 120

PandaDoc

MAY 12, 2025

Price is one of the most visible parts of any offer, and getting it wrong can cost more than just a few sales. A poor pricing strategy erodes trust, damages positioning, and undermines long-term brand growth. See also What is the psychology of sales and why is it important? Lets get started.

Price 52

Price A/B testing Non-Profits Legal 52