In our HubSpot’s 2025 sales survey, only 14% of respondents prioritized adopting AI tools, while 55% of sales pros have already integrated AI, with 26% reporting AI as a net positive for sales. Lauren Kiefer, Head of Sales at Americas at Intercom, believes sales reps must adapt quickly as more buyers…...
Challenger Sales Model Summary & Tips
Many sales strategies would lead you to believe that building relationships with prospects is an integral part of the sales process. However, the authors of “The Challenger Sale”, Matthew Dixon and Brent Adamson, have different ideas, which they explain through their challenger sales model. The authors say that when it comes to…...
The Modern Sales Stack You Need in 2024
The global sales tech market is projected to grow to $104,470 million by 2030, expanding at a compound annual growth rate (CAGR) of 16.3% from 2024 to 2030. The takeaway for B2B organizations is clear: the sales tech landscape is rich with options. On average, a rep uses at least six different…...
How to Improve Sales Productivity and Close More Deals
Unlock sales productivity potential with Highspot’s CMO insights on dynamic marketing and sales strategies, overcoming challenges, & AI’s transformative role. Boardrooms across the globe are dialed in on sales productivity, and rightly so. Sales productivity is the backbone of revenue generation, and during a time when businesses are being forced…...
Happiness at Work Leads to Better, More Profitable Sales Teams
Happiness at work. While that may sound silly to those who keep their noses to the grindstone for their careers, it is a goal worth chasing: happy employees are engaged, contributing, working harder, and making your team that much more effective. In today’s hyper-competitive workplace, you might expect employers to focus…...
Best Sales Coaching Tips And Techniques To Improve Sales In 2023
Most companies these days are actively incorporating sales coaching in their process. It helps improve the performance of each salesperson of the firm, which leads to more sales and ultimately boosts the company’s revenue. Companies that have solid sales coaching programs are able to see 28% more win rates. Let’s find…...
Always Be Connecting: Why Sales Is A Crucial Part Of Recruiting
Recruiting is a challenge right now. While the falling unemployment rate is certainly something to celebrate, it has also spurred intense competition for companies looking to hire top talent. This competition is even fiercer now that remote work has expanded the pool of potential employers across the world. Getting ahead in recruiting…...
The Anatomy of an Elite Executive Sales Professional
Sales is indisputably one of the most competitive arenas to earn a living in. With immense pressure to deliver, many new sales professionals don’t last their first year. However, there are very distinct skills that sales professionals can focus on developing that dramatically improve their chances of success. If you…...
Sales Leaders: Get Your Sales Culture Plan on One Page
A strong sales culture supports collaboration, fosters trust and develops a high-performing sales team. Who’s responsible for creating a high performance sales culture? Well, everybody – but as a sales leader, it’s your job to create and nurture an environment that enables your team to succeed. This doesn’t happen by…...
Getting the Right People on Your Sales Bus
In his widely acclaimed Good to Great, Jim Collins shows that lastingly great organisations pay particular attention to not only getting the “right people on the bus”, but also making sure they are in the right seats (= roles) – as well as taking proactive action to get the wrong people…...
Get Creative to Uncover Top Talent When You’re Hiring
“She looked so good on paper.” Sound familiar? In your haste to fill an open position to keep your company running smoothly, you make a hiring decision that turns out to be a big mistake. If this is the case, you are certainly not alone, and the problem isn’t a lack of…...
How the Right Sales Team Can Help Your Business Grow
As an entrepreneur, you’re probably no stranger to wearing a multitude of hats to see projects through. This is especially true if your business is in its infancy, when new partnerships or investments play a pivotal role in keeping the lights on. Eventually, though, your clientele will grow to a…...
15 Communication Skills That Are Crucial to Sales Success
Good communication is crucial to sales success. Sounds obvious, right? You can’t make a sale unless you’ve demonstrated value to a prospect. You can’t do that unless you’ve understood their problems and devised a strategy to solve them. In turn, you can’t do that until you get your prospect to tell you…...
When It’s Time to Move to Your Next Sales Job
When it comes to your sales career, it’s important to always keep your options open without being reckless. At one point, I actually had eight sales jobs over the course of 12 years. Some would see this as a hit to my resume and take a negative view of it. “What’s wrong with…...
Leverage Your Core Sales Skills During This Pandemic
While many states and countries are gradually in the process of re-opening, there remain restrictions and a need to navigate a new sales normal. Additionally, an economic crisis is clearly part of the COVID-19 fallout. All of this has created a business environment where sales can be achieved, but through…...
Attract sales talent and win the war with skills development
Those responsible for hiring know how difficult it is to find and attract sales talent that businesses need to grow. This perpetual challenge in the era of persistent skills deficits has been coined ‘the war for talent’. Manpower’s research validates that some job functions are harder to recruit for than…...
