Anthony Cole Training
MAY 15, 2025
Last week in part 1 of our 3-part series on Hiring and Retaining Top Sales Talent, we discussed the importance of defining your ideal sales candidate profile and establishing firm hiring standards. Identifying critical, non-negotiable standards and expectations for new hires will help to improve the quality of the candidates you look for, interview, and eventually hire.
Understanding the Sales Force
MAY 18, 2025
If you were going to plant a fruit tree, you would need to follow a five-step process which includes: Dig a hole Place the tree and fill the hole Fertilize and Water Maintain (Sun, water, pruning, fertilizer) Harvest It should be obvious that you cant mess with the sequence because if you do anything in the wrong order, your fruit tree adventure will end before it begins.
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SBI
MAY 12, 2025
If you follow professional football, then you know that Shedeur Sanders was the big story of the 2025 NFL draft. For you non-football fans, Shedeur Sanders is the son of ex-NFL great Deion Sanders , who also serves as the head coach of the University of Colorado football team, where Shedeur Sanders played as the starting quarterback during 2022-2024.
SBI
MAY 26, 2025
Sales managers are at the center of sales execution, yet too often, they are expected to lead without being led. Recent research from SBI and the Revenue Enablement Society shows how high the stakes are. Companies that invest in training their frontline sales managers report a 7-point increase in quota attainment compared to those that dont. Thats not a marginal lift its the kind of improvement that moves the revenue needle and sets high-performing teams apart.
Speaker: Brendan Sweeney, VP of Global Sales at Allego
In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry expert Brendan Sweeney for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.
Zoominfo
MAY 15, 2025
My first job in sales was as old school as selling gets: knocking on doors. I didnt know who I was talking to, whether they were in-market, or even what their company did. It was pure hope spray and pray at its finest. Selling has changed a lot since then, but some things dont change fast enough. Too many B2B sellers today are still running on hope.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
MAY 15, 2025
Why does the power generated by a car engine continue to be measured in horses? According to Wikipedia, “Car makers began discussing horsepower in the late 19th century, particularly after the introduction of the first modern gasoline-powered automobile by Carl Benz in 1886.” Its been nearly 150 years since they began the transition from horses to motorized carriages or cars; do you suppose we could measure the power of engines differently than comparing them to horses?
Sales and Marketing Management
MAY 21, 2025
The AI evolution calls for sales enablement professionals to adapt their strategies and embrace new technological tools to enhance their impact. The post Transforming Sales Enablement: AI Sparks a New Era of Skills and Competencies appeared first on Sales & Marketing Management.
Zoominfo
MAY 15, 2025
Suddenly, lots of people are talking about the rise of the go-to-market (GTM) engineer: semi-technical polymaths who can master APIs, stitch together data flows, harness automations, and singlehandedly connect your go-to-market dots. Youve probably seen examples of this new discipline on social media, usually with a sped-up screen recording of how someone clicked through a bunch of apps and connected data sources and AI agents to identify market segments and push out content at scale.
Anthony Cole Training
MAY 1, 2025
Here is the definition of client centered selling given by AI: Client centered selling is a sales approach that prioritizes understanding and addressing the unique needs and goals of each customer, rather than simply promoting a product or service. It focuses on building long-term relationships and providing solutions that empower customers to achieve their desired outcomes.
Speaker: Lee Andrews, Founder at LJA New Media & Tony Karrer, Founder and CTO at Aggregage
This session will walk you through how one CEO used generative AI, workflow automation, and sales personalization to transform an entire security company—then built the Zero to Strategy framework that other mid-market leaders are now using to unlock 3.5x ROI. As a business executive, you’ll learn how to assess AI opportunities in your business, drive adoption across teams, and overcome internal resource constraints—without hiring a single data scientist.
MTD Sales Training
MAY 28, 2025
Cold outreach is tough, especially when you only have seconds to make an impact. The wrong sales opener can quickly lose attention, but the right one can spark interest, build rapport, and open the door to a real conversation. As a sales training provider, we’ve seen what works (and what definitely doesn’t) across calls, emails and LinkedIn messages.
Pipeliner
MAY 21, 2025
In this episode of the Expert Insight Interview , host John Golden talks with Tony Morando. Tony is the Chief Sales Officer at his company. He has worked in sales for 19 years. He started as an account executive and worked his way up to the top. Tony shares what hes learned about growing strong sales teams. 1. From Salesperson to Leader Tonys Early Days Tony started with cold calls and learning how to talk to customers.
Partners in Excellence
MAY 12, 2025
On Friday, I realized I had failed at something—miserably. A few weeks ago, I met with a great team. We had an exciting project, we agreed on the action plan and next steps. This action plan was highly dependent on some things I committed to. Two and a half weeks passed. The person leading the project reached out, “Dave, we’d like a follow up meetings, but we are missing some stuff…… ” I was ashamed.
Sales and Marketing Management
MAY 29, 2025
AI in marketing is not a shortcut; It's a partner that is available 24/7. And like any partnership, it requires collaboration, transparency and trust. Real change will happen not when new tools are introduced, but when team members' mindsets shift. The post AI Adoption is More Than Just Tech, Its A Mindset Shift for Marketing Teams appeared first on Sales & Marketing Management.
Advertiser: ZoomInfo
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.
Understanding the Sales Force
MAY 4, 2025
Its Sunday night and I havent begun to write my Monday article, which is usually completed by Friday. Oh no! I have an excuse but I dont believe in excuses so that wont work. I didnt have the opportunity to write on Friday or Saturday because we were in NYC and among the things we did, was to take a private tour of the MLB Replay Center. Wow – that was amazing!
Anthony Cole Training
MAY 22, 2025
This is the third and final article in a series of three blog posts about hiring and retaining top sales talent. In the first two articles, we covered defining your sales candidate ideal profile, establishing your companys hiring standards, and building a robust candidate pipeline. Now we will focus on how to screen and phone interview the right candidates to increase your success at hiring and retaining top sales talent.
Sales Hacker
MAY 30, 2025
Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies.
Pipeliner
MAY 23, 2025
In a new episode host John Golden talks with Saad Saad. Saad is a negotiation coach who helps salespeople close deals faster and protect their profits. He lives in Detroit, Michigan, and teaches at top schools like Columbia University. He also wrote a book called In the Lead about how to get better at sales negotiations. Here are the top lessons from their talkmade simple and easy to use. 1.
Speaker: Alexa Acosta, Director of Growth Marketing & B2B Marketing Leader
Marketing is evolving at breakneck speed—new tools, AI-driven automation, and changing buyer behaviors are rewriting the playbook. With so many trends competing for attention, how do you cut through the noise and focus on what truly moves the needle? In this webinar, industry expert Alexa Acosta will break down the most impactful marketing trends shaping the industry today and how to turn them into real, revenue-generating strategies.
Partners in Excellence
MAY 21, 2025
Foreword/Forewarning: This is a bit longish, my apologies. But hang in there. At the end, I’ve included a special treat. I asked ChatGPT to weigh in on these ideas. She lets loose! It’s hilarious, but painfully on target. Enjoy!! About 14 years ago, I wrote a post, Outsourcing Our Thinking. There, I discussed my concern with seller and manager ability to think critically.
Sales and Marketing Management
MAY 27, 2025
Now is the time to rethink how AI fits into your revenue strategy and how sales methodology, not just tools, drives results. The post Case Study: How Readymode Increased Revenue 40% by Combining AI SDRs with Value-Based Selling appeared first on Sales & Marketing Management.
Zoominfo
MAY 15, 2025
ZoomInfo has never settled for being just anything. Not just a data provider. Not just another AI tool. And definitely not just another tech company. Weve always built for something bigger: a future where go-to-market teams move in perfect alignment, powered by actionable insights, automation, and execution. Thats why, nearly five years after our IPO , weve changed our Nasdaq ticker symbol from ZI to GTM.
Anthony Cole Training
MAY 9, 2025
The Pareto Principle, also known as the 80/20 rule, suggests that 80% of outcomes are typically driven by 20% of causes. In sales, this means that a significant portion of sales revenue often comes from a relatively small number of customers. By focusing on this "vital few," financial firms can optimize their sales efforts and maximize profits. This same principle applies to the makeup of sales teams.
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.
SocialSellinator
MAY 20, 2025
Unlock success with these 14 digital marketing tips for beginners and pros. Boost traffic, engagement, and ROI starting today!
Pipeliner
MAY 7, 2025
In this episode, host John Golden talks with Dr. Shaurice Mullins , a bestselling author, speaker, and business coach. Shes known as Dr. M , and she shares how an abundant mindset can change your life. From finding real happiness to building your own version of success, this episode is full of tips to help you grow. What Is an Abundant Mindset? Dr. M explains the difference between abundant and limited thinking.
Partners in Excellence
MAY 28, 2025
I see so much talk about GTM, selling, marketing, customer service strategies. Too many claiming, “We have found the way… ” Others saying “Here is the playbook for your GTM strategy… ” In some sectors, like SaaS, we’ve seen many organizations struggle and fail by implementing the “SaaS GTM model.” The SaaS PLG motion differs from the SaaS individual/team focus which differs from SaaS technologies that can only be implemented on an enterprise
Sales and Marketing Management
MAY 12, 2025
Cash rewards get mixed in with daily budgets and are quickly forgotten. Non-cash recognition tells a unique story for every recipient. They fuel performance not just in the moment, but long after. The post Why Non-Cash Rewards Hit Harder and Smarter appeared first on Sales & Marketing Management.
Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com
Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.
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