Categories: Sales Coaching Tools | Sales Enablement Technology | Sales Transformation | Selling Technology
There are thousands of AI tools for sales teams, but it can be hard to discern what is the best fit for your organization’s goals and needs. To generate repeatable success and measurable impact, you need more than just automation of the same old processes; you need tools that can reveal deeper insights, prompt action that moves deals forward, and align with a methodology that helps your teams win bigger and more often.
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Categories: Company Alignment | MEDDICC | Sales Messaging | Sales Transformation
When one deal slips, that’s a deal problem. Nobody likes a missed opportunity, though sales professionals accept that some slippage comes with the territory. But when slipped deals are a consistent end-of-quarter occurrence, that’s an organizational problem with serious negative consequences. Companies that can’t rely on forecasts feel ripple effects across the organization, impacting product, delivery, operations, and finance. Unreliable revenue means falling shortof the expectations of your board and leadership. Frequent deal slippage indicates a broader issue with your qualification and sales execution process. It signals that reps aren’t qualifying deals appropriately and managers aren’t coaching effectively. Leaders of revenue teams with a high slip rate need a systematic fix for an organizational challenge. On the Revenue Builders Podcast, hosts John Kaplan and John McMahon met with featured guest John Donnelly III, CRO with DTiQ and Co-Founder of e2log, to break down the reasons why deals slip, and the strategies leaders can use to solve the problem.
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Categories: Company Alignment | Sales Transformation | Sales and Marketing
In today's highly competitive market, it's no longer enough for a sales organization to differentiate itself solely based on its offering. The most successful companies today are those that create differentiation in their initial sales process and the customer’s journey. That level of execution requires that leaders enable every customer-facing team and role to be fluent in a unified sales message, strategy, and execution.
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Categories: Podcasts
This month on the Revenue Builders Podcast brought powerful stories of character-building and connection and how they lead to stronger leadership in business and beyond. From overcoming adversity to understanding human behavior, these leaders share unique people-forward approaches to leadership that should inspire anyone, wherever they are in their careers. Learn how to drive effective behavior from your teams with compassion and strategic compensation, and discover the impact of personal commitment to values like gratitude and resilience. Whether you're a current sales leader or an aspiring one, these conversations offer insights to help you be successful. Dig in! We publish two episodes per week, sharing lessons for sales leaders at all stages of their careers. Make sure to subscribe to the Revenue Builders Podcast on your favorite podcast player, so you never miss an episode.
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Categories: Sales Leadership | Sales Messaging | Sales Transformation
The pressure to grow revenue is higher than ever for today's company leaders. Externally, marketplace dynamics have shifted and buyers have redefined why and how they buy. Internally, revenue organizations have to adapt and align their message in a way that communicates their value in today's dynamic selling environment. Despite recent economic and cultural shifts, the primary challenge revenue leaders are faced with today is one we've been dealing with for over 20 years as we've helped over 140 unicorns achieve and sustain growth: How can leaders drive company-wide execution that moves the needle on their strategic priorities? The answer is evergreen: alignment. While the customer objections and the tech stack have and will continue to evolve, potentially impacting the behaviors and messaging you must align behind — the enduring truth of building and scaling high-performing organizations is that alignment is the foundation of consistent execution, productivity and revenue.
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Categories: Government Buyers
While we don't know how the government budget showdown will end, one thing we do know is that the federal government is shifting how it buys technology - and organizations need to make sure they're adapting. With the rise of the Department of Government Efficiency (DOGE), agencies are moving away from feature-based buying and toward outcome-driven decisions. That means sales teams must evolve from technical demos to strategic conversations that clearly show how their solutions support agency missions and deliver measurable results. Top government priorities include:
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