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Written by the experts, our blogs will be your source for the latest sales tips and insights. Whether you dive in to a particular topic, or read them all, you are sure to find the help you need to continue growing your sales organization.

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All Categories
  • All Categories
  • AI in Sales
  • Compensation
  • Competition
  • CRM
  • Employee Management
  • Entrepreneur/Startup
  • Hiring/Onboarding
  • Podcasts
  • Published Articles
  • Revenue Growth
  • Sales Consulting
  • Sales Leadership
  • Sales Process
  • Sales Strategy
  • Sales Success
  • Sales Training
  • Strategic Planning
Two sales leaders working together to develop a compelling value proposition for their company.
Sales Process

Achieving Sales Excellence: Developing a Compelling Value Proposition

Why Us, Why Now? In the competitive realm of B2B sales, where companies vie for the attention of discerning clients, one element can set you apart: a compelling value proposition. For B2B companies, particularly those with revenues under $100M, articulating a clear and unique value proposition is not just a marketing exercise—it’s a strategic imperative. CEOs and company leaders, this is your clarion call. Your value proposition is the beacon that attracts potential clients, signaling why they should choose you over a sea of competitors. The Essence of a Value Proposition At its core, a value proposition is a promise. …

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Sales leader using tablet and computer to implement enhanced efficiency strategies
Sales Strategy

3 Strategies for Enhanced Efficiency and Consistent Revenue Generation

In today’s dynamic business landscape, staying ahead requires more than traditional sales approaches. To achieve sustainable success, businesses must adopt strategies that enhance efficiency and ensure consistent revenue generation. From sales productivity to customer relationship management, let’s explore the three key aspects contributing to a thriving and revenue-focused sales organization. 1. Sales Productivity: A Foundation for Success Boosting sales productivity is a fundamental step toward achieving consistent revenue growth. Here we will discuss the importance of equipping sales teams with the right tools, technologies, and resources to maximize efficiency. Leveraging Your Sales Processes Our annual State of Sales data reveals …

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Illustration graphic of using a computer to review the target market
Sales Strategy

Achieving Sales Excellence: Defining the Target Market for B2B Companies Under $100M

Building on a Firm Foundation One step in business-to-business (B2B) sales stands out as foundational: defining your target market. This step is not just a preliminary task for companies, especially those with revenues under $100M; it’s the compass that guides every subsequent sales and marketing effort. As CEOs and company leaders, understanding and pinpointing your ideal clientele is paramount. Why? Because it ensures that your resources—time, money, and workforce—are invested where they’ll yield the highest returns. The Importance of Target Market Definition At its core, defining the target market is about clarity. It’s about knowing your ideal customers’ needs and …

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Picture of salesperson in a suit holding a football
Employee Management

Finding a Sales Star Player: Using Ideal Candidate Profiles to Help You Build the Best Team

In the NFL football world, all fans understand the tremendous impact Patrick Mahomes II brings to the Kansas City Chiefs and their winning ways. Although he is the ultimate “A” player, coming out of college, he wasn’t favored by many NFL “experts.” However, the Chiefs knew the ideal profile they wanted, and they did their research. Boy did their work pay off! Just like a winning football team, a successful sales team must have an effective strategy and plan. They must utilize repeatable processes. And the team must have smart and engaged leadership. But none of that matters without the right players on the team! That sounds obvious, but …

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Outsourced sales leader meeting with team to help on a fractional basis
Sales Consulting

Thriving with Outsourced Sales Leadership

Outsourced sales leadership has become a game-changer for many organizations, offering a fresh perspective and expertise that can dramatically improve sales outcomes. According to the Sales Management Association, organizations with high-quality sales coaching, like the kind provided by top-tier outsourced leaders, can increase sales performance by up to 20%. Moreover, a study by the Harvard Business Review revealed that companies leveraging outsourced sales strategies reported an average of 30% higher customer retention rates. These statistics underscore how sales leadership can be the force behind a successful sales strategy and execution and can ultimately be the driver of business growth. True …

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Leading with Heart: Sales, Marketing, and Servant Leadership
Podcasts

Leading with Heart: Sales, Marketing, and Servant Leadership

In this insightful episode, Maura Kautsky, President of Sales Xceleration, joins Joseph Frost of yorCMO to discuss the evolving roles of sales and marketing in the C-suite. Maura emphasizes the need for clarity in roles, the power of fractional leadership, and the integration of AI in sales and marketing strategies. Takeaways: C-suite Time Management: C-suite leaders should focus more on their core responsibilities and less on peripheral meetings and tasks. Fractional Leadership Benefits: Fractional sales or marketing leaders can provide specialized, part-time leadership, particularly useful for growing companies. Importance of Role Clarity: Clear role definitions in an organization prevent overlap …

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