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  • McKinsey - Marketing & Sales
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  • Sales Force
  • Sales Hacker
  • Gong Labs
    McKinsey - Marketing & Sales
Winning in China: Top priorities for global apparel and fashion brands The apparel, fashion, and luxury (AF&L1) market in China continues to be one of the largest and most dynamic in the world. After a difficult…
31 Mar 2023
Online sales and subscriptions will shape tomorrow’s car financing journey Europe’s car market has upshifted from financing to leasing. This move should both endure and accelerate further, powered by the growing market share of electric…
26 Mar 2023
Experience-led growth: A new way to create value The world’s largest companies have a thorny problem in common. Airlines, insurers, telcos, utilities, and other major incumbents are all struggling to achieve sustainable, profitable…
24 Mar 2023
Eat, play, love: How Gen Z is shaping Korea’s grocery retailers While the size of Generation Z in Korea is lower than the Asian average, by 2025, people born between 1997 and 2010 will constitute about…
24 Mar 2023
South Korea’s next sales frontier: Retail media networks It’s no secret the COVID-19 pandemic accelerated online purchasing around the globe. In South Korea, this dramatic shift in consumer behavior added fuel to an…
24 Mar 2023
What’s your superpower? How companies can build an institutional capability to achieve competitive advantage CEOs, just like everyone else, suffer from the paradox of choice. Companies have endless initiatives and plans, all with the promise to “transform” the organization…
22 Mar 2023
Similar yet different: Meet today’s consumer of dairy and alternatives Dairy plays a significant role in the American diet: 84 percent of US consumers eat and drink dairy or dairy alternatives, and only 16 percent…
22 Mar 2023
The data and analytics edge in corporate and commercial banking With revenues of $2.3 trillion, corporate and commercial banking accounts for a significant share of total global banking revenues (Exhibit 1). In the United States,…
22 Mar 2023
Make way for the metaverse Skip to main content
20 Mar 2023
Digital consumers in the Middle East: Rising adoption and opportunity Each year, companies invest hundreds of billions of dollars in their digital channels to improve customer experience (and ultimately delight consumers). But ensuring this spending…
18 Mar 2023
Driving growth while decarbonizing: A conversation with E.ON’s Patrick Lammers In the inaugural episode of C-Suite Growth Talks, we share a conversation with Patrick Lammers, chief operating officer for customer solutions, at E.ON, a German…
16 Mar 2023
Klaus-Jürgen Heitmann on the journey to mobility ecosystems Significant shifts in mobility preferences and behavior—triggered by technological advances, changing consumer preferences, awareness of climate change, and new regulations—have created looming threats to insurance…
16 Mar 2023
Retail growth: The big sprint towards customer obsession Nike is arguably one of the world’s most innovative and valuable sports brands, a position achieved through purposeful and sustainable approaches to business growth. In…
16 Mar 2023
Growth rules: Which matter most? In a recent article, we explained that achieving sustainable, profitable growth requires companies to actively choose growth through a holistic approach comprising three elements: developing…
08 Mar 2023
How retailers in Europe can navigate rising inflation Inflation in Europe reached record heights this fall, with more than half of the 19 eurozone countries seeing double-digit growth in consumer prices. Inflation rates…
08 Mar 2023
Building a creator economy How do you define the metaverse? For me, the metaverse represents the evolution of the internet as it embraces real-time 3D as a core medium…
05 Mar 2023
Hitting the mark: Why markdowns matter more than ever The US consumer, just like the US economy, has been anything but predictable over the past few years—and the rapid changes have kept retailers on…
05 Mar 2023
Governments can deliver exceptional customer experiences—here’s how In January 2023, the clock starts ticking for 36 new or second-term US governors, their cabinets, and agency heads. The first one hundred days of a…
05 Mar 2023
Survey: Growth for top performers among mid-cap consumer companies We surveyed more than 150 executives in Europe at mid-cap consumer companies—those with less than €3 billion revenues—about their levers for growth. We found that…
03 Mar 2023
Author Talks: How the most successful salespeople defy stereotypes In this edition of Author Talks, McKinsey Global Publishing’s Vanessa Burke chats with University of Southern California (USC) adjunct professors Colin Coggins and Garrett Brown…
27 Feb 2023
Banks’ core technology conundrum reaches an inflection point Competition in the banking industry is intensifying. As established banks seek to compete with digital-native neobanks and other fintechs, addressing aging legacy core technology becomes…
17 Feb 2023
Small and mighty: The untapped value of your top 1% Skip to main content
01 Feb 2023
A CEO’s guide to the metaverse Suddenly, the metaverse is in the zeitgeist, for better or worse. Investment more than doubled in 2022 powered by big moves (such as Microsoft’s $69…
26 Jan 2023
McKinsey on the Metaverse | Growth, Marketing & Sales Article – McKinsey Quarterly A CEO’s guide to the metaverse January 24, 2023 – It’s too big to ignore—yet its future is far from certain.…
24 Jan 2023
Beyond retail: Why retailers should think ‘services’ and ‘ecosystems’ The retailer of the future doesn’t just sell products on shelves—it offers services that affect many parts of consumers’ lives, from their healthcare and finances…
12 Jan 2023
Unlocking the full potential in fashion for Black consumers By definition, fashion—particularly apparel and shoes for mass-market and luxury consumers—is culturally and personally significant. For Black American consumers, fashion signals taste as well as…
12 Jan 2023
The metaverse: Driving value in the mobility sector Riding in a car is a very physical experience, from gripping the steering wheel to pressing down the gas pedal to feeling a jolt if…
04 Jan 2023
    HubSpot - Sales
Everything You Need to Know About Sales Mirroring Customers prefer to buy things from people they like — plain and simple. It boosts your chances of making a sale because it naturally confers…
30 Mar 2023
Consultative Selling: 7 Ways to Win Deals With Consultative Sales It might sound like a no-brainer, but it's still worth noting: customers don't want to be sold to, they want to be understood. It's why…
29 Mar 2023
Your 4-Minute Guide to Calculating Operating Income Profitability is a key measure of a company’s success, especially for startups. Investors want to know if a company’s core activities can result in a…
29 Mar 2023
22 Sales Email Mistakes New Reps Make In Their First 100 Days Writing good sales emails is an art and a science, and good salespeople know how to write professional and personalized messages to prospects. No matter…
28 Mar 2023
The Nature and Necessity of Uncapped Commission As a sales rep, you have to reconcile the fact that you’re trying to make as much money as possible with the fact that you…
28 Mar 2023
How to Sell Services Online Long gone are the days of solely visiting brick-and-mortar businesses to find what you need. Now, e-commerce is booming and here to stay. 
27 Mar 2023
7 Crucial Questions to Ask Prospects Throughout the Buyer's Journey, According to HubSpot's Sales Director Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders.
27 Mar 2023
The 6 Traits the Best Sales Managers Possess, According to Coursedog's Director of Sales Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders.
26 Mar 2023
These 19 Female Motivational Speakers Are Killing It A great motivational speaker is confident, empathetic, a good storyteller, and able to connect with an audience. 
24 Mar 2023
Sales Incentives: How To Use Them To Motivate Reps [Data + Expert Insight] Nothing boosts your team’s excitement and energy more quickly and reliably than a sales incentive.
23 Mar 2023
The Ultimate Guide to Sales Scripts (With Examples) Many salespeople believe they won’t sound good if they read from a sales script. While I agree you should never read from a script when…
22 Mar 2023
How to Network in Consulting (+6 Tips) Consulting, as a career, usually involves working with people to bring their ideas to life and guide them in the right direction. The success of…
22 Mar 2023
Secrets of Self-Discipline: How to Be Disciplined in 15 Imperfect Steps Let’s be honest. For most of us, self-discipline is a work in progress wrapped in good intentions, procrastination, and feelings of failure. But it doesn’t…
21 Mar 2023
A Look at Sales Budgets & the 7 Steps to Creating One [+ Templates] Sales is rarely directionless. Every aspect of the practice requires established expectations and some degree of guidance — and in many cases, “expectations and guidance”…
21 Mar 2023
Psychological Pricing and the Big-Time Boost It Offers Businesses Business owners don't price their products randomly, they usually refer to tried and true pricing strategies. Their products are typically valued based on competitive analysis…
20 Mar 2023
What a Client Intake Form Is & What It Should Look Like [Template] Every business owner has gone through the hassle of spending way too long trying to bring in a prospect — only to find out they…
17 Mar 2023
40 Account Executive Interview Questions to Prepare For Account executives work a fast-paced job that requires talent and discipline. They have to find sales opportunities, negotiate with customers, track multiple customers, and work…
16 Mar 2023
35 LinkedIn Hacks to Use in 2023 (You Haven’t Heard All of These) LinkedIn isn’t the boring B2B platform that you might think it is. LinkedIn is a vibrant social media platform full of inspiring creators trying to…
16 Mar 2023
12 Elevator Pitch Examples to Inspire Your Own [+Templates] Whether you’re introducing yourself at a networking event, telling new colleagues about your business, or pitching to another professional — you want to capture attention…
15 Mar 2023
ACH vs. Credit Card: Which is Right for Your Business? All businesses need a way to accept payments — but which method is the best? 
15 Mar 2023
20 Stupid Sales Tactics to Abandon in 2020 (and What to Do Instead) The world of sales is constantly evolving — with new technologies and sales tactics emerging to help salespeople close more deals. Long gone are the…
14 Mar 2023
What is a Startup? The Ultimate Guide to Startups What is a startup? You might think of a trendy tech company with free beer on tap — but there’s more to it than unlimited…
14 Mar 2023
Upgrade Your Sales Playbook Framework: Free Template and Examples Want to improve productivity across your sales team, standardize best practices, reduce ramp-up time, and make your salespeople more autonomous? Create a sales playbook.
13 Mar 2023
The Plain English Guide to Becoming a Business Development Manager Do you have excellent communication skills? Are you a quick learner who enjoys gaining new business knowledge? If so, a career as a business development…
13 Mar 2023
A Step-by-Step Guide to the MEDDIC Sales Qualification Process If your sales team is struggling to speak to the right customers or close deals, you should try the MEDDIC sales qualification process.
10 Mar 2023
35 Sales Manager Job Interview Questions Most sales managers begin their careers as individual sales representatives, but a sales manager’s job differs dramatically from that of a rep.
09 Mar 2023
5 Roles Sales Decision Makers are Looking to Fill in 2023 [New Data] So you know you want to enter sales, you've chosen a field with a wide range of career avenues and niches. But locking in on…
08 Mar 2023
Everything You Need to Know About Sales Collateral Content has become more important than ever for B2B buyers and decision-makers: 55% say they now rely more on content to research and inform purchase…
08 Mar 2023
How Your Revenue Team Can Avoid These 5 Missteps in 2023 and Beyond, According to Sendoso's VP of Revenue Operations As businesses continue to shift their strategies to create a more streamlined, efficient customer journey, it's going to become vital for every business to invest…
07 Mar 2023
15 Account Manager Interview Questions Account managers are the liaison between a company and its clients. Finding the right person to fill this role is essential. Whether you’re a candidate…
07 Mar 2023
ZOPA Negotiation: How to Hit the Zone of Possible Agreement You probably didn't know about ZOPA negotiation when you bought your first car. As you drove it off the lot, did you wonder if you…
06 Mar 2023
How an NFC Payment Works & Why More Businesses Are Accepting Them Before credit cards were invented in 1958, people paid for goods and services with cash and checks. Due to technological advancements, credit cards became more…
03 Mar 2023
The Ultimate Guide to Price Optimization The right pricing can make or break a business. Copying your competitors might mean starting a price war, but making a guess could leave you…
02 Mar 2023
    Sales Force
Become a Trailhead Ranger: Join the Road to Ranger Quest Rise up through the Trailblazer Ranks with the monthly Road to Ranger Quest.
31 Mar 2023
#Salesblazer Q&A: What Email Subject Lines Really Get Clicks? Welcome to #Salesblazer Q&A, a column by sales pros, for sales pros. Get answers to your burning questions about the best ways to sell, learn,…
30 Mar 2023
Service Outage? 5 Ways To Reduce Customer Stress (And Yours) Service down? Here’s how you can best communicate with customers during an outage, plus hot tips from our critical incident team for when the pressure…
30 Mar 2023
5 Design Strategies That Help Field Service Workers Love Their Jobs More Here's how privacy, inclusion, safety, and autonomy can drive job satisfaction among your field service workers.
29 Mar 2023
How Can You Get More Value From AI? This Company Has Some Ideas Schneider Electric has done what many companies have found difficult: get a return on an AI investment. Their approach can work for your generative AI…
28 Mar 2023
Customer Revenge Is Soaring — Generative AI Can Help Fix Those Relationships Customers aren't just fed up with bad service – more of them are seeking retribution for their bad experiences, a new survey reveals. The solution:…
28 Mar 2023
Will Generative AI Be Used for Good? Kumail Nanjiani Says That’s Up to You The acclaimed actor, comedian, and writer – who played a developer on “Silicon Valley” – called on companies to consider the ethical implications of AI.…
28 Mar 2023
What Is a Salesforce Developer? Learn what it means to work as a developer in the Salesforce ecosystem. See how developers build apps and solutions with every Salesforce product and…
24 Mar 2023
3 Ways Generative AI Will Help Marketers Connect With Customers Generative AI has the potential to change the way we work. Could it be the next step toward reshaping marketing, helping you focus more on…
24 Mar 2023
Celebrating These Trailblazing Women in STEM Recognizing and honoring trailblazing women in STEM this Women’s History Month.
23 Mar 2023
Everything You Know About Trade Promotion Management Is Wrong Approximately $500 billion is spent on trade promotion each year, but 80% of consumer goods executives are unhappy with the results. It’s time to rethink…
22 Mar 2023
7 Key Tips for Acing Your Marketing Cloud Email Specialist Certification Ready to take the Salesforce Marketing Cloud Email Specialist Certification? Here’s a list of practical strategies that will help you get prepped.
17 Mar 2023
Going International? 5 Tips to Expand Your Ecommerce Strategy Entering new markets is a great way to increase your revenue and customer base. Follow our steps to achieve international commerce success.
16 Mar 2023
Pipeline Reviews Are the Worst — Here Are 9 Easy Ways To Fix Them Pipeline meetings can often be excruciating for reps and managers. But they don’t have to be. Here's how to fix common pipeline meeting mistakes.
14 Mar 2023
18 Top Sales Influencers You Should Follow in 2023 Read actionable advice from leading sales influencers as they focus on growth in the year ahead.
14 Mar 2023
4 Ways To Supercharge Your Digital Sales Team (and Save Revenue) Manufacturer Armstrong Steel saved 8% of its revenue adding artificial intelligence to its sales coaching. Here's how they saved hours a week and better trained…
13 Mar 2023
5 Ways To Honor and Advance Equal Pay Whether you’re a leader or individual contributor, you can become an equal pay advocate. Here are 5 things to remember as you champion equal pay.
13 Mar 2023
Data-Driven Companies Perform Better by Almost Every Metric — Here’s How To Become One of Them It's time to give everyone in your organization the know-how to use data to make better decisions. Your business depends on it.
10 Mar 2023
Craving Efficiency? These New Marketing Cloud Features Can Help Get the inside scoop on Salesforce Marketing Cloud’s newest features and updates, all of which can help you better connect with customers.
09 Mar 2023
Overwhelmed by Headless? 3 Steps to Implement It in Stages Break your headless commerce project into smaller phases for faster ROI and fewer headaches.
08 Mar 2023
Who Are the Salesforce Characters? Get to Know Astro, Codey, and Friends Characters make technology fun and friendly, and inspire our users to blaze new trails with Salesforce.
07 Mar 2023
Meet Flo the Flying Squirrel: Salesforce’s Newest Character This flying squirrel is here to help you take your teams to new heights — with the power of automation.
07 Mar 2023
6 Questions To Accelerate Your Path Towards Getting Salesforce Admin Certified Are you an #AwesomeAdmin who just needs that Salesforce Certification to make it official? Or maybe you’re brand new to Salesforce and want to explore…
07 Mar 2023
Get More From Your Data With the Spring ‘23 CRM Analytics Release Take a look at our latest updates, helping you make the most of the Salesforce Data Cloud and CRM Analytics.
07 Mar 2023
Your 3-Minute Guide to the TrailblazerDX 2023 Quests TrailblazerDX ’23 on March 7–8, 2023, is the developer conference and ultimate learning event for everyone. Throughout the month of March, you can explore the…
07 Mar 2023
What Is a Salesforce Admin? Learn what a Salesforce Administrator is, and what they do to create a vital bridge between business and technology.
07 Mar 2023
How To Improve Customer Focus: 6 Tips and Strategies This is our step-by-step guide to create a more customer-focused culture in your organization.
06 Mar 2023
What Is CRM? What is Customer Relationship Management (CRM) technology? And what can it do for your business? Here’s what you need to know.
05 Mar 2023
7 Sales Dashboard Examples Every Leader Needs Use these Salesforce management dashboards to help your sales team hit or exceed your revenue targets.
05 Mar 2023
What Is the Salesforce Content Management System? We built a content management system (CMS) to help novice or expert teams create content and deliver it to any channel. And best of all?…
05 Mar 2023
3 Service Investments To Help You Weather an Uncertain Economy Trying to figure out how to guide your business through a murky economy? Start by investing in customer support.
02 Mar 2023
What Is a Trailblazer? Trailblazers are truly the heart and soul of Salesforce. Everyone who wants to innovate and deliver success with Salesforce can be a Trailblazer.
02 Mar 2023
    Sales Hacker
How To Give Unforgettable Sales Demos EVERY time Ready to give demos that leave your customers speechless? Join Mor Assouline and Erin Lenoard as they... The post How To Give Unforgettable Sales Demos…
04 Apr 2023
The Generative AI Landscape for Sales (April 2023) Note: The available generative AI tools for sales are evolving insanely quickly. Don’t see your favorite tool?... The post The Generative AI Landscape for Sales…
31 Mar 2023
Live Replay: How to create and close more pipeline in 2023 The shift from “growth at all costs” to “profitable growth” has given rise to a new era... The post Live Replay: How to create and…
30 Mar 2023
Stop Being Poor: 3 Questions You MUST Ask About Your Comp Plan Pay mix. Variable OTE. Quota attainment. Base salary versus bonus. If you don’t have an economics degree,... The post Stop Being Poor: 3 Questions You…
30 Mar 2023
3-Step Guide: How to Create Your Ideal Customer Profile (ICP) Building an outbound sales strategy can be challenging. The best place to start? Your ideal customer profile... The post 3-Step Guide: How to Create Your…
28 Mar 2023
Attitude and Conviction Affect Your Close Rate — Here’s Why Sales is the transfer of conviction and inspiration: The person who is most certain during the interaction... The post Attitude and Conviction Affect Your Close…
23 Mar 2023
Field Tested Ways B2B Sellers Can Better Manage Their Opportunities In order to succeed in B2B sales, you need to have a solid process in place for... The post Field Tested Ways B2B Sellers Can…
21 Mar 2023
Everything You Need to Know About Being an Account Executive (2023) Everything you need to know about being an account executive, including how much account executives earn, what... The post Everything You Need to Know About…
21 Mar 2023
Live Replay: We Led Sales Teams in the ‘08 Recession: Here’s What We Learned Your buyers are tightening their budgets. Sales cycles are getting longer. New pricing pressure has seemingly come... The post Live Replay: We Led Sales Teams…
16 Mar 2023
How Marketing and Sales Alignment Helps With Company Growth There are many benefits of the marketing and sales teams working together. It helps generate better leads,... The post How Marketing and Sales Alignment Helps…
16 Mar 2023
50+ Best Lead Generation Tools in 2023 (Ranked & Rated) Here’s a list of the best lead generation tools on the market today. These solutions range from... The post 50+ Best Lead Generation Tools in…
14 Mar 2023
How I Closed 50% More by Systematizing My Sales Follow-Up Process If you systematize your sales follow-up process you will close more deals — and I am about... The post How I Closed 50% More by…
14 Mar 2023
23 Powerful Email Call To Action Examples To Make Your Prospects Respond In sales, it’s only natural that we’re using email to set up calls, demos, and appointments. When... The post 23 Powerful Email Call To Action…
12 Mar 2023
11 Must-Follow Rules for B2B Email Introductions (Updated) *Editor’s Note: This article first appeared on Inc.com by Bubba Page and is being republished with permission.... The post 11 Must-Follow Rules for B2B Email…
09 Mar 2023
5 Ingredients to a compensation plan that drives results in 2023 Compensation plans exist to help your business reach its goals. With all the changes happening in today’s... The post 5 Ingredients to a compensation plan…
07 Mar 2023
    Gong Labs
4 ways to close more deals in 2023 (according to new buying data) We analyzed three years of data, across 184 companies, and hundreds of thousands of deals to identify key shifts in buying behavior since 2020.  Here…
23 Feb 2023
Gong Recognized as a Software Leader in G2 Annual Reports Businesses continue to recognize the value of a comprehensive platform that uses AI and data analytics to capture, understand and automate revenue operations processes. Amidst…
15 Feb 2023
Salesforce call logging: Steps to (easily) track sales calls Salesforce brought once-in-a-generation improvements to sales teams. But it didn’t solve one major problem: getting quality data into Salesforce. Want sales forecast accuracy? Efficient team…
09 Feb 2023
A Difficult Company Update       Amit Bendov, Gong co-founder and CEO, sent the following email to Gong employees earlier today     Team, This is a message I…
08 Feb 2023
Gong Takes First Place in TrustRadius Best of Winter 2023 Awards Recognized by business leaders for Best Value for the Price, Best Feature Set, and Best Relationship At Gong, helping our customers shift to higher-value strategic…
01 Feb 2023
How to Build a Winning Sales Enablement Strategy Sales training isn’t enough when you’re competing for enterprise sales.  Great sales training programs will make your sales reps better sellers. But what you really…
07 Jan 2023
Your Guide to Sales Qualification Many salespeople waste too much time on prospects with little to no chance of converting. Meanwhile, the good prospects they should’ve focused on have already gone cold.…
02 Jan 2023
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