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Top Sales Articles 2024

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Let us know which sales related articles/posts rocked your boat in 2024 Nominate HERE

The 2023 Results – Top Sales Articles

Gold

Mike Montague20 Tested Chat GPT Prompts for SalesPeople

So, it’s not all that surprising that there is now a tidal wave of AI “tips and tricks” for salespeople, each claiming to provide the latest and greatest resources for harnessing the jaw-dropping power of artificial intelligence in support of your selling process. by Mike Montague, Jody Williamson & Jordan Ledwein

Silver

Michael Norton AI and the Art of the (Human-to-Human) Conversation

Some astonishing advances in information technology have made big headlines in recent months. You probably don’t need me to recap those headlines … but I want to ask you to pause to consider a single,  sobering question those headlines have given rise to among sales professionals. Some of us  ... by Michael Norton

Bronze

Frank CespedesWhat Top-Performing Sales Managers Do Differently

Front-line sales managers hire reps and influence their training, guide rep action plans and ongoing execution from day one, provide (we hope) feedback to reps and so reinforce good selling behaviors, and are fundamental in the success or failure of sales-focused growth and change initiatives. These managers have ... by Mike Schultz & Frank Cespedes

Julie Thomas Harnessing Metrics To Boost Sales Enablement Impact

Selling is hard right now. Every one of my clients realizes that fact. B2B sales professionals are having a difficult time because there are many external factors we can't control—including economic headwinds and the markets. Sure, it’s easy to say “The economy is tanking” and “People are holding back on ... by Julie Thomas

Finalists

George Brontén5 Assumptions Boat Reps Made About Me Last Weekend (And Why Your Salespeople Need to Do Better)

Recently, there was a boat show at a dock near our home and I decided to pop in and take a look at what’s new and exciting. It’s fun to amble down the dock and look at the many options, from motorboats to sailing boats and everything in between. As one would expect, each ... by George Brontén

Julie HansenAi vs. Salespeople: Trust, Empathy and Leadership Insights

As a leader, it’s easy to get caught up in the rush of AI tools promising to do everything but shake your buyer’s hand. However, in B2B sales leadership, striking the right balance between AI-driven efficiency and authentic human connections is critical for your success. by Julie Hansen

Diane HelbigDo Your Homework

We spend a lot of time identifying our target markets so we can ensure we are focusing our efforts. Unfortunately, too many salespeople and small business owners are not doing enough discovery. For example, a company’s target market might be CPA firms. But that doesn’t mean all all CPA firms are prospects. Moreover, in this age of ... by Diane Helbig

Dave KurlanTop Salespeople are 8600% Better at This Than Weak Salespeople

You’re not supposed to mix alcohol and medication, which isn’t an issue for me because I don’t drink and I avoid medication. But those aren’t the only two things you’re not supposed to mix.  You’re not supposed to use mixed metaphors either so I am breaking the rule, incorporating ... by Dave Kurlan

Jay MitchellMAKE THE MOST OF WHAT YOU HAVE: PRACTICE SALES EFFICIENCY

Growth at all costs can seem admirable, aggressive — a tenacious pursuit that sends Rocky to personal victory after punching on sides of beef and running stairs. Yet, even in Hollywood, Rocky does not win the fight in the end. And while your organization might ... by Jay Mitchell

Steven Rosen The Keys to BOLD Sales Leadership

Traditional sales leadership approaches no longer suffice in today’s fast-paced and ever-changing market landscape. To achieve success, sales leaders must embrace a new mindset -- BOLD. Sales leadership acts as a catalyst, enabling organizations to navigate challenges, take risks, engage in ... by Steven Rosen