Weekly Newsletter - 11.27.2024

PLUS: Are you tracking the right metrics?

Author

Rafe Houston
November 27, 2024 • Estimated Reading Time: 6 minutes

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Welcome to Sales Intelligence: Sales Force Onboarding, the weekly newsletter for the industry’s senior sales onboarding leaders. Packed with actionable insights and strategies, we’re here to help you navigate market shifts, streamline onboarding, and drive revenue growth in a dynamic and competitive landscape.

By Laura Keith, CEO of Hive Perform

What if the metrics you’re focused on aren’t the ones that really drive success? Hive Perform CEO Laura Keith believes sales teams are often looking in the wrong place. In her latest article, she explains why leading indicators—those controllable daily actions like outreach, follow-ups, and discovery calls—are what truly shape long-term outcomes.

Laura dives into:

  • The difference between leading and lagging indicators.

  • Why leading indicators are more critical now than ever.

  • How focusing on these daily actions empowers teams and builds ownership.

Don’t just measure results—start influencing them. Read Laura’s full insights and discover how to shape your future success.

INDUSTRY INSIGHTS 🌐

🎙️AI's Impact on Sales and Marketing Strategies for 2025

Matt Heinz and Kerry Cunningham delve into the evolving landscape of buyer engagement and the transformative role of AI in sales and marketing strategies. The discussion centers on insights from the 2024 Buyer Experience Report, highlighting significant shifts in buyer behavior and the importance of aligning sales and marketing efforts for long-term growth. Cunningham emphasizes that buyers typically engage with sellers only after completing 70% of their buying journey, challenging traditional sales approaches.

A robust sales strategy playbook is essential for success. This comprehensive guide outlines how businesses can navigate the complexities of modern sales by leveraging well-defined strategies, detailed playbooks, and practical templates.

A sales strategy is the foundation of B2B success, encompassing market approach, customer targeting, and deal closure. By identifying target markets, crafting a unique value proposition, and selecting effective sales channels, businesses can streamline their processes and enhance revenue.

INDUSTRY NEWS 📰

Precise execution in sales, driven by data and AI, is crucial for improving win rates and revenue. By analyzing sales data, companies can identify opportunities and challenges, leading to evidence-based decisions. Korn Ferry's data-driven approach has significantly increased win rates and revenue attainment for top companies.

Excuses are a common barrier to sales success, often replacing productive actions with unproductive justifications. Salespeople frequently blame external factors like bad leads, high prices, or a slow economy for their lack of performance. These excuses, while varied, share a common theme: they deflect responsibility and hinder accountability. Recognizing and addressing these excuses is crucial for personal and professional growth.

An effective method to combat this behavior is the "excuse awareness exercise," where sales teams list their excuses on a visible board. This practice not only highlights the frequency of excuse-making but also fosters a culture of accountability. By making excuses visible and unrepeatable, salespeople are encouraged to take responsibility for their actions and focus on solutions rather than problems.

To truly excel in sales, individuals must shift their mindset from excuse-making to accountability. This involves a commitment to self-improvement, leveraging available tools, and enhancing skill sets. As excuses diminish, accountability grows, leading to increased success and satisfaction in one's work.

B2B cold calling remains a valuable tool for generating leads and building relationships. This guide offers strategies to overcome challenges, emphasizing personalization, technology integration, and ethical practices.

MEME OF THE WEEK 👻

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Sales Intelligence is a Contentive publication in the Sales & Marketing division