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A Brief History of Sales Technology

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BY GEORGE BRONTÉN Sales technology has certainly changed across the decades. From the first Rolodexes to today’s massive, AI-equipped juggernauts of automation with all the bells and whistles, we’ve come a long way. To celebrate (and evaluate), here’s a brief history for your enjoyment. Early Tools Were Designed For Record-Keeping Everyone knows that the Rolodex, invented in 1956, was one of the earliest forms of “CRM” to enter the scene. The Rolodex was a way to manage the dozens and even hundreds of business cards a salesperson might accumulate. It was another thirty years before the Rolodex gave way to new technology.…

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Human Content: What It Means & Why It’s Important

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by Marcus Sheridan Every day, your potential customers are bombarded with thousands of brand messages. Most of them? Robotic, overproduced, and instantly forgettable. And as AI enters the mainstream, that noise is only getting louder. So how do you stand out? By sounding unmistakably human. Because today's buyers don't just want answers, they want to hear from real people who understand their problems and have lived their frustrations. Human content builds trust, sparks emotion, and creates real connections. It's felt. It's remembered. It moves people to act. The Markers of Human Content What separates a human voice from the sea of…

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AI is kicking off the next revolution of B2B PLG

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by ELENA VERNA Product-Led Growth (PLG) changed the game. Instead of being sold bloated software over steak dinners and locked into multi-year contracts, customers started choosing products that actually solved their problems - tools that were easy, delightful, and self-serve. But even with PLG, you were still hunting for the best-fit product. You’d trial, compare, and compromise. Most of the time, you ended up paying for a bloated platform just to use one tiny feature. Enter Lovable, which flips that script - and unlocks a market dynamic we’ve never seen before. If PLG was about finding the right/best product on your…

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How I get fired up for my cold calls, insights from my 18 years in sales (+ tips for reps)

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Written by: Davidson Hang When I was in 5th grade, I was voted “Most Reserved” in the yearbook at Dewey Elementary School in Cherry Hill, NJ. I had just moved back to Jersey after bouncing around SoCal. I was a shy kid, nervous about making new friends. No one would expect me to go into sales, a field that’s all about forging new relationships. Yet, I started my career in sales at 19 years old. I was just a kid with a phone, a quota, and crippling self doubt. Today, I’m the Head of Business Development at Untap Your Sales Potential. I’ve made…

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Ethical Marketing Can Clarify Muddled Data Use and Marketing Goals

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by Karie Burt B2B marketers are often pushed and pulled between opposing forces, leading to murky data strategies and unclear marketing goals. With regard to data, B2B marketers often are under pressure to expand their audience in a quest for scale while balancing the need to focus on highly targeted personas who are the most relevant to maximize efficiency and results. And you can throw in another conundrum: Marketers must now adhere to strict privacy regulations, but they are driven to amass ever increasing customer data to reach customers more effectively. As for goals, B2B marketers are supposed to be "customer…

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To Engage with B2B Buyers, Don’t Put the AI Cart Before the Content Horse

By in Artificial Intelligence and Machine Learning Tag , , , ,

By Ardath Albee  Source: Adobe Stock GenAI offers opportunities for marketers spanning from creating B2B content to workflows to analysis. One of the biggest priorities for B2B marketers with AI is efficient content creation. Fifty percent of marketers use it to create content and 51% use it to optimize content. Yet only 31% have accuracy and quality concerns about AI. While GenAI’s capacity to analyze data at record speeds, spot patterns in seconds, and logically put one word after another is impressive, there must be a deep foundation to enable relevant content creation that resonates with your audience. The foundation needed to enable…

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Elevate Your Small Business with These Strategic Digital Solutions

By in Business Management Tag , , , , ,

Photo via Pexels In the competitive landscape of today’s digital era, small businesses must strategically adopt digital tools to remain relevant and competitive. The right digital solutions can enhance operational efficiency, improve customer engagement, and drive business growth. From online education to advanced CRM systems, these tools offer small businesses the opportunity to refine their processes and expand their reach. By embracing technology, small businesses can not only streamline their operations but also position themselves for long-term success. Boost Your Business with Online Learning Enhancing your skills through online education can significantly impact your business success. By enrolling in an…

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Objection Handling: 44 Common Sales Objections & How to Respond

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by: Mark Burdon High-performing sales professionals aren’t triggered to surrender by a sales objection. Instead, they use objections to craft personalized value propositions to differentiate their company, their offerings — and ultimately close the deal. As a long-time sales and business development professional, I’ve always seen sales objections as guideposts along a buying process: they tell me what a prospect needs to move forward. When overcoming objections in sales, salespeople must be curious, intuitive, and empathetic enough to ask questions that motivate prospects to disclose their objections instead of just ghosting the salesperson and leaving them wondering why. Download Now: Free…

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LLMs are driving referral traffic – but what about engagement?

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by Jason Tabeling From answering complex queries to generating creative content, large language models (LLMs) like ChatGPT, Gemini, and others are becoming integral to how users seek and consume information online.  This technology presents a paradox for brands and website owners: the potential for new avenues of traffic generation alongside the growing challenge of zero-click results. The initial excitement surrounding LLMs often focuses on their ability to simplify workflows and provide instant answers. However, for businesses that rely on website traffic for leads, sales, and brand visibility, the implications are far more nuanced. While LLMs can act as powerful referral engines, directing users to…

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Strengthening the Leadership Pipeline: Identifying and Developing Middle Managers for Senior Roles

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By Lin Grensing-Pophal Most organizations are arranged in a pyramid-shaped hierarchy, with large numbers of frontline workers reporting to a smaller group of managers, who in turn report to an even smaller group of directors and VPs, all the way up to a single CEO. Even in organizations that claim to be “flat,” some level of hierarchy is necessary for decision-making and structure. If we invert this pyramid, it resembles a funnel—managers are often promoted from frontline roles, and senior executives are often selected from middle management. Naturally, developing middle managers into senior leaders is a key priority for organizations…

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