SalesFuel Today

Are you creating sales personas? If not, you may be missing out on an opportunity to optimize lead generation.

Sales managers, do you feel like the most underappreciated employee in your organization? That may be because you lack the required sales manager skills. How can you focus on developing these skills when you’re supposed to manage your reps? It’s not as hard as it sounds.

Is AI in B2B sales becoming the new normal? SalesFuel’s Voice of the Sales Rep study found that AI is primarily used by sellers for customer and business intelligence (cited by 31%).

Tough customers in B2B sales are not just obstacles; they are catalysts that sharpen your skills in patience, empathy, and strategic thinking. When handled well, they often become some of your most loyal and profitable accounts.

Did you know that the average sales manager experiences a 30% turnover rate? Our proprietary research also shows that only 45% of sales managers use a sales skills assessment, like TeamTraitTM, when they are hiring. This simple tip, along with the others I explain below can reduce turnover in your department.

71% of B2B sales reps say price and budget are mentioned in the top objections they hear, according to findings from SalesFuel. This means that the ability to handle price negotiations is a must-​have skill.

A request for proposal, an RFP in sales, is a chance to differentiate and substantiate your company’s value. It’s an exercise that pits you squarely against your competitors and, therefore, requires thoughtful deliberation and purpose.

2022 is poised to be a big year when it comes to advertising. Marketers are feeling as optimistic as ever, and with an election year less than a calendar year away, media companies are about to experience a huge wave of new revenue. But where are your clients planning on investing? Sure, traditional options like TV and print will play a large role, but if you sell audio advertising services, you need to be asking how much your clients are planning on investing in audio in 2022. According to a three-​year study from Audacy, there is a large underinvestment occurring in the audio advertising

No one wants to fall flat during a sales pitch, but unfortunately, it happens. Even the best sellers can fumble their pitch and miss that important connection that drives deals to close.

Is your sales team using AI to its best advantage? Likely not. Many B2B sellers use the technology. But if managers want to know how to increase sales team performance, they need to develop the right mindset about AI.

Business is changing and so are B2B buyer expectations. What traditionally worked is no longer going to wow them. And even what may have been effective a couple of years ago is already shifting. Sellers must shift with it. And those that haven't are feeling the effects.

The Winterberry Group has published year-​end ad market data for 2025 and 2026 projections. When combined with the forecasts made by media sales managers in the most recent State of Media Sales survey, there’s optimism for the advertising outlook.

A BDR in sales is most successful in a structured, research driven, collaborative and tightly aligned process with account executives through the sales pipeline.

When was the last time you took a critical look at your sales funnel? Many sellers think that their funnel is good enough. But they are struggling with closing sales in their expected time frame. This signals a breakdown in their funnel management and review process.