SalesFuel Today

Salespeople using soft sales closing techniques can better align themselves and their product with the customer’s needs. Additionally, they set the path toward a mutually beneficial working relationship.

Knowing how to counter objections is an essential skill that has always been important in sales. But only 20% of sellers say “overcoming objections” is a superpower, according to the Voice of the Sales Rep study. Additionally, nearly 40% say it’s a top weakness.

If you’ve been using friends and family members to source candidates to fill your open sales rep position, the results may not have been what you wanted. You’ll get better results by setting up a formal sales hiring process.

Are you making the most of networking events? If you aren’t converting conversations into sales, then the answer may be “no.” You might be wasting valuable opportunities for new business.

Every B2B salesperson can master negotiation skills by blending preparation, empathy and disciplined tactics throughout every deal.

SMBs in your local market are already planning their first-​quarter activities. They also know that the SMB advertising market will change next year. If you’re trying to win their media business, here’s what you need to know.

As time goes by, smart sellers revisit and refresh their sales strategy. Like many other aspects of sales, strategies should evolve along with buyers, technology and other factors impacting the industry.

Are you hoping to promote an employee to a leadership role? Top managers who are in a position to promote individuals should take employee trust into account. When leaders make the right promotion decisions, trust improves and the entire team benefits.

Are you making the most of your network to gain sales referrals? If you aren’t bringing in referrals often, then maybe you aren’t using your network to its full potential.

Want to attract interest from buyers while boosting your own credibility? Make creating and sharing sales videos a habit.

Sales and Marketing Management Editor Paul Nolan leads a panel discussion with SalesFuel's C. Lee Smith and Kathy Crosett as they dive deep into the latest Voice of the Sales Rep research. They discuss findings and analysis about what sales professionals experience, what truly drives high performers, and how AI is transforming sales. Discover why only 40% of reps hit quota, the differences between top and low performers, and the sales manager traits that inspire loyalty and success. You'll also learn about the real-​world impact of sales and marketing alignment, AI readiness,

If you’re tired of hiring sales candidates who don’t perform as you hoped, it’s time to change your recruiting process. Like many employers, you may be using assessments to help you identify top candidates. But if you’re not using sales-​specific assessments or situational judgement tests, you may be missing critical data about candidates.

While talking is essential, engaging in active listening in sales can be just as, if not more, impactful. Today’s buyers want to feel heard and understood.

Learn what 540 media sales professionals are planning for 2026 in this essential webinar. With 58% of media sales managers optimistic about revenue growth, this year’s State of Media Sales Survey reveals critical insights for your success. Discover the emerging verticals driving commissions, the real challenges surrounding AI integration, and proven strategies for selling traditional media in today’s digital-​first world. Explore how the shift to OTT/​CTV advertising is reshaping revenue sources and what it means for your bottom line.

The holiday season can be one of the most challenging times of the year for B2B sales teams. Selling during the holidays requires perfectly timed outreach and cutting through the holiday noise to build meaningful connections and end the year on a high note.