SalesFuel Today

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.

As a new sales manager, you will need to know how to set goals, monitor performance and motivate your team to sell. These responsibilities are vastly different from being a sales star. To succeed, you’ll likely need training and access to the best tools to transition into your role.

The best sales reps know how to ask effective sales discovery questions. But a recent study from SalesFuel found that under half of B2B sales reps prepare discovery questions based on pre-​call research.

SalesFuel announced today that Amanda Levin, Vice President of Project Management & Deployment, has been added to the company’s Leadership Team. The Leadership Team is SalesFuel’s core group of executives responsible for assessing, guiding and monitoring the company’s operations, strategy and long-​​term direction. Levin has been a member of the SalesFuel organization for more than 11 years, having joined the company in 2014. During her tenure, she has held roles across research, business operations and information technology, developing a deep understanding of the

Contract lifecycle management in an important skill that inspires a proactive approach to customer renewals and stronger business growth.

Everywhere you look, there are tips for using AI. But what about in sales? Using AI for sales prospecting can be a powerful way to connect with buyers who are most likely to benefit from your solution.

The labor market has changed significantly in the past 12 months. Employee turnover has dropped as people job-​hug. But the latest research shows that some employees continue to leave organizations. Businesses should understand what’s driving these departures and upgrade their employee retention strategy.