Sales & Marketing Management

Your sales funnel is a dynamic system that requires consistent attention and refinement. Here are some effective steps for building a B2B sales funnel that converts cold leads into loyal customers.

Every stage of the customer lifecycle presents an opportunity to build trust, strengthen relationships and position yourself as more than just a service provider. Companies that get this right aren’t just vendors; they’re trusted partners.

One-size-fits-all sales coaching approaches often fail to address the unique challenges and dynamics specific to each sales function. Timely and specific coaching is vital for sustaining both deal flow and momentum through pipelines.

James Chitwood, author of “Leadership Is Not Enough,” says companies should stop overinvesting in hero leaders and recognize that when you establish a true performance culture, workers continue to excel whether or not the leader is there.

AI-generated content is here to stay, but authenticity remains non-negotiable. If AI-generated content doesn’t align with a brand’s established aesthetic, tone and values, it risks looking generic, or worse, inauthentic.

By teaching new sales hires to facilitate the buy side first it’s possible to close more by helping prospects take the right steps more quickly.

Sabina Nawaz is an executive coach and former Microsoft manager whose new book, “You’re the Boss,” provides insights on a wide range of challenges, traps and best practices for new managers and veterans alike.

Humanizing your email outreach means more than personalizing the recipient’s name; it’s about creating a sense of presence. Video emails get noticed.

Technology isn’t just a nice-to-have; it’s a survival tool for small businesses – one that’s essential for growth. The entrepreneurs who thrive in 2025 will be those who stick to sound business fundamentals, keep refining their marketing approach, and embrace new tools and technologies to stay ahead.

Your company’s capacity for self-sufficiency in dealing with client queries or problems displays your business acumen and saves people time. In turn, they’re more likely to promote your enterprise to others – growing your brand and building its reputation.

There is a growing sense of disconnection and dissatisfaction among new sellers, as many report feeling burned out. This highlights the urgent need for a more balanced onboarding approach.

We used NotebookLM, an AI-powered collaboration tool that creates audio summaries, to pull out the highlights of our Focus Report feature on the leadership style of Donald Trump.

Britt Yamamoto shares insights from his book, “The Soil of Leadership,” in which he shares lessons learned on a sustainable farm in the Japanese countryside and how they can be applied to business leadership roles.