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Articles by Shelley Cernel
Thirty Capital Ventures Deepens Commitment to the Future of AI with Strategic Investments in BlueMetrics and BrikMate
Firm advances its long-term AI strategy by backing applied intelligence shaping how CRE and real-asset businesses make decisions We’re investing in companies that understand how intelligence is applied.
CRE Leaders Save Time, Cut Costs, and Reduce Risk with Lobby AI’s Purpose-Built AI Platform
CRE Leaders Save Time, Cut Costs, and Reduce Risk with Lobby AI’s Purpose-Built AI Platform Lobby AI highlights real-world use cases proving AI’s value in commercial real estate AI in action means results that CRE leaders can trust.
Lobby AI Launches Mobile App, Bringing Finance-Trained AI to CRE Leaders On the Go
Lobby AI introduces mobile access, puts portfolio intelligence, lender-ready reporting, and capital stack strategy in the palm of your hand. CRE doesn’t happen behind a desk. It happens in the field, in meetings, and on the move.
CRE Data Security at Risk: Lobby AI Calls for Purpose-Built AI Solutions
Lobby AI urges commercial real estate leaders to prioritize privacy, compliance, and purpose-built solutions in the AI era Generic models weren’t built for the complexity of CRE finance, and they certainly weren’t built to safeguard private institutional data.
Lobby AI Leads Movement Toward Industry-Specific AI for Commercial Real Estate
Lobby AI Leads Movement Toward Industry-Specific AI for Commercial Real Estate Lobby AI highlights the shift from generic AI to industry-specific solutions built for commercial real estate AI isn’t a buzzword anymore; it’s a competitive advantage.
The Academy of CRE Opens Fall 2025 Enrollment for Debt and Equity Optimization Course
The Academy of CRE Finance and Innovation Flagship program prepares CRE professionals to optimize capital strategy, while corporate solutions close the skills gap for incoming talent.
Defease With Ease | Thirty Capital Launches Lobby AI: Purpose-Built Artificial Intelligence for Commercial Real Estate
Defease With Ease | Thirty Capital Launches Lobby AI: Purpose-Built Artificial Intelligence for Commercial Real Estate Lobby AI: You already have the data. We make it useful. Purpose-built AI tool gives CRE leaders real-time answers from their data, streamlining decisions across financials, debt, and asset performance. We designed Lobby AI to be different.
Sales Enablement Resolutions for Successful Reps
As 2017 comes to a close, it is already time to start thinking about and preparing for a new year, new business goals, and new sales targets. Despite the hustle and bustle of the season, now is when you should reflect on the year past, refocus, and prepare for the busy year ahead. And while resolutions are typically made with regards to personal and lifestyle goals, they are just as applicable in the workplace to motivate and encourage performance throughout the upcoming quarters.
6 Ways Sales Can Use Sales Enablement to Impact the Bottom Line
The top priority for sales leaders is increasing sales and revenue, but only 1/3 of reps meet or exceed quota. Learn six ways sales teams can use sales enablement to optimize its use throughout the organization, get ROI, and impact the bottom line. 1. Recruiting According to data from ManpowerGroup, the sales representative position was the second hardest job to fill in 2015.
5 Ways Sales Technology Improves Rep Performance
The B2B purchase process is constantly evolving, with increasing complexity in the purchase process, greater buyer expectations, and shifting funnel dynamics. Sales technology, too, has come a long way in just the last decade. New tooling has disrupted the sales process and changed the way that reps engage and communicate with prospects, customers, and coworkers. Now, having the right sales stack can transform the sales team and drive bottom line results.
8 Reasons Your Sales Reps are Losing Deals
Good sales managers and sales reps won’t just accept that a deal was lost – they’ll want to know how it can be prevented in the future. In understanding the reasons your team is losing deals, you can take the steps necessary to make changes and boost revenue. So take a step back and evaluate your sales process. Making one or more of the following mistakes can deter a prospect, stall a deal, and even cost you the opportunity.
Account-Based Selling With Sales Enablement
Account-based selling (ABS) is one of the hottest B2B sales trends in 2016, and it doesn’t show signs of slowing down any time soon. It is changing sales processes and the way that sales teams and individual reps sell. Let’s take a look at what exactly account-based selling is, what is driving this trend, and how sales leaders can use sales enablement to help execute a successful ABS strategy within their organization.
Sales Enablement Resolutions for Successful Reps
As 2016 comes to a close, it is already time to start thinking about and preparing for a new year, new business goals, and new sales targets. Despite the hustle and bustle of the season, now is when you should reflect on the year past, refocus, and prepare for the busy year ahead. And while resolutions are typically made with regards to personal and lifestyle goals, they are just as applicable in the workplace to motivate and encourage performance throughout the upcoming quarters.
How to Hit Year-End Revenue Goals
A lot of people look forward to this time of year, with the start of holiday festivities, time with family and friends, and the thrill of upcoming vacations. But for sales, it can be hectic and stressful, with immense pressure to over-perform. Indeed, Q4 is the final chance to hit quota and contribute to the organization’s revenue goals. These last few months are a crucial time to drive revenue, but don’t worry – it’s not too late to prepare for any last-minute panic.
Sales Coaching Tips for the Modern Manager
With the pressure to hit higher sales goals than ever before, today’s sales managers are increasingly turning to new coaching techniques and technologies to help their teams drive revenue. Sales coaching, in particular, can make a huge difference in sales rep performance, and sales managers who do not invest the time and resources into coaching are missing out on a valuable opportunity to develop their salesforce.
Boosting Sales Productivity with Sales Enablement and Analytics
Sales productivity is a challenge for almost every B2B organization. And the pressure to meet or surpass revenue goals is only increasing, with over half of sales teams expected to hit revenue goals that are at least 20% higher than the year before (Forbes). But when only 1/5 of your sales team makes quota, how will you hit your number? Further, inefficient, ineffective sales processes can cost businesses millions of dollars in lost revenue each year, according to a recent survey by Adobe.
The Race for Sales Success
The Olympics is a celebration of the determination, willpower, and achievements of thousands of athletes from across the globe, the culmination of years of dedicated training and hard work. In a grueling yet powerful display of athleticism, competitors push themselves further than they thought possible as they seek seemingly impossible goals.
The Myth That’s Hurting Your Sales
“Myths which are believed in,” wrote George Orwell, “tend to become true.” And when that myth is based on a statistic that discourages companies from directly engaging and conversing with prospective customers early in the sales cycle, it hurts sales and, ultimately, business. The myth I’m referring to is the supposed trend toward delaying communication with sales reps until late in the buying cycle.
How to Hit “Impossible” Sales Goals
Most sales reps are probably well aware of the concept of “stretch goals” – those objectives that are difficult to achieve but attainable with some additional effort and focus. And in the world of sales, those goals are more often than not connected to quota. Every sales team and each rep has certain numbers they must hit each month, quarter, and year. But just because those numbers exist doesn’t mean that reps know how to go about meeting quota.
4 Steps to Effective Marketing and Sales Communication
It’s no secret that there is often tension between sales and marketing at B2B organizations. This situation is only exacerbated by the oft-present silo mentality, where departments operate as individual units. In fact, Forrester data shows that only 8% of B2B companies have tight marketing and sales alignment.
4 Steps to Effective Marketing and Sales Communication
It’s no secret that there is often tension between sales and marketing at B2B organizations. This situation is only exacerbated by the oft-present silo mentality, where departments operate as individual units. In fact, Forrester data shows that only 8% of B2B companies have tight marketing and sales alignment.
Selling to the Modern B2B Buyer
The ever-evolving B2B selling space, increasingly complex sales process, and changing buyer expectations present new challenges for B2B sales teams on a daily basis. At the same time, traditional sales processes are becoming less effective. In order to remain competitive and hit revenue goals, it is critical that sales reps understand the shifting landscape, why these changes are happening, and how to sell to the modern B2B buyer.
5 Ways a Sales Enablement Tool Adds Value to an Account-Based Selling Strategy
Account-based selling (ABS) is one of the hottest B2B sales trends for 2016 and is quickly becoming the go-to-strategy for organizations that want to maximize their sales potential. Account-based selling is a B2B sales model that considers accounts to be markets of one, as opposed to the more traditional lead-based or contact-based approaches.
B2B Buyers Are Calling for a Change in How You Socially Sell to Them on LinkedIn
According to recent LinkedIn reports, B2B buyers seek insights and conversations with vendors on social media. In fact, 2 in 3 are open to connecting with a new vendor and 3 in 4 are ready to have a conversation with a new vendor on social media.
How to Create Sticky Social Media Content
What Is “Dark Social” and Is It Something You Should Care About? What Is “Dark Social” and Is It Something You Should Care About? If you work for a social brand and have ever needed to dig into a traffic source report using your favorite web analytics tool, you may have noticed a giant bucket of ‘direct’ traffic and thought to yourself what is this? Are that many people really typing in “simplymeasured.com/blog/darksocialblogpost” into their browser?
5 Ways to Improve Your B2B Customer Experience
Customer experience has long been a priority for B2C companies, but it hasn’t been a focus for B2B organizations until more recently. The B2B selling space is evolving, funnel dynamics are shifting, and buyers are becoming better informed. Perhaps the most significant changes are the shift in the balance of power in the B2B purchase process, from the vendor to the buyer, and the changing expectations that prospects have of sales reps.
6 Ways to Overcome Sales Productivity Pitfalls
We all have too much to do and too little time. Sales reps in particular have a full plate, from cold calling and following up with prospects to setting and preparing for meetings. It’s easy to get distracted, off-task, or even overwhelmed, and the end result is that sales productivity suffers. Unfortunately, the efficiency, effectiveness, and productivity of the sales force has a direct and significant impact on revenue.
6 Steps to a Data-Driven Sales Strategy
“You can’t manage what you don’t measure.” – Peter Drucker, father of modern management theory “If you cannot measure it, you cannot improve it.” – Lord Kelvin, famed mathematical physicist and engineer The B2B selling space has seen a digital transformation in recent years, where the power of data and analytics can no longer be ignored. Data is how you know what is working, areas you can improve, and opportunities for new sales strategies.
Sales and Trial Law Have More in Common than You Think… Except in One Crucial Area
At first glance, salespeople and lawyers don’t appear to have much in common. Practicing law requires extensive formal education and certification; many salespeople begin their careers after receiving their bachelor’s degree. Lawyers are often called book smart; salespeople have “situational intelligence.” Lawyers may spend dozens of hours preparing for a case; salespeople rarely have that benefit.
Do Your Sales Prospects have FOMO?
Today’s B2B buyers have more choices and possibilities than ever before, and the Internet and all of the information online ensures buyers are even more educated. But the downside to having so many options is that buyers often worry about whether they are making the right choices or potentially missing out on something better. As humans, we are innately motivated by what we don’t have and the anxiety of opportunity cost. FOMO stands for “Fear Of Missing Out”.
5 Questions to Consider if Your Sales Forecast is Off the Mark
Big businesses conduct deep research and analysis, forecasting sales and measuring results against projections. For a company to be successful, sales managers must perform without being pulled in too many different directions, or overwhelmed with too much customer data. One of the first things to focus on is getting a better understanding of what’s not working.
Social Selling for the Modern Sales Professional
The social selling revolution is upon us. And as the B2B landscape evolves, strategies need to adapt accordingly. The social selling approach has been bouncing around the sales space for a while now, but what does it really mean? In short, social selling refers to placing focus on building relationships and adding value to prospects selflessly. Sales increase because of genuine trust and personal capital.
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