🔮 Predictive Selling is the New Prospecting

📬 Friday, February 20, 2025

Welcome back to Friday, the 8th Friday of 2026! Most parts of the country have started to see hints of spring. 💐 But here in Minnesota? We went backwards over the last 36-48 hours, where parts of northern Minnesota received up to 34” of new snow! ☃️ The Twin Cities had anywhere from 2-5”, just enough to make things white again. Good thing we have our businesses to keep us busy! 🤪

Here’s what you missed this week while you were out selling and growing your business:

1) How To Use CRM Data To Target The Right B2B Audiences 🎯

Unlike broad-appeal ecommerce or B2C brands, B2B companies usually have much smaller groups in their ideal customer profile (ICP), and there’s a corporate layer that masks end buyers and buying committees. Because of that, B2B marketers are often surprised by the methods available to put big-screen narratives in front of the people who need to know about their product or service… Read more here. 👈🏼

📎 Sales Tip(s) of The Week:

In most sales processes, what matters most is that your deal or opportunity moves forward. It might be slow, or the cycles might be long. You, as a sales rep, have an opportunity each and every day to influence your prospects and nudge them towards the finish line (or, at a minimum, a decision on your product/service).

How?

Value-driven engagements.

Providing follow-ups that add value to your prospects is the main driver of moving a prospect along in your sales process. Not only are you guiding opportunities, but you’re also building deeper or broader trust and demonstrating consultative tendencies that set you apart from other competitor sales reps.

Perfection doesn’t exist in the depths of a sales cycle. What matters most is progression.

🦉 Who Is Sales Homie?

To do this, we focus on three areas :

Fractional Sales Leadership, placing a seasoned Sales Executive at any level (Manager, Director, Vice President, Chief Revenue Officer) into your department. For organizations seeking a consultant, Sales Homie offers Consulting Services tailored to meet your organization’s specific needs.

In need of targeted recruiting for your business development teams? Sales Homie Recruiting builds sales teams that drive results for their organizations. Our retained searches offer 180-day placement guarantees, detailed 30-, 60-, and 90-day onboarding plans, and additional benefits.

Coaching and Training programming includes membership in one of our Sales Squads, a sales peer group ecosystem, individual Sales and Business Owner Coaching, plus our quarterly sales education series, the Revenue Hangout.

For more information, please visit our website.

CRM SUPPORTER

The CRM to get your sales organized. Pipedrive users close an average of 28% more deals after their first year. Learn more here. 👈🏼

2) The Economy isn’t Killing Your Business - Your Lack of Leadership Strategy Is 🚦

In the United States alone, 94% of companies never break the $1 million revenue barrier because they lack the systems to scale their leadership and their sales. If you feel overwhelmed, buried in tasks, and stagnant despite working harder, you aren’t facing a “bad market,” you are facing an execution problem... Read more here. 👈🏼

📽️ LinkedIn Live! Sales Homie Office Hours

Sales Homie recently launched our monthly “Office Hours, Live!” series coming up on March 5th, which will take place live on LinkedIn! Log on to the workshop to address any sales challenges that you’re having, or simply log on to hear others’ challenges.

✅ Free to attend; Too valuable to miss.

3) Predictive Selling is the New Prospecting 🔮

Traditional methods of demand generation rely on lagging analytics, such as pageviews, conversions, and form fills. You are tracking engagement after prospects land, analyzing interest after it has peaked. By this time, buyers have already formed opinions and shortlisted alternatives.

Waiting for form fills and account engagements means joining the conversations late. The cost? Longer sales cycles, lost early mindshare, and competitive positioning where you are being compared rather than consulted... Read more here. 👈🏼

📊 Weekly Financial Forecast:

The U.S. trade deficit swelled in December, closing out a year in which the imbalance was essentially unchanged despite efforts by the Trump administration to close the wide gap.

Closing out a tumultuous year in the global marketplace, the goods and services shortfall in December totaled $70.3 billion, the Commerce Department reported Thursday. That marked an increase of $17.3 billion from November and was well above the Dow Jones consensus estimate of $55.5 billion.

If you found this content relevant and helpful, please hit the subscribe button below to receive The Sales Report. You can also follow Sales Homie on LinkedIn and Twitter for more conversation and discovery!