January, 2024

article thumbnail

Letting Our Customers Ask Us The Wrong Questions!

Partners in Excellence

It’s SKO season, yesterday I was leading a discussion with a great sales team. One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. As we spoke, it struck me how we revel in these questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do.

article thumbnail

Mastering the Art of Modern Sales: How Innovative Strategies are Reshaping B2B Sales Dynamics

Iannarino

Wait until you see the massive research project I am working on now, involving comprehensive strategies for improving B2B sales performance. Right now, it involves reading, research, and data analysis to understand the implications of different strategies. But for now, our purpose here is to measure the impact on sales and understand why sales organizations and their teams lose deals they could have won if they had performed better in the sales conversation.

B2B
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Alternatives to third-party cookies: The state of play

Martech

“I’m actually shocked because I really just thought they were going to be regulated away, but yes, they started out with 32 million folks, so it’s happening.” Tara DeZao, product marketing director for adtech and martech at Pega, was reacting to the news that Google had finally begun phasing out third-party cookies. After multiple delays.

article thumbnail

How to Convey Authenticity

Engage Selling

Authenticity is the secret sauce to winning long-term customer relationships. Discover the power of asking and listening to create connections that last! Also – don’t forget to check out: Experienced? … The post How to Convey Authenticity first appeared on Colleen Francis - The Sales Leader.

article thumbnail

Smart Tools & Strong Teams: A People-First Approach to AI in Sales

Speaker: Matt Sunshine, CEO at The Center for Sales Strategy

AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.

article thumbnail

Achieving Sales Team Excellence – the Motivation Competency

Anthony Cole Training

The dream of every dedicated sales leader and the key to achieving sales team excellence is understanding what drives and inspires their people to perform at their highest potential. What are the competencies and behaviors of those leaders who seem so talented at helping others achieve their very best? We rely on the pioneer and #1 sales management evaluation by Objective Management Group to help understand exactly what it takes to ‘motivate’ a sales team.

article thumbnail

Field Sales: How to Improve Your Sales Productivity Quickly

Veloxy

As a sales leader, your efforts directly impact the company’s stability and growth. However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. However, it’s not due to a lack of effort by the sales team. While you may want your sales team to focus on selling, they also spend much time on administrative tasks.

More Trending

article thumbnail

Mastering Competitive Sales: A Comprehensive Guide to Winning Over Your Competitor's Clients

Iannarino

Discover innovative strategies for competitive displacement in sales and learn how to secure the largest clients in your territory.

article thumbnail

Effective Ways to Improve Sales Planning and Add Value for Your Team

Force Management

Many sales organizations struggle with building consistent, qualified pipeline because their sales teams are spending too much time “working around the opportunities.” The key to driving qualified pipeline is focusing your team on the territory, not the opportunities. When your sales team views their territory as their own business unit, they’re more accountable for the forecast and able to execute on next-level pipeline building.

article thumbnail

Curiosity isn’t just for cats

Engage Selling

Embrace curiosity and discover how effective questioning can uncover deep insights from your prospects. Learn the single most important question a seller can ask… Also – don’t forget to check … The post Curiosity isn’t just for cats first appeared on Colleen Francis - The Sales Leader.

article thumbnail

Strong Sales Performance Management Begins with Setting Standards

Anthony Cole Training

The sales performance management activities that we are performing today are creating the results we are achieving today. Many or few, consistent or irregular, planned or impromptu, the sales performance management activities that we, as sales managers, use to motivate, train and hold our sales team accountable are at least partly responsible for the success or lack of success of those we manage.

article thumbnail

How to Coach Reps on Overcoming Sales Objections with Confidence

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Manager

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

article thumbnail

The Growth Opportunities Are Stunning, Why Aren’t We Capturing Them?

Partners in Excellence

My friend, Matt Heinz, posted a fascinating article which reminded me of some market analysis I’d forgotten. It’s from Gartner analysis, now about 3-4 years old, but still relevant. Summarized, at any point in time, as we look at B2B companies (To help us understand it, let’s imagine the total market size is 1000 companies): At any point in time, 3-4% of companies in an industry are actively engaged in a buying effort.

article thumbnail

Hidden Sales Gems for Success

Sales Pop!

Systematic goal setting and tracking progress are essential for achieving your desired success. Although it may appear time-consuming, establishing a rhythm for setting and achieving goals will help you realize success more quickly. Read the guarded sales secrets to help you exceed your goals. Like me, avid goal-setting and achievement may become a newfound habit that works exceptionally well.

article thumbnail

Anthony Iannarino's Six Essential Sales and Leadership Books: A Comprehensive Guide to Success”

Iannarino

Explore the groundbreaking insights and strategies in Anthony Iannarino's series of six books, revolutionizing sales and leadership.

article thumbnail

How to Align Multiple Functions Around Your Sales Negotiation Strategy

Force Management

Many companies mistake sales negotiation as a function conducted exclusively by sellers. We consider negotiation a team effort. In a complex B2B sales environment, it is rare for an individual seller to negotiate an entire deal on his/her own without the support, guidance and active participation from the rest of the organization. There are multiple functions and teams involved in negotiation alongside the sales team.

article thumbnail

Welcome to the Future of Hospitality: Smart Rooms Start Here

Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering

The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling

article thumbnail

Avoiding the Feature Trap

Engage Selling

It’s time to break free from the feature-selling trap! Discover the simple mindset shift that will help you connect the cool aspects of your products to the value and benefits … The post Avoiding the Feature Trap first appeared on Colleen Francis - The Sales Leader.

article thumbnail

Are Your Salespeople ATMs?

Anthony Cole Training

Bank ATMs (Automatic Teller Machines) have been around for a while.According to Investopedia, Barclays Bank of London in 1967 was the first to have an ATM in use. I remember using my first ATM – Jeanie Machine – in Cincinnati in 1979. But the ‘ATMs’ I’m referring to have been around, well a long, long, long time.

article thumbnail

AI, Salespeople, And The “Last Mile Problem”

Partners in Excellence

AI offers tremendous promise to help sellers become much more efficient. A lot of the tasks that take seller time can be more effectively handled with AI tools. Properly used, with the right prompt engineering, AI can help us better understand potential issues our customers face. We can, for instance, ask it for issues facing certain roles. We can ask it to look at certain industries/markets, or types of companies.

article thumbnail

A Step-by-Step Guide to Implementing Custom GPT in Social Media Marketing

Sales Pop!

In the ever-evolving landscape of digital marketing, harnessing the power of AI has become an indispensable strategy for businesses seeking to stay ahead of the curve. One remarkable tool that has captured the attention of social media marketers is Custom GPT. This advanced AI technology, based on OpenAI’s GPT architecture, empowers businesses to create highly tailored content, engage with their audience on a more personal level, and streamline various aspects of their social media marketi

article thumbnail

Breaking The Commerce Bottleneck: Your SAP Exit Plan Starts Now

Speaker: Jason Cottrell and Gireesh Sahukar

Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.

article thumbnail

Exploring the Impact of Long-Form Content versus Short Form Media in the Digital Era

Iannarino

Unveiling the depth and value of long-form content in a world captivated by TikTok and Instagram.

article thumbnail

Start the Year Strong: Resolutions for Each Member of Your Revenue Team

Force Management

There’s no doubt that the way sales organizations and their customers interact has shifted in the past few years. From a new remote-first approach to rapid digital technology advancement, the customer journey is new and requires active participation from more than just your sales team. The companies that succeed in 2024 will be those who adopt a cross-functional revenue mindset , equipping every customer-facing role to articulate and negotiate on the value of their solution.

article thumbnail

A Simple Mindset for Sales Success

Engage Selling

Sales can be tough, but staying motivated is key. Use this practical advice to keep going, one step at a time! Also – don’t forget to check out: How to … The post A Simple Mindset for Sales Success first appeared on Colleen Francis - The Sales Leader.

article thumbnail

How to transform customer experience with AI

Martech

Artificial intelligence (AI) has emerged as a game-changing force for revolutionizing customer experience (CX). With the ability to process vast amounts of data and drive automation at scale, AI empowers brands to deliver personalized, seamless CX journeys that foster loyalty and satisfaction. This article explores how leading companies leverage AI across three key areas — clear messaging, frictionless interactions and tailored experiences — to shape customer experience. 1.

article thumbnail

Automation, Evolved: Your New Playbook for Smarter Knowledge Work

Speaker: Frank Taliano

Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.

article thumbnail

We Make Selling Far More Difficult Than Necessary!

Partners in Excellence

Confession time. I’m terribly lazy. I want to accomplish a lot, but I want to do it with minimal effort. As I look at selling, today, it requires far too much effort—far more than I’m willing to do. After all, we have to send 1000s of emails a day, we have to make 100s of calls, we have to spend hours doing outreach in LinkedIn and other channels.

article thumbnail

5 Tips to Increase Winter Sales

Sales Pop!

For some businesses, a sales slump accompanies winter’s short days and chill. You don’t have to accept that as the default, however. Try some of these tips to help you pivot your sales techniques and grow through the winter. From a foundation of adequate insurance from one of the best business insurance companies to a focus on meeting customers where they are, you can make this winter your best one yet. #1: Foundation of Insurance Business insurance isn’t optional if you want to set yourse

article thumbnail

Unlocking Your Full Potential: A Comprehensive Guide to Self-Development in Sales and Beyond

Iannarino

Explore the transformative power of self-improvement in both your professional and personal life.

article thumbnail

Our Top Podcast Episodes of 2023

Force Management

2023 was a great year for the Revenue Builders Podcast. We enjoyed hosting conversations with some truly transformative leaders, from sales executives at "Unicorn" tech companies to founders of inspiring charitable organizations. Our hosts John Kaplan and John McMahon welcomed over 50 guests whose conversations covered topics like product-led growth, selling to champions and C-level decision-makers, growing your personal sales career and making great sales hires.

article thumbnail

Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.

article thumbnail

3 Steps to be a Better Listener

Engage Selling

Are you really listening to your prospect or just waiting for your turn to talk. Use these 3 strategies to make a meaningful connection and close deals faster. Also – … The post 3 Steps to be a Better Listener first appeared on Colleen Francis - The Sales Leader.

article thumbnail

2024 Predictions: Social media’s evolution

Martech

Marketers will continue to engage with audiences on social media through advertising and organic social campaigns. The space continues to diversify, with more user-generated content inspired by the emergence of TikTok in recent years. And for consumers with money to spend, there are new ways to shop through social commerce. How will these opportunities shake out in the upcoming year?

article thumbnail

What We Miss About Value

Partners in Excellence

The majority of sellers don’t understand value. As a result, the only thing they talk about is the product–it’s features and functions, customers using the solutions, how great their company is, and how the product is better than competition. They don’t understand the customer, as a result, can’t translate what the solutions mean to the customer.

article thumbnail

Leadership Uncovered: Navigating with Simplicity and Insight

Sales Pop!

I just wanted to drop in and share some cool stuff from my latest podcast episode. I had an amazing chat with Summer Davies , who knows a ton about making leaders out of regular folks. We talked about all sorts of things that can trip you up if you’re trying to lead a team, especially in smaller businesses. Here’s the lowdown: The Big Oops in Leadership: It’s pretty common to see someone who’s awesome at their job get promoted to a boss.

article thumbnail

New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

Speaker: Beth Sunshine, SVP, Up Your Culture

When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.