Anthony Cole Training
MARCH 29, 2024
Putting the best people in the right seats is the biggest problem identified by most business execs, especially as it applies to critical sales roles. In today’s high tech, fast-moving economy, finding the right people who can and will sell for your company is a keystone for success. What can your firm do differently to attain better results and attract top talent?
Engage Selling
MARCH 27, 2024
Going solo is a sure path to failure. Engaging your team isn’t a sign of weakness – it’s a proven way to increase your deal sizes and close rates. For … The post How it Pays to Team Sell first appeared on Colleen Francis - The Sales Leader.
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Iannarino
MARCH 1, 2024
It can be challenging to convey the point I've been making since the publication of Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative. One way to express this idea is that your client should make the decision you would make if your contacts asked you to make the decision for them. To achieve this, you would need to equip them with what they need to make that decision through the sales conversation, including your experience.
Sales Pop!
MARCH 20, 2024
Everyone has a unique mindset, goals, and methods for achieving their desires. However, most are unaware of the gatekeepers residing within their mindsets. The noise within and the ‘no’s preventing them from achieving their business growth and desires. ‘Open minds can open closed doors, and business growth depends on the impact we make.’ Two recent experiences exemplify the harm some do to their potential for business growth.
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.
Cerebral Selling
MARCH 18, 2024
Some of the most common and innocent interactions between sales reps and their managers can also be the most harmful. For example, reps often come to their leaders with questions like: “My customer went dark on me. What should I say to get them back to the table?” “This customer is asking for a 30% discount to get the deal done. Should we agree?” “I asked for a discovery call but the customer just wants a demo.
Force Management
MARCH 14, 2024
If you’re leading an organization that’s selling a solution, whether in an established market or a new vertical, you’re competing for your buyers’ attention. The competition is high – we are all faced with hundreds of sales messages each day. Successful sales organizations know how to consistently rise above the noise and command greater market share.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Engage Selling
MARCH 25, 2024
Don’t make these common mistakes during the end of the quarter rush. It’s time to build a solid, equal, and paced result month after month for long-term success. For more … The post Why You Need to Pace Yourself first appeared on Colleen Francis - The Sales Leader.
Iannarino
MARCH 13, 2024
It is common for large, mature sales organizations to have several salespeople who once acquired new logos, but haven’t signed a new major client in ages. These salespeople won some gargantuan clients because they developed relationships with them and effectively pursued them. Since the contract was signed, these clients have been generating enough commissions that the senior salespeople are comfortable with their income and become complacent.
Sales Pop!
MARCH 4, 2024
The first sales slogan to accept is that upfront, people buy you, not your product or service. Therefore, it is critical to establish a standout brand and focus on being original in how you serve and accommodate clientele and audiences globally. Moreover, trustworthiness is essential. It is always wise to question our unique mindset, ambition with goals attached, and strategies for moving to new heights.
Partners in Excellence
MARCH 6, 2024
Just as selling has evolved, buying has evolved–but differently. Too often, there is an alignment challenge between what buyers need and what sellers do. We seem to be on diverging paths, and this creates problems for both buyers and sellers. What don’t buyers need from sellers? While it’s always dangerous to make generalizations because there are always exceptions, but with that as a disclaimer, let’s focus on what buyers don’t need from sellers.
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.
Force Management
MARCH 28, 2024
Your opportunities, especially at the enterprise level, are rarely ever sold to a single decision-maker. Top-performing organizations have go-to-market teams that successfully navigate buying committees of multiple stakeholders, as well as the parties who influence them, to sell deals at a high value. The best revenue teams have the cross-functional credibility and willingness to have multi-faceted sales conversations that drive a collective “YES” from all stakeholders.
Anthony Cole Training
MARCH 1, 2024
Running a company is very different than managing a sales team, so you need someone skilled in the specific strengths of coaching and motivating your sales team. Companies have choices and often it makes sense to hunt, interview, hire and pay for a full-time sales manager, but this is a position very difficult to fill. It will take time, money, lots of effort and then onboarding to your systems, people and culture.
Engage Selling
MARCH 20, 2024
Great closers are skilled researches. Like detectives, they ask questions, they’re skeptical, always wondering if there’s another person to talk to, a valuable stone left unturned. This healthy paranoia leads … The post Why It Pays to be Skeptical first appeared on Colleen Francis - The Sales Leader.
Iannarino
MARCH 4, 2024
There are people who still believe that the sales contest is between two companies and their solutions. The truth is that the contest is between the salespeople vying for the opportunity.
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
Sales Pop!
MARCH 31, 2024
In today’s digital age, it’s more important than ever for businesses to keep up with the fast-paced changes. This means catching up with new technologies and fundamentally changing how we think and work. Recently, I had an enlightening chat with Govind Balu , a pioneer in the digital transformation field, and I’m excited to share some of the gems from our conversation.
Search Engine Land
MARCH 5, 2024
Google is unleashing multiple measures aimed at improving the quality of its search results beginning today. Google is releasing the March 2024 core update and a number of spam updates (aka March 2024 spam update). Also, Google’s helpful content system has been incorporated into its overall core ranking system. In addition, Google announced several new and updated spam policies that it will begin enforcing through automated algorithms and manual actions.
Force Management
MARCH 19, 2024
When one deal slips, that’s a deal problem. Nobody likes a missed opportunity, though sales professionals accept that some slippage comes with the territory. But when slipped deals are a consistent end-of-quarter occurrence, that’s an organizational problem with serious negative consequences. Companies that can’t rely on forecasts feel ripple effects across the organization, impacting manufacturing, delivery, operations, and finance.
Anthony Cole Training
MARCH 8, 2024
Most sales managers spend less than 10% of their time on coaching, and only one third of managers actually coach their people on a weekly basis. Yet, the Coaching Competency is the most critical part of a sales manager's responsibilities; it is also the most difficult skill set to learn and master. There are many reasons for this, but among them are: the managers themselves were not coached or they had a bad experience with coaching; they were elevated to a team lead or manager position based on
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.
Engage Selling
MARCH 18, 2024
Closing deals shouldn’t be a guessing game—it’s all about the data! See the numbers that top closers rely on numbers to seal the deal. For more strategies like this, check … The post It’s Time to Prioritize the Sales Data first appeared on Colleen Francis - The Sales Leader.
Iannarino
MARCH 3, 2024
If you asked a group of salespeople about the relationship they want with their clients and prospects, you would hear the phrase trusted advisor. No one would argue against the idea that being a trusted advisor is the high-water mark in B2B sales. Unfortunately, too few salespeople reach this summit, mostly because, despite how much their clients may trust them, they fail to provide valuable advice.
Sales Pop!
MARCH 15, 2024
I chatted with Chris McShanag , who knows much about using virtual assistants (VAs) to help businesses grow. Here’s a simple breakdown of our talk. Understanding Virtual Assistants Chris Mechanic introduces virtual assistants as remote workers who can handle various tasks from around the globe. These tasks encompass a wide range of administrative and support functions, such as managing finances through bookkeeping, offering customer support over the phone, and performing various other offi
Search Engine Land
MARCH 22, 2024
Google is now testing AI overviews in the main Google Search results, even if you have not opted into the Google Search Generative Experience labs feature. Google said this is an experience on a “subset of queries, on a small percentage of search traffic in the U.S.,” a Google spokesperson told Search Engine Land. In May 2023, Google opened up a Search Labs section for searchers to opt in to see and use the Google SGE results, that contained AI overviews.
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.
Force Management
MARCH 7, 2024
We've wrapped up another exciting month of podcast episodes, and this time we're bringing you some great tactical conversations on the current best practices in sales from seasoned sales leaders. Whether you're an upcoming leader or are currently managing a sales organization, there are some valuable lessons to be learned from these guests. From preventing deal slippage to mastering customer success to maximizing the value of Sales Engineers and Sales Development Representatives, dig into these
Anthony Cole Training
MARCH 15, 2024
Sales objections typically arise in several key areas during the sales process. The first is when you’re trying to secure someone’s time during prospecting, attempting to schedule a meeting on their calendar and obtain a few minutes of their attention. The second occurs when you are delivering a presentation and seeking a commitment or decision.
Engage Selling
MARCH 6, 2024
Self-promotion will only take you so far. How selling results with proof is the way to win over your prospect. Also – don’t forget to check out: Are You Burning … The post Your Prospect Needs Proof first appeared on Colleen Francis - The Sales Leader.
Iannarino
MARCH 7, 2024
If you want to know what the future looks like, you look for futurists that study demographics and geography. The first book in the One-Up Book Club was this kind of book.
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Sales Pop!
MARCH 4, 2024
It is believed that the trucking business is the foundation of commerce because it ensures continuous movement of things along supply chains, shipping commodities to various places and enabling trade. No matter whether goods are for consumer or raw material purposes, these lorries provide the necessary performance and dependability. Stealthily meandering through diverse landscapes, trucks carry supplies from suppliers to manufacturers and retailers everywhere.
Partners in Excellence
MARCH 10, 2024
Preface: I’m departing from my normal process of introducing a new story about selling. Every once in a while you see something so special, moving, and important, you have to change things. Chloe’s story is just that. I’ve told the story of a variety of others. Some with very distinguished leadership and selling careers. People who have managed 1000s and led multi-billion efforts.
Search Engine Land
MARCH 20, 2024
Google’s March 2024 spam update rollout is now complete. The spam update started March 5, about 15 days ago. The March 2024 core update is still rolling out and will likely continue to roll out for the next couple of weeks. The spam update took 14 days and 21 hours to roll out, starting on March 5, and ending on March 20. Google wrote this morning, “The rollout was complete as of March 20, 2024.” March 2024 spam update.
SaaStr
MARCH 22, 2024
So Redpoint Ventures published some of the slides they recently presented to their Limited Partners (their own investors) here. There’s a ton of good data there, but this one slide stood out to me, because it was put together in a really clear fashion, better than other data sources I’ve seen. And what it says is that even though Seed stage investing remains arguably as strong as ever … Series A hasn’t bounced back.
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.
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