Iannarino
OCTOBER 4, 2023
Bad questions are bad selling. You need a client-centric sales approach, one with effective strategies and a value-driven sales methodology.
Salesforce
OCTOBER 12, 2023
Everyone wants generative AI applications and their groundbreaking capabilities, such as creating content, summarizing text, answering questions, translating documents, and even reasoning on their own to complete tasks. But where do you start? How do you add large language models (LLMs) to your infrastructure to start powering these applications? Should you train your own LLM?
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Membrain
OCTOBER 4, 2023
“As goes the manager, so goes the team.” This common sales industry expression is actually more true than we realize, according to Carole Mahoney, author of Buyer First and founder of Unbound Growth.
Engage Selling
OCTOBER 23, 2023
Solve problems, don’t push products. Successful selling comes from being a problem solver and here’s how to align your mindset accordingly… Also – don’t forget to check out: Turn Objections … The post This Mindset Can Cost You Sales first appeared on Colleen Francis - The Sales Leader.
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.
Openview
OCTOBER 9, 2023
The greater Boston area claims a number of savvy, if under-the-radar, investors as residents. We asked VCs about the ones to know.
Anthony Cole Training
OCTOBER 6, 2023
Sales organizations typically have plenty of sales data due to the growth and usage of CRM systems, critical to capturing the activities that are occurring with the sales team. But effective coaching with sales performance data often becomes the greater challenge with sales managers and leaders. In our coaching platform, we offer several tools to help in this area and one of the most effective, easy to understand and utilize is sales data insight that comes from regular Sales Huddles.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Pop!
OCTOBER 19, 2023
Transforming Sales and Marketing Alignment: The Rise of the CRO In the ever-evolving landscape of business, the harmony between sales and marketing departments has been a long-sought-after goal. In this article, we delve into the transformative role of the Chief Revenue Officer (CRO) and how it is reshaping the traditional boundaries between these two crucial pillars of an organization.
Force Management
OCTOBER 24, 2023
It’s easy to find a sales training company to help you enable your teams. Google it and you’ll find plenty of options that run the gamut of experience and cost. The challenge lies in finding the right sales transformation solution to help you solve the challenges you’re currently facing and drive the outcomes you need.
Engage Selling
OCTOBER 18, 2023
Successful selling requires being able to clearly articulate the value of your product or service. Here is a simple test to see how well you are communicating… Also – don’t … The post Does Your Value Pass this Test? first appeared on Colleen Francis - The Sales Leader.
Veloxy
OCTOBER 5, 2023
In the ever-evolving digital landscape, LinkedIn InMail has emerged as a powerful tool for professionals to connect and engage with their target audience. For example, an InMail is 3 times more likely to be accepted than a cold call, and 6 times more likely to be opened than a cold email. But how can you harness the full potential of this feature to boost your networking and business efforts?
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.
Anthony Cole Training
OCTOBER 27, 2023
If you are in charge of managing a sales team to reach sales goals, you must ask yourself this critical question; “Am I an effective sales coach?
Iannarino
OCTOBER 31, 2023
Today is the release day for The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.
Sales Pop!
OCTOBER 5, 2023
Repeatedly using the same strategies because they are easy and work for now will never contribute to advancements. The better approach is to ask ourselves, ‘How long will it continue to work – or is something better awaiting our desire? Today, two common themes in articles are that employees prefer hybrid work versus obeying a mandate to be in the office and that self-care plus meditation empowers our mind, body, and spirit to do our best.
Force Management
OCTOBER 19, 2023
Competitive differentiation is at the core of every organization’s sales strategy. It’s why customers choose your solution and why sellers get excited about bringing your product to market. As markets change, though, customer needs change too. It’s possible that your differentiation may need to adapt to fit these changing customer behaviors.
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
Engage Selling
OCTOBER 30, 2023
Want to earn a prospect’s trust? It’s all about consistency. Learn how including avoiding this common mistake… Also – don’t forget to check out: This Behavior Rules Sales! The post The Perils of Exceeding Expectations first appeared on Colleen Francis - The Sales Leader.
Partners in Excellence
OCTOBER 27, 2023
Early in my selling career, I was in a short training class. We were being taught how to “mirror” our customers. The concept of mirroring is it was a means of better connecting with the customer. We learned that if a customer leaned forward in their chair, perhaps indicating interest, we should lean forward. Likewise, if they leaned back we leaned back; if they swore, we swore; if they farted…… OK, I’m getting carried away with this explanation.
Anthony Cole Training
OCTOBER 20, 2023
Every time we onboard a new client, we have a kickoff event where we lay the foundation of the sales process we teach at Anthony Cole Training Group.Inevitably, at some point during that kickoff event we talk about dealing with the competition, specifically how to differentiate yourself from the competition you will face.
Iannarino
OCTOBER 16, 2023
For as long as I have been writing here, I have written about the importance of mindset. Your mindset is critical, and selling is in some ways different from other business roles. If you were an accountant, you would not be competing with several accountants. You may have a problem making the numbers balance, but the numbers won’t choose another person to tally your balance sheet.
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.
Sales Pop!
OCTOBER 31, 2023
Are you grappling with the challenge of finding the right prospects for your business? Do you often find yourself overwhelmed by the task of prioritizing and selecting accounts that truly merit pursuit? In this insightful blog post, we will delve into the world of prospecting, account selection, and the transformative impact of data-driven strategies.
Force Management
OCTOBER 12, 2023
This month, the Revenue Builders Podcast featured some great deep dives into tactical sales strategies. Each episode covered a different element of a great sales motion, breaking it down step-by-step in conversation with seasoned leaders and experts with years in the industry. The result is a collection of hard-earned lessons, blueprints for success, and golden nuggets of advice that can only come from leaders who have been in the barrel.
Engage Selling
OCTOBER 16, 2023
Handling objections can be a real challenge for salespeople. But here’s a tip: rather than viewing objections as roadblocks, think of them as opportunities to have a conversation with your … The post Turn Objections Into Opportunities first appeared on Colleen Francis - The Sales Leader.
Partners in Excellence
OCTOBER 31, 2023
This morning, as a drank my morning coffee, I went through my email and social feeds. You can guess what I encountered. At first I chuckled, I thought, “These people have a great sense of humor and irony! Who could imagine such really awful prospecting. They must be playing with Halloween and “Trick or Treat.” In the spirit of the Holiday, I responded to a few.
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.
Anthony Cole Training
OCTOBER 13, 2023
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 aspects that make up an effective coach including coaching consistency, asking enough questions, the ability to stay in the moment while coaching, having a passion and supportive beliefs for coaching, not rescuing salespeople and being effective at getting commitments from salespeople.
Iannarino
OCTOBER 14, 2023
You cannot enforce accountability among your staff without reviewing the outcomes each member of your team self-reports. Even though you have a CRM that reports each member’s activity and outcomes, you are better off with each person directly reporting how they did in the last week. Your meetings should boost accountability, while also helping salespeople see what is possible and what it takes.
Sales Pop!
OCTOBER 25, 2023
In the world of business, referrals are often hailed as the golden ticket to growth and success. However, many individuals and companies find themselves wrestling with the challenge of generating referrals. It can be a perplexing endeavor, leaving you wondering why your efforts aren’t yielding the expected results. In this blog post, we’re going to delve into the art of generating referrals without resorting to traditional tactics and asking for them.
Force Management
OCTOBER 5, 2023
As we approach 2024, sales leaders face a critical task: setting the right priorities for your Sales Kickoff event. The past year, marked by economic downturns and shifting market dynamics, may have presented new challenges for your sales team. Those challenges can be opportunities for your team to learn and strengthen your approach in the coming year.
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Engage Selling
OCTOBER 25, 2023
Is your follow-up game falling short? Strategic, persistent outreach without stalking will increase your sales. Here’s how… Also – don’t forget to check out: This Mindset Can Cost You Sales! The post This Behavior Rules Sales first appeared on Colleen Francis - The Sales Leader.
Partners in Excellence
OCTOBER 12, 2023
We all know customer retention is important. Creating great customer experiences, making sure we deliver on our commitments, keeping them happy are critical. We are all familiar with the “bow tie” chart, showing the importance of not only retaining, but growing and upselling. And most of the strategies seem built around customer retention.
Membrain
OCTOBER 11, 2023
Sales professionals like to talk about the concept of “value.” “Selling on value,” “Value based sales,” “Sell value not price.” These are important in complex sales , but I’ve noticed that we don’t always agree on what the word “value” actually means.
Iannarino
OCTOBER 26, 2023
Much of the time, without meaning to, salespeople use language that is self-oriented. Some part of this self-orientation comes from how salespeople are taught and trained. For example, you may have been taught to disqualify your prospective client, ensuring you are only talking to them so you can convert them. In first meetings , many sales reps still use a legacy approach that starts with a presentation about their company, clients, and their solutions, even though they should know better by no
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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