Iannarino
JANUARY 8, 2023
When asked about whether they provide sales coaching, sales managers will often explain they don't have the time to do so. This is true, even when salespeople want more coaching to increase their sales effectiveness. The sales manager would also benefit from having a sales force that wins more deals.
Cerebral Selling
JANUARY 23, 2023
In sales, customer objections are a fact of life. But running into the same objections time and time again can make selling feel more like Groundhog Day, especially when you know they’re coming! Maybe you have one of the more expensive solutions on the market and have to routinely defend your pricing. Perhaps you work for a boutique firm or startup and constantly deal with questions about your size, youth, or perceived lack of experience.
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Force Management
JANUARY 19, 2023
If you’re a leader in a high-growth tech sector, you’ve probably heard the phrase “unicorn company.” It’s the dream of any tech startup – to reach a valuation of $1 billion without an IPO. But what do companies in this coveted spot have that puts them so far ahead of the competition? Conventional wisdom points to a great product, but we know that’s not the whole story.
Membrain
JANUARY 11, 2023
Sales automation is often touted as a route to greater sales efficiency. Companies like Salesforce and hundreds of smaller point solutions promise to save your salespeople time, if you only spend more money and increase the complexity of your sales stack with their automation tools.
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.
The 5% Institute
JANUARY 15, 2023
A sales SWOT Analysis is a powerful tool that can be used to optimize sales strategy and make sure each step of your plan has the best chance for success. This guide will walk you through each step of the process, from gathering information about your customer base to assessing your strengths and weaknesses in order to implement an effective sales plan.
Engage Selling
JANUARY 31, 2023
Are you in a slump and not selling effectively? Here are tips that’ll help you reverse that and start succeeding again. The post How to Pull Yourself Out of a Slump first appeared on Colleen Francis - The Sales Leader.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Iannarino
JANUARY 16, 2023
Occasionally, even successful salespeople find themselves in a sales slump, where their pipeline isn't working as well as it has in the past, and they are struggling to create or win new business. This can be a difficult time for a salesperson, as they may be uncertain of what to do to improve their sales performance.
Veloxy
JANUARY 18, 2023
Sales teams are increasingly adopting a digital-first strategy and focusing on connecting with prospects who tend to prefer self-directed buying tasks. Offering in-person meetings, performing product demos in front of prospects, attending professional events, and engaging in door-to-door selling can help your sales team stand out in this increasingly digital environment.
ClickFunnels
JANUARY 18, 2023
The post 10 Ways To Create A Killer Landing Page For ClickBank Products appeared first on ClickFunnels. Affiliate marketing is a great way to make money online. This is especially true if you are a beginner because it allows you to learn digital marketing by selling someone else’s products. Clickbank, the most popular affiliate marketing marketplace in the world, is probably the best place to start.
Sales Pop!
JANUARY 21, 2023
In my last article, I discussed the vital importance of understanding customer preferences in sales , and provided examples from my own company of how this is done. Now, what about your preferences? How deeply do you evaluate your company’s preferences when selecting a platform or system? Let’s see how this should happen, and again we’ll provide examples from Pipeliner CRM.
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.
Engage Selling
JANUARY 19, 2023
What’s my million-dollar objection handling strategy? It’s simply this: use examples of your current customers to handle all objections. The post My Million $ Objection Handling Strategy first appeared on Colleen Francis - The Sales Leader.
Anthony Cole Training
JANUARY 26, 2023
This year, we're celebrating a huge milestone- 30 Years of Anthony Cole Training Group. In 1993, Linda and Tony Cole decided to start their own training and development company. In this video, Tony shares 5 things that have helped us grow and serve others in these 30 years.
Iannarino
JANUARY 29, 2023
One element of sales performance management is conducting a sales performance review of each salesperson on your team. There is always variability in a sales organization, with some reps producing better results than others. The objective of the sales performance review is to assess each rep's results and help them improve.
Cerebral Selling
JANUARY 6, 2023
Email prospecting is one of the simplest and most widely-used strategies for generating sales leads. It’s also one of the most overused and abused. If you’re not doing it right, it can not only be a colossal waste of time but can also damage your personal and corporate brand. About 320 billion emails are sent and received daily around the world, increasing at a rate of about four percent every year.
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
ClickFunnels
JANUARY 26, 2023
The post What is Payments.AI & How Does it Work With ClickFunnels 2.0? appeared first on ClickFunnels. ClickFunnels 2.0 is finally here! With it comes a whole swathe of new features — a full-blown CRM, visual funnel editor, course creator, membership site, eCommerce functionalities, and lots more… …such as Payments.AI If you’re a member, you might have noticed this tab in your ClickFunnels 2.0 menu… That’s your direct access to our Payments.AI platform.
Sales Pop!
JANUARY 16, 2023
Long ago but close by, the leadership style was to have an arrogant leader in charge demanding how work is to be. Worse was the inherent need to accept new ideas on approaching prospects and clients on a perceived better footing, but the idea was scorned. But the worst scenario was the lack of willingness to listen to someone who wasn’t a white male.
Engage Selling
JANUARY 12, 2023
Referrals are the best way to generate leads. Yet, most sellers ask for them in a terrible way that produces no results. The post The Wrong Way to Ask for Referrals first appeared on Colleen Francis - The Sales Leader.
Anthony Cole Training
JANUARY 19, 2023
The sales 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 behaviors and activities that we, as sales managers, use to motivate, train and hold our relationship managers accountable are at least partly responsible for the success of those we manage.
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.
Iannarino
JANUARY 27, 2023
There is nothing worse than having to mark an opportunity record in your CRM as "closed lost." The second-worst prompt is "closed lost reason." The field in your CRM may have a drop-down menu, so you can easily document the reason you lost the deal. It stings a little to acknowledge that another salesperson won the client's business. It is proof your competitor did something different, something that gave them an edge in creating a preference.
Cerebral Selling
JANUARY 14, 2023
This guest post was written by Alex Cook , Manager, Enterprise Sales at Klue. Year-end can be the most exciting time in sales. It can also be the hardest. As an AE, you may be blowing through your number, signing deals, and having the time of your life. You could also be well behind your quota, struggling to stay motivated and worried about job security.
ClickFunnels
JANUARY 27, 2023
The post Email Marketing For Doctors – Creating A Winning Campaign appeared first on ClickFunnels. Email marketing can be incredibly powerful when done right. In fact, when Litmus surveyed marketing professionals, 94% of them named email as one of their three most effective marketing channels. We would go as far as to say that it is the most effective marketing channel out there.
Sales Pop!
JANUARY 2, 2023
Customers are at the heart of every small business. So, for your small business to succeed, you must emphasize customer service. When you get it right, you’ll be rewarded by a growing company and feel pride in building relationships with your customers. To give customers the desired experience, you need to set up protections through adequate physical and cyber security and commercial and cyber insurance products.
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.
Engage Selling
JANUARY 10, 2023
Never talk about the competition. If someone asks why or how you’re better, talk about it in terms of what your customers say about you. The post How Not to Talk about the Competition first appeared on Colleen Francis - The Sales Leader.
Anthony Cole Training
JANUARY 13, 2023
Today I will cover one of the ways we at Anthony Cole Training Group, LLC coach sales managers to help them coach their salespeople to have more and better initial sales calls: Your USA! USA is the terminology we use at Anthony Cole Training Group as part of our Effective Selling System (ESS). It stands for unique sales approach.
Iannarino
JANUARY 31, 2023
I learned negotiation at Harvard Business School. A lot of the ideas in the class came from Getting to Yes , a book by Roger Fisher, William Ury, and Bruce Patton, which I had read before. After reading assignments and lectures, we spent most of the time negotiating scenarios. One of the popular strategies we learned was BATNA, an acronym for your “best alternative to a negotiated agreement.
Gong.io
JANUARY 2, 2023
Many salespeople waste too much time on prospects with little to no chance of converting. Meanwhile, the good prospects they should’ve focused on have already gone cold. This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know if a potential customer is a good fit for your solution?
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Force Management
JANUARY 5, 2023
As we close out a year of widespread economic uncertainty, many leaders are looking for ways to boost morale and prepare their teams to maintain or even recover revenue in a competitive market. The start of the year is an opportunity to capitalize on the mindset of a fresh start. Your sales team is setting goals and habits for the new year, and SKOs and strategy sessions are shifting their approach.
Sales Pop!
JANUARY 5, 2023
As Soren Kierkegard wrote, “ Life can only be understood backwards, but it must be lived forwards.”. When sales is successful and beneficial, age-old principles and characteristics are involved. If we go back in time, rediscover these, and bring them forward to be fully applied today, we see that they benefit not only sales and commerce but all of society.
Engage Selling
JANUARY 5, 2023
We all deal with the dreaded price objection at least once in our sales career. Here’s a way I’ve found works very well to help diffuse that objection. The post The Dreaded Price Objection first appeared on Colleen Francis - The Sales Leader.
Partners in Excellence
JANUARY 29, 2023
I read an important article by Elizabeth Spiers, Layoffs by Email Show What Employers Really Think of Their Workers. Please take the time to read it, it’s more important than this post. In the past year, we’ve seen 100’s of thousands of layoffs, particularly in technology segments. As Ms. Spiers outlines, as tragic as these are, the dehumanizing means by which too many of those people have been notified of their terminations tells us more about the absence of caring and respect
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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