Iannarino
MAY 22, 2023
Many sales leaders believe that they will achieve their sales goals by increasing the number of new opportunities their sales team creates. The reason they demand more opportunities is because they know their sales reps will lose deals. However, demanding more coverage in the pipeline is a sign that the sales force has a low average win rate.
Partners in Excellence
MAY 22, 2023
Discovery and qualifying are critical to sellers. We use discovery to understand the customer’s needs, problems, requirements. We use discovery to understand the capabilities they seek in looking at solutions. We use discovery to understand their budgets, the alternatives they are considering, their knowledge of and interest in us, how they will make the decision, and when.
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Search Engine Land
MAY 15, 2023
“We’re at around 100,000 monthly organic traffic, but we cannot sustain the SERP positions and conversions…” “We are at 530,000 monthly organic traffic, but our growth has become stagnant and we’re unable to scale up…” I hear plenty of similar SEO concerns from SaaS companies. After working on numerous audits, I found that most of them struggle with SEO issues that impact their customer acquisition costs and diminish revenues. 1.
Sales Hacker
MAY 23, 2023
There are many different types of people you come across in your sales career. Founders are a unique animal, but they aren’t all built the same way. This makes selling to founders a bit more nuanced than other personas. But founders are the final decision-makers at their company — so working directly with founders is a great way to cut through the noise and sell directly to the person who will be signing the check.
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.
SaaStr
MAY 23, 2023
So leading growth stage VC Iconiq has published its latest and very detailed Definitive Guide to Sales Compensation here. It’s very detailed and oriented more toward growth-stage scale-ups — but it’s excellent. Everyone should have a read. I didn’t so much learn from it as confirm — confirm things I’ve seen, known, and put into practice, and seen it confirmed across many SaaS startups.
Engage Selling
MAY 19, 2023
When it comes to sales training, sales coaching, and sales mastery, here are five keys (and a secret)! I’ve spent two decades studying the business habits of top salespeople and … The post 5 Keys (And a Secret) to Sales Mastery 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.
Anthony Cole Training
MAY 12, 2023
We’ve been talking to, teaching, and coaching sales organizations for 30 years. We’ve been through every economic, political, and social uptick and downturn that you’ve been through. As a result, we’ve heard every reason for success and failure. The one true constant throughout those years and swings in environment is that there are always a small group of salespeople that succeed regardless of what is going on around them.
Sales Pop!
MAY 9, 2023
In business, a successful sales team can make all the difference. Creating high-performing sales reps means supplying them with everything they require to reach their objectives, from motivation and professional growth. A well-functioning sales team can help a company generate revenue, acquire new customers, and stay ahead of the competition. Building a successful sales team requires the right talent, strategy, and leadership.
Force Management
MAY 18, 2023
The Chief Financial Officer is an influential voice in any sales conversation. If you’re looking to drive growth for your organization, your reps must be able to influence the CFO to close higher-value deals. Recently, due to economic pressure and budget constraints, many sales teams are seeing CFOs get involved in every deal, regardless of size. The ability to sell to the CFO is now a crucial skill every seller needs in order to hit revenue targets in today’s market.
Martech
MAY 19, 2023
It’s almost impossible to ignore the impact of artificial intelligence on businesses today. The marketing industry is no exception. From ChatGPT ’s rise as the fastest-growing platform of all time to near-constant headlines on the latest AI-related product releases, we are inundated. But with all the hype, how can marketing leaders and their teams best determine how to utilize AI to benefit their work and customers?
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
MAY 18, 2023
Are you employing social selling? Watch this video and find out how a client of mine sold $2 million worth of equipment through social selling! The post Easier Social Selling first appeared on Colleen Francis - The Sales Leader.
Iannarino
MAY 10, 2023
In today’s fast-paced business environment, change is constant. While some buyers claim they would prefer a “salesperson-free buying experience,” many also suffer from buyer’s remorse. The reason is that business buyers treat complex purchase scenarios like they are buying a big-screen television from a retail store like Best Buy.
Anthony Cole Training
MAY 19, 2023
In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.
Sales Pop!
MAY 22, 2023
The underlying theme of a career search or job is showing you enjoy your work and encouraging others to see the positive. Spontaneity demonstrates that we are listening fully, and that interest lies ahead for taking thought to the next level for the benefit of all. Moreover, it makes our encounters more joyful. There were days I couldn’t believe I was earning commission for having fun-filled conversations with my clientele.
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
Force Management
MAY 25, 2023
Recently, we’ve all been living in a constant state of economic uncertainty. 2023 market trends show a leveling off of growth and consumer confidence is steadily declining across global markets.
SaaStr
MAY 12, 2023
So SaaS Capital put out its latest report on SaaS retention and NRR after having surveyed over 1,500 SaaS companies and professionals. You can download it here. There are a lot of great learnings and metrics in the report, and a few stood out to me: #1. Annual Contracts Didn’t Boost NRR, And Even Multi-Year Contracts Only Had a Modest Impact on NRR.
Engage Selling
MAY 4, 2023
Is there a right way to complain? A lot of sellers often complain about their results because of a poor territory, a bad product, terrible leads, or their prices … The post The Right Way to Complain first appeared on Colleen Francis - The Sales Leader.
Iannarino
MAY 7, 2023
As a sales leader, I require my teams to pursue strategic clients. I discourage them from spending their time on companies that won’t benefit from our approach. I learned to target the companies that would be a good fit for how we deliver value. Occasionally, a salesperson would chafe when I rejected companies that would not find what we do to offer a strategic advantage.
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.
Anthony Cole Training
MAY 26, 2023
In this blog post, we present a question that may force you to look yourself in the mirror and ask, "What can I do better as a salesperson to increase my sales in 2023 and beyond?
Sales Pop!
MAY 12, 2023
I’m often asked how I define enterprise selling versus selling into small and medium-sized accounts. As is true of so much in selling, it’s all about pain – the driving force in causing prospects to act. But what about us as salespeople? Don’t we have to deal with pain as well? Of course. So, I define enterprise selling in terms of the unique pains and challenges that selling organizations face in seeking to do business with large accounts.
Force Management
MAY 4, 2023
Last month, the Revenue Builders Podcast explored the concept of influence: how to identify it, access it, and wield it in the sales process. Our esteemed guests shared expert insights on core sales fundamentals as well as emerging strategies in the market. From nailing negotiations and upselling to converting champions and CFOs, this month's episodes are a masterclass on how to maximize your impact in a challenging sales environment.
SaaStr
MAY 9, 2023
So when I was a founder, I didn’t pay much attention to how VC funds themselves worked. I just pitched them. But fast forward to today, and there is an incredible amount of information about how the industry actually works, and we put a bunch of the best stuff on SaaStr itself. Most important today is for founders to know (1) how active the venture markets are, at each stage and (2) how healthy venture is overall.
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
MAY 25, 2023
Do you make every meeting count? Do you struggle to close the sale? Make sure you’re always leaving the prospect feeling okay after every meeting or interaction. The post Every Meeting Counts first appeared on Colleen Francis - The Sales Leader.
Iannarino
MAY 30, 2023
Behind every successful sales team is a sales manager with incredible leadership skills.
Understanding the Sales Force
MAY 10, 2023
All the requirements have been met. We have already seen these factors occur across the board: Low QoQ GDP. High interest rates. Massive layoffs. Inflation. Stock Market down. Cost-cutting. We are now seeing these events in sales organizations: Missed forecasts. Closing delays. Failure to hit quotas. Order cancellations. We know what doesn't work in a recession.
Sales Pop!
MAY 26, 2023
Sales enablement is a process that helps businesses equip their sales teams with the resources, tools, and information they need to improve their performance and close more deals. In today’s competitive market, sales enablement has become an essential strategy for any business that wants to stay ahead of the competition. What is Sales Enablement?
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Membrain
MAY 14, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with David Brock , Author of "Sales Manager Survival Guide," & CEO at Partners In EXCELLENCE to chat about his problem-solving mindset and curiosity helps him understand problems and explore solutions.
SaaStr
MAY 25, 2023
Have a strong M&A offer? Not sure what to do? Look at this pic or a similar one Do you want it? If so, say No If not? Probably just say Yes pic.twitter.com/K483lKnyzd — Jason ✨Be Kind✨ Lemkin (@jasonlk) April 21, 2021 So I wrote a version of this post years ago, about when to think about selling your startup, if you do get an attractive offer.
Engage Selling
MAY 23, 2023
Co-selling is so powerful! Schedule time with either a trusted colleague or manager at least once a month and have them observe you in the field. The post The Power of Co-Selling first appeared on Colleen Francis - The Sales Leader.
Iannarino
MAY 18, 2023
Sales leaders often require their sales force to fill their pipeline with several multiples of their quota. Ensuring you achieve your sales goal is a necessary goal, but this approach is a sign that the sales team isn’t working effectively. When a sales leader asks their team to create an outrageous overage of opportunities, there are big problems in the sales organization.
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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