Iannarino
APRIL 18, 2023
The strategies you might use when pursuing a small or average-sized company cannot help you win large clients. These large clients have greater needs, spend more money, and meet with multiple sales organizations. These competitive sales scenarios are difficult to win, but they are game changers. Winning one enterprise-level deal can retire your quota for the year.
Force Management
APRIL 20, 2023
Selling to C-level leaders is a crucial skill for your sales force if you want to grow your average deal size. Especially in today’s environment of economic uncertainty, big price tags are not getting approved without skillful execution of these conversations.
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Score More Sales
APRIL 18, 2023
We know how important it is for sellers to be coachable. Coachability, after all, is one of the keys to identifying top performing sales professionals.
Adaptive Business Services
APRIL 19, 2023
I have read literally a ton of articles lately about the latest evolutions in selling. Changes in buyer behaviors. Changes in how we sell. Changes in technology that affect both the buyer and the seller. How to make selling easier while at the same time more effective and efficient. Everyone is looking for the “BBD”. The Bigger Better Deal. Want some?
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.
Predictable Revenue
APRIL 19, 2023
Josh Schwartz joins Collin Stewart on the Predictable Revenue Podcast to discuss the importance of building rapport with prospects and different social selling tactics to stand out. The post Social Selling Tactics to Stand Out with Josh Schwartz appeared first on Predictable Revenue.
Engage Selling
APRIL 20, 2023
ChatGPT is one tool we should be adding to our sales toolkit. Why? It’ll make your sales more efficient and effective. The post ChatGPT and Sales 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.
Martech
APRIL 17, 2023
Spend across marketing analytics and data infrastructure is forecast to grow from $22 billion in 2022 to $32 billion in 2026 in the U.S., U.K. and European Union. That’s according to a new report from Winterberry Group, “From Data to Insight: The Outlook for Marketing Analytics.” The predicted increase of over 30% is derived from a survey of 200 U.S. and European marketers, as well as interviews with industry experts.
Search Engine Land
APRIL 16, 2023
Google is in the process of building an “all-new search engine” powered by its new A.I. technology while at the same time working on adding new A.I.-based features to its current search engine under the project name Magi. “The new search engine would offer users a far more personalized experience than the company’s current service, attempting to anticipate users’ needs,” the NY Times reports.
Engage Selling
APRIL 18, 2023
Avoiding this closing mistake will result in happy and loyal customers, more upsell opportunities, and increased referrals! The post Don’t Make This Closing Mistake first appeared on Colleen Francis - The Sales Leader.
Iannarino
APRIL 21, 2023
A stranger asks you for money. Do you say yes?
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive
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.
Martech
APRIL 18, 2023
LinkedIn is over 20 years old. What started as a tool for job seekers to post resumes has morphed into a full-fledged social media network with over 900 million users. Since it’s not as fresh as some peers, marketers may wonder whether LinkedIn can still bring a worthwhile ROI. However, like other marketing tools, what you get from the site greatly depends on what you put into it.
Membrain
APRIL 16, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Kent Malinowski , Founder and CEO of Successworks.
Partners in Excellence
APRIL 19, 2023
Let’s try a thought experiment. I’ll start with a bit of background. When I look at a lot of the “expert” advice in my social feeds, the emphasis is on how we reach and engage more and more customers. This is critical, at least in the thinking of these experts, because those customers we are trying to engage aren’t responding in the numbers we need.
Iannarino
APRIL 16, 2023
One of the negative outcomes of the pandemic was the shift from meeting with your clients in real life to virtual. It can be difficult to remember to look into the camera instead of the decision maker’s face on your laptop screen. It’s just another way sales is broken.
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
Search Engine Land
APRIL 17, 2023
Google is placing more importance on the content source, specifically the author, when ranking search results. The introduction of Perspectives, About this result and About this author in the SERPs makes this clear. This article explores how Google can potentially evaluate content pieces through their authors’ experience, expertise, authoritativeness and trustworthiness (E-E-A-T).
Membrain
APRIL 19, 2023
“Business acumen” is a concept spoken of quite often by sales thought leaders. I’ve talked about it , as well. Most of us agree that it’s something salespeople need in order to differentiate themselves and help buyers make the right choices. But I’m not sure everyone is on the same page in regard to what it means and the degree to which salespeople need to be upskilled in it.
Sales Pop!
APRIL 20, 2023
Long gone are the days when you could rely on outdated tactics and expect your ecommerce site to thrive. We’re now living in an era when online shopping is constantly evolving. And if you want to remain relevant, you’ve got to keep an eye on the latest marketing trends. Now, you need to adapt to the shifting landscape to be able to deliver the best user experience for your customers.
Iannarino
APRIL 15, 2023
U.S. companies spend over $70 billion annually on training their sales teams.
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.
Partners in Excellence
APRIL 18, 2023
We invest billions in developing the competencies of our sellers. We have endless sales training, product training. We have tools giving them the data and information they need to have meaningful conversations with customers. We have conversational intelligence tools, providing “coaching” to improve their ability to talk to customers. We provide role plays and other tools to help them practice these skills in a “safe” environment.
Martech
APRIL 19, 2023
Over the last several years, I’ve written frequently about the lack of CMO engagement in technology strategy and management. This is changing, albeit slowly. I’m now starting to see CMOs actively participating in strategy discussions, working hand in hand with their tech lead to make decisions about what to acquire and what to retire. That said, I’m surprised how many CMOs still keep their distance from the tech part of their function.
Sales Pop!
APRIL 18, 2023
A primary success factor is knowing what you want to achieve and how you will do it and then pursuing to remain on target for what you want. Before accepting any offer that may intrigue us, albeit a new position, a prospective client, or a business offer, we must research all pros and cons before agreeing to a partnership. Should uncertain enter the picture, speak with trusted peers and advisors in the industry willing to share their knowledge and insights.
Iannarino
APRIL 17, 2023
When trying to close more deals and reach your quota, mistakes can be costly. Avoiding common pitfalls can help you improve your sales performance and allow you to achieve your sales goals. Some of these mistakes result from novel sales scenarios you have never experienced. But most of them are known, making them easier to avoid. Doing so will improve your performance and your win rate.
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.
Understanding the Sales Force
APRIL 18, 2023
As we do each Friday in March and April, my wife and I drove to upstate New York to watch our son's college baseball games. But this article isn't only about normal, it's also about the abnormal in both baseball and sales.
Martech
APRIL 19, 2023
Complex decision-making has become increasingly challenging as strong operational excellence and productivity, especially within marketing organizations , become vital competitive advantages. Across the board, the most successful companies and investors depend on fast and accurate decision-making, ranging from lead nurturing to recruiting and investment decisions.
SaaStr
APRIL 17, 2023
So both of SaaStr’s mega events are coming up. First up, the 4th SaaStr Europa is finally coming to London on 6-7 June. 4,000+ of us will get together there to share, scale and learn. Next up is the 9th SaaStr Annual in the SF Bay Area , Sep 6-8, once again in sunny San Mateo on our 40 acre campus right between Palo Alto and San Francisco. 11,000-12,000 of us will gather there this year. 11 stages, 1000 mentoring sessions and braindates, 800+ VCs.
Iannarino
APRIL 20, 2023
A senior leader was unhappy with his sales force because they consistently failed to meet their sales targets. To improve their sales results, he ran some calculations that showed his team had a 12 percent win rate. Incidentally, this seems to be an average win rate in B2B sales when companies rely on requests for proposals (RFP). Based on his math, he asked his team to create a sales pipeline that was 800 percent of their individual sales quotas.
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.
Partners in Excellence
APRIL 17, 2023
The other evening, I just wanted to relax, do something mind numbing. I went to Netflix and one of the old Jason Bourne movies was recommended. I’m a spy/action adventure addict. I love watching these movies, as preposterous as the story line might be. I’ve always loved watching Matt Damon in these movies. He is constantly on “high alert.” His head seems to be on a 360% swivel, taking in everything going on around him, developing strategies for dealing with anything that
Martech
APRIL 17, 2023
Migrating from one marketing technology platform to another is exciting and terrifying at the same time. The bigger the organization, the scarier it gets. But no matter the company size, moving from one platform to another is an intricate dance. You have to get all the steps right to succeed from the start. Moving to a new platform can seem daunting because you don’t learn how to do it in college.
SaaStr
APRIL 16, 2023
So there’s a strategy exercise I like to go through with startups I’ve invested in that are past $20m-$30m ARR or so: Who would you buy with 10% of your market cap? I.e., who would give 10% of your company away to buy? It turns out this is an important threshold. The SEC generally defines this as “material”. It’s also enough of your company that everyone will suffer a lot of dilution, and enough that you can’t do more than a handful of these deals ever.
Search Engine Land
APRIL 20, 2023
Currently holding strong at just under a 65% market share, WordPress has been the world’s top CMS platform for many years. From novice and experienced bloggers and small businesses to the largest ecommerce and news websites, WordPress has been a popular choice because of its simplicity in set-up, endless customization, and large actively supported community.
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