Iannarino
DECEMBER 21, 2023
There are some who believe that B2B buying and selling have not changed over the last two decades. An unwillingness to face these changes head-on has caused sales organizations to continue using the legacy approach. The legacy approach has lost its effectiveness, and buyers complain about what they describe as a poor sales experience.
Engage Selling
DECEMBER 18, 2023
Imagine closing a deal without a price discussion. Discover the power of value-focused sales conversations and take your sales game to the next level! Also – don’t forget to check … The post When Price Doesn’t Matter first appeared on Colleen Francis - The Sales Leader.
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Anthony Cole Training
DECEMBER 21, 2023
I am enjoying reading the book Selling to the C-Suite by Nicholas A.C. Read and Stephen J. Bistritz. The book is an excellent summary of how selling to C-Suite executives is so dramatically different from selling in the lower levels of a company. As always, I hope you have developed the habit of reading as it allows you to share fellowship with great minds.
Sales Pop!
DECEMBER 18, 2023
Many individuals choose to give to charities, especially around the holidays. The world becomes a better place when people give to help others, even when there doesn’t seem to be a direct benefit to the giver. If you own a small business, you may be able to enjoy a double benefit by giving back. You can help improve the world for others and help your business grow.
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.
Iannarino
DECEMBER 20, 2023
Most salespeople read books that promise personal or professional development. It's crucial to work on increasing your potential and continually leveling up. There's no better investment than the one you make in yourself, as you are the source of your results. You may have shelves of books that have helped you develop in some important way.
Partners in Excellence
DECEMBER 21, 2023
Just finished a fascinating discussion with my good friend, Charles Green , and my new friend, Miles Veth. As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Pop!
DECEMBER 18, 2023
Since we often get questions about how Pipeliner integrates with other applications in a company, we will answer the most frequently asked questions about CRM and integration in this series of articles. Seamless data flow What is it that every company undergoing digital transformation is looking for? Seamless integration of data from A to Z across the enterprise.
Iannarino
DECEMBER 18, 2023
Success in B2B sales requires an increasing amount of business acumen. One reason a salesperson beats their competitors is because they look, sound, and feel like a business advisor.
Partners in Excellence
DECEMBER 19, 2023
As sellers, we always talk about the importance of our “Unique Value Proposition.” For decades, we have thought about our value proposition in the context of our products/solutions. And we focused on our differentiation to determine our uniqueness. We would go through endless detail about the unique and differentiated capabilities of our products and solutions.
Martech
DECEMBER 21, 2023
Registration launch day for my client’s global conference is just a few days away. The team has been in overdrive for the past two months, with workstreams gearing up for branding, sponsorships, sales and partner incentives, session selection, keynote planning. The pace is frantic, so you can already guess how much time we’ve spent on post-event marketing.
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.
Sales Pop!
DECEMBER 18, 2023
Certificate management is one of the fundamental elements of dynamic landscape involving digital security through managing digital certificates. Digital certificates enable secure communication in Internet applications and provide assurance on data integrity and confidence shared through various digital channels. Thus, businesses need to understand what certificate management is and how it secures virtual properties.
Iannarino
DECEMBER 22, 2023
There are people who talk about sales as if salespeople still sell like they would have in the 1970s and 80s. Those who believe salespeople are generally pushy, self-oriented, and have no real concern other than winning a deal have never experienced a true hard sale, nor will they have experienced the manipulation and pressure strategies that are long forgotten.
Search Engine Land
DECEMBER 21, 2023
The prevalence of mass-produced, AI-generated content is making it harder for Google to detect spam. AI-generated content has also made judging what is quality content difficult for Google. However, indications are that Google is improving its ability to identify low-quality AI content algorithmically. Spammy AI content all over the web You don’t need to be in SEO to know generative AI content has been finding its way into Google search results over the last 12 months.
Martech
DECEMBER 19, 2023
One of the joys of living in a place where the winters tend to be long and dark is the time it allows for reading. Make a fire in the fireplace, pour yourself a drink and open a good book. I often do the bulk of my reading for the year between October and March because then it’s outside time (which isn’t to say you can’t read outside). We live in a time when we’re surrounded by marketing.
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!
DECEMBER 22, 2023
In the competitive world of sales, transforming “maybes” into closed deals is the ultimate goal. But how do you achieve this consistently and create a predictable sales process? In a recent podcast episode with Jakub Hon, the co-founder and CEO of Sales Doc, we delved into the strategies and mindset shifts that can help you achieve this.
Iannarino
DECEMBER 19, 2023
Discover key strategies to not only win your dream clients but also to retain and grow their business effectively.
Search Engine Land
DECEMBER 18, 2023
SEO can be complicated – in many cases, overcomplicated. It’s easy to get lost in the SEO rabbit hole, spending significant time with minimal results. This article will help you cut through the noise and focus on the four key pillars of SEO that will help you improve visibility in 2024 and beyond. The four pillars of SEO The four key areas of SEO that site owners need to consider are: Technical SEO : How well your content can be crawled and indexed.
Martech
DECEMBER 18, 2023
Artificial intelligence is rapidly transforming marketing operations. Leading customer relationship management (CRM) and other marketing platforms are integrating sophisticated AI capabilities that promise to assist with key functions like gauging customer sentiment, training employees, making product recommendations, enriching data and even auto-generating targeted campaigns.
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!
DECEMBER 21, 2023
In the fast-paced world of digital marketing the emergence of Artificial Intelligence (AI) script generator tools. This is revolutionizing the way marketing videos are crafted. These advanced tools are not just reshaping the scriptwriting process. These are also enhancing the creativity and efficiency of marketing campaigns. This article finds out the multifaceted impact of AI script generators in creating engaging marketing videos.
Iannarino
DECEMBER 16, 2023
Maximizing Earnings in B2B Sales: Beyond Friends' Success Stories Many people who want to make more money try their hand at B2B sales. Often, the person has a friend or a neighbor who is doing well and making more money, and they believe that if that person is succeeding, they will too. For sure, some of these people succeed, but many more fail to make the money they expected by taking on a new role.
Sales Hacker
DECEMBER 21, 2023
Over the past year at Stytch, we saw a meaningful acceleration in paid customers and revenue. Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. Several leading indicators contributed here, including product maturity, a better understanding of our customers and competition, and better coordination across sales and marketing. Each helped, but one “secret” weapon accelerated revenue and customers at an outsized rate: our highly technical Solutions Engineering team.
Martech
DECEMBER 21, 2023
Good news if you are running very late on dealing with holiday cards like I am. AI is here to help! Digital United has launched the free-to-use JingleBot HolidAI ( I see what you did there) Card Generator. You can personalize it yourself or let the AI surprise you! What could go wrong with that? Here’s my robotic dog wishing you a Happy Lunar New Year.
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.
Sales Pop!
DECEMBER 20, 2023
In these digital times, businesses are always searching for innovative ways to serve their customers better. One significant trend is customer journey automation, which involves utilizing specific tools to streamline interactions. Customer journey automation provides a unique way for companies to ensure satisfactory service without depending on individual personnel.
Iannarino
DECEMBER 17, 2023
You need to capture the client's interest and position yourself as someone with the knowledge and experience to lead them to the better results they need.
SaaStr
DECEMBER 22, 2023
One last kick-in-the-arse post for the year: Don’t Be a Quitter Let me explain, as this is one of the most disappointing changes in my opinion in “tech” and startups over the last 12-18 months. Two things together have done many a disservice: the combination of a tougher year for many >>and<< the constant celebration of … quitting. It’s all over LinkedIn and TikTok.
Martech
DECEMBER 19, 2023
When your prospects are on the brink of decision-making in their buyer’s journey, a compelling case study can tip the scales in your favor. Because people, even corporate decision-makers, crave compelling stories. Our brains are wired to connect with and remember stories. This is where case studies shine — as engaging narratives that showcase real solutions to real business challenges.
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.
Sales Pop!
DECEMBER 20, 2023
In the dynamic landscape of sales, the farmer archetype takes center stage, tending to leads, nurturing sales, and elevating the business through relationship-building. This strategy, built on relationships, transcends the transactional approach and focuses on the long-term growth of existing accounts. Understanding the Farmer Salesperson: Distinguishing itself from the hunter mentality, the farmer salesperson thrives on the continuous cultivation of customer relationships.
Sales Hacker
DECEMBER 20, 2023
We have a very special episode this week. At the end of every weekly podcast episode, host Scott Barker asks guests the same two questions. Today, you’ll hear the compilation of their responses to one of the questions. Spoiler alert: you’ll get to tune into the other question next week, which is slightly spicier as it’s full of hot takes. What You Will Learn: What’s working and learnings for these go-to-market leaders.
SaaStr
DECEMBER 21, 2023
So there were barely any SaaS IPOs in 2022 or 2023. The last big SaaS IPO of the Boom Era was Hashicorp in December 2021, and after that, multiples fell off a cliff. There were basically no significant SaaS IPOs for almost 2 years, until Klaviyo (+ Instacast + ARM) all tried to reopen the market in September 2023. After that, crickets again and no IPOs for the rest of the year.
Martech
DECEMBER 20, 2023
There are a lot of marketing podcasts out there, so how do you know which ones to listen to? We’re here to help. Here are 10 — listed in alphabetical order — that cover everything from content from AI to marketing ethics and more. They range from 10-minute daily mini-lessons to deep-dive interviews and case studies. We guarantee you’ll find at least one, and likely more, that can help you.
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