Iannarino
DECEMBER 6, 2023
In the realm of B2B sales, credibility isn't just an asset; it's the currency that powers success. There are many ways a salesperson can earn credibility—and there are even more ways to undermine it. To prove to clients that you deserve their trust, consider the following ways to demonstrate your credibility.
Engage Selling
DECEMBER 4, 2023
The fastest way to give the customer the confidence to move forward is to show them they aren’t entering uncharted territory. Here’s how… Also – don’t forget to check out: … The post Unsticking a Stuck Prospect first appeared on Colleen Francis - The Sales Leader.
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Openview
DECEMBER 6, 2023
OpenView was founded in 2006 on a mission to improve people’s working lives by investing in business software companies at the expansion stage. OpenView’s partnership has taken a step back to reflect and to strategize a path forward. The firm has decided to suspend investing in new companies in our current fund ( Fund VII ) and instead focus resources on building further value in the existing portfolio, while taking time to determine the best go-forward strategy.
Neuromarketing
DECEMBER 5, 2023
Who says neuroscience can’t be fun? The toy giant Mattel makes Mindflex, a toy that lets players control a ping pong ball with their brain waves. I wrote about the toy way back in 2009, and was surprised to find it was still selling. It seemed like a gimmick when introduced, and I didn’t expect [.] The post Mattel Mindflex Game: Brain-controlled Neuro-Toy appeared first on Neuromarketing.
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 7, 2023
By focusing on value creation and relationship building, you will set yourself apart in today's competitive market.
Engage Selling
DECEMBER 6, 2023
The stuff of sales lore, the lone wolf turns out to be the one most likely to starve. Here’s who thrives and why… Also – don’t forget to check out: … The post Lone Wolves Go Hungry 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.
Force Management
DECEMBER 6, 2023
This month, the Revenue Builders podcast features conversations with some truly inspiring leaders. In their discussions with John Kaplan and John McMahon, these leaders shared stories of leading and scaling some of the most influential sales organizations of our time. They didn't always get it right on the first try, but now their lessons can be yours too.
Iannarino
DECEMBER 8, 2023
Remember that when many people do something one way, that is probably the average approach. To succeed, you need to be at least above average.
Sales Pop!
DECEMBER 7, 2023
The world of bartending and sales may seem like two entirely different professions, but there are actually many surprising parallels between the two. Just as a bartender strives to create a welcoming and memorable experience for each customer, salespeople aim to build relationships and ultimately close deals. By drawing on the lessons learned behind the bar , salespeople can enhance their skills and achieve greater success in their field.
Partners in Excellence
DECEMBER 7, 2023
The Rime of the Ancient Mariner has a famous line, “Water, water everywhere, but not a drop to drink… ” There’s another saying, “You can lead a horse to water, but you can’t make it drink… ” I’m reminded of variants of these sayings as I see the glut of tools/techniques leveraging the latest generation of AI and generative language tools.
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
DECEMBER 8, 2023
In this two-part feature, Jade Bunke offers a step-by-step guide to building a successful brand. A brand is an organization’s most valuable asset. The art of capturing the hearts and minds of your customers starts with crafting a brand strategy that evokes emotions and behaviors that benefit your company. Brand is more than a collection of logos and colors — it’s the personification of your organization.
Iannarino
DECEMBER 4, 2023
December is the ideal time to set your goals for the upcoming year. It gives you enough time to be intentional about what you want and, more importantly, what you don’t want in your future. December also provides you with time away from work and time for your family and friends, providing the mindset to do the work of identifying what is most important now.
Sales Pop!
DECEMBER 3, 2023
A fractional CMO is a marketing expert who is hired on a part-time or contract basis. This is a great option for companies that need high-level marketing expertise but don’t have the budget to hire a full-time CMO. In this blog post, we’ll discuss how a fractional CMO can improve your company’s bottom line. Understanding the Role of a Fractional CMO A fractional CMO can help your company in a number of ways, including: Developing and implementing a strategic marketing plan Buil
Partners in Excellence
DECEMBER 4, 2023
This morning, I’ve been having a fascinating email conversation with my friend, Brian MacIver. If you don’t know/follow Brian, you should, he’s one of the best thinkers/practitioners I’ve met in selling. We were talking, loosely, around the advantages of being customer focused and what that means. He was sharing data that, frankly, wasn’t surprising, but it was stunning.
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
Martech
DECEMBER 5, 2023
The martech landscape is expanding and AI is the prime driving force. That’s the topline news from the “Martech 2024” report released today. And, while that will get the headline, the report contains much more. Since the release of the most recent Martech Landscape in May 2023, 2,042 new marketing technology tools have surfaced, bringing the total to 13,080 — an 18.5% increase.
Iannarino
DECEMBER 3, 2023
One way to create the future you want is to decide what you want it to include. You can do something, but you can’t do everything. This makes goal setting a way to prioritize what is most important to you and your future.
Salesforce
DECEMBER 6, 2023
Generative AI and LLMs (large language models) have turned the world of conversation design upside down. People were already on the fence about automation and chatbots. And now, they’re also learning about autonomous agents. When experimenting with conversational AI, it’s easy to get lost in the innovation and forget the principles behind it. That’s when resources, such as our recently launched Conversation Design Guidelines for Salesforce Lightning Design System (SLDS) can provide direction in
SaaStr
DECEMBER 2, 2023
So things aren’t all “bad” in SaaS. Many Cloud leaders stock prices are way, way up in 2023, the Cloud platform leaders have re-accelerated, and leaders like Shopify are having close-to-record years. But for many startups, the hangover from the Excesses of 2021 is a real and tough one. And the latest Carta data here supports that.
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.
Martech
DECEMBER 6, 2023
This February, Google and Yahoo will begin enforcing new requirements for bulk email senders. The guidelines largely focus on three areas: authentication of outgoing emails, reported spam rates and the ability to easily unsubscribe from email lists. Google defined bulk senders in an early-October announcement as “those who send more than 5,000 messages to Gmail addresses in one day,” which caught the attention of email marketers in both B2B and B2C circles.
Iannarino
DECEMBER 2, 2023
One way to improve your results in business is to develop effective connections with others, including your peers, your suppliers, and your clients. What follows here are a set of principles important for creating and maintaining commercial relationships. By practicing these principles, you can enhance your interactions with others.
Search Engine Land
DECEMBER 6, 2023
Google Analytics 4 audiences can now be easily created and applied directly within Google Ads. Marketers now have the capability to build Analytics audiences, including predictive audiences, using the Audience Manager feature and during the campaign creation process Why we care. This new capability helps marketers understand their audience better through Google Ads.
Partners in Excellence
DECEMBER 8, 2023
Tamara Schenk and I have monthly conversations on all sorts of things. Today, while our agenda didn’t start with this, it ended up being the focus of our conversation. It’s the importance of “Adaptive Fluency.” To use street venacular, it’s rolling with the punches, yet still achieving your goals. Sadly, so much of the direction we seem to be going, in sales, marketing, leadership, seems to be taking us away from being adaptively fluent.
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.
Martech
DECEMBER 4, 2023
Artificial intelligence. It is everywhere, or so it would seem. I was at a recent marketing conference and as I scanned the agenda more than half of the sessions, including my own, had AI in the title or in the session description. Two of the keynotes that I attended mentioned AI and the one was entirely on AI. While AI is all the rage , if you are not using it. there is no reason to feel left out.
Sales Hacker
DECEMBER 8, 2023
The greatest technology does not always win. Rather, how you go-to-market is a significant determinant of success. Likewise, the new products you launch do not determine your success. Instead, how you launch them into the market is a huge factor in success. Today, we’re diving straight into the details with product marketing leaders. On the menu: less ‘obvious’ tactical tips on how these experts have aced the art of nailing a product launch – from pre-launch, to launch-day, to post-launch.
SaaStr
DECEMBER 8, 2023
Hear the latest insights on AI from leading investor and SaaStr fan-fave, Tomasz Tunguz of Theory Ventures. At SaaStr Annual , he was joined by Jordan Tigani, Founder and CEO of Mother Duck Maggie Hott, GTM at OpenAI , and Sharon Zhou, Co-Founder and CEO of Lamini to discuss the new architecture for building Software-as-a-Service applications with data and machine learning at their core.
Search Engine Land
DECEMBER 7, 2023
As Google evolves with new AI capabilities, SEO strategies must also adapt. Here’s an overview of key trends and actionable tips to future-proof your presence in search results pages (SERPs). The evolving SERPs SERPs today are dominated by rich results, images, videos, social mentions and AI-powered snapshots. As searchers find answers to their queries directly within the search results, zero-click results continue to rise.
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.
Martech
DECEMBER 5, 2023
Creating the annual marketing budget is notoriously challenging. Trying to justify every line item to finance teams that don’t understand marketing can be frustrating and overwhelming. This article explores practical tips for navigating the annual budgeting process smoothly. 1. Appoint a lead to run the annual budget planning process In a perfect world, someone on the marketing operations team manages the overall marketing budget, working closely with a trusted finance partner.
Sales Hacker
DECEMBER 5, 2023
May Habib started her career in banking at Lehman Brothers in 2007, a very interesting time to be in the frontlines of that world. She then worked at a sovereign wealth fund and started her entrepreneurial journey in software localization. May started Writer in 2020. Writer is an AI writing tool that helps teams write in the same tone and style so that all of the company’s communications are consistent and representative of the brand.
Salesforce
DECEMBER 5, 2023
You have managed systems rollouts and cloud migrations. In the last decade, you have modernized legacy systems, connected and disconnected applications, and amped up cybersecurity. And now AI is in the public domain and in your industry. AI isn’t news to you or your IT team. But are you prepared to build AI apps that your business is asking for or are your teams’ hands tied with systems integrations?
Search Engine Land
DECEMBER 4, 2023
Google has officially sunset the Google Search Console Mobile Usability report, the Mobile-Friendly Test tool and the Mobile-Friendly Test API today. Google told us back in April 2023 that this would happen on December 1st and Google announced today on December 4th that it has been done. “Today we’re sunsetting Search Console’s Mobile Usability report, Mobile-Friendly Test tool and Mobile-Friendly Test API.
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