Iannarino
DECEMBER 1, 2022
Transaction selling, relationship selling, partnership selling, consultative selling … If you’re a sales manager, you’ve heard professionals, blogs, and influential figures discussing these techniques. One resource will swear by relationship selling, while another swears it’s a mistake. How can you know which approach is right for your team?
Spiro Technologies
DECEMBER 1, 2022
If you asked a handful of former salespeople why they left the profession, there’s little doubt you’d hear the word “stress” as part of their answer. While there are exceptions, for most people sales is stressful. That stress comes from pressure: pressure to hit your sales quota, pressure from sales managers, pressure from demanding prospects, and pressure from dealing with everything in between.
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Membrain
NOVEMBER 27, 2022
The title says it all. Here are 3 common revenue-killing excuses, what makes them detrimental, and how to fix each one.
Partners in Excellence
NOVEMBER 28, 2022
We spend lots of time and money focusing on onboarding new sellers. We provide training, tools, content to reduce their ramp time. Managers spend time helping them become productive. Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Typically, the process is: “Lisa, congrats on moving into the front line sales manager role…… I need an updated forecast by Tuesday!
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
NOVEMBER 28, 2022
These creative ideas for sales incentives will help you keep reps on track for quota. Learn the secret to motivating a sales team through tailored incentives. The post Ideas for Sales Incentives appeared first on Predictable Revenue.
Anthony Cole Training
DECEMBER 1, 2022
Are you following the Ten Commandments of Sales Success? Find out by watching our new series with Chief Growth Officer Mark Trinkle. Today, Mark will discuss Commandment #8: Thou Shalt Always Remember to Add Value.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Veloxy
NOVEMBER 29, 2022
Field Sales Engagement is the process of engaging prospects, leads, and customers in face-to-face meetings. It’s a fundamental process in field sales because customers are looking for face-to-face consultations and conversations with their vendors. This is especially true after a hiatus of sorts during Covid. Thankfully, we found that 62% of field sales reps are optimistic about an increase in field engagement and the recovery of business travel in 2023.
Sales Pop!
DECEMBER 2, 2022
Pipeliner’s Groundbreaking Revenue Intelligence. In my last blog, I introduced Piperliner’s new Revenue Intelligence Loop. Let’s now take a deeper look at this loop, and the powerful functionality it can provide for you. Revenue Intelligence. First of all, what can revenue intelligence do for your organization? It allows you to greatly boost forecast predictability and accuracy—meaning no more spreadsheets and operating by “gut feeling.”.
Force Management
DECEMBER 1, 2022
Leadership is a tough job. Luckily, we don't have to go it alone. This month on Revenue Builders, our guests remind us of the power of the team. Through the story of four very different journeys, these podcast episodes show that humility, mentorship and continuous learning make for more than just great leaders. They create great teams who produce great results.
Iannarino
NOVEMBER 30, 2022
Selling isn't the easiest craft to learn. In B2B sales, selling is a series of complex, dynamic conversations about change and better results. It takes time to develop conversational selling and even more time to acquire the experience that will eventually let you create value for your prospects and your clients. There are, however, ways you can speed the process of learning sales.
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.
Membrain
NOVEMBER 30, 2022
Every year, sales technology usage (and spend) goes up. And every year, sales performance heads the other direction.
Martech
NOVEMBER 28, 2022
Marketers are hoping more data sources will translate into better quality data. The average number of sources used by marketers grew by 50% from last year to this, according to a new Salesforce study. By the end of next year the total will be nearly twice what it was in 2021. Last year companies used an average of 10 different sources. That increased to 15 this year and is projected to hit 18 by the end of 2023, according to Salesforce’s eighth annual “State of Marketing” report.
RAIN Group
DECEMBER 2, 2022
Client loyalty can make or break a company. Loyalty is tied to buyer satisfaction and their experience buying from you—but it’s tough to earn. Fred Reichheld, author of? The Loyalty Effect and creator of the Net Promoter System, found that most corporations lose 50% of their customers every 5 years, 50% of employees in 4 years, and 50% of investors in less than one year.
Iannarino
NOVEMBER 29, 2022
There are a lot of books and programs about negotiating, and you can learn something useful from any of them, but many of the strategies and tactics are not designed for sales negotiations. In B2B sales, we do not find ourselves in high-stakes geopolitical affairs that would require Henry Kissinger, or hostage rescues that might require Chris Voss. Most of the time, our sales negotiations center on the price of what we sell, with occasional negotiations around indemnifications.
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
Cerebral Selling
DECEMBER 2, 2022
When I was a VP at Salesforce, one of my sales managers came to me with a disturbing problem. He told me he got a voicemail from a customer saying that he didn’t want to work with the female sales rep responsible for his account and requested that we assign a man to help him. “What do you think we should do, David?”, he asked. No matter how detailed your onboarding manual or how comprehensive your ongoing professional development is, sooner or later each of your team members and colleagues will
Martech
DECEMBER 1, 2022
Sendoso, the corporate branded gifting service, this week announced the launch of a freemium offering, Sendoso Express. With no contracts, subscriptions or fees, it is aimed at the SMB market. It will allow businesses to send unlimited eGift cards from well-known vendors, paying only for the value of the cards themselves. Sendoso’s full offering supports the sending of a wide variety of gifts, not just cards, with customization and personalization available.
Sales Pop!
DECEMBER 1, 2022
Cryptocurrency is one of the newer trading assets. These are digital currencies, and there are many representations in circulation in the current trading market. This currency has certainly gained traction in terms of interest and subscription over the last decade or so, and there has been a lot of value sporadically. Though the climate remains a turbulent thing subject to heavy fluctuations when it comes to price, interest, and availability, having a cryptocurrency in a trading portfolio can be
Iannarino
DECEMBER 2, 2022
If there were a popular qualifying strategy that would offend your prospective clients while also projecting that you and your company are self-oriented brutes who care only about closing a deal , would you use that strategy?
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.
ClickFunnels
NOVEMBER 29, 2022
The post 9 Strategies For Successful SaaS Email Marketing Campaigns appeared first on ClickFunnels. Email marketing is the lifeblood of a successful SaaS business. Why? Because you, the marketer or owner behind said SaaS business, are the owner and operator of your email list — that’s not the case with most other platforms, such as Facebook, Instagram, or Tik Tok, where algorithmic gatekeepers can limit your reach on a whim.
Martech
NOVEMBER 28, 2022
Content publisher Yahoo announced today it is buying nearly 25% of content recommender Taboola as part of a 30-year exclusive advertising agreement. What Taboola gets. Taboola — which The Wall Street Journal refers to as a “clickbait giant” — will be the only source of native advertising for all of Yahoo’s digital properties for the next three decades.
Sales Pop!
DECEMBER 1, 2022
Starting a business isn’t usually easy. It requires dedication and investment. Small business owners often wish they could do without insurance because spending for something they might not need feels counterintuitive when money is tight. But the risk is too significant to go without business insurance. Unfortunately, a standard business policy isn’t enough for most companies in today’s world because of the prevalence of cyber crimes.
Iannarino
NOVEMBER 26, 2022
How would you like for cold calling to become the best part of your job?
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.
ClickFunnels
NOVEMBER 28, 2022
The post Email Marketing For Accounting Firms – How To Succeed appeared first on ClickFunnels. Email marketing can be extremely effective if you do it right. In fact, it’s estimated that the average return on investment for every $1.20 spent on email marketing is $42.65. . And that’s just the average ROI – it can be even higher if you know what you’re doing!
Partners in Excellence
NOVEMBER 28, 2022
Buyers struggle doing their “jobs” ……buying! We poor sellers struggle, if it weren’t for these inept buyers, selling would be so much easier. Just reflect for a moment. We know 60% of committed buying processes end in no decision made. For those that make a decision, we know there is a high level of decision regret, particularly with those who have rep-free buying experiences (Thanks to Hank Barnes’ research).
Sales Pop!
NOVEMBER 30, 2022
Digitization in any field also opens doors for cybercriminals. With digitization, many sectors that previously did not suffer from cybercrime have fallen victim to it. Read in our article what kind of companies and institutions are now in the sights of cybercriminals and what can be done to fight criminals. Which fields are of interest to hackers and cybercriminals?
Iannarino
NOVEMBER 27, 2022
Ne·go·ti·a·tion: A discussion aimed at reaching an agreement. Though this dictionary definition is technically correct, any sales professional will know that it’s missing an awful lot of nuance.
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.
ClickFunnels
NOVEMBER 28, 2022
The post 15 Benefits Of Having An Awesome Landing Page appeared first on ClickFunnels. There are many benefits to having an awesome landing page. Some of these benefits include increased website traffic, higher conversion rates, and more customers. We’ll cover all of the benefits of landing pages in this article. If you want to learn how to create an awesome landing page from scratch, check out our landing page guide over here.
Martech
DECEMBER 1, 2022
Account-based marketing (ABM) go-to-market strategies help B2B marketers engage buyers in an intelligent way, communicating with key decision makers on their preferred channels. In order to get a new ABM go-to-market plan in place, or to restart an existing one, it’s important to have a solid strategy first, and then build out your stack. Let’s take a look at two important steps to take when executing a successful ABM go-to-market strategy. 1.
Sales Pop!
NOVEMBER 28, 2022
Having a strong online presence is valuable to most businesses nowadays, which is why having the perfect web design and web platform has become integral. Professional web hosting services are a thriving industry in itself. Valued at USD 78.2 billion in 2021, it’s expected to surpass USD 251.44 billion in 2027, growing at a CAGR of 21.44% for the duration of the forecast period, according to a market report from Globe Newswire.
Smart Insights
NOVEMBER 29, 2022
From SMART to SMARTER marketing objectives: Discover how to define marketing objectives, measure your digital marketing goals, and use data to inform your marketing strategy When identifying specific marketing objectives to support your long-term goals, it is common practice to … The post How to define SMART marketing objectives appeared first on Smart Insights.
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