Sat.May 11, 2024 - Fri.May 17, 2024

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3 Actions to Grow Recurring B2B Sales Revenue

Force Management

In our recent webinar with Force Management Managing Director and Facilitator Brian Walsh, an audience member posed a question that we hear often in our work with B2B sales organizations:

B2B 156
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The Wrong Way to Measure Retention

Engage Selling

You’re proud of that customer retention rate, huh? But what if I told you there’s a hidden story—and it’s costing you… For more strategies like this, check out my sales … The post The Wrong Way to Measure Retention first appeared on Colleen Francis - The Sales Leader.

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Relationship Selling Begins with Asking the Right Questions

Anthony Cole Training

According to the 2023 Edelman Trust Barometer, “Only 59% percent of the 32,000 global respondents to the firm’s 23rd annual trust and credibility survey trust financial services to do what is right, compared to 75% who trust technology and 71% who trust education and food & beverage companies — the top 3 most trusted industries. In the United States, 57% of consumers trust financial services, an increase of 9 percentage points over 2022 findings.

Sell 315
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The Impending Demographic Shift and Its Impact on Global Demand

Iannarino

Discover how the dramatic demographic shifts of the 21st century are reshaping economic landscapes worldwide.

Sales 285
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Smart Tools & Strong Teams: A People-First Approach to AI in Sales

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.

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Google rolls out AI Overviews in US with more countries coming soon

Search Engine Land

AI Overviews is rolling out to all US based searchers in Google Search, making AI Overviews available to hundreds of millions of searchers by next week, Liz Reid, the company’s new head of Search , announced at Google I/O. AI Overviews will launch in more countries soon and be available to more than a billion users by the end of the year. Hema Budaraju, the Senior Director of Product, Search Generative Experience, Google, told us that the link cards within AI Overviews generate a higher cl

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Don’t Go Home Until You Do This

Engage Selling

This habit should be your non-negotiable daily action. Commit to this and watch your pipeline grow! For more strategies like this, check out my sales tip video library on YouTube… … The post Don’t Go Home Until You Do This first appeared on Colleen Francis - The Sales Leader.

More Trending

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The Evolution of B2B Sales: Key Strategies Through the Decades

Iannarino

Explore how B2B buying changes have reshaped sales strategies over the years, and what it means for your business today.

B2B 284
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Why advertisers can no longer trust Google

Search Engine Land

The Department of Justice’s laid out a damning case against Google in the antitrust lawsuit closing argument. Search Engine Land Managing Editor Danny Goodwin highlighted some of the damaging evidence – including how Google has been increasing costs for advertisers – in How Google harms search advertisers in 20 slides In light of the revelations, I contacted search marketers to get their thoughts on Google Ads to evaluate the current confidence level.

Trust 137
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3 reasons why digital video and CTV are booming in 2024

Martech

Video ad spend is expected to rise 16% year-over-year in 2024. Brands are interested because of the deep penetration that CTV and digital video have with U.S. households. Streaming services and other publishers are stepping up to bring more ad-supported options to consumers, along with better ad experiences. Dig deeper: IAB NewFronts rings in the age of digital video dominance Here are three key reasons behind this growth in digital video and the numbers behind them.

Retail 134
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Consistently High Performing Organizations

Partners in Excellence

I suspect it’s trite to say, every leader wants to create a high performance organization or that people want to be part of high performing organizations. But what does it mean to be a high performing organization? In selling, is high performance “hitting our numbers?” Is it max’ing our comp plans? Is it about our personal success?

GTM 139
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How to Coach Reps on Overcoming Sales Objections with Confidence

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.

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Essential Contract Review Tips for Sales Professionals: Read Client Contracts with Confidence

Iannarino

Ensuring you understand client contracts is crucial for sales success—don't let legal jargon trip you up.

Contract 279
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6 unpopular SEO opinions you need to consider

Search Engine Land

It seems like the search algorithm changes have been hitting harder than a Taylor Swift breakup song. There’s been much talk about core updates , helpful content , reputation abuse , etc. OpenAI is building a search engine , and Google’s Search Generative Experience is likely expanding soon. It’s getting hard to keep up, and many SEOs are having some serious FOMO.

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24 customer experience misconceptions debunked

Martech

It’s important that everyone is clear on the definition of customer experience. There are so many incorrect uses of the term and misconceptions about the concept itself that create confusion and dilutes the work that needs to be done. What is customer experience (CX)? Customer experience is the sum of all the interactions that a customer has with a brand over the life of the relationship with that brand.

Customers 133
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What Our Leaders “Owe” Us

Partners in Excellence

As individual contributors, we are conditioned to think about what we owe our managers and leaders. Are we getting all our tasks done–making the calls, doing the outreach, meeting with customers, progressing deals, keeping our reporting updated. We are conditioned to think about hitting our goals and numbers, keeping our performance up, perhaps to keep our managers off our backs.

Trust 138
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Welcome to the Future of Hospitality: Smart Rooms Start Here

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

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Rethinking Digital Connectivity: A Family Perspective

Iannarino

Last weekend we celebrated Mother's Day with our three adult Gen-Z children at Claudiana Italian Restaurant. The children came bearing flowers and presents. After ordering our food, we sat for more than half an hour, until our server reported that the kitchen had lost our ticket. We spent the time talking about our children’s work, their friends, and all sorts of topics, including my youngest's wedding this September.

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Increase efficiency with AiSDR

Sales Pop!

AiSDR is a tool that transforms the approach to email campaigns, offering innovative ways to automate and optimise processes. Using artificial intelligence, AiSDR [link] analyses customer data, allowing businesses to create personalised emails that best match the interests and needs of each recipient. This ensures that messages are engaging and relevant to the audience, which in turn increases the effectiveness of campaigns and boosts customer engagement.

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7 tips for using marketing automations to drive leads

Martech

You want to capture more leads. But your marketing team is already running on fumes, attempting to drive results with limited resources. How can you use software to build a lead-generation engine that delivers big results? Marketing automations can help you streamline processes, increase productivity, and yes, capture more leads. Are you ready to shift your team into high gear?

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The Spaces In Between….

Partners in Excellence

Recently, I’ve been noticing something new, something I haven’t been paying sufficient attention to. It struck me in a conversation with a colleague yesterday. We were talking about organizational design, performance, and a number of issues. She presented a chart, the one below is a cleaned up representation of the chart. The content of the chart is irrelevant to this discussion, but each block represented a different part of the GTM organization, their roles, responsibilities, and k

GTM 135
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Breaking The Commerce Bottleneck: Your SAP Exit Plan Starts Now

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.

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How to Develop a Winning Customer-Centric Sales Strategy

Iannarino

Discover the secrets to transforming your sales approach and boosting your success rates with a customer-centric strategy.

Customers 141
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Building a High-Performing B2B Sales Team: Effective Strategies for Inevitable Success

Sales Pop!

All companies stick to the motto that it’s all about the customer. While this term is usually used in marketing, it inevitably plays a huge role in the sales of every business. Therefore, understanding the needs of your customers and developing long-lasting relationships are crucial in today’s competitive landscape. Talking about this leads us to our main point.

B2B 130
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Cutting through the hype: Generative AI adoption in B2B

Martech

Ah, there it is again — the genAI buzz. It’s going to transform B2B sales and marketing, right? You’ve been on LinkedIn. Like me, you’ve come across a flood of posts waving hands in the air — AI is a magic pill promising to skyrocket productivity, slash costs and practically do your laundry. But here’s the wet blanket: If AI adoption was as straightforward as these posts suggest, why does nearly everyone find themselves with a case of the hives when they think about it?

B2B 128
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GTM 94: Mastering Branding, Pricing, and Customer Success for AI Startups with Holly Chen

Sales Hacker

Holly Chen is the Managing Partner of ExponentialX, a Marketing and Growth Advisory Collective for high-growth SaaS startups, advising companies like Miro, Loom, ServiceNow, Appsflyer in their growth journeys. She also guest lectures at Berkeley and NYU, teaches at Section and Maven, mentors at First Round Capital, and is an active angel investor. Previously, Holly was the Global Head of Digital Marketing at Slack, helping it grow $100M to $700M ARR and going public.

GTM 122
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New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

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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Top 13 Challenges Sales Leaders Face in 2024 and How to Overcome Them

Iannarino

Sales leaders today are navigating an unprecedented landscape of challenges and opportunities. The current environment has a number of wicked problems that challenge sales leaders , sales managers, and their sales teams. Even though most sales leaders are turning to artificial intelligence to find the improvement they need, so far, there is little evidence that technology improves results.

Sales 141
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8 Ways to Effectively Present Your Brand’s Service Product to Website Visitors

Sales Pop!

When people go online in search of a solution to their problem, they don’t want to spend days looking for a service that will meet their needs. Most simply shortlist a few services that catch their eye and opt for the one that feels right. This decision often comes down to which service is presented in the most clear, accessible, and engaging way. 94% of first impressions are design-related – that’s a big deal for brands selling services online.

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Why you should track your email’s long tail to measure success (plus a case study)

Martech

When someone talks about “long tail” strategy, you probably think it begins and ends with search engine marketing. But it should be a part of your email campaign planning as well. If you don’t track your results long after your campaign ends, you’re more likely to under-report your successes! With all the pressure on email marketing to produce results, that could be a major omission.

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Google AI Overviews: More searches, less satisfaction

Search Engine Land

I don’t know for a fact that people are searching less on Google. I just know it’s true. During Google I/O, Alphabet/Google CEO Sundar Pichai told us AI Overviews have resulted in an “increase in Search usage.” Pichai said the same thing during Alphabet’s Q1 2024 earnings call. But if that’s the case – doesn’t that mean AI Overviews, or the artist formerly known as Search Generative Experience (SGE), isn’t solving a problem it was supposedly invent

Gambling 121
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Automation, Evolved: Your New Playbook for Smarter Knowledge Work

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.

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How to Prepare for a Successful First Meeting with a Prospective Client

Iannarino

Maximize your chances of securing a second meeting by mastering the art of the first encounter with a prospective client.

Clients 130
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58% of You Say Sales Cycles Are Even Longer in 2024

SaaStr

So not everyone is seeing tougher times these days. SaaS outside of classic “B2B’ is often holding up well. Klaviyo, Toast, etc. just had very strong quarters. More B2B2C there. And AI is obviously on fire, pulling up AWS, Google Cloud, Azure, etc. Security remains on fire overall as well. But classic B2B SaaS is definitely in many cases seeing tougher times.

B2B 120
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Google rolls out AI Overviews for more complex searches

Martech

Google is rolling out its AI Overviews search to U.S.-based users of Google Search in the coming week. This was just one of several significant developments announced by the company at Google I/O yesterday. What are AI Overviews? AI Overviews give answers to queries using generative AI technology powered by Google Gemini. It provides a few snippets of an answer based on its understanding of queries and the content it found on the topic across the web.

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New Google Search AI features to help you plan, research and learn

Search Engine Land

Google is adding new AI-powered search features to Google Search and in Google Search Labs, in addition to rolling out AI Overviews to searchers in the U.S. this week. The new AI-powered features include the ability to adjust AI Overviews, multistep reasoning capabilities, planning capabilities, AI-organized search results and a new Google Lens ask-with-video feature.

Product 119
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Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.