Sat.Jan 01, 2022 - Fri.Jan 07, 2022

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Selling Value vs Price

Anthony Cole Training

One of the top challenges we discuss with sales managers and leaders is how to get their salespeople to start selling value and stop caving on price.

Price 293
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What Leaders Have to Say on Setting and Achieving Goals

STAR Results

The Power of Setting and Achieving Goals. New Year resolutions are nothing more than rhetoric. Despite the initial eagerness you may feel for the goals you have set, that enthusiasm tends to wane over time, often leaving you right back to where you started. Studies indicate that only 8-12 percent of people fulfill their goal-setting resolutions. Sure, your desire to achieve the goal is real.

Education 277
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How to Stay Positive in an Uncertain World

Iannarino

Your experience on earth is largely about how you frame things that occur around you. How you choose to interpret and process things that happen (or don't happen) determines whether your attitude is generally positive or negative.

Process 258
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Top Channel Selling Trends 2022

Sales Pop!

To kick off 2022, Brian Sullivan interviews Jay McBain about the key trends impacting channels in the new year and beyond. Jay is one of the most visible and respected thought leaders in global channels, having been named 2021 Channel Influencer of the Year by Channel Partners Magazine. He was also included in the “Top 40 Under 40” by The Business Review and was recognized on many other channel magazines’ top influencer lists.

Sell 246
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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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Viral Email Marketing

Veloxy

Helping your word spread to more decision makers. The best marketing emails are not meant to be read by one decision maker at one company. Viral marketing emails are meant to be read by the whole account. While you may cringe because the word viral reminds you of the Covid world we live in, the benefits of this email strategy far outweighs the non-existent disadvantages.

Referrals 211
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Changes As A Competitive Advantage – Omicron Edition

Tibor Shanto

By Tibor Shanto. I have regularly talked about the importance of deliberate and intentional change. Some tell me I go on and on about the 360 Degree Deal View , way too much; but I can’t help it. It is just one element of learning. The video below was prompted by an article from McKinsey, Intentional learning in practice , apparently their 10th most popular article for 2021.

Represent 157

More Trending

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Selling to Yourself Proceeds Selling to Clients

Sales Pop!

The sales effort is useless unless you are 100% behind an idea, product, or service. Hence, selling to yourself proceeds selling to clients. Anyone on a sales job has no doubt paused to question what they are to sell upon hearing a new announcement. Integrity is everything, as clientele seeks it out before committing. It’s easy to dismiss a new offering as not worthy of anyone’s time.

Clients 246
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Our Latest Podcasts: Sales Tips for a Record-breaking Quarter

Force Management

If your New Year's resolution is to find small ways, every day, to provide value to your salespeople then you've come to the right place. Our December episodes focused on key sales skills and topics that lead to better numbers and faster close rates. Your front-line managers and reps can implement these actions into their daily activities to ensure consistent application of desired sales skills or methodologies.

Sales 148
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Dear SaaStr: What Are The Top Things Consistently Missing from Series A Pitches?

SaaStr

Q: Dear SaaStr: What Are The Top Things Consistently Missing from Series A Pitches? The biggest problem I find with Series A pitches is simply that they are still Series Seed pitche s. Your company, and time, have moved on. The pitch often hasn’t. It needs to. In other words, CEOs don’t update the pitch approach to align with what post $1m ARR investors want to see.

Pitch 143
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How Complexity Prevents Decisions

Iannarino

There's no earthly way of knowing Which direction they are going! There's no knowing where they're rowing, Or which way the river's flowing!

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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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The Top Priorities of Every Entrepreneur

Sales Pop!

What is it that makes a successful entrepreneur? If you ask 10 successful business owners that question, then chances are you are going to wind up with 10 completely different answers. Everyone’s path to success is different, and therefore, the idea that there is one set-in-stone method that will guarantee you thrive is a fiction. That being said, there are generally some key attributes that will contribute to your success as a business owner and an entrepreneur.

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Name that Tune: A Great Hire in Less Than Six Seconds?

Force Management

As shocking as it may be, your next career opportunity is often in the hands of someone that will spend less than SIX seconds determining if you are a good fit. For the few of us that can remember when Jim Lange hosted a game show – before Jane Krakowski was tapped last year to resurrect it – you know it was called Name That Tune. The original show, which had contestants try to name a song after hearing the least amount of piano keystrokes, has some scary similarities with today's approach to as

Gaming 147
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3 ways marketers can build trust with data ethics

Martech

Data privacy is arguably the most pertinent topic in marketers’ minds these days. Whether it’s GDPR, CCPA, or upcoming U.S. federal privacy laws, brands know they may face legal jeopardy if any of these pieces are out of place. Yet it’s more than that — consumers are demanding privacy. “As consumers demand more transparency and new laws and regulations come into effect, brands must reconsider their data practices and think beyond legal compliance to stay in the game,” said Priscilla Debar, Acous

Trust 141
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The Difference Between Training and Development

Iannarino

It's not uncommon to sacrifice precise accuracy when you communicate: we sometimes use similar but distinct words as if they were interchangeable. However, precision creates clarity, and the more specific the word, the greater the understanding.

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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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SaaS Start-Ups: Buck Up – It Really Does Get Easier. Or At Least — You Get Better.

SaaStr

One of one top engineers at Adobe Sign / EchoSign, who had strong experience both in consumer internet and enterprise internet, told me a while back the #1 reason he disliked SaaS / enterprise — it never gets easier. His point was, once you solve the problems for Big Customer #1, then you get 10 more Big Customers. Which is ten more problems.

Start-ups 136
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How customer reviews can improve your SEO efforts

Search Engine Land

Customer reviews aren’t just for show. At SMX Next, Kyra Sammis explains how marketers can use reviews to improve SEO. Please visit Search Engine Land for the full article.

Customers 133
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4 steps to building a successful marketing organization

Martech

“When I came on board three and a half years ago, the ambition was to build a marketing organization and strategy to drive growth for the company. I think about growth as three ‘Rs.’ Growth for the brand, which is reputation; growth for our clients, which is relationships; and growth for our business, which is revenue.” Teresa Barreira was outlining her vision before meticulously describing the steps on the way to achieving it.

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The Two Reasons You Have Poor Sales

Iannarino

There are only two reasons a salesperson or sales force might have poor sales results. Improving these results requires that you address one or both reasons, as ignoring them will ensure that you suffer poor results longer than necessary.

Sales 152
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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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4 Straightforward Sales Goals | Sales Strategies

Engage Selling

There are four straightforward sales goals that I would like to share with you. They are simple, effective and will help you set the right targets and keep you on track throughout the year. The 4 Straightforward Sales Goals 1. … Read More » The post 4 Straightforward Sales Goals | Sales Strategies first appeared on The Sales Leader.

Sales 133
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Microsoft releases IndexNow plugin for WordPress

Search Engine Land

Microsoft Bing has released a plugin for WordPress to let you easily integrate the IndexNow protocol on your WordPress site. Please visit Search Engine Land for the full article.

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Living the agile marketing values: A do’s and don’ts guide

Martech

If you’re looking for some actionable ways to live out the agile marketing values in your everyday work life, we’ve put together this handy guide for you to share and discuss with your team. Value #1: Focusing on customer value and business outcomes over activity and outputs. Do’s: Discuss desired outcomes before beginning any work. Measure success at early intervals.

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Intellectual Humility and Curiosity

Iannarino

Learning Like Napoleon. When Napoleon was given command of the Italian Army, he was 26 years old. He requested every book on Italy, every map, and biographies of military leaders who had fought there before.

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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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Preventing fraud during the holidays

Sales Pop!

Holidays should be fun and full of happiness and love, but for a lot of people, the holidays period can be extremely stressful. The period that you hope to survive instead of to enjoy. You don’t know where to start first, from making your house look decent for all of the guests, trying to create memories and enjoyable experiences for every member of your family, to buying presents for all of them.

Education 130
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Empathy Is Insufficient!

Partners in Excellence

We know empathy is important in working with others, whether it’s our customers, our peers, or our people. If we can’t understand what they face in doing their jobs, what they care about, what their hopes, dreams, or fears, doubts might be, we can’t connect with them in meaningful ways. Too often, however, the concept of empathy is absent in our interactions.

Quota 129
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Why first-party data collection should be a priority for marketers

Martech

“No matter what your business objectives are, you need to understand your audience and leverage that data to fulfill your objectives,” said Pete Wootton, Chief Product & Data Officer for U.K. and U.S.-based Dennis Publishing, at our MarTech conference. To meet their business objectives, many marketers have found that first-party customer data collection intersects uniquely with their brand offerings as each informs the other.

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What is the Best Sales Coaching System in 2022?

Iannarino

Let me kick you a scenario: Your sales team is struggling. Your average close rate is down, morale is low, and you're out of motivational speeches. What do you do next? If you're like 66% of surveyed companies , chances are you’ll pursue some sort of sales training for your staff.

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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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5 Steps to Take for Effectively Renting a Property in Denver

Sales Pop!

The Denver property market poses unique challenges for rental owners. There are ample opportunities for landlords to make huge money in Denver if they market their property in the right way using professional help. The main challenge most rental owners face in Denver real estate is not having a tie-up with a reliable and experienced property management company.

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Crunchbase: Early Stage Investment Doubled in 2021. But The # of Companies Funded Only Went Up 25%.

SaaStr

Crunchbase has its latest VC report up here and it’s good reading. Everyone has slightly different data, but it helps answer a seeming conflict in the VC markets: Massive amounts of funding have flowed into startups … and yet … Why doesn’t it seem easier to raise seed funding for many startups? The answer is what we’ve already seen before, but good to see visually again.

Growth 128
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Creating Your Roadmap for Sales Success: Staging Your Sales Process – Episode 2

SalesProInsider

“Staging” is a term used in many endeavors, from getting a house ready to sell to producing a play. It’s typically the last step before something goes live. So, what does that have to do with your selling efforts? A lot! Staging in your selling efforts is a critical step in ensuring success in that sales opportunity. As I shared in the first article in this series for creating your roadmap to sales success, a sales process is a roadmap that guides you through the journey from the introduct

Process 126
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Eurotainer enjoyed an outstanding year - thanks in part to the “Membrain Effect”

Membrain

I love it when a client coins a phrase for us. We are extremely proud to be the sales platform for Eurotainer , a global provider of intermodal equipment for lease, based in France with offices on four continents.

Clients 127
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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.