Iannarino

MAY 9, 2023

Seventy-five percent of sales hires fail in their first year.

Sales 278

Sales 278

Salesforce

MAY 9, 2023

Which Salesforce exam should I take next? Where should I take my next exam? How should I prepare for my next Salesforce exam? Hot Tip: How should I tackle the exam itself? Pass or fail – we always learn Since beginning my Salesforce journey in 2012, I’ve sat for many Salesforce exams and earned 20 Salesforce certifications. I’m now a Certified Instructor!

Education 98

Education Start-ups Drivers/motivators Consult 98

Highspot

MAY 9, 2023

It was an ordinary Tuesday afternoon in the 2000s when I first picked up an iPhone. As I played with the touchscreen, the realization hit me that this was more than just a new piece of tech. I had the future in my hand. Over the past two decades, major breakthroughs have revolutionized the way people interact with electronic devices, each other, and the world.

Cross-sell 98

Cross-sell Sales Entertainment Strategize 98

Sales Pop!

MAY 9, 2023

In business, a successful sales team can make all the difference. Creating high-performing sales reps means supplying them with everything they require to reach their objectives, from motivation and professional growth. A well-functioning sales team can help a company generate revenue, acquire new customers, and stay ahead of the competition. Building a successful sales team requires the right talent, strategy, and leadership.

Drivers/motivators 246

Drivers/motivators Sales Follow-up Pipeline 246

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.

Sales

SaaStr

MAY 9, 2023

One of the most essential things SaaS founders need to get right is their sales strategy. From day one, it’s critical to drive results to impress your investors, acquire customers, and set your sales team up for success. Dave Kellogg –– Independent Consultant, EIR at Balderton Capital, and author of the Kellblog –– knows a thing or two about successful sales.

Objectives and Key Results 122

Objectives and Key Results Sales Up-sell B2B 122

Engage Selling

MAY 9, 2023

 Are you rolling with the punches? I don’t buy into the narrative that you need a routine every morning to be successful. Here’s what I encourage instead! The post Rolling with the Punches first appeared on Colleen Francis - The Sales Leader.

Sales 62

Sales Sell 62

Iannarino

MAY 10, 2023

In today’s fast-paced business environment, change is constant. While some buyers claim they would prefer a “salesperson-free buying experience,” many also suffer from buyer’s remorse. The reason is that business buyers treat complex purchase scenarios like they are buying a big-screen television from a retail store like Best Buy.

B2B 285

B2B Retail Sales 285

Sales Pop!

MAY 12, 2023

I’m often asked how I define enterprise selling versus selling into small and medium-sized accounts. As is true of so much in selling, it’s all about pain – the driving force in causing prospects to act. But what about us as salespeople? Don’t we have to deal with pain as well? Of course. So, I define enterprise selling in terms of the unique pains and challenges that selling organizations face in seeking to do business with large accounts.

Strategize 245

Strategize Legal Contact Technique 245

Engage Selling

MAY 11, 2023

 What’s the secret to successful proposals and how do you increase the likelihood of prospects doing business with you? Watch this video to find out! The post The Secret to Successful Proposals first appeared on Colleen Francis - The Sales Leader.

Prospecting 62

Prospecting Sales Sell 62

SaaStr

MAY 12, 2023

So SaaS Capital put out its latest report on SaaS retention and NRR after having surveyed over 1,500 SaaS companies and professionals. You can download it here. There are a lot of great learnings and metrics in the report, and a few stood out to me: #1. Annual Contracts Didn’t Boost NRR, And Even Multi-Year Contracts Only Had a Modest Impact on NRR.

Contract 145

Contract Closing Customers Sales 145

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.

Objection handling

Iannarino

MAY 7, 2023

As a sales leader, I require my teams to pursue strategic clients. I discourage them from spending their time on companies that won’t benefit from our approach. I learned to target the companies that would be a good fit for how we deliver value. Occasionally, a salesperson would chafe when I rejected companies that would not find what we do to offer a strategic advantage.

Strategize 283

Strategize Clients Sales 283

Understanding the Sales Force

MAY 10, 2023

All the requirements have been met. We have already seen these factors occur across the board: Low QoQ GDP. High interest rates. Massive layoffs. Inflation. Stock Market down. Cost-cutting. We are now seeing these events in sales organizations: Missed forecasts. Closing delays. Failure to hit quotas. Order cancellations. We know what doesn't work in a recession.

Quota 143

Quota Closing Sales 143

Martech

MAY 11, 2023

Data clean rooms (DCRs) are a relatively new technology that marketers are using to enhance their use of data in a privacy-compliant way. Ana Milicevic, principal and co-founder of management consultancy Sparrow Advisers, recently gave The MarTech Conference some answers to pressing questions marketers have about how DCRs can power their stack. “If you are in a decision-making role you are probably tasked with at least evaluating whether this is a technology that you need to pay attention to,” s

Government 135

Government Management Consulting Technology Technology 135

SaaStr

MAY 9, 2023

So when I was a founder, I didn’t pay much attention to how VC funds themselves worked. I just pitched them. But fast forward to today, and there is an incredible amount of information about how the industry actually works, and we put a bunch of the best stuff on SaaStr itself. Most important today is for founders to know (1) how active the venture markets are, at each stage and (2) how healthy venture is overall.

Pitch 144

Pitch Growth 144

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

Hospitality

Iannarino

MAY 6, 2023

One reason salespeople fail to win clients is because they have a difficult time building sales trust. Business acumen is a larger variable than most salespeople suspect, and when a contact senses it is lacking, they look elsewhere for help. Most sales organizations believe they are consultative, but few of their salespeople have the business acumen and experience to have the types of conversations this approach requires.

Trust 278

Trust Consult Sales Contact 278

Search Engine Land

MAY 10, 2023

It’s here – the all-new AI-powered Google Search engine we’ve heard rumors about under the code name Magi. Is it more “ visual, snackable, personal, and human ?” Yes. But, for now, you can only gain access to Google’s new search generative experience (SGE) through a Google Labs waitlist – which means you may be waiting weeks before you can play with it directly.

Follow-up 134

Follow-up Launch Trust Finance 134

Membrain

MAY 7, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Scott Leese , CEO of Scott Leese Consulting to discuss how openness and connection is important in Sales Leadership.

Consult 133

Consult Sales 133

Martech

MAY 12, 2023

Are you looking for inspiration to improve your organization’s marketing performance? Well, there’s plenty of inspiration if you keep your eyes and ears open. This may seem obvious, but sometimes I have to remind myself of this fact and of all the opportunities out there. As marketing-oriented professionals, we’re all responsible for contributing ideas, regardless of where we sit on the organizational chart.

A/B testing 132

A/B testing UX B2C Referrals 132

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.

Retail

Iannarino

MAY 11, 2023

Every day we hear from individual sales reps that they get no support to improve their sales skills. We also hear from sales managers who have no budget to provide training for their sales team. And we hear leaders say that they expect the reps they hired to know how to sell. These leaders must believe the salesperson was trained by their prior employer or that they were born with some innate ability to sell.

Sales 272

Sales Sell 272

Sales Pop!

MAY 10, 2023

In today’s fast-paced digital world, businesses must constantly adapt to stay competitive. One way they achieve this is by leveraging cutting-edge technologies like content automation and artificial intelligence (AI) to streamline their day-to-day operations and enhance their online presence. This article explores how these tools revolutionize marketing strategies, from personalizing content for better customer engagement to providing valuable data-driven insights.

A/B testing 130

A/B testing Technology Technology Campaign 130

Membrain

MAY 10, 2023

I recently read a rant on LinkedIn about rights versus responsibility. The author was complaining that we’ve gone too far in the workplace toward emphasizing personal rights, and forgotten that people have responsibilities as well.

Sales 133

Sales 133

SaaStr

MAY 10, 2023

So we’ve covered HubSpot on our 5 Interesting Learning series more than any other SaaS leader, but it’s for a reason. First, so many of us HubSpot itself every day, so it’s … well, tangible. And second, it’s similar to the apps many of us build, sell, and market ourselves. We all at least sort of know HubSpot. If they are doing well, then hey, that’s a challenge to all of us.

Growth 128

Growth B2B Up-sell Price 128

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.

Start-ups

Iannarino

MAY 12, 2023

In The Only Sales Guide You’ll Ever Need , you will find three competencies that most salespeople are lacking. The first is leadership, which is necessary to lead your clients. The second is change management, a set of skills that is becoming increasingly valuable for salespeople. And third competency is business acumen, without which it is impossible to be a consultative salesperson.

B2B 269

B2B Consult Sales Clients 269

Sales Pop!

MAY 6, 2023

Nouriel Roubini has a fascinating bestselling book called MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. In this book, Roubini lays out 10 trends that seriously threaten our survival. This book got me thinking: are there mega-threats for our industry coming our way? Thus begins a new series of articles on mega-threats to our particular area of endeavor.

Hospitality 130

Hospitality Healthcare Sales Pipeline 130

Partners in Excellence

MAY 9, 2023

As sellers and leaders, we know we are supposed to create value–for our customers, our people, and each other. Too many of us, me included, tend to be very glib about the term, assuming everyone automatically understands what is meant by value creation. I’ve come to realize, despite how much we talk about it, we really don’t understand what it means, often overcomplicating it.

Teamwork 128

Teamwork Meeting Customers Process 128

Martech

MAY 8, 2023

Generative AI has taken marketing by storm: 73% of B2B and B2C marketing executives say their companies are using it to help create text, images, videos or other content, according to a new survey. Not holding out for long. Thirty-one percent of those not using it expect to do so within a year and 46% within two years, according to the report from Botco.AI.

B2C 128

B2C Transportation B2B Technology 128

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.

High impact

Iannarino

MAY 8, 2023

It is rare that salespeople default to prospecting, looking instead for other sales-related work. Sales leaders who worry about sales velocity and longer sales cycles should consider the contacts that no sales rep has ever touched. That contact may have been living in your CRM for a year or more, but the B2B sales process may have stalled.

Prospecting 269

Prospecting Contact CRM Sales 269

Search Engine Land

MAY 12, 2023

Optimizing for search requires time and effort, as most SEO experts would attest. It could take several months or even years to outrank established competitors who have been optimizing their sites for a long time. That said, many websites can take advantage of low-hanging fruits to boost their search visibility. You can uncover untapped potential with the help of SEO specialists or simple tools.

Technique 126

Technique Pitch Start-ups Follow-up 126

Partners in Excellence

MAY 9, 2023

As we see more organizations announce reductions and layoffs, we are seeing more CEOs use poor seller performance as an excuse for the layoffs. One CEO said, “We’ve identified more than 100 people on our sales team who have consistently missed expectations. Simply put, a significant percentage of our sales force has been repeatedly underperforming based on measurable performance targets and critical KPIs.

Meeting 126

Meeting Process Sales 126

Martech

MAY 9, 2023

Organizations need a go-to-market (GTM) strategy that uses the right metrics and mix of tactics or “motions” to drive revenue and survive economic challenges, said Sangram Vajre, CEO of analyst firm GTM Partners, in his second-day keynote at The MarTech Conference. A go-to-market strategy is an organization’s plan to engage customers to buy a product or service and gain a competitive advantage.

Go To Market 126

Go To Market GTM B2B Meeting 126

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