Engage Selling
MAY 27, 2022
?????? Are you staying away from this sales metric? I wrote an entire chapter in Right on the Money on data. Specifically, about not letting data control you. I love … Read More. The post Stay Away From This Sales Metric | Sales Strategies first appeared on Colleen Francis - The Sales Leader.
Martech
MAY 25, 2022
As a marketing leader, you’re tasked with turning potential customers into revenue. To drive bottom-line growth, you’re ready to create a strategy for attracting, engaging, and converting prospects across all of your marketing channels. But do you have the right technology to achieve your goals? As you evaluate your martech stack, you might realize that you need to do more than use the right technology — you need to optimize it.
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Iannarino
MAY 23, 2022
The major difference between One-Up salespeople and those presently One-Down is that the One-Up person creates a tremendous value inside the sales conversation, while the One-Down salesperson's approach feels like a waste of time.
Anthony Cole Training
MAY 26, 2022
If you and your organization don't have a data-driven sales approach and process, you could be missing out on some key information that would help increase sales success.
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 Pop!
MAY 22, 2022
In a previous article announcing Pipeliner’s new Forecasting feature , I stated that forecasting should be collaborative, and that collaborative forecasting can only happen through instant dynamic visualization. Instant dynamic visualization is, of course, what is provided by Pipeliner CRM all throughout the system. I feel that it is important to explain that single statement in more detail, so its meaning can be fully understood.
Veloxy
MAY 24, 2022
When you’re a salesperson, some days go slower than others. Mondays. Rainy days. Popular vacation days that you happen to work on. It’s a long list. Luckily for you and me, Salesforce did the necessary research to discover one of the biggest pain points that cause slow workdays. Did you know that salespeople spend over 1,300 hours every year not generating revenue?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Force Management
MAY 25, 2022
Each player on the executive team has a different perspective. The CFO is the ears of an organization. They combine everything they hear from leadership to create a balanced plan. They want to yield healthy growth. They go for accuracy.
Partners in Excellence
MAY 22, 2022
What if we applied the principles of high impact, value creating selling to our work with our own people? What if we started applying the principles we leverage to create differential advantage, customer experience which drive retention, renewal, and growing our customers to our people. We know some things about our customers: They don’t care about how much we talk about our success, who we are, and our companies.
Veloxy
MAY 21, 2022
Tell me if this story sounds familiar to you. Someone in your office finds a creative subject line in a blog post. They get a 38% open rate after using the subject line for one month. You begin using the same subject line, but your open rates are not as promising. I just spent ten minutes reviewing the top ten Google search results for “best cold email subject lines”.
Iannarino
MAY 24, 2022
The One-Down salesperson uses an approach that causes their prospective client to recognize they aren't someone with the knowledge or experience to be a valuable partner. Asking "Is now a good time," or "Is now a bad time," or any other combination of words that are used to try to deceive the contact is the result of a lack of confidence. It also betrays the One-Down person's belief that they are going to fail to acquire the meeting they need.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Manager
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
MAY 24, 2022
If there ever were a golden word in marketing, it’d be evolution. As consumers access more advanced technology, old marketing strategies fail to impress them. This is why modern marketers need to adapt to the constantly changing media and technology landscape to appeal to customers. Two innovations marketers should stay abreast of are augmented and virtual reality devices.
SaaStr
MAY 27, 2022
So for a while now we’ve been running polls on LinkedIn. They aren’t scientific, but they do poll out 25,000+ LinkedIn followers, who consist mainly of SaaS executives. So there’s something to them. And at least — they can trigger some thinking. A few of my favorites: #1. Most of you give about a 12.5% discount on average for multi-year deals.
Veloxy
MAY 24, 2022
Jordan Belfort has been inspiring salespeople at live seminars for over thirteen years. But that’s not how you best know his name. You also know Jordan as “ The Wolf of Wall Street “ It doesn’t take long for Belfort to motivate a salesperson. He uses high energy , optimism , and empowerment to get even the most pessimistic of people out of their chair and clapping their hands with enthusiasm.
Iannarino
MAY 25, 2022
Every One-Down salesperson has a tell , something that reveals their low level of status and knowledge. A decision maker or a professional buyer will recognize this tell and command the One-Down salesperson to "sharpen their pencil," or they’ll politely ask for a lower price or some other concession. The One-Down salesperson explains they will have to speak to their sales manager to see what they can do, and by saying those words, they inform the buyer that a lower price or desired concession wi
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
MAY 25, 2022
There’s nothing virtual about the sea change marketing teams have experienced in the last two years. The fact that marketers are working remotely over digital channels is a very concrete reality calling for new approaches to workflow. Here are four tactics to help your team adapt. Improve visibility and centralize. Virtual meetings, chat apps, automated calendars and workflow management software all became necessary to bring together teams from remote workspaces.
SaaStr
MAY 23, 2022
There are many ways to slice-and-dice public market data, but the headline one Bessemer called out is the most visceral I’ve seen: Public SaaS and Cloud companies lost $1 Trillion in market cap so far in 2022. And the number of public SaaS and Cloud decacorns has fallen from 50 to 17. This puts a lot of pressure on all the private unicorns out there: We did a deeper dive on decacorns here.
Partners in Excellence
MAY 21, 2022
The phone rang, I absently picked it up, thinking it was another call that was scheduled about 10 minutes later. It ended up being the wrong call, it was a prospecting call, “Dave, this is Chris from…… We missed you at Dreamforce and wanted to talk about how you can leverage our tool at your company.” Not meaning to be nasty, I asked, “Do you know what our company does?
Iannarino
MAY 26, 2022
I once had a client who was an incredibly difficult person. Each day, I visited her company to ensure we were meeting her needs. Every time there was a problem and, regardless of how innocuous, she ended up screaming at me. My comfort engaging in conflict allowed me to stay cool and endure the daily tirades.
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
MAY 27, 2022
This week, grocery delivery and pickup platform Instacart announced the rollout of shoppable ads. Participants in the pilot program include Dove, PepsiCo, Mondelez International and S.Pellegrino. Video and display units. Shoppable video and display units can be seen by users in the Instagram Marketplace as they shop products from specific grocery retailers.
SaaStr
MAY 23, 2022
So for many of us in SaaS, these are still the best of times. The Cloud is bigger than ever, CIOs are buying more than ever, and SaaS is still on a roll. But public stock prices are way down, and venture capital is much tighter than it was just a few months ago. So many of you will want to manage the burn more carefully. But you can’t cut your way to growth.
Sales Gravy
MAY 25, 2022
Video messaging is hot and it is a core component of effective prospecting sequences because it works! At Sales Gravy we love using video messages to grab the attention of prospects. Our favorite tool for sending those messages is Vidyard. That's why we were thrilled when Vidyard CEO and Co-Founder, Michael Litt agreed to sit down with Jeb Blount, Jr. on the Sales Gravy Podcast to discuss the future of video messaging.
Iannarino
MAY 22, 2022
While the One-Up approach to sales is more than just a state of mind, like all effective approaches, it starts with a mindset. The One-Up mindset embodies the values, duties, and obligations of the One-Up salesperson's responsibilities.
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
MAY 27, 2022
Everyone knows that content technology represents a key piece in the martech stack. The past five years have seen traditional enterprise content management (ECM) vendors transitioning from document management to content services platforms, and web content management (WCM) vendors struggling to broaden their scope as mythical “digital experience platforms.” Meanwhile, a parallel, and potentially a more interesting, trend has been taking place on the content side of the martech world.
SaaStr
MAY 24, 2022
The truth is, it’s not just VCs that lowered their standards in the boom of ‘20-‘21. So did startups. Many mediocre hires were made to fill slots, reference checks not made, etc. If there really is a slowdown (and I’m not sure will be in SaaS), folks will have to work harder. — Jason BeKind Lemkin #???????????? (@jasonlk) May 23, 2022. So I’m not yet convinced times are really tougher for SaaS companies.
Score More Sales
MAY 24, 2022
In the B2B sales world, we’re in, I hear a lot about how things have changed.
Iannarino
MAY 27, 2022
We are happy with our current provider. Can you send me some information? Can you try me again next quarter? Your price is higher than your competitors’. You're going to need to sharpen your pencil. You are missing feature X. It's a deal breaker.
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
MAY 27, 2022
With digital transformation, advertising isn’t just about growing brand awareness or planting a seed. Advertisers and their adtech partners can reach audiences big and small at any stage of the funnel, delivering cross-channel ads across multiple touchpoints. And they aren’t just using traditional demographics and ratings, they’re leveraging device-level or user-specific data, as well as contextual insights, to serve the right message to the right customer at the right time.
SaaStr
MAY 25, 2022
Conan Economics or How to Crush Your Enemies with Expensify’s CEO: David Barrett. How do you make your fledgling business seen and heard in a competitive business marketplace? Despite their primarily sloppy execution, some of the world’s largest and most admired businesses share one thing in common: they were all built using the right business economic model.
Heinz Marketing
MAY 26, 2022
By Brittany Lieu , Marketing Consultant at Heinz Marketing. Being creative isn’t exclusively reserved for your creative team. As our world becomes more automated and the tools and tech we adopt continue to transform business efficiencies, creative value becomes indispensable. . Creativity is not limited to artistry. It’s the art of leaning into an opportunity for improvement or change.
ConversionXL
MAY 27, 2022
Done right, demand generation can supercharge growth. It’s how ConvertKit grew from $98K to $625K MRR and Morning Brew reached two million subscribers in just five years. Demand generation tactics address two of the biggest marketing challenges: raising brand awareness and generating leads. Without awareness and leads, you’re missing out on opportunities to close sales and grow your business.
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