Iannarino
FEBRUARY 7, 2023
All sales organizations are pursuing their sales goals during a difficult time, as buyers expect more from their providers. Reaching high levels of success starts with accountability. Salespeople have more freedom over their time than people in most other business roles, so it's important that they be accountable for certain outcomes within an allotted time frame.
Partners in Excellence
FEBRUARY 7, 2023
I’m breaking into a nervous sweat just writing the title to this post. As a person who thinks prospecting is so vital, and properly done, so powerful, I am in a quandary writing this post. How do we incite customers to change when they don’t recognize they may need to change? How do we drive sufficient levels of demand to achieve our goals?
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Anthony Cole Training
FEBRUARY 10, 2023
Recently, I shared 5 key things that have helped us grow and serve others in the last 30 years, hoping they will be helpful to others on their journey. Now, I'm taking a deeper dive into the 5 key takeaways with a more detailed on each. Here's #4: Relationships.
SalesProInsider
FEBRUARY 8, 2023
What’s your mindset around follow-up efforts for reconnecting with prospects who have stopped responding? What about those who haven’t followed through on the actions that they said they would? Do you get into a mindset of negativity? Do you feel frustrated that you must keep chasing them? Annoyed that you’re the one who’s constantly following up and checking in with them when they’re not doing what they said they would?
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.
Membrain
FEBRUARY 5, 2023
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Warwick Brown for a deep discussion about key account management.
Engage Selling
FEBRUARY 7, 2023
You need to ask strategic sales questions in meetings. However, if not done correctly, you’ll quickly be crossing that line between interrogation and investigation. The post How NOT to Ask Sales Questions first appeared on Colleen Francis - The Sales Leader.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Cerebral Selling
FEBRUARY 10, 2023
When the pandemic hit, my entire sales training and coaching practice went virtual. While I’m grateful that my clients feel my presentation style is fun and engaging, to create the live experience I was after (not to mention creating my entire online Sales Academy program), flipping on my webcam, popping in those ubiquitous Apple headphones, and looking down at my laptop wasn’t going to cut it.
Force Management
FEBRUARY 9, 2023
I have been very fortunate to be a part of some great teams in my life. My freshman year in college I played football for the Defending National Champions of I-AA (now D-I), Boise State University. I transferred my sophomore year to Bowling Green State University in Ohio and played for one of the greatest teams in BGSU history. During the 1985 season we were ranked 20th in the nation ahead of some of the powerhouse schools like Texas and Georgia!
Engage Selling
FEBRUARY 9, 2023
If you want to stand out from the competition, it’s important to create an apples-to-oranges comparison. Here’s what I mean (this will lead to more wins). The post How to Stand Out from the Competition first appeared on Colleen Francis - The Sales Leader.
Iannarino
FEBRUARY 4, 2023
No respectable contractor would start construction on a building without first having a blueprint. Your sales leadership framework is similar to a blueprint: It will dictate how you build your team and create the foundation for how your team works together.
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
FEBRUARY 7, 2023
AI is revolutionizing how marketers engage customers. Beyond how a chatbot like ChatGPT might change the way customers search, AI and machine learning models can also equip marketers with the power to personalize and optimize their messages to customers. Automation and optimization for personalized messages “[Automation and optimization] are two broad areas that marketers leverage machine learning for,” said Alex Holub, head of machine learning at customer data platform (CDP) company mParticle,
SaaStr
FEBRUARY 9, 2023
In the latest SaaStr Workshop Wednesday (sign up for FREE here ), Jessica Bartos of Salesforce Ventures did a great deep dive on the state of SaaS and venture in 2013. The full session is below and it’s a great watch. One metric stood out to me I hadn’t seen presented before: just how many private SaaS companies (i.e., startups) have crossed $100,000,000.
Membrain
FEBRUARY 8, 2023
I recently finished reading the latest book out of Ted McKenna and Matthew Dixon (one of the authors of The Challenger Sale and The Challenger Customer ), The JOLT Effect. It provides a useful lens through which to think about, and overcome, buyer resistance to making a decision.
Iannarino
FEBRUARY 6, 2023
Sales leaders and sales managers spend a lot of their time worrying about new opportunities. To ensure they have enough, many set an objective for each salesperson to have 300 percent of their goal in the pipeline. At the same time, they claim to want their sales pipeline to have integrity. One of the challenges with this approach to sales is that it doesn’t address the real issue: low sales effectiveness.
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
Sales Pop!
FEBRUARY 10, 2023
Continuing our series on Pipeliner and its rightful place in the CRM market, let’s now take an overall look at why Pipeliner CRM is factually superior to its competitors. Reprogramming Throughout Pipeliner’s development, we have done everything possible to use only open source components. This is not only for programming, but also for the operating system, Ubuntu, which we are running within AWS (Amazon Web Services, our cloud host).
SaaStr
FEBRUARY 8, 2023
So everyone knows Salesforce, founded in 1999, originally to manage your salesforce. But there’s another SaaS leader that almost everyone in B2B software also uses also founded in 1999 — to manage their events. Cvent. It’s still around, too. A lot of it is a bit old, and hard to use, and expensive. But after taking a hit from lockdown, it bounced back, IPO’d for the second time via a SPAC, and today is at $650,000,000 in ARR, growing 20%, with a health 21% EBITDA margi
Martech
FEBRUARY 8, 2023
Welcome to my first column for MarTech, where I will immediately and publicly admit I’m suffering through an existential crisis that began on November 30, 2022… A full-blown, real-life, mind-bending, core-gripping conundrum, the kind that causes a person to immediately reposition or curl up in the fetal position. I call my quandary existent-AI-lism.
Iannarino
FEBRUARY 5, 2023
There are some sales organizations that sell to companies that are seeking to change providers. In these cases, the B2B buyer has already decided to remove their existing provider and starts taking calls from different salespeople. These companies agree to meet with two or three sales reps to explore their options. This process works like most other sales, but there is another sales strategy in which a salesperson approaches companies that are not actively looking to replace their provider.
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.
Understanding the Sales Force
FEBRUARY 7, 2023
For those of you who are familiar with my series of articles about Bob - the worst salesperson ever - you can catch up by enjoying, laughing, and making fun of him here. 12 of the articles that show up on that page are about Bob! Today, I reviewed the worst OMG evaluation of a sales manager that I have ever seen. It was literally the worst because he was in the 1 percentile, meaning that 99% of all sales managers are stronger than he is.
SaaStr
FEBRUARY 4, 2023
Dear SaaStr: Do CEOs of Successful SaaS Startups Ever Have Any Free/Down Time? As CEO I’ve had as much free / down time as any exec on my team, possibly more: I always took my vacations Once I had great VPs, I didn’t even worry much about work on vacations I intentionally didn’t come into the office (when we all had offices) on any weekends I would often wait for the last one in the office to leave, but always leave with them I’d make sure there was no guilt finishing the normal day at 6 or when
Martech
FEBRUARY 10, 2023
We’re at the tipping point for ChatGPT and other AI-powered chatbots. Right now most attention is focused on Microsoft and Google’s use of them. The discussion so far has been mostly about the impact on marketing and SEO. But what about the impact on martech? Christopher Penn, co-founder and chief data scientist at TrustInsights.ai, says it is already creating big changes and opportunities.
Iannarino
FEBRUARY 8, 2023
A small hole can sink a big ship. Even the smallest crack can let in water; before you know it, you’ll be sinking faster and faster. The same is true of an ineffective sales presentation. If your presentation isn't airtight, you'll soon find your prospect poking at loopholes and raising objections. Before you know it, your prospect has abandoned ship (and your sales funnel ) and your sale is a wreck on the ocean floor.
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.
Sales Gravy
FEBRUARY 8, 2023
On this episode of the Sales Gravy podcast, Jeb Blount (People Follow You) sits down with Leigh Cantrell and Rob Matura who are Regional Vice Presidents at Cigna to discuss the keys to leading multi-generational sales teams. It's a fascinating conversation in which you'll learn about the challenges and rewards of building sales teams from diverse age groups.
SaaStr
FEBRUARY 6, 2023
Dear SaaStr: One of Our Most Respected Team Members Quit and Folks Are Leaving. What Do I Do? Promote someone great that everyone respects into a leadership role. Right now. This is really the only answer I’ve seen to this situation. We’ve all been in it at least to some extent, at some level. Sometimes, a termination. More often, someone highly respected or at least with a lot of team loyalty quits.
Martech
FEBRUARY 7, 2023
In the first few weeks of 2023 alone, at least 174 tech companies have cut close to 60,000 jobs, according to Fortune magazine. What does this mean for marketers? It’s time to be more strategic. By knowing where you’re headed, you can use agile marketing to focus on the work that’s going to perform best. 1. Know where you’re headed So many marketers are working reactively.
Heinz Marketing
FEBRUARY 8, 2023
By Maria Geokezas , Chief Operating Officer at Heinz Marketing Experts have slashed their former growth projections for 2023. So, it’s no surprise campaign spending is down across almost all channels. At this point, there’s no clear answer to when things will pick back up. And it might feel like the sky is falling if you haven’t taken the time to hone their foundations.
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.
Sales Hacker
FEBRUARY 6, 2023
Whew — for most of us, planning season and SKO will soon be behind us. We can breathe a sigh of relief and move on to other strategic activities. Or can we? After the sales team returns home, they unpack their bags and hit the streets, energized and excited to hit the ground running. Until……. stuff happens ! You name it, the GTM plan is continuously disrupted by it — Sales turnover Layoffs Hiring Promotions Mergers Acquisitions Reorganizations Strategic shifts Funding rounds Recessions Global pa
SaaStr
FEBRUARY 7, 2023
1,000 SaaS CEOs, Founders, Revenue Leaders, and VCs will join us for 1.5 days of tactical content, networking, and epic evening events when the Cloud comes to Singapore. If you haven’t already, sign up here for tickets before we sell out. And we’re excited to share that the SaaStr APAC Braindates platform is now open. Braindates are 1:1 and small group networking sessions designed for you to share knowledge and network with like-minded SaaS leaders during SaaStr Europa.
Martech
FEBRUARY 8, 2023
As a marketer, one of your primary goals is to not only attract new customers but retain the ones you already have and entice them to buy from your business again and again. Offering a competitively priced product that customers want to purchase is a huge piece of the puzzle. But how do you convince those customers to stay with you? How do you get them to buy, not once, but many times over?
Search Engine Land
FEBRUARY 8, 2023
With all the buzz around AI-generated content, Google decided to reiterate and clarify some of its advice around AI-generated content. The short answer is that Google does not care who or what writes your content as long as that content is written to help people and not to manipulate the search results. Google’s take. Google wrote , “Our focus on the quality of content, rather than how content is produced, is a useful guide that has helped us deliver reliable, high quality results to
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