Iannarino

FEBRUARY 11, 2023

Sales reps normally start their sales discovery process by building rapport , working to make some connection with a decision maker. When the time is right, the salesperson talks about their company in detail. Salespeople are taught to do this to prove they are a safe and trustworthy choice. What follows is a slide with the sales organization’s largest clients, showing that some of the largest companies in the world buy from them.

Meeting

Force Management

FEBRUARY 16, 2023

Many of today’s top sales organizations are starting to feel the effects of the economic downturn through increased selling criteria and buyer scrutiny. The new B2B customer is more focused on ROI than ever before, and they likely have multiple parties approving the deal through different criteria. What does this mean for sales leaders?

B2B

Membrain

FEBRUARY 15, 2023

Technology has been changing the sales game at a rapidly increasing pace for decades. And now, new Artificial Intelligence (AI) content tools are threatening to upend it entirely.

Gaming

Understanding the Sales Force

FEBRUARY 14, 2023

If you watched Super Bowl 57, you observed two teams that simply refused to give up or give in. Sometimes, that's the feeling I get when I'm writing articles and I have solid data on my side, while dozens of competing authors just won't stop their constant borage of articles using junk science, anecdotal evidence, and alternate facts.

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.

Sales

Hubspot

FEBRUARY 16, 2023

Networking is an important part of the prospecting process. It’s a great way to introduce yourself and your products to new audiences in a casual environment. Though it often takes place at formal events and happy hours, effective networking also happens when you least expect it — like standing in line at the airport. So, you must always be ready to make the most of any encounter.

Networking

Engage Selling

FEBRUARY 17, 2023

When it comes to business development, account management, and sales prospecting, are you creating buy-in confidence for your customers? Let me let you in on a secret: your customers today … The post Create Buy-In Confidence for Your Customers first appeared on Colleen Francis - The Sales Leader.

Customers

Veloxy

FEBRUARY 13, 2023

Did you know that asking questions makes it more likely for customers to approve of you? It’s true. Research conducted at Harvard University suggests asking questions improves liking and learning. Open ended sales questions are a crucial aspect of the sales process. They allow salespeople such as yourself to better understand the customer’s needs, goals, and challenges.

Objectives and Key Results

Martech

FEBRUARY 14, 2023

Is your brand easy to love? It is if your products and services are better than anyone else’s for the price. But that’s not the only way to create a lovable brand. Lovable brands embrace customers even when they aren’t in the mood or the market to buy. In dozens of ways, these brands show they appreciate shoppers for more than their lifetime customer value.

Customers

Engage Selling

FEBRUARY 14, 2023

 Dread that first call? Many sellers struggle with what to say when calling a prospect for the first time. Here’s what I know works! The post That Dreaded First Call! first appeared on Colleen Francis - The Sales Leader.

Prospecting

Iannarino

FEBRUARY 14, 2023

Your only vehicle for creating and winning deals is the sales conversation , which comprises several sales calls. The better you perform on a sales call, the better your results.

B2B

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.

Objection handling

Membrain

FEBRUARY 12, 2023

In this latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Peter Strohkorb to discuss how automated outreach and spam is ineffective and ruining the sales game for everyone.

Gaming

Martech

FEBRUARY 15, 2023

Web3 is at that awkward moment when it is learning how to walk in a world that expects it to run. Like any new technology in its infancy, Web3 is babbling buzzwords—crypto, NFT, blockchain. The Web3 hype is tangible. This baby is growing up to be a doctor! The challenge for the digital marketer is to appreciate what the baby can do, when it grows up.

Launch

Engage Selling

FEBRUARY 16, 2023

 Want to give a winning pitch and dramatically increase your closing ratio? Here’s a simple formula for creating winning presentations or proposals. The post Giving a Winning Pitch first appeared on Colleen Francis - The Sales Leader.

Pitch

Iannarino

FEBRUARY 17, 2023

There is an old fable by Aesop about the ant and the grasshopper. The ant is industrious, diligently working through the summer and preparing for winter. The grasshopper is playing, avoiding work. Aesop's lesson is that those who don't do the right thing, in the right way, at the right time, will suffer later.

Prospecting

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

SaaStr

FEBRUARY 14, 2023

If you are a SaaStr reader, you’ll know how passionate I am about Customer Success, since Day 1. For one simple reason: Second Order Revenue. Upsells. Renewals. Word-of-Mouth. Champion Change. What it all means is that if you do it right, you’ll make 6x or more the revenue from your customers after the sale itself. The details on that math here.

Customers

Martech

FEBRUARY 15, 2023

In the modern ecommerce world, personalization is everything. It’s what engages customers, inspires them, and keeps them coming back. As the global economy remains uncertain, it’s important to apply those personalization tactics to your tried-and-true customer communication strategy — email marketing. Simply put, first-party data is the fuel you need to drive successful email personalization initiatives and strategies in ecommerce.

Campaign

Sales Pop!

FEBRUARY 16, 2023

It’s forecasted that the algorithmic trading market will reach $31.49 billion by 2028. The Covid-19 pandemic positively impacted automatic trading, as more people looked into new money-making ventures. Since then, the industry has gone from strength to strength. People enjoy being able to make rapid decisions while reducing human error. However, as is the case with anything new, you shouldn’t dive right in without having a full understanding.

Price

Iannarino

FEBRUARY 12, 2023

Every sales organization needs to determine how they interact with decision-makers. How the sales force sells determines the sales team's success. This is a critical decision sales leaders must get right. Choosing a methodology that isn't right for your prospective clients will mean losing deals you might have won had you provided your contacts with a better sales experience.

B2B

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

SaaStr

FEBRUARY 17, 2023

So recently I caught up with a sales exec I’ve known for a while that is doing pretty well, especially for this macro environment. He’s making over $500,000 a year as an AE. And that’s much, much, much more than he made in his last role. And he deserves it — he’s crushing it. And yet he just complained and complained and complained about his comp to me.

Quota

Martech

FEBRUARY 17, 2023

What if you could tailor marketing messages at the granular level, based on where your consumers are, in real time? For example, by sending an opted-in text message to offer a discount on a product or service when a customer enters a pre-defined location, such as your brick-and-mortar store? Or by reminding your customers that it’s happy hour — and that you offer two-for-one appetizer specials — when they’re near your bar or restaurant during a specific time of day?

Campaign

Sales Pop!

FEBRUARY 16, 2023

As a team of experienced professionals, we understand the importance of having a customer relationship management (CRM) system that meets the needs of modern businesses. There are many CRM solutions available in the market, but we believe that none come close to the functionality and features provided by Pipeliner CRM. In this article, we’ll take a detailed look at Pipeliner CRM and explain why it’s the best choice for businesses that have sales teams and understand the importance of

CRM

Iannarino

FEBRUARY 16, 2023

There are two major types of selling. The first type is transactional and the second is complex. The difference between them is based solely on how difficult it is for a decision-maker to come to a purchase decision. The client's complexity becomes the salesperson's challenge.

B2B

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

SaaStr

FEBRUARY 11, 2023

Dear SaaStr: How Do VCs Deal With a Co-founder Split After a Disagreement? If you are an early-stage VC, absent fraud, crime, or other truly existential issues … basically you always back the CEO. Or at least, almost always. There’s really not an another choice in many cases, really. For an early-stage investor, a co-founder break-up is one of the Top 5 Dramas.

Martech

FEBRUARY 14, 2023

Artificial intelligence is being incorporated in virtually every martech application and impacting the customer journey at every stage of the funnel. It is certain that AI’s impact on marketing effectiveness and work will be profound, and the beneficial use cases are only now being unearthed. The practical and ethical challenges surrounding its use are certain to be profound as well.

Entertainment

Sales Pop!

FEBRUARY 14, 2023

Sales play a crucial role in business success, making the sales force an important aspect of any company. However, the sales process can be bogged down by repetitive tasks like lead generation, email follow-up, and appointment scheduling. Sales automation tools offer a solution. Streamlining the process and freeing up valuable time for sales teams to focus on selling.

Process

Iannarino

FEBRUARY 13, 2023

There are many problems plaguing B2B sales organizations, but the one that garners the most attention relates to how buyers buy. You can be certain they are doing their own research and inviting more stakeholders into the decision-making process, including some with a tenuous connection to the decision. But the largest change in buyers’ behavior is their unwillingness to accept the poor sales experience of the legacy approach , which creates no value for them.

B2B

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

SaaStr

FEBRUARY 16, 2023

Dear SaaStr: How Does a SaaS Startup Break Out in a Crowded Market? Find one segment of the market to win in. Where you can build a 10x feature, and then a 10x solution, that solves a niche problem that customers will pay for. Most SaaS markets are crowded today. But the thing is: As Bigger SaaS companies cross $100m in ARR, and then $1B in ARR, they stop focusing on smaller niches.

E-commerce

Sales Hacker

FEBRUARY 16, 2023

Rejection is part of the job in sales. That is the absolute truth. 90% of the time you’ll get a “no.” What people need to realize is that success and failure are on the same exact road. They’re not that different from one another. When you hear a no, that doesn’t mean that you have failed. When a door is closed for you, that doesn’t mean it has closed forever.

Objection handling

Sales Pop!

FEBRUARY 13, 2023

If you are a first-time car lease owner then there are some things you might have to consider before you go ahead and sign the agreement. You can compare leasing deals by using comparison websites to make sure that you find a deal that is within your budget and that you know all the costs involved. What Is Car Leasing? Leasing refers to the process of borrowing a car for a set period of time while paying monthly installments to cover the use of the vehicle.

Contract

Anthony Cole Training

FEBRUARY 17, 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 #3: Curveballs.

Sales

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B2B