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The Challenges of Establishing Authority in Sales Workshops The group in the workshop I was conducting wasn’t quite ready for the two topics I was teaching. The first obstacle was the concept of being One-Up, and the corresponding need to be an expert and an authority. It took a little time to help them recognize how much more they knew about what they sold compared to what their clients knew about it.
We all know the importance of building a solid pipeline, and I have two incredible success stories to share with you. Take these lessons and apply them to your own … The post 2 Ways to Build Pipeline Right Now first appeared on Colleen Francis - The Sales Leader.
DNA is a molecule called deoxyribonucleic acid, which contains the biological instructions that make each species unique. So, what makes up the very unique and coveted Sales DNA? Is there a genetic code for successful sales managers and if so, wouldn’t every company like to crack that code?
Determining the budget line item for a sales initiative can be difficult until you start talking to vendors. There are a multitude of sales consultants out there with prices that vary just as much. Once you determine the key knowledge gaps you're trying to fill in your organization or the challenges you're trying to overcome, then it's time to connect with the right solution for your budget and pain points.
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.
I made my first cold call when I was 15. I was given a list of phone numbers of community groups. I called each number to ask the community group to conduct a charity bike-a-thon to raise money for a charity. I was the only person to get a group to raise money. In fact, I organized two events, which was more than the rest of the people making calls.
The best predictor of consistent success in sales is determined by the continued health of your sales pipeline. It’s a visual representation that includes all opportunities—from new prospects to the … The post You Don’t Just “Build” a Sales Pipeline first appeared on Colleen Francis - The Sales Leader.
Being in business can make us feel like every day is a roller coaster. Worse, our most challenging tasks can trigger anxiety, especially when we believe we lack the natural talent or the necessary skills to address them. From there, negative comments may make you feel like it’s time to jump off or quit upon hearing from others, ‘It’s time to give up; you will never make it!
Being in business can make us feel like every day is a roller coaster. Worse, our most challenging tasks can trigger anxiety, especially when we believe we lack the natural talent or the necessary skills to address them. From there, negative comments may make you feel like it’s time to jump off or quit upon hearing from others, ‘It’s time to give up; you will never make it!
Google’s March 2024 core update is now done rolling out, it started on March 5, 2024 and completed 45 days later on April 19, 2024. This was a big core update, where Google said that this core update is more complex and involves changes to multiple core systems, while also ending the standalone helpful content update. Google did not tell us until April 26th, 52 days after the rollout began, that it finished on April 19th.
Imagine the power of learning from the best. No, not a guru or a coach. They’re already in your team, and I’ll show you how to tap into it. For … The post Sales Secrets Hiding in Plain Sight first appeared on Colleen Francis - The Sales Leader.
It’s human nature to focus on the big things. Whether it’s a BHAG, a closing presentation for a major deal, a big job opportunity, a critical event. We obsess about how we succeed. We develop strategies, contingency plans, prep and rehearse. We are driven to succeed for those big things. We treat the little things differently. We may skip them, thinking they aren’t important.
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.
If you’re still taking a one-size-fits-all approach to your marketing campaigns, blasting the same messages across channels to a broad audience, you’re leaving revenue on the table. Today’s B2B buyers expect a personalized experience tailored to their specific needs, industry pain points and stage in the customer journey. Generic campaigns won’t cut it anymore.
Are you feeling like your APPEALING CONTENT is getting lost in the jungle of search engines??? You spend a significant amount of time writing awesome articles & blog posts, but … no one is seeing your hard work! Very frustrating!!! Don’t worry because the majority of writers have been there. Listen up because today we’re going to provide you with the SECRET RECIPE for getting your content discovered by people who want to see it & digest it.
Focus on the top of the funnel and everything else will work out. This seems to dominate so much of the conversation I see. It’s not wrong, but it’s not completely right. But this thinking drives our focus on MQLs, SQLs and massive prospecting efforts. We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need?
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
Weeks before his 70th birthday, my colleague quipped, “I still don’t like being called a ‘senior.’ Unless there’s a good discount attached.” The joke leans on an aging, coupon-clipping stereotype that should be retired. My boomer colleague is part of an adaptable, active, tech-forward cohort who cannot be overlooked, largely because they also hold more than half of America’s wealth.
B2B marketers are used to wearing a bunch of different hats, from planning journeys to building out first-party data and account-based marketing (ABM) strategies. If that sounds like a lot, it’s because it is. Every marketer we know could use a personal assistant , but with budget restrictions and reduced resources, that’s not always feasible. The good news is that artificial intelligence (AI) in B2B marketing can deliver the productivity boost you need.
As trivial as it may seem, the ability to pay attention is one of the most important behaviors for success. But what does this really mean, particularly when we have so much competing for our attention, and when we invest so much in getting the attention of others? Too often, it seems we focus more on the mechanics of what we do. losing sight of our purpose or what our actions mean–to ourselves and others.
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.
HubSpot has relaunched Content Hub with a batch of new genAI-powered features as part of its biannual Spotlight product showcase. The new Content Hub offers: AI Content Creation including both text and images. Content Remix to create a pipeline of content variations on a single asset. Brand Voice to maintain consistent tone across social, blogs, email, etc.
If you want to see the future, you will need to look at demographics and geography. These two topics tend to allow you to look into the future. So when the Wall Street Journal prints “U.S. Fertility Rate Falls to Record Low” followed by the subtitle “Fewer babies were born in the U.S. in 2023 than any year since 1979,” it’s worth thinking about this trend.
Remember the last time you moved? You probably had to pack up too much stuff, transport it in a truck and unpack it in the new location – hoping it survived the trip. Imagine if your furniture and belongings could just teleport to your new place in perfect condition. It’s not possible (yet) in the physical world, but with zero copy integration, that’s how you can handle your customer data.
Preface : My first real experience of Jim Berryhill was in 2012. We were sitting in his lake house (North of Atlanta), with his business partner, John Porter and his son, Jake. It was in the very early days of Decisionlink, we were solving the problems of business value selling. They were just launching the company, I was advising them on the launch strategy.
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.
Sam Altman’s proclamation that “movies are going to become video games and video games are going to become something unimaginably better” is more than just a prediction — it’s a vision of a new frontier in entertainment and content creation. movies are going to become video games and video games are going to become something unimaginably better — Sam Altman (@sama) April 5, 2024 Artificial intelligence (AI) is already blurring the lines between passive viewing and a
Dear SaaStr: What Are The Top 5 Things I Should Know Before Starting a SaaS Startup? My Top 5: It will take you at least 24 months to really get anywhere. Everyone mentally budgets 10–12 months. It’s never enough. At least, not to get enough paying customers from Code Zero. A little more here: [link] A co-founder not equally committed will blow up on you, and best case, is a disaster you will have to clean up later.
Google is developing a two-hop proxy to enhance privacy for Chrome users, which has three big implications for advertisers: For ad location targeting, you’ll only have the option to target regions designated by Google, which won’t be accurate. Because Google Chrome will use a proxy to connect to websites, it will mask users’ identities, meaning advertisers cannot distinguish between genuine and bot traffic.
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.
Providing genuinely outstanding customer experiences is the ultimate goal of marketers today. Customers have come to expect seamless, personalized brand interactions across all touchpoints. However, meeting these heightened expectations is no easy feat. Fortunately, marketers now have powerful new tools to help them understand and predict customer behaviors at scale — artificial intelligence (AI) and agile ways of working.
Linda Lian is Co-Founder and CEO at Common Room, the all-in-one customer intelligence platform that automatically surfaces signals across 30+ channels, reveals the person and account behind the signal, and automates actions like email messaging and team alerts. Linda founded Common Room in 2020 to unlock siloed, previously untrackable signals to transform how organizations connect with people.
So this is the time of the year when founders step down. Often quietly. Folks recover a bit from the end-of-year push, reflect, and sometimes … decide it’s time to bring in someone new. A CEO to take things to the next level. Etc. And even more of us think about it. Heck, I’ve thought about it several times over the years. I always try to talk founders out it handing over the reigns.
Google has postponed the deprecation of third-party cookies in Chrome this year due to multiple challenges and increased scrutiny from the U.K. Competition and Markets Authority (CMA), Why we care. Brands now have extra time to prepare and explore alternatives to third-party cookies. However, this is just another delay. Third-party cookies will eventually go away – just not this year.
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.
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