Iannarino

JUNE 18, 2024

Discover why maintaining a positive outlook on your competitors can boost your sales effectiveness and reputation.

Clients 283

Clients Sales 283

Engage Selling

JUNE 17, 2024

Wonder why clients aren’t thrilled to see you? Maybe it’s your approach. Learn how to make every interaction matter, starting with this… For more strategies like this, check out my … The post Why Your Clients Don’t Want to Meet first appeared on Colleen Francis - The Sales Leader.

Clients 62

Clients Meeting Sales Account management 62

Anthony Cole Training

JUNE 21, 2024

In our business, one of the greatest sales challenges that most companies face is how to properly gain insight from the data. Some companies chase a bunch of data without any regard for the story that the data tells. Others struggle when they launch sales coaching without any data at all. One “must-have” sales data insight that all companies should understand is the “pull-through rate.

Launch 305

Launch Sales Drivers/motivators 305

Veloxy

JUNE 20, 2024

Did you know that using mobile CRM apps can boost sales productivity by 14.6% ? So that’s a no-brainer, right? It’s time for you and your sales team to embrace these apps! But what are your best options in 2024? Today I’m breaking down my top recommendations for the best mobile CRM apps. I’ll look into how these mobile CRM tools can streamline your sales processes, enhance customer interactions, and ultimately drive higher sales efficiency.

CRM 246

CRM Product Sales 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

Iannarino

JUNE 17, 2024

Learn how to navigate and thrive in a soft economy with proven sales strategies.

Sales 294

Sales 294

Engage Selling

JUNE 19, 2024

Turns out the real gold is not in what your product does today, but how it shapes your customer’s tomorrow. For more strategies like this, check out my sales tip … The post Don’t Present Features & Benefits first appeared on Colleen Francis - The Sales Leader.

Presentation 62

Presentation Product Customers Sales 62

Force Management

JUNE 18, 2024

For revenue team leaders, no objective looms larger or more urgent than meeting aggressive revenue goals and satisfying the growth imperative. Recent studies show that the average tenure of CROs in SaaS startups lasts between 1.5 and 1.9 years. For commercial CROs, the average tenure jumps to two years, but the point remains: if you want to make a splash, there isn't time to spare.

Sell 156

Sell Growth Sales Meeting 156

Iannarino

JUNE 21, 2024

Pursue your true sales potential by harnessing the unique gifts and competencies that drive B2B success.

B2B 268

B2B Sales 268

Membrain

JUNE 19, 2024

A couple of weeks ago, I wrote about what AI is and what it’s not. This area of technology is constantly evolving and still fairly fresh, but it’s been out long enough, and there’s a body of research emerging such that we can begin to understand and implement it in ways that are practical and appropriate beyond the initial flush of excitement.

Technology 147

Technology Technology Sales 147

Partners in Excellence

JUNE 20, 2024

Relationships are important in selling, in business, and life. But what does that mean, at least for selling? The old stereotypes and some that were prevalent when I started selling include that backslapping sales person, with the latest jokes, who focused on becoming a “buddy.” They were the one’s that not only sent their customers birthday cards or took them out for drinks, but they also sent their customers’ kids birthday cards.

Sell 143

Sell Trust Closing Customers 143

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

Force Management

JUNE 19, 2024

The product-led growth (PLG) era marks a disruption in how SaaS companies interact with customers. A good working definition of PLG is that the product itself is the vehicle for acquiring, retaining, and expanding customer accounts. PLG companies share some characteristics. First, their solution is a significant upgrade from the previous status quo.

Growth 145

Growth Product B2B Sell 145

Search Engine Land

JUNE 20, 2024

Google has unleashed a new search spam update today, the June 2024 spam update. This spam update may take up to one week to complete, Google wrote. Google posted this update and wrote: One week to roll out. Released the June 2024 spam update. The rollout may take up to 1 week to complete. Spam updates. Google linked to its standard spam updates documentation that reads: While Google’s automated systems to detect search spam are constantly operating, we occasionally make notable improvement

142

142

Martech

JUNE 21, 2024

HubSpot’ s LinkedIn integration boosts sales efficiency with real-time data sync but presents new challenges for SMBs in marketing and consolidation. Salesforce has had a tight integration with Sales Navigator for a while, dominating the market by using LinkedIn data to target the right decision-makers. HubSpot, meanwhile, has long lacked this native two-way sync integration — until recently.

CRM 133

CRM Sales Presentation Consult 133

Partners in Excellence

JUNE 19, 2024

We are driven to find the single magical secret to selling success. That one thing, if we do it well, everything else magically falls into place and all our problems go away. If we find and do that one thing, our worries about hitting our goals, maxing our comp plans, achieving our scaling plans, max’ing our market caps all disappear. There have been past secrets to sales success.

Sell 138

Sell High impact Meeting Up-sell 138

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

JUNE 19, 2024

Focus on Sales Outcomes for Success. Worry less about activity and more about outcomes. Prioritize Sales Effectiveness over Activity. Worry less about activity and more about effectiveness. Enhance Your Sales Methodology. Worry less about your solution and more about your sales methodology. The secrets to transforming your sales approach with these simple yet effective strategies.

Drivers/motivators 130

Drivers/motivators Clients Sales Trust 130

Sales Pop!

JUNE 18, 2024

Remember that feeling of spending hours on repetitive tasks, wishing there was more time for your job’s strategic, creative aspects? AI-driven automation is no longer a futuristic fantasy; it’s here, a powerful tool to streamline those mundane processes and free you up to focus on what you do best. Forget about AI replacing human ingenuity—it’s here to supercharge it.

Process 130

Process Retail Strategize Technology 130

SaaStr

JUNE 18, 2024

So it’s hard to get a sense of just what is happening in SaaS. “B2B2B” remains in a big funk, with Salesforce projecting a decline to single-digit growth for the first time ever next year. And in the aggregate, public SaaS companies are growing the slower they have in history. And yet … both AI and the consumer economy remain strong: Databricks is growing 60% at $2.4B — and that’s up from 50% the year before!

Growth 129

Growth 129

Search Engine Land

JUNE 21, 2024

Google is discontinuing Universal Analytics, its legacy web analytics platform. This is the final shift in the transition to Google Analytics 4 (GA4). Why it matters. Businesses that relied on Universal Analytics for website measurement and data analysis need to act quickly to avoid losing access to their historical data and maintain continuity in their analytics capabilities.

Contract 124

Contract Technology Technology Conversion 124

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

JUNE 16, 2024

There is no evidence that more opportunities result in more won deals. More opportunities simply indicate the presence of more opportunities.

Pipeline 130

Pipeline Sales 130

Sales Pop!

JUNE 18, 2024

Remember that feeling of spending hours on repetitive tasks, wishing there was more time for your job’s strategic, creative aspects? AI-driven automation is no longer a futuristic fantasy; it’s here, a powerful tool to streamline those mundane processes and free you up to focus on what you do best. Forget about AI replacing human ingenuity—it’s here to supercharge it.

Process 130

Process Retail Strategize Technology 130

SaaStr

JUNE 16, 2024

Dear SaaStr: How Can a SaaS Business Reactivate Churned Customers? This may sound simple, but the #1 thing you can and should do is create a series of marketing campaigns targeted only to churned customers. You will get some back, especially if you have a High NPS in general and most of your customers like / love you. RevenueCat manages 30% of all mobile apps subscriptions, across 10,000+ paid apps.

Customers 125

Customers Campaign B2B Meeting 125

Martech

JUNE 21, 2024

Your company just bought a shiny new CRM. Great! Now, who drives it? Effective customer relationship management (CRM) is a cornerstone of marketing success. At the core of this is the CRM product owner — a pivotal role that orchestrates the intersection of technology, customer insights and strategy. But what makes a CRM product owner truly exceptional?

CRM 122

CRM Product Customer Relationship Management Relationship Management 122

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

JUNE 15, 2024

Discover how to use the power of AI in sales ethically and avoid common pitfalls.

Sales 130

Sales 130

Sales Pop!

JUNE 18, 2024

Upselling can be a highly effective sales strategy for companies. In this strategy, companies offer customers upgrades and add-ons to increase their total expenditure. They essentially sell a pricier or personalized version of the exact or new product to qualified customers. If executed effectively, upselling can significantly boost hotel sales and revenue.

Technique 130

Technique Promote Sales Service 130

SaaStr

JUNE 19, 2024

Dear SaaStr: Does a SaaS Startup CEO Need to Have Sales Skill? Yes, if you have customers that talk to humans. Possibly no, if you only have “users” and/or are a freemium + no-touch model. If you build Dropbox or Squarespace or even Shopify to some extent, maybe you don’t have to be great at sales. But if you build Snowflake or Datadog or Box, you have to get good at it.

Sales 120

Sales Start-ups Meeting Prospecting 120

Martech

JUNE 18, 2024

Imagine it’s Monday morning and your inbox is overflowing. Amid the sea of emails, one catches your eye — a message from your favorite sports store about the perfect running shoes for the marathon you’re gearing up for. The subject line hooks you instantly and a click later, you’re looking at content crafted just for you, complete with training tips and a tempting discount.

Campaign 122

Campaign A/B testing Sports Retail 122

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

Sales Hacker

JUNE 18, 2024

Jon Dick is the Global SVP of Customer Success at HubSpot where he’s focused on helping millions of organizations grow better. Prior to customer success, Jon led marketing teams at HubSpot, Trunk Club, and Klout. He has a background in improvised comedy and earned his MBA from the Harvard Business School. Discussed in this Episode: The rising importance of customer success in the age of AI and efficiency.

GTM 118

GTM Customers Go To Market Conversion 118

Search Engine Land

JUNE 18, 2024

The travel industry, worth an estimated $9.5 trillion in 2023, has long been a prime target for tech giants like Google and Meta. With AI, they aim to capture a larger share of the lucrative travel market. AI has the potential to significantly influence how consumers research and plan their trips, steering them away from traditional discovery platforms and reshaping the entire user journey.

Commission 111

Commission Launch Gaming Start-ups 111

SaaStr

JUNE 18, 2024

Dear SaaStr: Can a SaaS Company Get to 50% Profit Margins? It’s possible, though it does require a very efficient model. The biggest, most mature software leaders aren’t quite there — but they are close. Adobe is currently at 45% non-GAAP operating margins. Microsoft, also mature and at scale, is also at 45% operating margins: Zoom’s non-GAAP operating margins are 40%, but it’s free cash flow margins are even higher and now exceed 50%: Dropbox is also in the mature, low growth but higher margin

Profit margin 120

Profit margin Non-Profits Growth Closing 120

Martech

JUNE 17, 2024

Trust in business is not quite the same as trust in our personal lives. I think everyone recognizes that. You’ll never trust Salesforce or HubSpot the way you trust your family or your best friend, and I think the people at those companies would whole-heartedly agree on that point. When it comes to trust, the best a B2B tech vendor can hope for is to be where IBM stood when someone coined the phrase, “No one ever got fired for buying IBM.

Trust 122

Trust B2B Non-Profits Government 122

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