Tibor Shanto
JUNE 17, 2021
Then make it safe to be ambitious and safe to miss targets. Guest Post by – Matt Roberts. Yes, you did read that correctly. I am proposing that you make it safe to miss a sales target. Hear me out. I have some research that makes this a great debate to have in your sales team right now. Psychological Safety is important to team performance. It relates directly to how goals, targets and quotas are set and hit.
Anthony Cole Training
JUNE 17, 2021
If we don’t fully understand the reason for a prospect's statement, the purpose of their question, or dig deeper to find the real problem, we will waste time and miss opportunities.
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Iannarino
JUNE 18, 2021
The Gist: The legacy approaches to sales are designed to overcome objections. The legacy solution approach to B2B sales added a level of proof, to provide clients with the confidence necessary to adopt their solution. The modern approach requires the ability to resolve difficult concerns that prevent clients from moving forward. Some of the challenges of selling effectively grow more difficult over time—a natural outcome of greater complexity and its impact on our contacts and clients.
ClickFunnels
JUNE 18, 2021
The post 5 Ways To Increase Sales Online For A Small Business appeared first on ClickFunnels. Wondering how to increase your online sales? It boils down to: Increasing your conversion rate. Increasing your traffic. Today we are going to share five ways to do that. Ready to start making more sales than ever? Continue reading… Table of Contents #1 Create a Sales Funnel #2 Optimize Your Website for Lead Generation #3 Build a Popular Blog #4 Build a Popular YouTube Channel #5 Build a Social Me
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.
Tibor Shanto
JUNE 15, 2021
By Tibor Shanto. In an effort to simplify things, sellers and marketers want to put people in neat categories and boxes. People are not that simple; their emotions and reactions change in many ways at different points in the cycle. Given most deals will involve multiple buyers, we need to consider how individuals evolve, and the interplay between them.
A Sales Guy
JUNE 16, 2021
The Sales world is desperate for an upgrade. We’ve been holding on to, too many outmoded approaches, ideas, tropes, and concepts. It’s time sales let’s go of the tired and ineffective belief systems if we’re going to truly deliver the value we say we want to in the 21st-century. The biggest miss and most unsettling issue facing sales today is their brutal and debilitating contradicting view of what’s most important to sales AND the value of the CRM.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
JUNE 14, 2021
Why should customers buy from you? How do you stand out and solve their problems better than anybody else? Every marketer knows these are important questions, but finding the answers can be a challenge. In this guide, you’ll learn how to differentiate your business and attract your ideal customers by creating a unique selling proposition. We’ll cover why a unique selling proposition is important, how to uncover what your customers are hungry for and share a framework for developing and testing a
Membrain
JUNE 16, 2021
People like to do business with people they trust. Unfortunately for sales professionals, salespeople are often the last people anyone trusts.
Force Management
JUNE 17, 2021
Great leaders are great leaders — no matter the court they operate in. On the Audible-Ready Sales Podcast, John Kaplan, Force Management President, had a chance to chat with Coach John Mosley Jr. from Netflix's Last Chance U and East Los Angeles College. Coaching inspiration can come from anywhere. Below are our top takeaways that you can apply to your own sales teams.
Iannarino
JUNE 17, 2021
The Gist. The legacy laggard approach seeks the decision-maker. The legacy solution approach seeks the buying committee. The modern sales approach seeks organizational consensus. One of the most significant changes in the way that we sell involves who we choose to engage in the sales conversation. As buyers have changed how they buy, adapting to their new environments, salespeople have evolved different views of consensus and authority.
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.
ConversionXL
JUNE 15, 2021
Who. What. When. Where. Why. Answer the proverbial “Five W’s” through storytelling, and you’ll build meaningful connections with your audience. Fail to do so, and you’ll likely lose their attention. Not every piece of content needs to tell a story. Applying storytelling in the right place, at the right time, in the right way makes all the difference.
Partners in Excellence
JUNE 16, 2021
Do you have a clear objective for each call/meeting you have with the customer? Is it aligned with the customer’s objectives for the call? I talk to 100’s of sales people every year. They are constantly busy making calls and having meetings, but when I ask them, “What was your objective? Did you accomplish it? Could you have accomplished more?
Heinz Marketing
JUNE 14, 2021
By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.
Iannarino
JUNE 12, 2021
The Gist. Embrace fearless value creation: respond to what your prospective clients need from you, in order to create and win an opportunity. Over time, sales approaches lose their efficacy and need to evolve. Salespeople adapt because they recognize the client’s needs for insights and work to address them. Without creating value, you cannot create or win an opportunity.
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
SaaStr
JUNE 18, 2021
Over the past few weeks, I’ve been fortunate enough to catch up with several Unicorn++ founders who, relatively speaking, had not raised that much vs their peers. We talked about a lot of things from scaling, to IPOs, to the journey, and more. But one thing all 3 brought up that surprised me was Dilution. They talked a lot about dilution. From a longer-termer’s perspective.
The 5% Institute
JUNE 18, 2021
In this article, we’ll explore how to sell coaching, by focusing on eight powerful and effective selling tips. These tips are commonly used by the top five percent of coaches all around the world, when it comes to their discovery calls , and closing new clients. Many people think that what they’re able to achieve is from pure luck. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate.
Membrain
JUNE 13, 2021
Buying is changing profoundly. This impacts everything we do to try to engage our customers, creating value through their buying and usage journey. To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them.
Iannarino
JUNE 14, 2021
The Gist. The legacy laggard approach starts the conversation with “why us?” The legacy solution approach starts with “why us and our solutions?” The modern approach starts with “why change?” See My Part 1, From Legacy to Modern Sales Approaches . It’s difficult to imagine that the legacy approaches are still taught and trained after seventy years of cultural and economic change.
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.
G2
JUNE 18, 2021
You’ve set up a website for your new business, and it’s getting plenty of traffic.
Heinz Marketing
JUNE 16, 2021
By Payal Parikh , Director of Client Engagement at Heinz Marketing. What is sales and marketing alignment? Is your organization ready for a culture shift? Sales and marketing alignment is a shared system of communication, strategy, and goals that enable marketing and sales to operate cohesively towards a common business objective. Wherein, not only are group goals met, but everyone feels like they have contributed to the organization’s overall success.
SaaStr
JUNE 13, 2021
There may come a time, or two, in your company when you just don’t know what to do. When: You aren’t growing fast enough. and/or. The competition seems to be getting the best of you. and/or. You can’t raise financing. and/or. You just lost an important deal. Or maybe more than one. and/or. That great new initiative you were so excited about.
Sales Hacker
JUNE 16, 2021
If you could spend a day with sales teams from some of the most successful companies in the world, what would you see? Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. They’re all on board – marketing, sales, product, customer success, and executive leaders. Their sales tools are integrated effectively, coaching is readily available, and sales reps are happily using their CRM.
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.
G2
JUNE 16, 2021
Building trust with today’s leery buyers seems impossible.
Heinz Marketing
JUNE 13, 2021
By Lisa Heay , Marketing Planning Manager at Heinz Marketing. We recently adopted a tool at Heinz Marketing called Harvest for time tracking. In short, Harvest is “simple time tracking your team will actually use,” and I can vouch for that statement. We evaluated a few options in our search, and found that this one was the most simple, straightforward, and customizable in that it is available in whatever format each of our team members wants to use—their browser, Slack, desktop or mobile applica
SaaStr
JUNE 18, 2021
Q: What are the different strategies to retain an angry customer? Let’s start with one important learning: angry customers usually aren’t lost customers. If they’ve already decided to leave you for another vendor, they generally just go dark instead. So you still have a shot not just to save them and keep them, but turn it around. A few basic thoughts: Have the CEO talk to them — and if possible, make a commitment to fixing one issue (even if small ).
Highspot
JUNE 15, 2021
ValueSelling Associates and Selling Power surveyed more than 150 B2B senior sales leaders to find out exactly what differentiates the best in the sales profession. The insights from this survey can help all of us salespeople hone our sales skills and learn tips from the winners. The survey results were striking, and uncovered that desire, drive, and discipline separate top performing salespeople from the rest of the pack.
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
JUNE 15, 2021
Skipping sleep can only go so far. The amount of productivity you can squeeze out of every hour can drastically impact your earnings, success, and your quality of life as a whole. Scott has spent over a decade refining his productivity process. It’s allowed him to host multiple podcasts, an annual event, publish books, stay fit, spend time with his family, and even get a healthy amount of sleep (unbelievable, we know!).
Heinz Marketing
JUNE 12, 2021
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. 4 Paths To Building Buyer Trust Through Empathy And Humility. Marketing and sales traditionally believe that the path to building buyer trust is by providing answers through education, experience, and training.
SaaStr
JUNE 12, 2021
Since the dawn of the age of the subscription, forcing people to keep paying to use some small part of a web service has been a common strategy. Millions of folks still pay just to keep their “@aol.com” email addresses. And making it hard to leave a subscription has probably been a strategy employed by some since the very first gym opened.
Predictable Revenue
JUNE 14, 2021
As the world is changing at a fast pace, the use of business-related software has increased. SaaS tools provide an excellent opportunity for small-size businesses to promote their efforts and improve the workflows. The post Must-Have SaaS Tools for Small Sized Businesses appeared first on Predictable Revenue.
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