Sat.Feb 12, 2022 - Fri.Feb 18, 2022

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4 Cold Calling Scripts to Close any Sale

Iannarino

Cold calling gets a bad rap these days. You may have seen the statistic that most cold calling professionals report a 2% success rate. The truth is, with the right scripts, you can make cold calling work for your business.

Cold Call 311
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The Four C’s of Great Salespeople: Part 2

Anthony Cole Training

We have identified the four Cs of great salespeople and how mastering these traits will lead to better relationship selling and advanced selling skills. This week we are turning our attention to trait #2; Confidence. Great salespeople are almost always confident and express that confidence in three areas.

Sell 295
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Benefits of Effective Customer Relationship Management (CRM)

Sales Pop!

Advancements in information technology and the increase in automation have created a dynamic world with changing trends. It’s essential to stay relevant, provide the most up-to-date service, and ensure effective management of customer databases to establish higher customer retention. The most important goal for a business is to increase its market share and profitability ratios.

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There’s Real and Then There’s Pipeline Real – Part 2

Tibor Shanto

By Tibor Shanto. Last week I kicked off a two part look at questions you should be asking your pipeline. If it answers run. But the questions, posed to yourself, are about planning activities based on the state of your pipeline. Given that time is always depleting, we need a way to ensure we ‘spend’ our time on the right activities. So here we go with there is real and then there’s pipeline real, part 2.

Pipeline 157
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Smart Tools & Strong Teams: A People-First Approach to AI in 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.

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How to Sell Strategic Outcomes

Iannarino

In 2016, I published a book titled The Only Sales Guide You'll Ever Need. In the chapter on Accountability, I wrote that you sell "outcomes," making the case that your prospective client isn't interested in your product or your service. Instead, they want to reach an outcome, one that would improve their results. Your clients would love to produce the outcome without buying your product or solution!

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Why Should We Expect Our Customers To Change?

Partners in Excellence

What sellers do is drive customers to change. Whether it’s a change effort they’ve initiated, or we are trying to incite them to change. But why should we expect them to change, particularly when sellers have failed, so miserably, to change the things we do in creating value with our customers? It strikes me as the height of irony–or perhaps arrogance–that we continue to do the things we have always done, perhaps with a new jargon or a veneer of technology, but fundamenta

Customers 150

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Actions Sales Leader Take to Maximize SKO Success

Force Management

Lasting SKO success takes more than a well-thought-out event. There are five actions successful sales leaders take to drive immediate and lasting results after the launch of a sales kickoff or training initiative. Actions that help sales teams start strong, finish ahead and accelerate revenue growth.

Launch 147
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A Low Resolution View of Sales

Iannarino

One reason that sales organizations struggle to generate revenue or growth is because they have a low-resolution view of sales. Two factors this view. The first factor is using the outdated, legacy approach to sales, a choice that fails to recognize what's changed in the sales environment—especially for decision-makers and buyers. The second factor is not paying attention to the sales industry, falling behind on key developments in the past twenty years.

Sales 283
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What Does The Customer Need To Move Forward?

Partners in Excellence

There’s a major flaw in most of our (sellers/marketers) mindsets when we think about opportunities and the customer buying journey. This flaw is embedded in our engagement approaches, our processes, how we think about deals and moving forward. The flaw is thinking about, “What do we need to do next to move this opportunity forwards?” The problem is this focuses on our own perspectives and needs.

Customers 148
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Do You Believe In Two Sides to Every Situation?

Sales Pop!

Long ago, I learned there are two sides to every situation and to figure out my thoughts before responding to an important issue. But upon moving forward, I realized that the concept of there being only two sides is not valid! Sometimes, multiple sides pop up upon examining an initial and seemingly straightforward question. Accordingly, it takes dedication to the issue to develop new ideas, strategies, and implementation.

Negotiate 246
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How to Coach Reps on Overcoming Sales Objections with Confidence

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.

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The Monday Morning Breakfast For Champions Podcast – Episode 59 – Charlie Anderson

Tibor Shanto

Charlie Anderson is the founder and owner of Selling Skills INSTITUTE , a transformational (able to influence shifts in thinking and behavior ) sales training and coaching business. For over 25 years, Charlie has worked with thousands of sales professionals, sales teams, and business owners. He is the visionary behind Shift Thinking, a transformational sales training, and coaching method.

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How to Know Your Sales Approach is Outdated

Iannarino

Three generations of sales approaches are being used today. The oldest of the three is over fifty years old and designed to address the world of the 1960s and 1970s. We can call this approach "Legacy;" an approach that was effective for a little over two decades.

Sales 275
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Customer Pain Points – Your Ultimate Guide

The 5% Institute

Finding your potential customer pain points is a crucial part of the sales process , because if you can’t find what they are; it’ll be a lot harder to close the sale. Many Sales Professionals and Business Owners go about their sales conversations the wrong way. They generally present or pitch their idea, answer a few questions, and hope they said something to their potential client that’ll make them buy.

Customers 143
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Go/No-Go or Go/Go-Go?

Sales Pop!

Sales managers are quite familiar with the conversations that drive organizational decisions about whether to pursue major deals or to pass on them. Sales reps advocating pursuits will say, “It’s a big deal”, “It’s right in our power swing” or other similar reasons. But what do these reasons really mean? What’s the real business rationale for your firm in pursuing a major deal?

Contract 245
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Welcome to the Future of Hospitality: Smart Rooms Start Here

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

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As You Scale, About Half Your Team Will Be in Sales and Marketing

SaaStr

Sales-driven SaaS startups end up with about half their headcount in sales and marketing. It sounds high at first, until you realize that's just how the math works. Software itself and other departments get leverage. Sales doesn't. — Jason BeKind Lemkin (@jasonlk) February 17, 2022. One thing that sneaks up on you in SaaS is just how many sales, marketing and revenue professionals you are going to need: First it sneaks up on you in the early days because the initial tiny team becom

Sales 140
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5 Sales Script Examples You Can Copy Right Now

Iannarino

Ah yes, the scripted sales call from an unknown number. The discomfort is palpable: you can hear the salesperson’s lack of confidence in their voice, that undertone of defeat stemming from hearing “no” 50 times already this shift. It’s almost enough to motivate a pity purchase—almost.

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Prospecting Is Hard, Why Do We Insist On Making It More Difficult?

Partners in Excellence

Every day, I spend at least 15-20 minutes cleaning my inbox, mobile, and InMail from prospecting messages. Mind you, these are not spam, but legitimate prospecting messages from people trying to catch my attention. The majority, I never open, I just delete. Every once in a while, one catch’s my attention and I skim it. Prospecting has always been a challenge, but these days, it is even more challenging.

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How to align B2B sales and marketing teams

Martech

“Misalignment between marketing and sales teams is a trillion-dollar problem for B2B revenue teams,” said Julianne Thompson, director of sales development at revenue acceleration platform Drift, in a recent webinar. “There are a few key factors that led to this divide: sales reps not knowing how to service the appropriate content in sales deals, a lack of tracking for that content’s effectiveness, and wasted time on unproductive prospecting.”.

B2B 132
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Breaking The Commerce Bottleneck: Your SAP Exit Plan Starts Now

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.

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Do You Have Pushy Salespeople? | Sales Strategies

Engage Selling

Can pushy salespeople thrive in today’s marketplace? It’s commonly discussed amongst salespeople that it’s good to be a little impatient. It’s good to be assertive and pushy to get deals done—not just sit back and wait for things to happen. … Read More » The post Do You Have Pushy Salespeople? | Sales Strategies first appeared on The Sales Leader.

Sales 127
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Creating a Paradigm Shift

Iannarino

When there is no difference in the client's experience from one salesperson to the next, the client has little to prefer one over the other. Because most salespeople are still taught and trained that their company and their solution is the source of their differentiation, they continue following their marketing department's mandate they start the conversation by sharing eight slides about their company.

Clients 247
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Look at this cute dog! Why some salespeople share dog pictures on social media.

Membrain

I got annoyed recently at a post that went viral on LinkedIn. It wasn’t something I disagreed with or found problematic. It was just that I was jealous.

Sales 127
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Top 2 LinkedIn Strategies To Generate More Revenue

Predictable Revenue

Digital marketing expert Shiv Gupta shares two outbound sales strategies for LinkedIn that helped his company generate an additional 25-30% in revenue. The post Top 2 LinkedIn Strategies To Generate More Revenue appeared first on Predictable Revenue.

Sales 126
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New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

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.

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Understanding Your Internal Buying Committee for Better Marketing Performance

Heinz Marketing

By Jamie Montoya , Client Engagement Manager. Have you been in a situation where you have a great idea to optimize an internal process or strategy but could not get buy-in from your organization? Have you felt like you are spinning your wheels to find a solution to a company pain point but you were not getting anywhere? Have you felt like no matter many ideas you pitch, none seem to leave the drawing board?

Legal 122
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How We Are Failing SDRs

Iannarino

A salesperson who doesn’t sell is no salesperson at all—even if they have a nice eggshell-creme business card with a title that includes the word "sales." You learn to sell like you learn to swim: by jumping in and doing it. When an SDR or BDR is intentionally deprived of sales experience, they cannot acquire the competencies and skills they need.

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How to control your salespeople’s results and drive excellence by letting go

Membrain

The quest to control everything comes at a great cost. Learn how to expand your influence by giving up control.

Sales 127
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7 Sales Strategy Examples Your Competitors Wish You Didn’t Know?

Gong.io

The best salespeople do everything in their power to create an unfair advantage. Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. Chris was an early Gong guy (Nov ‘16 start date) where he’s served as the Senior Director of Product Marketing followed by the Head of Sales for Existing Accounts.

Cold Call 121
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Automation, Evolved: Your New Playbook for Smarter Knowledge Work

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.

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Top ABM Metrics You Should Be Tracking

Heinz Marketing

By Payal Parikh , Director of Client Engagement at Heinz Marketing. Marketing metrics can be messy. Measuring the marketing contribution has never been easy. With so many tools and tech at your disposal, marketers are finding it even more difficult to measure and what ‘not’ to measure. If you are particularly interested in top ABM metrics to track your program success, keep reading.

Pipeline 121
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Understanding and Building Sales Impact Models

RAIN Group

You can be spot-on building rapport with your buyers and uncovering their needs, but without communicating the impact of what you’re selling, you—and your initiative—won’t be a priority. When you’re able to understand and articulate the impact of your solutions, you can help buyers start thinking differently.

Sales 121
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Introducing MarTech’s guide to agile marketing for leaders

Martech

It’s easy to get into the weeds when it comes to agile marketing. After, the practice itself is all about breaking goals, projects and marketing tasks into smaller blocks in order to more efficiently deliver what your team is charged with. That’s why several months ago we launched our ebook, “ MarTech’s guide to agile marketing for teams ” in collaboration with renowned agile marketing coach Stacey Ackerman.

Launch 120
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You May Leverage Data, But Here’s How to Know You’re a Truly Data-Driven Organization

Gong.io

Not even 20 years ago, “collecting data” was something few companies did. Nowadays, people talk about everything they will do with big data. But back then, companies didn’t even care about small data. Data is exploding. And it’s becoming more complex and diverse by the day. With the explosion of the internet, ever-growing points of customer interaction, transactional systems, social platforms, and all other sources of data, the sea of data continues to proliferate.

CRM 118
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Get Higher-Quality B2B Leads That Convert!

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.