Anthony Cole Training
FEBRUARY 23, 2024
One of the most important skills that a salesperson needs to possess is the ability to engage in what I refer to as “appropriate and respectful confrontation” with a prospect…at least when the need arises. For the sake of simplicity, let’s just refer to that as the ability to push back.
Engage Selling
FEBRUARY 21, 2024
We too often assume the customer is trying to solve a problem. Sometimes, that’s not just the case. You need to probe to find out exactly where your value aligns. … The post It’s Not Always About a Problem first appeared on Colleen Francis - The Sales Leader.
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Iannarino
FEBRUARY 21, 2024
Non-Sales Books That Transformed My Selling Techniques Unlocking Personal and Professional Effectiveness with Seven Habits of Highly Effective People The first book that helped me sell was not a sales book, but a book about how to interact with people effectively. That book was Stephen Covey’s Seven Habits of Highly Effective People. The chapter on being proactive did much to improve my ability to sell effectively.
Sales Pop!
FEBRUARY 22, 2024
Did you know that 68% of computer applications use open-source software libraries without the company’s knowledge, according to CSO? There’s also an increase in supply chain threats, making you more vulnerable. It’s impossible to overestimate the significance of cybersecurity supply chain risk management in the modern digital environment. Besides, today, supply chains are interconnected across enormous networks and systems.
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.
Force Management
FEBRUARY 22, 2024
Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations. Without this line of sight, sales organizations often miss quota goals, forecast revenue inaccurately, and close the majority of deals late in the quarter – or year.
Engage Selling
FEBRUARY 19, 2024
How talking about return on investment can hurt you. Use this language instead… Also – don’t forget to check out: Stop talking about ROI! The post It’s about more than just you… first appeared on Colleen Francis - The Sales Leader.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Pop!
FEBRUARY 20, 2024
I am your host, and today I am thrilled to share with you the insights from a recent podcast episode where I had the honor of interviewing Karl Becker , the founder of Improving Sales Performance and author of several insightful books on sales and marketing alignment. Our conversation centered around his new book, “Iceberg Selling,” and the critical importance of understanding customers on a deeper level.
Search Engine Land
FEBRUARY 20, 2024
How Google is killing independent sites like ours from HouseFresh talks about an ongoing complaint from smaller publishers and site owners about how they are constantly being outranked by larger publishers and site owners in Google Search. The irony here is that story is currently being outranked by Reddit – no joke. Google ranking Reddit above HouseFresh.
Partners in Excellence
FEBRUARY 17, 2024
Recently, I had a fascinating conversation with Dr. Howard Dover about some programs he and Becc Holland are conducting with his students. We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. Both concepts are hugely important, so I need to separate writing about them. So much opportunity is lost, both for sellers and customers, because of diagnostic problems.
Iannarino
FEBRUARY 23, 2024
The Future of B2B Sales: Prioritizing Effectiveness over Trends B2B sales is a fashion show, and today’s fashion is artificial intelligence. The other dominant, yet slightly older fashion is pipeline coverage. Before that, it was SDRs and BDRs. Before that, it was technology. Before technology, it was the linear sales process. Before the linear sales process, it was something else.
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.
Sales Pop!
FEBRUARY 23, 2024
The concept of customer service has evolved from a post-sale afterthought to a key driver of business success. Today, it’s not just about solving customer problems but creating an experience that resonates with them at every touchpoint. This shift calls for a holistic approach to customer service, where every department in a company plays a distinct role in shaping the customer experience.
Search Engine Land
FEBRUARY 23, 2024
Migrating a large website is always daunting. Big traffic is at stake among many moving parts, technical challenges and stakeholder management. Historically, one of the most onerous tasks in a migration plan has been redirect mapping. The painstaking process of matching URLs on your current site to the equivalent version on the new website. Fortunately, this task that previously could involve teams of people combing through thousands of URLs can be drastically sped up with modern AI models.
Partners in Excellence
FEBRUARY 22, 2024
“Discovery” has been an important part of the sales process ever since I started selling (Yes, that was back when we had first chipped a wheel out of stone.) In all our training, we’ve gotten playbooks, done role plays, and learned how to conduct discovery and what questions we should be asking the customer. Implicit in our thinking about the discovery process is that our customers know the answers, our job was to get ask questions to get those answers.
Iannarino
FEBRUARY 20, 2024
Every sales leader and sales manager prioritizes their pipeline. It is fashionable now to work to acquire enough opportunities that the salesperson has a margin of error, something you know as “ pipeline coverage.” This is supposed to ensure that every salesperson hits their targets, even though there is far too little evidence that this strategy is responsible for that important outcome.
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
Salesforce
FEBRUARY 20, 2024
For many people, a sudden tingling in the leg or a feeling of numbness in the arm isn’t too much cause for alarm. The tingling or the numbness goes away after a little while, and they go on with their lives. But for Brooke Eby, an abrupt limp on her way to a conference one day ultimately led to a diagnosis of amyotrophic lateral sclerosis (ALS) at the age of 33.
Martech
FEBRUARY 19, 2024
Have you ever wondered if traditional hiring practices are holding your marketing team back? I work with CMOs, helping them build best-in-class marketing teams, among other things. In many cases, they’re firmly rooted in what many, including myself, believe is an outdated requirement of seeking candidates with degrees. The evolving talent marketplace While degrees used to signal a person’s abilities, skills and potential, the landscape has changed dramatically.
Search Engine Land
FEBRUARY 19, 2024
Will traffic from search engines to your website drop 25% by 2026 as a result of the rise of generative AI answer engines? That’s what Gartner, a technological research and consulting firm, is predicting. Why we care. SEO and PPC are incredibly valuable. Search traffic is what can lead to revenue and profit (whether via converting that traffic to leads, sales, or whatever type of conversion matters to your brand).
Iannarino
FEBRUARY 19, 2024
Revolutionizing Sales Productivity with Emerging Technologies As technology marches forward, sales organizations continue their relentless pursuit of their Holy Grail, something they describe as “ sales productivity. ” The term “sales productivity” now means using technology and automation to do things that would otherwise require salespeople to do.
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.
Sales Pop!
FEBRUARY 23, 2024
Taking a gander into the riveting world of invoices might not seem like a thrill ride, but get this—it can totally crank up your trust factor with customers. So with that in mind, stick around and I’ll let you in on the top invoicing practices that are pretty much trust pixie dust. Invoice Like a Mind Reader Ever handed over an invoice and watched your client squint, puzzled as they try to decipher it?
Martech
FEBRUARY 23, 2024
Most content strategies for B2B often rely on a subject matter expert or skilled writer to generate ideas, schedule content to satisfy the CMO and write based on perceived market demands. However, you must take the guesswork out of the equation to create relevant, high-performing content. Rather than rely solely on hypothesizing what an audience may want to read, savvy B2B marketers tap into social listening.
Search Engine Land
FEBRUARY 21, 2024
Many people have an incredibly low bar for what they consider to be “great” content that deserves to rank in Google Search. So often, I see people bemoaning the fact that their content is great and high-quality. They just can’t understand why it isn’t ranking. But inevitably, when I go look at that great content, it typically is, at best, subpar.
Iannarino
FEBRUARY 17, 2024
Throughout the last six months, I have paid careful attention to what sales leaders talk about. It turns out that they spend a lot of time talking about sales. They talk about the pipeline, deals, and information and updates. What they don’t seem to do is spend their time talking about selling.
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.
Sales Pop!
FEBRUARY 23, 2024
You’ve seen them at the counter, those unsung heroes of the service industry—the humble tip jars. They’re more than just glass containers; they’re mini treasure chests where customers can show some love for stellar service. But the question is, are you getting the most out of your tip jar game? Stick around, and I’ll spill the truth on optimizing those gratuity goblets.
Martech
FEBRUARY 20, 2024
B2B content marketing is an indispensable strategy for businesses looking to establish their brand, engage their target audience, and drive conversions. In this article, we will explore the fundamentals of B2B content marketing, delve into effective strategies for creating impactful content, and examine the role of generative AI in enhancing content creation.
Search Engine Land
FEBRUARY 21, 2024
OpenAI’s ChatGPT has proven to be a game-changing tool for SEO professionals. As Google has indicated an increased willingness to allow AI-generated content to rank and OpenAI has released new versions of GPT for enterprise use, the use cases have only expanded exponentially. In January 2024, another monumental shift occurred when OpenAI declared the GPT store open for business.
Iannarino
FEBRUARY 18, 2024
There are several reasons you may lose a deal. You may believe you are certain to win a deal, only to discover that you lost to a competitor. It is possible that you know why you lost without needing to ask. But most of the time, you may not know what caused your client to buy from your competitor. This list of causes results in a loss. By studying the causes, you can avoid losing the deals you pursue.
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.
SalesProInsider
FEBRUARY 22, 2024
What is the impact of your beliefs on your ability and commitment to attract and convert your ideal prospects? What’s the impact of the belief of yourself, the role you have in people’s lives, and the value they receive in working with you? It’s huge! Your belief is a major factor in the energy, effort, and activity that you put forth in the lead generation activity to fill your funnel and the sales conversations that convert those prospects.
Martech
FEBRUARY 22, 2024
The marketing landscape is increasingly oversaturated, making niche advertising crucial for marketers aiming to connect with specific audiences. More businesses are investing in targeted strategies to capture specific market segments, but navigating the challenges and staying ahead of the curve requires a strategic approach. This article delves into the world of niche markets, exploring the challenges marketers face, the evolution of niche advertising and actionable strategies to succeed.
Search Engine Land
FEBRUARY 22, 2024
Google announced several update to Performance Max (PMax): Asset generation is expanding globally in English with more languages to come. Image editing will finish rolling out in the U.S. in March, with global English expansion following shortly after. In the coming weeks, as Google upgrades its image generation models to Imagen 2, you’ll be able to generate lifestyle imagery using PMax that shows people in action.
Partners in Excellence
FEBRUARY 21, 2024
Sometimes a simple change in a single word changes our mindset and those who we work with. To me, one of the most important areas in applying this concept is with the words “To,” “For,” or “With.” With our own people, when we look at enablement, tools, coaching, programs, the choice of which of these words produces a profound difference in the outcomes we are trying to create.
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