Iannarino

MAY 23, 2024

Struggling with lengthy sales cycles? Discover actionable strategies to shorten them and close deals faster.

Sales 297

Sales Closing 297

Engage Selling

MAY 20, 2024

Picture this: a dashboard so irresistible your team camps out in the CRM like it’s their new home. Yes, it’s possible, and here’s how we do it… For more strategies … The post Make Your CRM Irresistible first appeared on Colleen Francis - The Sales Leader.

CRM 62

CRM Sales 62

Anthony Cole Training

MAY 23, 2024

Business or sales acumen is the ability to connect with prospects and clients on a deeper level by understanding their unique problems, anticipating their needs, and leveraging knowledge of their business and industry to recommend the best possible solution — regardless of whether or not it results in a closed deal.

Sales 314

Sales Clients Prospecting Closing 314

Force Management

MAY 23, 2024

The product demo is an important part of any sales process, but they can also be a tricky stage to navigate while maintaining a value selling approach. We often advocate for sellers to move away from the 'features and functions' conversation in favor of discussing business problems and solutions. The demo is a time to discuss both. That can be a difficult balance to strike, especially when selling complex technical solutions.

Product 161

Product Sales Sell Conversion 161

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

MAY 20, 2024

Elevate your B2B sales strategy by mastering the art of the impactful presentation.

Presentation 305

Presentation B2B Sales 305

Engage Selling

MAY 22, 2024

Treating your customers like an ATM, only showing up when you need cash, is a sure-fire way to lose their renewals. Let’s break the cycle of transactional check-ins… For more … The post The Best Way to Sabotage Your Renewals first appeared on Colleen Francis - The Sales Leader.

Customers 62

Customers Sales 62

SaaStr

MAY 23, 2024

So Emergence Capital put together a great report here on B2B startups, “Beyond Benchmarks 2024” , with a ton of great data across 664 software startups. One piece I loved is how 2023 growth rates compared to 2022 for Top Quartile Software Startups. Now to be clear, and I know this is a bit brutal — “Top Quartile” isn’t in general enough to get funded by VCs.

B2B 136

B2B Growth Price Product 136

Iannarino

MAY 24, 2024

Unlock the secrets to winning more B2B sales deals by mastering the art of creating value and adopting a consultative approach.

Consult 291

Consult B2B Sales 291

Search Engine Land

MAY 24, 2024

Google looks stupid right now. And AI Overviews are to blame. Google’s AI Overviews have given incorrect, misleading and even dangerous answers. The fact that Google includes a disclaimer at the bottom of every answer (“Generative AI is experimental”) should be no excuse. What’s happening. Google’s AI-generated answers have gained a lot negative mainstream media coverage as people have been sharing numerous examples of AI Overview fails on social media.

Represent 131

Represent Trust Launch Product 131

Partners in Excellence

MAY 22, 2024

Disagreement is part of life and business. Disagreement is, probably, a fundamental to change and growth. After all, if we are always in agreement, we would never challenge ourselves and others to think differently, to consider something new. But we struggle with disagreement, too often we deal with it poorly. We may seek to avoid it, burying our heads in the sand, never considering a different point of view.

Teamwork 137

Teamwork Construction Growth Conversion 137

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

Martech

MAY 22, 2024

In my previous articles we explored how artificial intelligence (AI) can provide a strong foundation for marketing teams to create stronger strategies and work better together. In this article, we are going to focus on the way AI can help improve marketing campaigns and initiatives while delivering measurable results. We will end by talking about setting up effective feedback loops to ensure continuous growth and improvement as well.

Campaign 131

Campaign Launch Technique Strategize 131

Iannarino

MAY 21, 2024

Discover why manipulative sales tactics are failing and how trust-based strategies can transform your approach in 2024.

Trust 286

Trust Sales 286

Sales Pop!

MAY 24, 2024

Diversification as an investment strategy handily predates modern markets and possibly even written history. After all, if, say, a prehistoric village wanted to ensure a consistent food supply, it probably wouldn’t have pinned everything on just one food source. A village that had crops, domestic animals, and wild game as food would have been more resilient compared to one that relied on just one of these resources.

Real Estate 130

Real Estate Healthcare Territory Government 130

Partners in Excellence

MAY 21, 2024

Preface : George Bronten and I have been friends for years. I first met him because I was intrigued by the capabilities of Membrain. It’s one of the most interesting technologies, I’ve seen. I think George and I recognized similar passions with technology, business and selling. Since that introductory meeting, we continue to have conversations about the state of our profession and its future.

Sell 137

Sell Drivers/motivators Technology Technology 137

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

SaaStr

MAY 21, 2024

So G2 put out a survey and report on customer success recently that was an eye-opener: 67% of CS execs report having a sales quota 53% of CS execs now view their job as primarily a sales role Now some of this may be semantics. Business software companies have had “account managers” responsible for upsell since the earliest days. As customer success came into its own, it was often seen as distinct from account management, focused on customer retention and happiness and NPS and CSAT.

Quota 129

Quota Customers Account management Sales 129

Iannarino

MAY 22, 2024

Struggling to stay focused in a world full of distractions? Here’s how to reclaim your attention.

Product 273

Product 273

Sales Pop!

MAY 21, 2024

Having a mobile sales force is crucial. These hard-working individuals constantly travel, meeting clients and closing deals. However, staying productive on the go presents unique challenges. This is where cloud computing proves invaluable, enabling seamless access to essential tools and data from anywhere. Let’s explore how embracing the cloud can revolutionize your mobile sales operations.

Sales 130

Sales Legal Customer Relationship Management CRM 130

Partners in Excellence

MAY 22, 2024

There’s a certain comic arrogance in the discussion, “Will AI Replace (or Augment) Sellers?” As usual, it’s the self centered focus too many have about selling. Somehow, we never take time to think about whether AI will replace buyers. The degree to which AI replaces buyers will have a greater impact on sellers than AI taking sales related tasks, consequently reducing the need for sellers.

B2B 130

B2B Technology Technology Sell 130

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

Martech

MAY 20, 2024

Marketers today face a perfect marketing storm, battered by conflicting forces. They’re bombarded with data, pressured for immediate results and expected to navigate an increasingly cynical consumer landscape. But here’s the kicker: the disconnect isn’t just with the audience — it’s a three-ring circus with a front-row seat for the marketing team.

Drivers/motivators 126

Drivers/motivators Pitch Trust Manufacturing 126

Iannarino

MAY 19, 2024

My mission is to convince you that what matters now is whether you are One-Up or One-Down. But before we move forward, let’s define what makes you One-Up or One-Down.

Sales 141

Sales 141

Sales Pop!

MAY 21, 2024

In the modern business landscape, technology underpins almost every operation and process, from communication and data management to customer service and beyond. As organizations increasingly rely on technology for their daily operations, the role of IT support specialists becomes critical. These professionals ensure that all technological systems function smoothly and effectively, supporting the organization’s overall performance and productivity.

Technology 130

Technology Technology Strategize Networking 130

Salesforce

MAY 20, 2024

We surveyed thousands of marketing leaders about today’s marketing trends. What did we find? Marketers ranked artificial intelligence (AI) implementation as both their number one priority and number one headache — highlighting its pivotal role as both a beacon of promise and a daunting challenge. What’s top of mind for marketers? We asked more than 4,800 marketers about how they’re using new data and AI tools.

Territory 126

Territory Follow-up Start-ups Trust 126

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

Heinz Marketing

MAY 20, 2024

By Maria Geokezas , Chief Operating Officer at Heinz Marketing Do you ever feel like your sales, marketing, and customer success teams work from different playbooks? Imagine how your customer feels if they encounter inconsistent messaging, a clunky onboarding process, or a lack of post-purchase support. It’s certainly not an ideal B2B customer experience.

B2B 126

B2B Cross-sell Customers GTM 126

Iannarino

MAY 18, 2024

If you truly want to become a salesperson, the first thing you need to do is to take action.

Sales Experience 141

Sales Experience B2B Sales 141

Sales Pop!

MAY 20, 2024

The thrill of that first email sign-up, Shopify notification, or app subscription is undeniable. However, the real excitement is the growth of your business. But if you want your business to grow, you need to keep your customers and clients interested in your products or services. The more your audience engages with your app or signs up for a monthly dog treat box, the more you build a community around your brand.

Campaign 130

Campaign Customers Click Through Rate Appointment 130

SaaStr

MAY 20, 2024

So there are times in startup life when it seems like a wave is just overpowering you, that there is only so much you can do. And so many times, you may quietly feel limited by the team you have. There’s only so much you can do, just so quickly. So many times you’ll default, partially, to Doing Nothing. For now. This works better at Bigger Companies, where real change is often measured in 5+ year chunks.

Engineering 125

Engineering Product Customers Sales 125

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

Martech

MAY 21, 2024

Today, Google introduced new creative tools and ad experiences at its annual Google Marketing Live event, held in New York. Here’s what marketers can expect to see at Google, either now or in the coming months. Search ad experience. Among the most inventive improvements to search is a new ad experience currently in testing and slated to become more widely available later in the year.

Retail 124

Retail Campaign Engineering Product 124

Salesforce

MAY 23, 2024

What you’ll learn What is dynamic email content? First- and zero-party data is more important than ever Popular types of dynamic email content Dynamic email content can be done simply How to give email subscribers what they want Customers don’t want to feel like just another number to your brand. Going with a generic “ batch and blast ” email marketing strategy is sure to land you in the customer’s filters — or worse, having them unsubscribe.

Click Through Rate 124

Click Through Rate Customers Hospitality Promote 124

Search Engine Land

MAY 20, 2024

We’re in a disruptive moment, according to Alphabet and Google CEO Sundar Pichai. Although he is optimistic that Google AI Overviews and Search will drive more traffic and engagement, that is zero comfort for the many content creators who have seen their websites obliterated by Google in recent months. In a new interview, Pichai discussed concerns about Google hurting websites and businesses, as well as the future of Search, content and the web. ‘These are disruptive moments.’

Click Through Rate 122

Click Through Rate Follow-up Technology Technology 122

SaaStr

MAY 24, 2024

So the #2 topic in SaaS today is probably profitability and efficiency. #1 is AI. But profitability is a close second. And the message to founders is confusing. Yes, everyone has to be at least 2x as efficient as 2021, maybe more so. But … that’s not enough. You still have to grow. So what’s the trade-off? I pulled up 3 recent examples from the SaaStr 5 Interesting Learning series, and interestingly, all 3 are at ~$2.5B ARR: SMB leader HubSpot Enterprise vertical SaaS lea

Growth 122

Growth Price Closing 122

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