Iannarino
APRIL 20, 2022
Is your close rate where you want it to be? If not, the problem may be in your phone game. In fact, 86% of prospects aren’t satisfied with their phone sales experiences. But a phone sales conversation—especially cold calling — is nothing to sneeze at. I know firsthand just how challenging they can be.
Membrain
APRIL 17, 2022
We struggle to hit our goals, make our numbers. Every year, we see decreases in % of sales people making their goals. At the same time, our solution to try to make our numbers is driving increases in volumes and velocity.
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Martech
APRIL 20, 2022
“The past two years have wreaked havoc on [marketing] pipelines and exacerbation around getting clean, intelligent data, and passing that data to sales,” said Stephanie Swinyer, head of revenue marketing at Integrate, in her presentation at The MarTech Conference. “If we’re not going to pivot and change based on the buyer, then our competition will.” Despite the challenges the pandemic introduced, it’s also opened up brands’ eyes to gaps in the buyer exp
The Advantexe Advisor
APRIL 20, 2022
Business simulation strengthens business acumen skills.
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.
Iannarino
APRIL 16, 2022
As a sales professional , you’re used to selling to customers, but selling to stakeholders in your own organization is a different story. When you conduct a sales strategy presentation, that’s exactly what you’re doing: Demonstrating what you expect your team to accomplish to benefit the rest of the organization.
Anthony Cole Training
APRIL 21, 2022
Research shows that money is NOT the primary motivator for success in sales, ESPECIALLY with today's younger generations. Here are 3 Keys to help sales managers and top producers bust the myth that “enough is enough” to continue to see great sales success.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Veloxy
APRIL 18, 2022
Salesforce is the most powerful CRM solution on the planet. When companies large and small deploy Salesforce, they soon come to realize how robust it is and how much customization is required. To accelerate usability, adoption and ROI, many companies and Salesforce administrators turn to the Salesforce AppExchange. Similar to iPhone and Droid users who want to get the most out of their smartphones, Salesforce admins turn to the AppExchange to download apps for a variety of use cases.
Iannarino
APRIL 21, 2022
The main outcome of discovery for most salespeople is to identify the client's problem and its impact. The reason the salesperson needs a problem is that in absence of a problem, there is no need for their "solution," a word designed to inflate a product or a service into something both the salesperson and their prospective client believes to be greater.
Partners in Excellence
APRIL 18, 2022
Are you order, seller, or buyer centric? Sadly, too many are focused only on the order. In this world, the ideal thing is the customer has educated themselves, is knowledgeable, may have a few final questions and issues (price is always the key one), and the customer makes a buying decision. We do everything we can to position our products favorably, but the reality is the customer has probably made up their mind.
Force Management
APRIL 22, 2022
Successful companies are finding new ways to differentiate their approach to talent management as they face the ongoing complexities of the Great Resignation.
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.
The 5% Institute
APRIL 20, 2022
In this article, we’ll detail our end to end sales process that works perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process / sales system is one of the most important things you can learn in sales. A sales system will give you consistency and will simple to use framework to guide your potential clients towards the sale.
Iannarino
APRIL 17, 2022
Disclosure: Not everything in sales or buying has changed. There are plenty of fundamentals still effective and useful. The idea that everything has changed is largely the result of people believing and pursuing the idea that everything must be disrupted, mostly through technological solutions. In the future, we will recognize these changes were evolutionary at best and at worst, unoriginal and derivative.
SaaStr
APRIL 21, 2022
So this is a seemingly simple post, and one with a title that is purposefully a bit binary. Yes, sometimes it’s OK to hire a VP of Sales that everyone loves. But not usually. At least 9 times out of 10, if everyone on the team loves a VP of Sales, it’s the wrong hire. And this especially matters because I often see CEOs picking between 2 final VP of Sales candidates.
RAIN Group
APRIL 22, 2022
Sellers who win consistently plan to win from the start. They're methodical in their approach to opportunities. They carefully map their sales process to the buyer's, set goals for every meeting, and do an exceptional job of communicating value.
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
The 5% Institute
APRIL 21, 2022
In this article, you’ll learn how to close sales deals faster, by learning proven sales tips and techniques that you can start implementing straight away. These successful sales techniques are centred around consultative selling. This means that you’ll take a question based, and solution approach rather than purely presenting up front or using any old school and gimmicky techniques.
Iannarino
APRIL 22, 2022
What’s the difference between saying “we provide” and saying “you can get”? On a cold call, the difference is about a 22% ding to your close rate. Words matter: Sales scripts can help you ensure you’re using the right ones.
Search Engine Land
APRIL 22, 2022
Technical SEO is a necessity. Here are four key technical tasks SEOs should take care of to help increase organic visibility. Please visit Search Engine Land for the full article.
SaaStr
APRIL 16, 2022
Ok I have to admit, I don’t know BowtiedCocoon on Twitter but the research from LinkedIn put together looks really solid and consistent with all my data. And it’s super helpful. Per LinkedIn data, SMB AEs at some of the top SaaS and B2B companies have: an average base salary of $70k, an average OTE of $125k, and. the best, top reps make $260k.
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.
Partners in Excellence
APRIL 19, 2022
Since my earliest days of selling, I have been taught, to create real value and differentiation, I have to know more than my customers. I have to know their markets/industries better than they. I have to know their business better than they, I have to know the issues they face better than they, I have to know what they don’t know but should know.
Iannarino
APRIL 19, 2022
Today we release my fourth book, Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative , and my first book with Wiley publishing. You can buy the book here now!
Martech
APRIL 20, 2022
Good news, marketers: While consumers are worried about their data being misused, the misuse they’re worried about is criminal, not commercial. Nearly half of consumers are afraid their data will be misused for identity theft, while only 9% are concerned about advertisers misusing it, according to a report by performance marketing firm Tinuiti. Also, only 8% say they’re most worried about products or websites they’ve viewed online being tracked.
Sales Pop!
APRIL 21, 2022
Car insurance agents get a bad rap in pop culture. Far too often, customers think you are trying to screw them over, convince them of buying something they aren’t interested in, or that you are forcing yourself and your business down their necks. Selling car insurance tips are an important way for new agents to build their confidence and understand what it takes to overcome the reputation that has preceded their career path.
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.
Engage Selling
APRIL 22, 2022
Do you have lies in your inbox? “Hi there! Greetings! On my visit at your office, I found out that your organization is still using the manual registers for visitor’s … Read More. The post Lies in Your Inbox first appeared on Colleen Francis - The Sales Leader.
Iannarino
APRIL 18, 2022
No one wants to live in the Red Ocean, but if you believe the Blue Ocean is somehow better, look at the short time Netflix had an advantage before Amazon, Paramount+, Disney, Hulu, and a dozen more companies decided to compete and stain the water red. Not all of these companies are going to survive and some will merge.
Martech
APRIL 21, 2022
“We are all experiencing a massive explosion of data,” said Leslie Lorenz, head of North American retail industry at Snowflake, in her presentation at The MarTech Conference. It’s no surprise, then, that her brand is also “getting many [brand] requests that say they want to be data-driven.”. Most marketers would agree access to more customer data is a good thing for brands.
Sales Pop!
APRIL 19, 2022
Did you know that 82% of customers agree for a meeting with sales representatives who actively connect with them? Yes, perseverance ends up paying off! Sales representatives in your organization can significantly raise their conversation rates by becoming more consistent and meticulous in following it up with potential buyers. It’s true that attempting to acquire a consumer is among the most challenging problems a company faces.
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
APRIL 21, 2022
What factor do you think is most important when your prospects make decisions—emotions or facts? Well, the research is clear. When all considerations are similar, not equal but similar, emotions win out as the most important criteria for making a decision. This may be a surprise as many people insist that they make decisions based on facts. Yet the reality is that this factor leading the way is subconscious for most people.
Iannarino
APRIL 19, 2022
On Tuesday, April 19, 2022, my fourth book, Elite Sales Strategies: A guide to being One Up, Creating Value, and Becoming Truly Consultative is set to be released. It is a book about consultative selling and the strategies you need for the current environment. But the concept of being One Up or One Down is not limited to sales.
SaaStr
APRIL 18, 2022
FT summarized the latest data from 2 platforms trading private shares. These platforms are used to trade shares in the largest, late-stage startups: Forge Global, which just SPAC’d / went public itself, found the clearing price for trades for top startups fell 10% in February and another 10% or so in March , after just starting to go down in January.
Search Engine Land
APRIL 20, 2022
How do you go about knowing who and how to ask for a review? Here are some top tips on how to secure reviews for local SEO. Please visit Search Engine Land for the full article.
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