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We see data that suggests salespeople believe they can’t reach their quota as soon as they find out what it is. A recent survey suggests that the average quota attainment is 27 percent. While this number may not be accurate for salespeople outside of the survey, we can use this data point as a basis for our discussion here.
With a million fires to put out, managers often complain that they don’t have time to coach. But reducing operational tasks is the key to outperforming your competition. Here’s how. The post Maximize time with your team – not fires… first appeared on Colleen Francis - The Sales Leader.
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The buyer’s journey has been a critical topic of discussion for salespeople and marketers for a decade now. We have come to recognize how essential it is to understand how a prospect recognizes that they have a problem, how they go about searching for a solution and how they evaluate those solutions to make a resource choice and a decision.
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.
Some time ago, we commoditized discovery. Each salesperson would talk about their company, their clients, and their solutions, asking the client to share their problem. Because so many salespeople were taught and trained to use this approach, it commoditized a first meeting.
Develop the reflex to ask about the value you’ve shown customers before giving in to discounts. It’s time to ditch unnecessary price breaks! The post Stop Negotiating with Yourself! Win Without Discounts first appeared on Colleen Francis - The Sales Leader.
In today’s rapidly evolving business landscape, forging meaningful connections is paramount to success. The age-old adage “it’s not what you know, but who you know” still holds, perhaps even more so in an interconnected world. In this article, we delve into the insights shared by Drew Sechrist , CEO and Co-founder of Connect the Dots , in a recent podcast episode.
In today’s rapidly evolving business landscape, forging meaningful connections is paramount to success. The age-old adage “it’s not what you know, but who you know” still holds, perhaps even more so in an interconnected world. In this article, we delve into the insights shared by Drew Sechrist , CEO and Co-founder of Connect the Dots , in a recent podcast episode.
It’s no secret selling in the B2B SaaS market got a little harder over the past several quarters. Now more than ever, organizations are looking for ways to gain an edge, keep pipelines healthy, and identify which prospects are most likely to land.
There are several reasons one might fall behind the changes in B2B buying and B2B selling. Just like our clients fall behind, sales organizations can miss an inflection point. They can be like a prospective client that believes what they do is good for all seasons, even if they haven’t made changes in five decades.
Fun fact: despite its old Latin roots, the word consensus only became a commonly used noun in English less than 200 years ago. It became a new way to describe … The post Consensus Gathering: A Power Tool for Top Performers first appeared on Colleen Francis - The Sales Leader.
In the ever-evolving landscape of business, the quest for growth and scalability remains a perpetual pursuit. The paradigm of achieving this growth, however, is in a state of transformation. Often driven by technological advancements and innovative strategies. In a recent episode of Expert Inside Interview, Ruben Dua , the co-founder and CEO of Dub.
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.
Your company just recently started using Salesforce, and well… you’re struggling. While you can recognize its great power, you’re not quite sure how to harness it. Namely, you’re not sure how to make use of its automation capabilities. Fortunately, we are, and we can help you get the most out of Salesforce automation. Here are 10 tips for optimal Salesforce automation setup. 1.
At a recent conference, one group shared that buyers start their buyer’s journey on the seller’s website. I’ve also heard this described as the digital journey. People who suggest selling hasn’t changed in any meaningful way may not be paying attention. The biggest change is that buyers can acquire more information than ever by visiting the sales organization’s website.
Time Available For Selling is a critical issue for everyone in sales. But there are many things, both necessary and unnecessary, that distract from that time. Thinking of sellers chained to their desks, constantly on Zoom, telephone, or other meetings. Constantly doing email and social outreach, is unrealistic and unreasonable. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling.
For our final article in the series on CRM adoption, let’s take a detailed look at the difference Pipeliner CRM makes. Comparing the CRM Industry to Others First, let’s consider the significant differences between our industry—the CRM industry—and products outside that industry. This will provide a clue to the current paradigm shift of today’s constant change.
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
Every year, usually at the sales kickoff meeting , a sales organization will provide training. If they provided negotiation training last year, this year they might focus on discovery. There are several reasons to use a different approach, especially if you want to improve your win rates. Not every salesperson needs training on discovery, even though there is nothing wrong with a refresher.
Google has begun to push out an update to its helpful content system , the last helpful content system update was the December 2022 helpful content update. The update started on September 14 and should take about two weeks to fully roll out. What is new. Google said , “The September 2023 helpful content update is rolling out with an improved classifier.
Sometimes success, too much success over a period of time is dangerous. We see so much of this now, with the former “darlings” of the VC/PE world. We see similar things with many of the largest, “most successful” organizations, the high performers of Wall Street, NASDAQ, and other global markets Suddenly, these “successful” organizations start to falter.
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.
Organizations that want happier customers should look holistically at the entire customer journey. It’s not enough to target individual touchpoints for improvements. Marketers need the big picture when it comes to customer experiences. “The ability to focus on customer journeys and reorient your organization around customer journeys is the great ‘unlock’ for companies that are struggling, perhaps, to make progress with their customer experience scores and their programs,” said Joana de Quintanil
Every leader wants control of their team. They want them to do the right thing, in the right way, at the right time. Many leaders lack a set of strategies that would allow the better results they want. In the worst case, they use force. In the best case, they use inspiration. What follows here is a list of positive strategies leaders can use to have greater control, without harming their results or creating a toxic environment.
Due to Google’s algorithms constantly evolving, it can be difficult to determine areas to focus your SEO efforts on for maximum results. Yet, there’s one ranking factor that’s always worth optimizing for: content. With the launch of the helpful content system, there’s no doubt that content tailored to people’s needs can naturally secure a high ranking, especially if it’s published on a website with a high domain authority.
Join us as we speak with Founder & CEO of MotionFirst, Meridith Elliott Powell. Meridith shares her unique perspective, viewing sales as a process of using information to help customers realize their dreams. It's not about aggressive pitches and closing deals; it's about curiosity, active listening, and understanding. A transformative approach that puts the customer's dreams and goals at the forefront.
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.
Leading analytics and data management provider SAS will integrate generative AI capabilities with its Customer Intelligence 360 marketing solution. Customers will be able to choose which generative AI providers to integrate into their SAS instance, including popular models like ChatGPT, open source models and their own proprietary models. Marketers will be able to use these capabilities to create marketing plans and build audience segments as well as generate personalized text content.
B2B sales has always evolved to address the needs of buyers and decision makers. When the external environment is stable, you might experience a period of stasis, where there is no reason to change. But when the external environment is one of accelerating, constant disruptive change you should pay careful attention to the changes and their implications on how you sell.
Now that the Google August 2023 Core Update is done rolling out , we wanted to take a deeper dive on how this core update differed from previous Google core updates, specifically the March 2023 broad core update. This update was indeed a big one, and caused a lot of ranking volatility across many verticals in the Google search results. But this update was also surrounded by a very volatile set of weeks prior to the update, making the update itself feel a bit more muted than previous updates.
We are trained on what our products do. We know their capabilities, features and functions. We may know the “problem” they solve. They might improve productivity or efficiency. They might help our customers reduce costs. They might give them capabilities they currently don’t have. But does this mean we really understand our customers’ problems?
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.
The magic of Dreamforce is back, and it’s been truly wonderful to come together as a community and share the excitement of new marketing innovations to come — especially in AI. We recently found that 71% of marketers believe generative AI will allow them to focus on more strategic work. At Dreamforce, I announced the newest Marketing Cloud releases that will help you not only focus on more big-picture ideas, but help you build lasting customer relationships.
Continuing to navigate the “next normal” world, marketing and GTM teams have been under new pressures due to inflation, talent shortages, slowing economic conditions, possible renewed COVID restrictions, and the digital transformation hangover. I wanted to share some direct experiences in supporting marketing and GTM’s leader’s battles against these headwinds.
Google Search stopped showing How-to rich results on desktop yesterday. Google’s announcement. In an update to an Aug. 8 blog post about the reduction of visibility for HowTo and FAQ results , Google announced: “Continuing our efforts to simplify Google’s search results, we’re extending the How-to change to desktop as well. As of September 13, Google Search no longer shows How-to rich results on desktop, which means this result type is now deprecated.” “This c
So the other day I looked back at about 25 SaaS seed investments I’d made that had scaled well past $10m-$20m and reflected on the top themes. Including — the top mistakes founders make again and again as they cross $10m ARR. Trust me. Here they are. They are all avoidable : #1: Stepping Out of Sales Ok really this is mistake #1, #2, #3, #4 and #5.
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.
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