Sat.Oct 21, 2023 - Fri.Oct 27, 2023

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The Timeless Principles of Selling with Ben Gay III

Sell Or Die

TODAY WE ARE HAPPY TO BE WITH - - BEN GAY III – - WHOSE SALES TRAINING MATERIALS - - “THE CLOSERS SERIES” AND “SALES CLOSING POWER!” BOOKS – - ARE SYNONYMOUS WITH PROFESSIONAL SELLING! BEN HAS WORKED CONTINUOUSLY AS A COMMISSIONED SALESMAN SINCE HE WAS 14 YEARS OLD! WHEN HE WAS JUST 18, BEN WAS THE #1 SALESPERSON AT MACY’S/ATLANTA AS WELL AS THE YOUNGEST BUYER IN MACY’S THEN 100 YEAR HISTORY!

Sell 40
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Extreme Other Orientation

Iannarino

Much of the time, without meaning to, salespeople use language that is self-oriented. Some part of this self-orientation comes from how salespeople are taught and trained. For example, you may have been taught to disqualify your prospective client, ensuring you are only talking to them so you can convert them. In first meetings , many sales reps still use a legacy approach that starts with a presentation about their company, clients, and their solutions, even though they should know better by no

Clients 306
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7 Sales Coaching Best Practices

Anthony Cole Training

If you are in charge of managing a sales team to reach sales goals, you must ask yourself this critical question; “Am I an effective sales coach?

Sales 173
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Unlocking the Art of Generating Referrals Without Asking

Sales Pop!

In the world of business, referrals are often hailed as the golden ticket to growth and success. However, many individuals and companies find themselves wrestling with the challenge of generating referrals. It can be a perplexing endeavor, leaving you wondering why your efforts aren’t yielding the expected results. In this blog post, we’re going to delve into the art of generating referrals without resorting to traditional tactics and asking for them.

Referrals 173
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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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Sales Training Tips to Help You Reinforce MEDDICC

Force Management

It’s easy to find a sales training company to help you enable your teams. Google it and you’ll find plenty of options that run the gamut of experience and cost. The challenge lies in finding the right sales transformation solution to help you solve the challenges you’re currently facing and drive the outcomes you need.

Sales 155
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On Becoming Post Political

Iannarino

Politics can make people miserable, but you don’t need to allow that to happen. You don’t want politics to be your identity or your religion. Several friends who have read The Negativity Fast have sent me notes to inform me they are ready to be post-political.

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Where Do We Find Sales Ethics and Wisdom?

Sales Pop!

As we carry on with our sales and ethics series, let’s pose this question: What is ethics, really? We can begin by pointing that ethics isn’t found only in the mind, or strictly in the heart, but in both. Real ethics requires a 2-way highway between the mind and the heart. The mind contains the understanding of what is correct, right, or wrong, and the heart, through emotions, usually follows.

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Google testing ads between organic results?

Search Engine Land

Is Google testing placing ads between organic search results? Patrick Stox, Ahrefs product advisor, technical SEO and brand ambassador, first noticed that sponsored posts have started appearing where the third and fifth organic positions normally run. He shared a screenshot of the SERP on X: Here’s a video of it Stox shared on X: I don't think this would count as page 2.

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The Resurgence of Eat Their Lunch

Iannarino

Recently, there has been a resurgence of interest in Eat Their Lunch: Winning Customers Away from Your Competition. Several companies have recently bought copies and requested a keynote speech and workshop. Displacement may be back in vogue, as there are too many companies in every industry, something you will see and feel over the next decade, as globalization as we know it ends.

Customers 300
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Let’s Banish The Word “Pitch” From Our Vocabularies!

Partners in Excellence

The word “Pitch” has dominated selling language. We are constantly subjected to pitches through email, social channels and in the media. We seek, overtly, to pitch our offerings and products to prospects and customers. Recently, my good friend, ChatGPT had a discussion about pitches. I asked her the origin of this concept: The word “pitch” in the context of selling comes from the Old English word “pician,” which means “to throw” or “to thrust

Pitch 149
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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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Mastering Buyer Personas in Uncertain Times: A Strategic Guide

Sales Pop!

During economic downturns or recessions, connecting with buyers at the beginning of their decision-making process can be a significant challenge. In this blog post, we will delve into the intricacies of comprehending buyer personas, their priorities, success factors, perceived barriers, decision criteria, and the complex journey they undertake. Jim Kraus: The Voice of Experience At the core of our exploration is Jim Kraus, President of Buyer Persona.

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How to use Google Bard for better SEO

Search Engine Land

If you rely solely on ChatGPT , albeit a powerful tool, you are missing a largely impactful opportunity in SEO – getting recommendations directly from the source. Enter Bard , Google’s answer to the AI chatbot revolution. It’s trained on a vast dataset that includes Google Search. Think of it as having a direct line to the source, gaining insights from Google as it crawls, indexes and ranks webpages.

Niche 138
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The Value Of Creating Value

Iannarino

Salespeople looking to succeed must go against the current fashions in B2B sales. For reasons that are difficult to understand, there is an overemphasis on creating opportunities, even false ones that the salesperson won’t ever win.

B2B 299
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Meeting People Where They Are…

Partners in Excellence

Read anything on leadership, coaching, social change, human interaction, and a common theme arises. To connect and engage effectively, we have to meet people where they are at. This requires us to focus on them, where they are, who they are, what they face. It requires us to listen, probe, understand. To the degree that we can, we have to imagine ourselves in their shoes.

Meeting 149
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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.

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Marketing is hiring more freelancers. Should one of them be you?

Martech

Digital marketing and its technology aren’t the only things that have been transformed in the past three and three-quarter years. Digital marketers are now in an employment environment radically different from what it was pre-pandemic. One that’s giving them more leverage in the workforce. More than half (54%) of marketing leaders say they have more freelancers than ever on their teams, according to a survey by talent agency Fiverr Pro.

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Google Search is having issues serving search results to some searchers

Search Engine Land

Google is currently having an issue serving or showing search results to some searchers. You may see error pages when you search on Google.com, keep in mind, Google is aware of the issue and working on a fix. What Google said. Google posted on its search status dashboard at 11:01 am ET saying, “There’s an ongoing issue with serving search results.

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How to Flip the Script-Turning Negative Events into Learning Experiences

Iannarino

According to the Sidran Institute, approximately 70 percent of U.S. adults have experienced a traumatic event at least once in their lives. There are two ways humans process these negative events. The first is to believe they have been irreparably harmed. A person who processes trauma with this belief will think they are something less than they were before the trauma.

Process 297
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The Importance Of Follow Up

Partners in Excellence

Not long ago, I was speaking with a group of sales managers. They were struggling with the performance of their people. We were talking about their account planning process. They showed me some current account plans. They weren’t great, but they were better than most I see. One thing that struck me, is that rather than giving a status report on the account, their people had identified opportunities to grow the relationship.

Follow-up 148
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State of AI in Sales & Marketing 2025

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

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A Step-by-Step Guide to Becoming a Medical Device Sales Rep

Veloxy

Dreaming of a rewarding and challenging career in medical device sales? You should be! The medical device industry is poised to reach nearly $800 billion in global annual sales by 2030. If you’re looking to cut yourself a piece of that pie, then you’re in for an exciting journey! In this guide, we’ll explore the ins and outs of becoming a medical device sales rep, from the role itself to the essential skills and qualifications, as well as job search tips and resources to help you excel i

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Inside Google’s massive 2023 E-E-A-T Knowledge Graph update

Search Engine Land

I have been optimizing sites for search engines since 1998, the year Google was incorporated. In those 25 years, I never saw an update as big as the 2023 E-E-A-T Knowledge Graph update. My team took a vote and chose a cheeky nickname for the update: Killer Whale (massive and making a big splash). The Killer Whale update started in July 2023 as a considerable E-E-A-T update to the Knowledge Graph.

Sports 134
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Negativity in Social Media-How to Protect Your Mental Space

Iannarino

This year, between 3.96 billion and 4.9 billion people use social media daily. The takeaway is that a large portion of the Earth’s population spends time on social media.

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Are You An Indispensable Partner?

Partners in Excellence

Periodically, my friend, Martin Schmalenbach , and I have conversations on the state of “Value Co-Creation,” and selling. Recently, Martin brought up the concept, “Are you an indispensable partner?” My mind started going crazy with the potential of the concept of being an Indispensable Partner. I’m still formulating my thinking on this, but in the spirit of provoking a wider conversation, here are some thoughts: How’s this different from being a trusted adviso

Trust 145
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The Intersection of AI and Sales: Personalization Without Compromise

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

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4 ways to get more value from your martech investments

Martech

I recently spoke at a marketing conference and, unsurprisingly, AI took center stage in many discussions. My presentation centered on the need for marketers to move beyond generative AI and start using AI to gain deeper insights into their customers. One eye-catching statistic from my presentation was the Gartner survey, revealing that 63% of marketers plan to invest in generative AI in the next 24 months.

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Google Maps new search results makes photos significantly more important

Search Engine Land

Google is launching a new Google Maps search results interface that brings to focus the photos that are associated with Google Business Profile listings. Google is calling this a “photo-first” search result listing interface that is going live this week in France, Germany, Japan, the U.K. and the U.S. What it looks like. You can see from the GIF below that the search results in the Google Maps listings show photos above the other parts of the listing, like the company name, star revi

Launch 128
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Profit Or Perish

Iannarino

There are a number of sales experts who believe that nothing has changed in B2B buying and B2B selling. It’s odd that people who are supposed to help their clients change, fail to follow the advice they would give others. It’s like a ship captain advising passengers on how to navigate rough seas, yet refusing to update their own outdated maps. Outdated maps won’t help you now.

B2B 255
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Revive Stagnant Pipeline with These 6 Proven Tactics

Sales Hacker

The end of October already, which has me reflecting on the past year and beyond. We’ve witnessed a pervasive challenge sweeping through the industry: Sales cycles growing longer and more arduous. This pipeline slowdown calls for something other than ‘more of the same.’ It calls for extreme intentional in order to dislodge stuck deals and reinvigorate the pipeline – this week we’ve got you covered on core tactics that are working to move the needle.

Pipeline 123
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Maximizing Profit and Productivity: The New Era of AI-Powered Accounting

Speaker: Yohan Lobo and Dennis Street

In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.

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How consumers are contacting brands on social media this holidays

Martech

Chances are, brands will be hearing from customers on social this holiday season. Nearly three-quarters (74%) of consumers say they’re likely to reach out to a brand on social over the holidays, according to a new study by social media management platform Sprout Social. Seventy percent say they’re going to directly message a brand, and 63% said they’re more likely to contact a brand on social during the holidays than at other times throughout the year.

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Google rich results for events removed from search snippets

Search Engine Land

Google has confirmed that it has removed event rich results from showing under search result snippets. This was confirmed at the Google Search Central live SEO event in Zurich today by Ryan Levering of Google during the Q&A session. What happened. Over the past few weeks or so, some SEOs started to notice that the event rich results were not showing.

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Sales Skills to Help Your Team Effectively Cross-Sell and Upsell

Force Management

In today's economic climate, cross-selling and upselling have become more challenging due to the budget constraints of customers. While gaining new customers is always a positive outcome for any organization, the ability of your sales representatives to sell additional products or services to existing customers is often the key to meeting your revenue targets consistently.

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GTM 65: Consultative Selling Mastery, and The Positive Snowball Effect of Building Strong Relationships with Zach Lawryk

Sales Hacker

Zach Lawryk is currently the Head of Global Solutions Consulting at Rippling , previously the VP of Solutions Consulting at Slack , Director of Sales Engineering at Box , and really began his career in tech at Salesforce as a Sales Engineer in 2005. What you will learn The importance of building long term relationships at work The beginning of SaaS SE’s How the SE/SC role will evolve with AI Knowing when to bring in SE’s as a founder Highlights (3:41) How Zach has successfully landed at po

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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.