Iannarino
MARCH 23, 2022
Each year, publishers release somewhere in the ballpark of 11 thousand new business-related books. The good news is that means you have a lot of options when it comes to selecting a book to help you with cold calling. The bad news is that it can be hard to tell which books are actually going to help you.
Anthony Cole Training
MARCH 24, 2022
Do your lenders provide your prospects and clients with the consultative financial and business advice that establishes value and makes you rate-resistant? One of the areas where we are spending a significant amount of training time in 2022 is on sales negotiation strategies, value-based selling, as well as sales negotiation techniques.
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Engage Selling
MARCH 25, 2022
The Triad Tempo is a strategy that yields impressive results for your team and business. What is it exactly? One of the most important shifts in today’s sell-to marketplace is … Read More. The post Triad Tempo: Creating Quality Engagement first appeared on Colleen Francis - The Sales Leader.
Membrain
MARCH 20, 2022
Most of our “sales processes” are failing us. There are a couple of core reasons we’ve found. First, sales people don’t pay attention to them or execute them poorly. This post isn’t for those people.
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
MARCH 24, 2022
The evolution of the complex B2B sale has all but eliminated "transactional" approaches and is now moving past "consultative" to something like "super-consultative," or "truly-consultative.".
The 5% Institute
MARCH 25, 2022
In this article, we’ll detail the eight-step sales journey that works perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process or sales journey is one of the most important things you can learn in sales. A sales journey will give you consistency and will simple to use framework to guide your potential clients towards the sale.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Search Engine Land
MARCH 23, 2022
The new product reviews update looks for in-depth analysis, actual product use, unique information and comparable product coverage. Please visit Search Engine Land for the full article.
Iannarino
MARCH 20, 2022
Let’s start with a riddle: Why did the team of world-class all-stars lose the big game?
The 5% Institute
MARCH 22, 2022
In this guide, you’ll learn the steps of our sales process model that works absolute wonders for our Students and Sales Professionals all around the world. Learning and following a sales process model would have to be the most important thing you’ll ever learn in sales, because it’ll deliver something you’ll need to thrive in selling. And that thing – is consistency.
Force Management
MARCH 23, 2022
Sales managers are charged with training, motivating and coaching sales professionals on a daily basis. Your salespeople look to your front-line managers for professional development and expect to be provided the necessary resources, guidance and knowledge to be successful in their role. Remember, people quit managers before they quit companies. Drive talent engagement and improve retention by enabling your managers to give reps the critical feedback they need to improve current and future outco
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.
Martech
MARCH 24, 2022
3D e-commerce technology company VNTANA announces a platform integration with Meta that brings 3D ads to Facebook and Instagram, and automates the creation and publication process of the ads for advertisers. The integration was developed with access to the alpha version of Meta’s augmented reality publishing API. To use this technology, brands upload their existing 3D designs, and in VNTANA they get converted to Facebook and Instagram standards.
Iannarino
MARCH 25, 2022
There is a "tell" that provides you with evidence your deal isn't likely to close and should not find its way into your forecast. Most salespeople are not aware of this tell, in part because they want to win the deal, and partly because they don't see the tell for what is: evidence that their deal is in trouble. The tell is a lack of client effort.
The 5% Institute
MARCH 24, 2022
One of the most important early stages of the sales process , is identifying as to whether you have a qualified prospect. The reason why it’s so important to identify a qualified prospect, is because by doing so correctly you’ll save a ton of time, energy, and potentially money. In this guide, you’ll learn the qualities of qualified prospects, how to qualify correctly, as well as a list of qualifying prospect questions to help you with the task.
Partners in Excellence
MARCH 24, 2022
Dave Kurlan went on a fascinating rant on LinkedIn today. You should watch it. But his rant provoked me into making a confession. For years, I’ve had a desire to be unemployed—that is to work myself out of my current job. Let me be clear, I love working, I can’t ever imagine not working. I’m fortunate to have clients doing fascinating things, solving really tough problems, creating great results.
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
Martech
MARCH 25, 2022
The other morning, I woke up in a foul mood. I had the perfect storm of not enough coffee coinciding with weather that wasn’t warming up fast enough and a vacation that felt a long way away. And then I went into my inbox, and I got aggravated all over again. I saw everything I hate about email. And that kicked off this rant. I can hear you saying, “Come on, Ryan.
Iannarino
MARCH 21, 2022
There are not too many sales experiences worse than being qualified over the telephone. Having someone waste your time asking your questions to prevent them from wasting their time is anti-value.
Sales Pop!
MARCH 25, 2022
As of October 2021, there were 4.55 billion active users across the various social media platforms. On average, these people spend an hour and a half browsing and replying to messages on their chosen network. Half of them also use this time to research products and brands. Social media is thus no longer an optional digital marketing avenue. It is becoming a mandatory part of any well-rounded strategy that hopes to attract new customers and engage with current followers.
Partners in Excellence
MARCH 21, 2022
My inbox and InMail is filled with sales people trying to provide me insight: Microsoft and Google have gotten huge results using our products! X% of sales people using our solutions exceed their goals, as opposed to Y% who don’t use our solutions (X is always 2-3 times more than Y.) Our solutions will enable you to differentiate company from their competition (I wonder if they are saying the same thing to my competition.
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.
Martech
MARCH 24, 2022
Will the metaverse go big or go home? There are strong arguments for both, but at this point they are just arguments. There are plenty of tech ideas voted most likely to succeed which didn’t: Google Glass, Amazon’s Fire Phone, 3D TV, Google Plus, Second Life and many more. There are also plenty of ideas at the other end of the spectrum. There were a lot of doubts about Airbnb, Uber, iPhone, Facebook … heck even the internet itself.
Iannarino
MARCH 19, 2022
There are a number of topics you might share with your contacts in the sales conversation they find to be immensely valuable to them, especially when what you share enables them to make the best decision for their company and their results. While these topics create value for your prospective clients, there are a number of things you might talk about that create "anti-value," the idea that you are creating the opposite of value.
Sales Pop!
MARCH 24, 2022
Bitcoin proponents often assert two things: that it solves the problem of trust and its failure by introducing certainty into the monetary system, and that it makes the system democratic by removing hierarchies between users. Even though we find both these statements questionable, the relationship between Bitcoin and the trust economy is often an elusive concept that people hardly take a look at.
Heinz Marketing
MARCH 24, 2022
By Brittany Lieu , Marketing Consultant at Heinz Marketing. 69% of email recipients report email as spam based solely on the subject line ( Invesp ). Inboxes are always full and spam folders are fuller. . As marketers, we rely on email as one of few channels to not only reach our prospects but to also nurture connection and impart value. Your email subject line is the first and possibly only opportunity to prove the worth of your offerings.
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.
Martech
MARCH 23, 2022
Spencer Kieboom is a man in love with what he does. “Reverse logistics is something I love — it’s so neglected,” he told us. “‘Return free in 90 days’ is a policy, not a solution, and there’s a big difference between the two. It’s just a policy somebody came up with in the hope it would lure more consumers into buying by alleviating the time constraint.” Kieboom’s mission has been to find a way to make returns easier for consumers and less of a headache for brands.
Iannarino
MARCH 22, 2022
I learned to sell in an industry that grew more commoditized with every passing year. My first experience was a startup, and I knew nothing about business, competition, or differentiation.
Sales Pop!
MARCH 24, 2022
An LMS is a digital system that allows you to store and manage all of your organization’s eLearning content, as well as track your learners’ progress. Learning management systems also simplify course management for instructors and administrators. This system is a highly effective piece of software that small business owners and large enterprises alike can use to address a wide range of training needs.
SaaStr
MARCH 22, 2022
SaaStr Europa just got a major upgrade. With 1,251 SaaS CEOs, Founders, and Revenue Leaders already attending SaaStr Europa 2022 – we’re upgrading the event to an even bigger venue! Wow — the response to this year’s edition of SaaStr Europa, 7-8 June in Barcelona, has been incredible. Even though we’re still about 90 days out to the event, we were on pace to sell out registrations for our original venue capacity much, much soon.
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.
Martech
MARCH 22, 2022
Email marketing helps organizations acquire and retain customers, build businesses and make more money. That single sentence explains why companies must invest in effective email marketing. Email success relies on more than buying an email platform and knocking out random messages to every email address in the database, although some email thought leaders do joke that email is the only marketing or advertising channel where even a marginal program still makes money.
Heinz Marketing
MARCH 23, 2022
By? Cameron Katoozi , Marketing Consultant at Heinz Marketing. Working at Heinz Marketing has been a blast. It’s almost been one full year here, and I have learned so much as I have adapted to a virtual workstyle. Over the last year of working remotely, I’ve had to make some major work and lifestyle changes which have helped me succeed and has lead me to where I am now.
Sales Pop!
MARCH 24, 2022
Whether you have a thriving offline business or a purely online store, putting a bit of effort into your company’s website or social media presence can help grow your brand quickly. However, you will need a marketing strategy to make the most of your channels and customer base. How to Grow Your Online Store Quickly. From marketing to existing customers to acquiring new ones, there are plenty of ways you can attract your buyers to your online store.
SaaStr
MARCH 25, 2022
Tracking business performance through revenue targets remains one of the most valuable ways to measure company success. Yet, it’s crucial to understand how to set the right goals for your sales teams to ensure optimal growth. Sam Blond, CRO at Brex, shares his insights into how to select suitable targets and ensure your team hits them. The Two Variables and Your Target Game Plan.
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