June, 2019

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It’s Not Small Talk; It’s Smart Talk

SalesProInsider

For two weeks I looked forward to a sales appointment. An appointment where I was the buyer, not the provider. My company desperately needed the service being offered and I had high hopes I was going to get a solution to a nagging issue. Imagine my surprise then when Mark showed up at my office, sat at my table, opened his portfolio and said, “Well, I typically like to just get right into it.

Sports 125
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What You Should Worry About in Sales

Anthony Iannarino

We sometimes worry about things that are not nearly as important as what should command our attention. Automation. You should worry less about automating client acquisition and more about acquiring clients. There is too much focus on automation because it is possible, not because it improves effectiveness. Too much focus on efficiency comes at the expense of effectiveness.

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Rejection Limiting Your Success?

The Pipeline

By Tibor Shanto. There is a line in the original animated Aladdin when Jafar states, “You’ll be surprised what you can live through.” Something that can also be used to describe sales and prospecting. For two reason, first is that change always comes outside our comfort zone. Making any growth or development we achieve, as something to have “lived through,” nowhere more so than in prospecting.

Quota 295
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Who’s Coaching the Coaches on Coaching?

Steven Rosen

Coaching the Coaches The question of the day is, who’s coaching the coaches on coaching? The reality is, there is no one coaching the coaches. That’s right. Second line sales managers (SLM) don’t coach their FLMs on their coaching. The reality is, they have one-on-ones, but their meetings tend to focus on business issues, follow up items and people issues.

Coaching 334
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Smart Tools & Strong Teams: A People-First Approach to AI in Sales

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.

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Why Technology Is Ruining Our Mental Health

No More Cold Calling

Do you really need to sleep with your phone? Call or text me anytime. You won’t disturb me. My phone and smartwatch are turned off when I’m sleeping. They’re nowhere near me. They’re in the kitchen charging. There’s nothing so urgent in my business that my sleep needs to be disturbed. We still have a landline, just in case our kids or grandkids need to reach us.

Wireless 310

More Trending

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How To Customise A Compelling Story For Your Sales Presentation

MTD Sales Training

How many times have you made a presentation and afterwards thought ‘that was so boring, even I wouldn’t have bought my product!’. There are many occasions where we have presented a solution and it’s not created any connection with the prospect. How, then, can we build a great presentation and really connect with the prospect? First, lets see what we shouldn’t do in our presentation: A product demonstration should NEVER be a tour of features and functions.

How To 279
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How AI Can Accelerate Sales and Bridge the Marketing Gap

Sales and Marketing Management

Author: Krishnan Venkata The rapid pace of digital innovation is forcing companies to undertake profound transformation of their entire business strategy and activities. This transformation is permeating all areas of the enterprise – from marketing to sales to product development and even finance and human resources. As part of this transformation, companies are increasingly turning to AI-based solutions that are capable of extracting insights from massive data sets at a previously unthinkable s

Marketing 274
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Artificial Intelligence for Sales: Discover How Sales is Changing

Zoominfo

Artificial Intelligence. If you’ve been online in the last few years, you’ll see talk of AI everywhere. Experts across the globe are offering up their own take—trying to be first to tell you exactly how artificial intelligence will impact your industry, your company, your product, your job. And, at ZoomInfo, we’re no exception. We recently discussed AI in the following post: The Impact of Artificial Intelligence on B2B Marketing.

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Prospecting and The 10 Rules You Need to Follow

The Sales Hunter

You don’t just think about prospecting. Prospecting is something you do, and you do it daily. Watch this video : 10 Rules of Prospecting, to learn more! 1.The number of deals you have to close directly reflects the amount of time you spend prospecting. The prospects you close with next month and next quarter are the people you prospect with right now. 2.

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AI In The Aisles: The Executives Guide To Better In-Store Experiences

Speaker: Steve Worthy, MBA

The rapid rise of AI-powered displays, touchless technology, and sensory marketing is reshaping the future of in-store engagement. Yet for many retail executives, the real challenge is not identifying new tools - it is knowing which signals to trust, which inputs to prioritize, and how to architect decisions that elevate in-store leadership rather than dilute it.

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The Number of LinkedIn Contacts You Have Doesn’t Matter

No More Cold Calling

Connections and relationships are what count. Should I accept every LinkedIn invitation? I’m frequently asked that question. It’s a personal choice. Some people do. Some people only connect with people they know in real life. Others screen every invitation; they write to people first and ask why they want to connect. I’m in-between. I view every invitation.

LinkedIn 306
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I’ve Mapped My Customer Journey, Now What?

SBI Growth

What Is the Purpose of This Customer Journey Map? According to a recent article from Invesprco, “Customer journey maps give businesses a way of getting into their customers’ heads, helping them gain valuable insight and understanding regarding common customer pain points.” The.

Customer 275
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3 Key Components of Value Propositions

Jill Konrath

Today’s overwhelmed buyers don't care about what you're selling. They only care about what it does for them. That's why value propositions are so important today.

Buyer 266
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Objections Are Not Fatal

The Pipeline

By Tibor Shanto. Too many salespeople confuse objections with rejection. Let’s be clear, rejection hurts and can kill. But for sales pros, objections are not fatal. [link]. The post Objections Are Not Fatal appeared first on TiborShanto.com.

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How to Coach Reps on Overcoming Sales Objections with Confidence

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.

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How To Build Value Before Having To Add Value

MTD Sales Training

Many salespeople tell us that the way they differentiate themselves from their competition is by adding value to their products, in order for the customer to see why they are charging the price they are. Nothing wrong with this, of course. It adds meaning to why they are positioned where they are. The customer can see exactly what they are getting for their money, and by adding value. ?

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5 Bad Habits That Hurt B2B Marketing Productivity

Zoominfo

The goal of every marketing department is to get more work done faster. Yet, you may not realize that many of your habits and workflows actually hurt your overall productivity. Today we ask you to take a step back to reevaluate your day-to-day work activities. You’ll be surprised to find how much more efficient you become when you drop the habits that make you less productive.

B2B 254
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How to Ask for Referrals: A Comprehensive Guide

No More Cold Calling

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. I’m not braggadocious, but I know what works. I also know there’s a lot of bad advice that’s proffered about referrals.

Referrals 296
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Partner Enablement – the Key to a Successful Indirect Go-to-Market Strategy

SBI Growth

Why Are Your Partners Producing Far Less Than Expected? Selling through the channel can be the most rewarding or painful aspect of your GTM strategy. When a partner takes on the promise of representing your products and brands, it is.

Strategy 275
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From Curiosity to Competitive Edge: How Mid-Market CEOs Are Using AI to Scale Smarter

Speaker: Lee Andrews, Founder at LJA New Media & Tony Karrer, Founder and CTO at Aggregage

This session will walk you through how one CEO used generative AI, workflow automation, and sales personalization to transform an entire security company—then built the Zero to Strategy framework that other mid-market leaders are now using to unlock 3.5x ROI. As a business executive, you’ll learn how to assess AI opportunities in your business, drive adoption across teams, and overcome internal resource constraints—without hiring a single data scientist.

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Win a Free Coaching Call with Dave Kurlan and 4 More Prizes

Understanding the Sales Force

By the middle of June each year, we tend to know who the best of the best are. Super Bowl Champion, NBA Champion, Stanley Cup Winner, Masters Winner, and in baseball, MLB all-stars are being selected. It's as good a time as any to recognize the best readers of Understanding the Sales Force!

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Plan B or No Plan B?

The Pipeline

By Tibor Shanto. I recently saw a photo of a protest addressing climate change, that read “There’s No Planet B.” Technically and scientifically speaking I am sure there is a Planet B, but the point was not lost. We best figure things out cause there no second chances. That level of urgency and intensity has a different effect on different people, but it leads to action.

Energy 252
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Are You Serving or Selling?

The Sales Heretic

It has been said by many leadership experts that a great leader is a servant. A true leader isn’t ruled by their greed or their ego, but by their desire to help others. I would argue that not only is this true, but that it also describes great salespeople, professionals, and business owners. Contrary to [.].

Coaching 241
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12 B2B Sales Questions to Close Deals Faster

Zoominfo

When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. But this is often easier said than done. Good questions and the answers they produce can make a huge difference in your ability to close deals faster.

B2B 252
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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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To Get B2B Leads, Pick Up the Damn Phone!

No More Cold Calling

Have you forgotten that selling is social? “Turn off your computer. You’re actually going to have to turn off your phone and discover all that is human around. Vintage telephone on old table sepia photo. us.” That’s what Eric Schmidt, then chairman and CEO of Google, told the graduating class of the University of Pennsylvania in May 2009. Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B le

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Sales Ops: Defend your Turf

SBI Growth

Sales 273
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How to Know if You Are You Really Selling Consultatively

Understanding the Sales Force

Most of the CEOs and sales leaders I speak with agree that their sales organizations need to be more effective at taking a consultative approach to selling. At the same time, they insist that they talk about it often and that their salespeople are doing OK with a consultative approach. OMG's Sales Force Evaluation usually reveals that they aren't doing much more than talking about it, as their scores for the Consultative Seller competency are quite low.

How To 248
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Five Data Points To Sales Success

The Pipeline

By Tibor Shanto. There is a lot of talk in sales about numbers, metrics , KPIs, and many ways to assess success and progress. Rather than measuring everything, we focus on five data points to drive sales success. Sadly, most salespeople do not know these simple data points, either intentionally or other unknown reasons. At the same time, many managers do not have a continuous improvement plan for their reps, no long game at all.

Data 249
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Relevance, Reach, Return: How to Turn Marketing Trends From Hype to High-Impact

Speaker: Alexa Acosta, Director of Growth Marketing & B2B Marketing Leader

Marketing is evolving at breakneck speed—new tools, AI-driven automation, and changing buyer behaviors are rewriting the playbook. With so many trends competing for attention, how do you cut through the noise and focus on what truly moves the needle? In this webinar, industry expert Alexa Acosta will break down the most impactful marketing trends shaping the industry today and how to turn them into real, revenue-generating strategies.