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In today's world of selling, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. We know they're busy but let's face it, we're all busy. So, how do you stay consistent (and persistent) in your outreach with a prospect while remaining sensitive to their daily lives and the distractions they face?
The current thinking on sales is that your client is either unaware of the need to change or already motivated to change, something we might have described as either dissatisfied or satisfied. Naturally, salespeople prefer their dream clients be good and discontented, as it reduces the difficulty of making a sale. A lot of sales strategies developed over the last decade have started with the premise is that your dream client is not likely to be dissatisfied and requires help in understanding the
Today, our customers are bombarded with sales, marketing, and advertising pitches from companies all hoping to win their business. They’re overwhelmed, or, in most cases, they simply tune us out.
One of the challenges with believing that Level 1 Value (the value in your product itself) is enough to create a preference to change providers, is that it leads to behaviors like sending a quote. Even if you sell a pure commodity, unless your strategy is to win by always having the lowest price, a quote isn’t likely to compel your dream client to change—and why should they when you have created no compelling reason to do so?
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.
Leadership is a complex array of skills and attributes and it can be difficult to sum up in a concise definition. Some people believe that leaders are born, not made. Others think one can develop and hone leadership skills, just like any other ability. I happen to fall into the latter category. I have helped dozens of up and coming sales pros to help them become better, more effective leaders.
Having been in sales for the majority of my adult life, I have a lot of insight into what it takes to become one of the highest-paid people in the profession. There are some vital keys to success in sales and laying down the groundwork early can help you accelerate your career and become one of the truly successful, highly paid salespeople in no time.
No one is born a great leader – but most people can become one. There are many different types of leadership and leadership styles and we are constantly changing and improving the way in which companies grow and mature. If you’re currently a leader in your industry or are aspiring to be one, it’s important to understand which leadership styles are most effective and how to emphasize and implement the specific strengths you bring to the table.
No one is born a great leader – but most people can become one. There are many different types of leadership and leadership styles and we are constantly changing and improving the way in which companies grow and mature. If you’re currently a leader in your industry or are aspiring to be one, it’s important to understand which leadership styles are most effective and how to emphasize and implement the specific strengths you bring to the table.
Think about the many top execs in recent years who have crashed and burned after a long ride at the top. Or maybe the people you have known or come in contact with who were spearheading change initiatives in their companies only to suddenly find themselves out of a job. What about you? What kinds of leadership positions have you been in? Have you ever felt like you were competing in Survival of the Fittest?
To be effective at sales, you need practice and perseverance. Selling is an effort to beat the odds of rejection, and to do so you have to stay determined and be okay with not closing every sale. The best sellers don’t have a 100% track record of closing – but they do know how to keep going even when they are discouraged. What Does It Mean to Persevere?
Having been in sales for the majority of my adult life, I have a lot of insight into what it takes to become one of the highest-paid people in the profession. There are some vital keys to success in sales and laying down the groundwork early can help you accelerate your career and become one of the truly successful, highly paid salespeople in no time.
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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