Iannarino

MAY 8, 2025

Learn how to identify sales objections as concerns in order to build trust and close deals without jeopardizing client relationships or appearing pushy.

Trust 255

Trust Sales Clients Closing 255

Sales Pop!

MAY 11, 2025

Errors are commonplace, but how we handle them defines us and can weigh heavily on future business. First and foremost, it is best to admit a mistake upfront and sincerely apologize. Next, explain how the issue arose and then suggest fixing the problem together. The suggestion arises because misunderstandings frequently occur. Its generally a two-way street, so if the other person or company realizes the cause, they will be more likely to seek a better solution.

Growth 130

Growth Teamwork Referrals Drivers/motivators 130

Martech

MAY 7, 2025

The U.S. Department of Justice is calling for Google to break up its digital advertising empire after a federal judge ruled the tech giant illegally maintained monopoly power in the ad exchange market. Driving the news. In a court filing on Sunday, the DOJ said Google should divest its AdX exchange, where ad inventory is bought and sold. It should also sell its DFP platform, which publishers use to manage and serve ads.

Appointment 107

Appointment Negotiate Price Up-sell 107

Force Management

MAY 8, 2025

As AI becomes even more prevalent in society and business, leaders are looking for ways to embed the new technology into their go-to-market motion. Gartner predicted in 2023 that 35% of CROs would establish an internal AI Operations team by 2025. These teams help to manage change, compliance and adoption to ensure new technology is used in a way that promotes the companys goals.

Technology 95

Technology Technology Promote Go To Market 95

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

Hospitality

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. With over 30 years of experience scaling revenue teams across FinTech, SaaS, cloud computing, and communications, Marcy has held executive roles at Boomi and PayPalwhere she led an 800+ person global team.

GTM 84

GTM Engineering Customers Cross-sell 84

Iannarino

MAY 7, 2025

Replacing human salespeople with AI in B2B sales undermines trust and customer loyalty, leading to poor client experiences and lost business opportunities.

B2B 236

B2B Trust Clients Customers 236

Martech

MAY 8, 2025

“We need better integration between our systems.” I hear this from marketing leaders constantly, followed by questions about middleware, APIs and data connectors. Yet, after years of helping companies tackle these challenges, I’ve watched the same pattern unfold: millions spent on martech solutions that deliver a fraction of the promised value.

Healthcare 89

Healthcare Retail Technology Technology 89

SaaStr

MAY 7, 2025

Dear SaaStr: Does A Founder Need To Sell Themselves in the Early Days? Yes, a startup founder should absolutely handle sales when first getting started. Its not optionalits critical. Heres why: 1. You Need to Prove You Can Sell It If you cant sell your product yourself, how can you expect anyone else to? Salespeople arent magicianstheyre process-scalers.

Sell 73

Sell Pitch Price Closing 73

Salesforce

MAY 7, 2025

Gross profit margin (GPM) is a key financial metric that measures your company’s profitability. It represents the percentage of net revenue you make that exceeds the cost of goods sold (COGS). GPM provides valuable insights into your companys operational efficiency and pricing strategies. As a small and medium business (SMB) , understanding this metric is crucial for leveraging data to improve your performance.

Profit margin 83

Profit margin Non-Profits Manufacturing Price 83

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. With over 30 years of experience scaling revenue teams across FinTech, SaaS, cloud computing, and communications, Marcy has held executive roles at Boomi and PayPalwhere she led an 800+ person global team.

GTM 69

GTM Engineering Customers Cross-sell 69

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.

High impact

Adaptive Business Services

MAY 7, 2025

We do have one new update to report today. Previously, you would add contacts to a group message from the contact lists. For example, select a tag or a segment. Now when you open up a group message that you wish to send, you can add these people directly from this interface including doing a custom search for contacts. Nice! Another quick note. In the last newsletter I talked a bit about using Nimbles webforms for newsletter sign-ups.

CRM 71

CRM Contact Pipeline Clients 71

Martech

MAY 8, 2025

Despite marketing technologies’ promise, organizations still struggle to link their efforts to measurable business outcomes. Platforms like Salesforce offer structured ways to track campaigns, but turning data into clarity for most teams remains a challenge. Operational inefficiencies, fragmented workflows and inconsistent data inputs continue to stand in the way.

Campaign 78

Campaign Angle CRM Strategize 78

SaaStr

MAY 7, 2025

So Twilio continues its slow but significant re-acceleration from the lows of 18-24 month ago. Growth is back to double digits, NRR is up, and free cash flow is strong. And its bets on AI seem to be paying off. Voice agents are a large growth vector. Is it a better Twilio though? It’s a leaner, meaner Twilio, focused again on its core, with more AI but less headcount than before.

Non-Profits 70

Non-Profits Drivers/motivators Growth Launch 70

Membrain

MAY 7, 2025

This is the fourth entry in my series introducing the main patterns and moves from DSRP theory to structure more successful complex B2B sales. If youve been following along, you know that I connected with Derek and Laura Cabrera of Cabrera Lab last year and recently published a paper in collaboration with them on how salespeople can structure their thinking to structure deals that win.

B2B 76

B2B Sales 76

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B2B

Salesforce

MAY 8, 2025

Shoe Carnival is a leader in family footwear and the brand is growing at a rapid pace. The expansion of the companys digital presence through recent acquisitions means that all eyes are on the digital storefront experience. With a small but mighty engineering and product team, Shoe Carnival needs flexibility, operational efficiency, and minimal technical debt.

UX 59

UX Launch Engineering Technology 59

SalesHood

MAY 9, 2025

Rolling out a new sales campaign? Use this proven Know, Say, Share, Do framework to drive adoption and results.

Campaign 52

Campaign Sales Process B2B 52

Martech

MAY 7, 2025

Martech is in an unprecedented state of flux. Tools, AI adoption and stack architecture are all changing, reorganizing, not with chaos, but with design. If you’re not keeping up, you’re already behind. Here are the need-to-know insights about the changes. 15,384 martech tools In 2025, the marketing technology landscape is balancing boom and bust.

B2C 75

B2C CRM B2B Engineering 75

SaaStr

MAY 8, 2025

Dear SaaStr: What is a Good Benchmark for SaaS Revenue Per Employee by Stage? The benchmarks for SaaS revenue per employee vary by stage, but heres a breakdown based on where you are in ARR and efficiency expectations: Early Stage (<$10M ARR) : At this stage, revenue per employee is typically lower, often around $100,000-$150,000 per employee. This is because youre still building out your team, investing in growth, and not yet at scale.

Growth 68

Growth Start-ups Product Sales 68

Advertiser: ZoomInfo

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.

Sales

G2

MAY 8, 2025

In part 1 of this series , we examined how fragmented AI regulations and the absence of universal governance frameworks are creating a trust gap and a dilemma for enterprises. Four burning questions emerged, leaving us on a cliffhanger.

Government 59

Government Trust 59

Salesforce

MAY 7, 2025

Regardless of the field, professionals responsible for business development are continually looking to create more personalized client experiences to enhance relationships that contribute to the bottom line. Relationship insights, like who owns an individual relationship with an organization and whats the best way to nurture it, are not always readily available.

Relationship Management 66

Relationship Management Clients User Experience Technology 66

Highspot

MAY 8, 2025

Purpose-built capabilities equip sellers to deliver personalized, secure buying experiences that increase engagement and accelerate revenue SEATTLE, May 8, 2025 — Highspot , the only GTM enablement platform, today announced its Spring 25 product release, which continues to advance the edge for AI impact in enablement. Highspots enhanced digital rooms, AI-powered content workflows, and robust buyer engagement features ensure sellers build trust and win the last mile of the sales cycle.

GTM 52

GTM Product Healthcare Manufacturing 52

Martech

MAY 8, 2025

Figma is rolling out four new products and enhanced AI features for its collaborative design platform. Unveiled at its Config 2025 conference, the additions aim to help teams move from idea to production faster, all in one place. They include tools for marketing and brand teams that position Figma as a competitor to Canva, Adobe, WordPress and Wix. Figma Buzz Built for brand and marketing teams, Buzz is a collaborative design space for creating visual assets at scale while maintaining brand cons

Represent 75

Represent Product Process Customers 75

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.

Sales

SaaStr

MAY 8, 2025

So sales is often your biggest department, and one of your most vital. But it’s often fairly short-term focused. It has to be, in part. Sales has to hit the month, the quarter, the year. It’s tough to put much effort beyond that. As you get more enterprise, with longer sales cycles, you get better here. Both because you get used to longer sales cycles, and also, you get better at the pace expansion takes.

Product 74

Product Construction Networking Start-ups 74

G2

MAY 8, 2025

Some years back, I witnessed a magnanimous security breach of a trademarked company website in my previous company, which left the IT team frozen in shock.

52

52

RAIN Group

MAY 7, 2025

While our recent research on the state of sales training and continuous learning highlighted the clear benefits of highly effective sales training, it also revealed that many organizations struggle to achieve these results. As part of our survey of 242 sales professionals across various industries and regions, we asked respondents to identify the biggest challenges their organizations face in providing effective sales training and development for people in sales roles.

Territory 52

Territory Sales 52

Highspot

MAY 13, 2025

Boosting engagement, effectiveness, and efficiency three common benchmarks enablement teams are expected to achieve can be challenging enough at your own organization. Attempting to drive them across your channel, however, unlocks a whole new degree of difficulty. Yet, when done right, channel selling can ignite immense potential. Its a conundrum channel partners are uniquely positioned to drive impact but enabling them to do so can feel next to impossible.

52

52

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Sales

Martech

MAY 8, 2025

FOMO is driving most corporate AI adoption, according to an IBM survey of 2,000 CEOs. It found that 64% adopted AI because the risk of falling behind drives investment in some technologies before they have a clear understanding of the value they bring to the organization. Furthermore, 37% said its better to be fast and wrong than right and slow when adopting technology.

Launch 69

Launch A/B testing Campaign Angle 69

SaaStr

MAY 11, 2025

Dear SaaStr: How Do I Become a Better SDR? To become a better SDR, you need to focus on three key areas: precision, persistence, and value-add. Heres how you can level up: Stop Spraying and Praying : The era of blasting 10,000 generic emails is mostly over. Even with AI. Instead, focus on quality over quantity. Target 50 great prospects a week and make your outreach personalized and thoughtful.

High impact 57

High impact Pipeline Strategize Prospecting 57

G2

MAY 8, 2025

Looking for the best payment processing software? I evaluated top tools based on G2 data to help you make a smart, informed choice along with my insights!

Process 52

Process 52

Predictable Revenue

MAY 8, 2025

J. Ryan Williams spent years leading sales at high-growth startups. Then he quit. Because he realized most founders were doing it backwards. The post Get the Story Right or Die Trying with J Ryan Williams appeared first on Predictable Revenue.

Growth 52

Growth Sales 52

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.

Product