Sales Pop!

MAY 22, 2025

The question, Do you think singularly or collectively? comes to mind upon reviewing my career journey from corporate sales to entrepreneurship. My experience proves they are in opposite corners of a boxing ring, providing remarkable lessons for the dos and donts and how to improve our unique journeys. Accordingly, our blog offers insights into how each experience is an opportunity for career and business growth.

Growth 130

Growth Territory Appointment Quota 130

Partners in Excellence

MAY 22, 2025

Last week, I had another “argument” with one of the highest performing CROs I’ve been privileged to work with. We’ve worked with each other, in various roles, for about 10 years. Our “arguments” are conversations where we push each other very hard. We are comfortable with them, because we know we are in lockstep on our goals, purpose, and friendship.

Contract 62

Contract Legal Meeting Trust 62

Anthony Cole Training

MAY 15, 2025

Last week in part 1 of our 3-part series on Hiring and Retaining Top Sales Talent, we discussed the importance of defining your ideal sales candidate profile and establishing firm hiring standards. Identifying critical, non-negotiable standards and expectations for new hires will help to improve the quality of the candidates you look for, interview, and eventually hire.

Negotiate 270

Negotiate Sales Process 270

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 259

Trust Sales Clients Closing 259

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 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 174

Growth Teamwork Referrals Drivers/motivators 174

Partners in Excellence

MAY 12, 2025

On Friday, I realized I had failed at something—miserably. A few weeks ago, I met with a great team. We had an exciting project, we agreed on the action plan and next steps. This action plan was highly dependent on some things I committed to. Two and a half weeks passed. The person leading the project reached out, “Dave, we’d like a follow up meetings, but we are missing some stuff…… ” I was ashamed.

Meeting 109

Meeting Trust Follow-up Clients 109

Martech

MAY 15, 2025

A company that’s bet its future on AI agents knows you must be able to trust agents’ actions when they engage with customers and employees. So, it’s no surprise that Salesforce today unveiled a set of governance, security and compliance capabilities to help organizations deploy trusted AI agents. Salesforce’s State of IT survey, a global survey of more than 2,000 enterprise IT security leaders, put numbers to the issue of AI agent trust.

Government 115

Government Trust Conversion Product 115

Iannarino

MAY 14, 2025

Discover why high-pressure sales tactics fail in B2B deals and learn modern strategies to build trust and create value for your clients.

B2B 254

B2B Trust Clients Sales 254

Partners in Excellence

MAY 14, 2025

We’ve seen the 100s of articles, the 100s of prompts, the 100s of cheat sheets focused on saving our time. Theoretically, I don’t have to manage my calendar, to-do lists, follow ups, anything. I don’t have to worry about the responses to queries, or the follow ups to the meetings. All that time spent on these and other tasks is automated, freeing up time to be “more productive.” For those who know me, I’m obsessed with my personal productivity.

Follow-up 109

Follow-up Meeting CRM Product 109

Understanding the Sales Force

MAY 15, 2025

Why does the power generated by a car engine continue to be measured in horses? According to Wikipedia, “Car makers began discussing horsepower in the late 19th century, particularly after the introduction of the first modern gasoline-powered automobile by Carl Benz in 1886.” Its been nearly 150 years since they began the transition from horses to motorized carriages or cars; do you suppose we could measure the power of engines differently than comparing them to horses?

Engineering 127

Engineering Price Follow-up Pitch 127

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

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 107

Healthcare Retail Technology Technology 107

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

Sales Pop!

MAY 15, 2025

There are a lot of file conversion types that people need to perform these days, and it can be confusing to distinguish one from the other and what you need for particular purposes. Fortunately, there are also a lot of conversion programs out there, and information on carrying out conversions is plentiful. MP4 to MPG is one of the conversions that you might need to make.

Follow-up 130

Follow-up Conversion Start-ups Trust 130

SaaStr

MAY 2, 2025

“The Last Generation of Human-Only CEOs: Marc Benioff’s Bold Vision for the AI-Augmented Enterprise” Marc Benioff was kind enough to join SaaStr for the first time to do a truly deep dive on what AI means in business software today. From how quickly humans will be replaced in some functions … to how slow some traditional enterprises will be to change.

Strategize 100

Strategize Drivers/motivators Healthcare Contact 100

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B2B

Salesforce

MAY 5, 2025

With 21,000 locations spread across Latin America, OXXO is one of the largest convenience store chains in the world. As the company expands internationally into the United States and Europe, it remains committed to keeping customers at the center of its business strategy. With 15 million daily customers, thats no easy feat. But the OXXO team knew that establishing personalized customer connections at scale would be critical to their success.

Conversion 96

Conversion Customers Strategic partnership Campaign 96

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 119

Appointment Negotiate Price Up-sell 119

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

SalesHood

MAY 13, 2025

Discover how SalesHoods AI sales coaching platform is helping sales teams scale coaching, improve confidence, and exceed revenue goals.

Sales 91

Sales B2B 91

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

SaaStr

MAY 3, 2025

Dear SaaStr: From 0 to $10m ARR, At What Point Do We Start Hiring and Whom? From 0 t o $ 10M ARR, the hiring roadmap is critical because every hire has a disproportionate impact on your trajectory. Heres how Id break it down: 0 t o $ 1M ARR: Founder-Led Everything Sales : Founders should lead sales. You need to be in the trenches, hearing objections, refining the pitch, and closing deals.

Quota 101

Quota B2B Pitch Growth 101

Salesforce

MAY 15, 2025

The Summer ’25 Release (rolling out April-June 2025) is packed with updates designed to fuel your innovation. We’ve sifted through the details to bring you the key highlights across critical areas, so you can focus on what matters most: creating exceptional value for your customers. From Agentforce to Data Cloud, Developer Experience to Digital Wallet, we’re breaking down the key enhancements that mean new opportunities and bigger wins for you.

Original Equipment Manufacturer 95

Original Equipment Manufacturer Cross-sell Manufacturing Trust 95

Martech

MAY 15, 2025

Many companies are trying to implement AI transformation but most stall because the focus is on technology, not of people. Successful transformation requires rethinking roles, processes and mindsets across the organization. Why AI transformation is more complex than it looks AI transformation goes beyond using the technology. Although AI is already part of daily life for people and companies, it is a big step from using AI to transforming your team, department or company.

Technology 96

Technology Technology Trust Process 96

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

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

Partners in Excellence

MAY 5, 2025

Let’s do a thought experiment. Imagine we have a seasoned seller. We start providing new tools and technologies focused on improving efficiency. Imagine, “Use this AI tool, you need to 10X your personalized emails… ” Alternatively, we say, “You need to build your pipeline… ” Or we say, “This is the playbook, stick to it!

GTM 84

GTM Pitch Pipeline Up-sell 84

SaaStr

MAY 5, 2025

Dear SaaStr: Why Do Enterprise Customers Insist on Pilots? I know your sales team probably hates pilots, because in a sense, it means they have to sell the deal twice. Once for the pilot, and again to convert the pilot for a longer deal. Having an “opt out” clause after a pilot ends helps, but still, it’s a double sale. But the thing is, net net it might be less work.

Customers 99

Customers Contract Clients Trust 99

Sales Gravy

MAY 12, 2025

Your quota doesn't take a summer vacation, so your pipeline-building efforts can't afford to either. This is a reality check. Summer is coming fast and if you dont get your pipeline positioned for success now, youll be scrambling come mid-July. The summer sales slowdown is a documented phenomenon across almost every industry. According to data from HubSpot, prospecting response rates can drop by as much as 25% between June and August.

Quota 72

Quota Pipeline Appointment Prospecting 72

Martech

MAY 14, 2025

Marketing was already a top-five use case for Databricks customers, and today’s launch of its new Data Intelligence for Marketing platform formalizes the company’s efforts to unify marketing data in one place and make it easily accessible. It’s the first time Databricks, which has a decade of experience in the cloud data space, has launched a product designed specifically for marketers, and it speaks to the importance of data and AI to modern marketing organizations.

Launch 98

Launch Government Pipeline Campaign 98

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Sales

Salesforce

MAY 14, 2025

Running your small and medium business (SMB) without business intelligence (BI) is like driving across the country with a paper map from the 1980s. Sure, you might reach your destination, but youll likely waste time, resources, and get lost along the way. Without BI, you miss out on data-backed insights that can help steer your business in the right direction.

CRM 84

CRM Growth Niche Customer Relationship Management 84

Understanding the Sales Force

MAY 4, 2025

Its Sunday night and I havent begun to write my Monday article, which is usually completed by Friday. Oh no! I have an excuse but I dont believe in excuses so that wont work. I didnt have the opportunity to write on Friday or Saturday because we were in NYC and among the things we did, was to take a private tour of the MLB Replay Center. Wow – that was amazing!

Objection handling 69

Objection handling Angle Gaming Consult 69

SaaStr

MAY 2, 2025

Dear SaaStr: I am running out of runway and in our fundraise we so far have had no luck with termsheets. when is the right time to call it a day? Its tough, but heres the reality: you call it a day when youve exhausted every reasonable path to survival and growth, and when continuing would be more destructive than constructivefor you, your team, and your investors.

Non-Profits 86

Non-Profits Growth Start-ups Customers 86

Adaptive Business Services

MAY 14, 2025

Not totally, severely damaged, and thats ok. Heres what happened. In preparation for starting to work with two new Nimble CRM clients who have substantially large and junked up databases, I decided to experiment with AI to see if I could deploy that in the cleanup. I always test things on myself first. Sacrificial lamb. Smart. Things were going great until I wanted to make it even better and then tragedy struck.

CRM 86

CRM Contact Clients Consult 86

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