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This is the third and final article in a series of three blog posts about hiring and retaining top sales talent. In the first two articles, we covered defining your sales candidate ideal profile, establishing your companys hiring standards, and building a robust candidate pipeline. Now we will focus on how to screen and phone interview the right candidates to increase your success at hiring and retaining top sales talent.
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.
If you were going to plant a fruit tree, you would need to follow a five-step process which includes: Dig a hole Place the tree and fill the hole Fertilize and Water Maintain (Sun, water, pruning, fertilizer) Harvest It should be obvious that you cant mess with the sequence because if you do anything in the wrong order, your fruit tree adventure will end before it begins.
Leaders of B2B software and tech organizations looking to ignite revenue with a consulting or training partner have no shortage of options. When evaluating potential partners, two must-haves for most companies are: 1. Not starting from scratch 2. Evidence of where the training partner has been successful At Force Management, we take pride in how we differ from other vendors in the sales training and enablement space.
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
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.
Dear SaaStr: How Can I Crush a VP of Sales Interview? To nail a VP Sales interview, you need to demonstrate that youre not just a smooth talker with a great LinkedIn profileyou need to show youre the real deal. Heres how to crush it: Actually Know the Product Before the Interview. Too many VPs of Sales and CROs show up to interviews knowing almost nothing about the product.
Lets face it. Todays prospective clients are more time strapped, distracted, skeptical, and overwhelmed than ever. During prospect conversations you, as a financial advisor, may find yourself feeling hurried to rush and quickly share all the value you bring, hoping it will click for your prospect. But heres the truth: The key to better conversions isnt moving fasterits slowing down.
Lets face it. Todays prospective clients are more time strapped, distracted, skeptical, and overwhelmed than ever. During prospect conversations you, as a financial advisor, may find yourself feeling hurried to rush and quickly share all the value you bring, hoping it will click for your prospect. But heres the truth: The key to better conversions isnt moving fasterits slowing down.
In this episode of The Art and Science of Complex Sales, were joined by Tony Cross , CEO of Growth Matters International. Tony shares how sales managers can be the most powerful lever for sales transformation. The conversation focuses on how to lead teams through uncertainty, coach toward customer buying behavior, and create practical momentum through structured conversations and frameworks.
As we all navigate these confusing times, there’s a lot of talk about scenario planning. However, much of what’s said misses the core point of the practice. Let’s explore what scenario planning really is and, more importantly, what it isn’t. ( Spoiler : It’s not about predicting the future.) Uncertainty is the real business risk Nothing upsets businesses (and markets) more than uncertainty.
Foreword/Forewarning: This is a bit longish, my apologies. But hang in there. At the end, I’ve included a special treat. I asked ChatGPT to weigh in on these ideas. She lets loose! It’s hilarious, but painfully on target. Enjoy!! About 14 years ago, I wrote a post, Outsourcing Our Thinking. There, I discussed my concern with seller and manager ability to think critically.
Authors are listed in alphabetical order. Introduction As enterprises adopt AI assistants, evaluating how well these agents handle real-world tasks especially through voice interfaces has become crucial. Traditional benchmarks largely focus on general conversational abilities or narrow tool-use scenarios, leaving a gap in assessing AI performance in complex, domain-specific workflows.
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.
Key takeaways ABM and sales enablement help teams focus on the right accounts and equip reps with the tools to convert prospects into customers. Tools like AI sales coaching, just-in-time learning, and dynamic playbooks help reps respond to buyer needs at every journey stage. Companies that align their sales and marketing grow 19% faster and 15% more profitably.
Sales technology has certainly changed across the decades. From the first Rolodexes to todays massive, AI-equipped juggernauts of automation with all the bells and whistles, weve come a long way.
Generative AI is astonishing and frustrating. There’s so much promise, and vendors are constantly releasing new capabilities. But it’s too hard to add to existing content creation workflows unless you have a team of developers. Suppose you’re evaluating AI solutions or struggling to make existing tools fit your content workflows. In that case, it might be time to take a closer look at the model context protocol (MCP) and the servers created to use this standard what they are, h
Another piece of nonsense by a guru found its way into my feed today. It started with, “The secret to pitching isn’t making yourself look good, it’s making your competitors look silly.” It was followed by one a 21 page carousel outlining how to make your competitors look silly. And, as usual, 100’s of likes and comments, “The secret to success!
B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.
Think you know all the ins and outs of email marketing at this point? Even if youve spent hundreds of hours building out your current email campaigns, do you know what to do when your company decides to enter into a new country/region? Have you taken all the steps to ensure you are compliant with the local laws of that country? You need to be up to speed on international email sending.
Sales enablement vs sales operations: whats the difference and why it matters It takes more than skilled reps and flashy slide decks to successfully drive revenue growth. Every high-performing sales team has smart strategy and efficient operations behind it. Sales enablement and sales operations are both essential elements, though often misunderstood or even mistaken for the same thing.
If youre wondering how to prospect for sales effectively, youre not alone. Were all looking for that magic bullet. And while there might not be a magic bullet, there certainly is a magic formula. And today, Im here to share that formula with you. So, if youd like to learn how to prospect for sales and improve your companys prospecting process, keep reading.
Founders overvalue revenue early. The first customers are for learning. Nothing you build next will matter if you dont have a feedback loop. The post Validating Without Burning Out with Jason Moolenaar appeared first on Predictable Revenue.
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.
I’ve been on a tear this week, talking about AI. I’m so excited about it’s potential, yet I get so frustrated about too many of the current use cases. We are obsessed with how many tasks can be automated by AI, freeing up our time. Without a doubt, AI can have a huge impact on how we spend our time, offloading meaningless tasks. (As a sidenote, so much of the early results of these efforts, don’t seem to show improvements in results, at least in our GTM strategies.).
I evaluated the 7 best virtual data room solutions to help you choose a secure, sensitive system. Read on to find the right VDR for your business needs.
Despite the rise of newer digital channels, email remains one of the most widely used customer support channels. According to our research, 90% of service organizations still rely heavily on email. Email is particularly useful for handling more complex and less time-sensitive issues. Its asynchronous nature allows customers to send inquiries at any time, without needing to wait on hold.
Revenue teams face a major challenge. Shrinking budgets, rising quotas, and glaring inefficiencies plague organizations in every sector. Streamlining is no longer optional. Doing more with less is the only way to survive. The solution is simple: technology. Sellers need the right tools to do their jobs. With an overcrowded technology market, thats easier said than done.
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.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Navin Persaud is the VP of Revenue Operations at 1Password, where he leads a 30+ person team supporting a GTM org of 450+. With over 20 years of experience across RevOps, SalesOps, and MarketingOps, including time at IBM and high-growth SaaS companies, Navin has built a reputation as one of the sharpest operators in the game.
I evaluated 20+ best talent assessment tools to find the top software for evaluating candidates. Read my hands-on review to help with your hiring needs.
Your organization is probably in compliance with the latest email authentication standards required by Apple, Google, Microsoft and Yahoo, which are listed below. But is your organization following the additional recommended guidelines to ensure that your emails reach the inbox, not the junk folder or, even worse, arent delivered at all? Ive been surprised at how many senders still lack compliance with these recommendations.
What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
The Era of Slow SaaS Evolution is Dead SaaS and B2B software is experiencing an unprecedented transformation. From 2011 to 2023, the SaaS world was … predictable. You’d build a product, add a couple features annually, make quarterly releases, and if you hit $10M ARR with 110-120% net retention, your ticket was pretty much punched to $100m+ ARR and beyond.
Last week on LinkedIn, I reposted a link to an oldie but goodie – an article from 2017 where I showed that top salespeople were 2800% better at changing the conversation than the weakest salespeople. In the comments, Ted Gulas asked if, since 2017, the percentage of salespeople who need to be liked has changed. I did some research and responded with: “In 2017, 79% of the top salespeople did not need to be liked compared with 84% from the 2025 data.
As organizations navigate the rapid evolution of agentic AI, the need for practical guidance for technical practitioners building with Agentforce is increasingly apparent. This is especially true for those who are tasked with designing robust and effective solutions with these new tools. That’s why I’m incredibly excited to introduce you to the first in a series of guides designed specifically for architects, and other technical practitioners, working with Agentforce.
This week, I had the pleasure of attending the ATD training industry event in Washington, DC. Visiting DC is always an interesting experience, as being in the heart of the nations capital reminds you of the importance of policy and policy-making to businesses. Over the past few weeks, I have shared some insights into the impact of the Inflation Reduction Act (IRA) and, most recently, the Presidential Order on pharmaceutical drug pricing.
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.
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