Anthony Cole Training

MAY 22, 2025

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.

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Pipeline Sales 205

Partners in Excellence

MAY 21, 2025

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.

High impact 112

High impact Conversion Start-ups Presentation 112

Understanding the Sales Force

MAY 18, 2025

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.

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Process CRM Pipeline Sales 122

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.

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Growth Territory Appointment Quota 130

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

Force Management

MAY 22, 2025

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.

GTM 113

GTM Consult B2B Meeting 113

SaaStr

MAY 22, 2025

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.

Sales 80

Sales Pitch Strategize Growth 80

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 71

Contract Legal Meeting Trust 71

Membrain

MAY 25, 2025

In this episode of The Art and Science of Complex Sales, we're welcoming Dave Brock , founder of Partners in EXCELLENCE back on the podcast for a second time. Dave unpacks the challenges and contradictions facing modern sales teams, from cultural drift to leadership dysfunction, and explore what it really takes to build resilient, high-performing organizations in todays environment.

Sales 69

Sales 69

Martech

MAY 22, 2025

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.

Start-ups 61

Start-ups Consult Process Technology 61

Salesforce

MAY 20, 2025

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.

E-commerce 69

E-commerce Healthcare X-functional Appointment 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

SaaStr

MAY 25, 2025

So I’m mostly made good investing decisions. My first VC investments were Pipedrive ($1.5B cash exit to Vista), Algolia (IPO candidate), Talkdesk ($10B last round, IPO candidate), Salesloft ($2.3B cash exit to Vista). And I have a few rocketships in the next batch, from Gorgias to RevenueCat to $1B+ Owner and more. A huge congrats to @RevenueCat to adding $50m at a big valuation increase to its Series C!

Follow-up 52

Follow-up Start-ups Product 52

Partners in Excellence

MAY 20, 2025

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!

Pitch 75

Pitch Sell Clients Process 75

Membrain

MAY 18, 2025

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.

Strategize 69

Strategize Sales Growth Conversion 69

Martech

MAY 22, 2025

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

Government 65

Government Territory CRM Gaming 65

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B2B

Salesforce

MAY 20, 2025

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.

Campaign 52

Campaign Legal Territory Government 52

SaaStr

MAY 25, 2025

Dear SaaStr: We Have a Ton of VC Interest But Are Profitable. Should We Still Raise? Summary thoughts: Yes, if your balance sheet is weak. Yes, if your gut tells you you need it. Not just want it. But — Probably No if your balance sheet is strong and you’re not sure where to deploy it. Many founders end up regretting taking capital they didn’t need in the end.

Growth 52

Growth Launch Campaign Product 52

Partners in Excellence

MAY 23, 2025

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.).

GTM 62

GTM CRM Follow-up Start-ups 62

Membrain

MAY 21, 2025

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.

Technology 75

Technology Technology Sales CRM 75

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

Highspot

MAY 18, 2025

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.

Healthcare 52

Healthcare Objectives and Key Results Finance Objection handling 52

PandaDoc

MAY 22, 2025

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.

Sales 52

Sales Cross-sell Finance CRM 52

SaaStr

MAY 25, 2025

Top Posts You May Have Missed: #1. The Great AI Reset: Its Time to Refound Your Start-Up. Now. #2. OpenAI to Hit $12.7 Billion in Revenue This Year. But Wont Be Profitable Until $125 Billion in Revenue #3. The 250,000 Customer Club: How HubSpot and Monday Both Created SMB+ Empires #4. The Bar Today for a Series B #5. Dear SaaStr: How Do I Become a Great Sales Rep?

GTM 52

GTM Customers Pitch Start-ups 52

criteria for success

MAY 18, 2025

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.

Prospecting 52

Prospecting Process Cold Call Referrals 52

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

Predictable Revenue

MAY 22, 2025

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.

Customers 52

Customers Sales 52

G2

MAY 22, 2025

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.

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Salesforce

MAY 20, 2025

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.

Service 52

Service Customers Drivers/motivators Contact 52

Highspot

MAY 21, 2025

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.

Growth 52

Growth Process Quota Sales 52

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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.

Sales

Sales Nexus

MAY 22, 2025

The May 2025 CRM5 release for SalesNexus addresses user-reported issues, system performance concerns, & improvements.

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Sales Hacker

MAY 20, 2025

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.

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GTM Engineering Growth X-functional 104

G2

MAY 22, 2025

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.

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Martech

MAY 22, 2025

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.

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B2C Referrals User Experience High impact 70

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