Sales Pop!

JUNE 11, 2025

As we test and monitor our newer business strategies, challenges emerge, and it’s vital to examine all possibilities to uncover the dysfunctional causes that create distress and even chaos in some cases. Recent experiences raise the question, ‘Do you encourage or discourage new business?’ Current Trends Being current with new strategies and methods for client care, as well as technology for both in-office and remote work, we also need to examine our processes.

Education 130

Education Consult Clients Growth 130

SaaStr

JUNE 11, 2025

Dear SaaStr: How Does a Founder Mindset Change As You Go From Startup to Scaleup? The big changes I see: Moving (Over Time) From Hustler to Strategist. Though Stay a Hustler, Too 😉 In the early days, you’re in the trenches—selling, building, and doing whatever it takes to survive. But as you scale, you have to step back and focus on strategy. You move from being the doer to the leader, managing teams and making high-level decisions.

Growth 107

Growth Gaming Start-ups Engineering 107

Anthony Cole Training

JUNE 6, 2025

Integral to every sales training and coaching program, we work with organizations to help them write and deliver their phone scripts, value propositions, and elevator pitches. For salespeople and managers, this skill is critical as it often initiates the relationship on the right foot by getting the audience engaged.

Pitch 240

Pitch Sales 240

Martech

JUNE 11, 2025

B2B marketers are under pressure to deliver pipeline, but the old playbook of MQL chasing, generic content and paid ads isn’t cutting it anymore. To drive growth in an AI-saturated, attention-poor market, we need to refocus on what really moves the needle: building a brand that stands out, connects with buyers and earns trust. The limits of MQLs in an AI-first world Traditional, MQL-focused lead generation isn’t doing well.

Pipeline 101

Pipeline B2B Cross-sell Education 101

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

Partners in Excellence

JUNE 8, 2025

We build all sorts of models to help us understand our customers, markets, competition. We look at changes, disruptions, building them into our models. They help us simplify and focus our efforts and initiatives. They provide a framework each of us understands, enabling our teams to maximize performance. Eventually, they provide the operating framework guiding our strategies and execution.

GTM 82

GTM SQL Presentation Customers 82

Force Management

JUNE 12, 2025

The AI revolution is coming fast – it’s reshaping industries, redefining workflows, and promising unprecedented growth to sales organizations. Yet, many leaders are hesitant to make a big bet on AI. The wrong move could cost you time, revenue, and credibility. With the right foundational strategy and the right tool, AI should be a sales force multiplier enabling your teams to sell faster and more proficiently, bringing more value to customers and more impact to revenue.

Technology 78

Technology Technology Growth Conversion 78

SaaStr

JUNE 6, 2025

Dear SaaStr: Should I Move My Start-Up to SF Bay Area? The SF Bay Area is still the epicenter of B2B and tech. And AI has made it … even more so. Even as the world has gone more remote and distributed, there are unique advantages to being based here—especially for startups that want to build something really big. thrilled to be partnering with jony, imo the greatest designer in the world. excited to try to create a new generation of AI-powered computers. pic.twitter.com/IPZBNrz1jQ —

Start-ups 90

Start-ups B2B Networking Up-sell 90

Martech

JUNE 10, 2025

Every jump forward in technology changes the consumer journey — sometimes in subtle ways, other times more dramatically. Online searches and interactions are changing fast, and ignoring this shift could hurt your brand. Whether it’s Google’s AI Overviews or AI Mode, Perplexity, models like ChatGPT o3 and o4-mini or one of a dozen other options, AI’s popularity significantly impacts how consumers seek solutions.

Healthcare 76

Healthcare Government Finance Engineering 76

Membrain

JUNE 8, 2025

In this episode of The Art and Science of Complex Sales , Paul Fuller is joined by Wesleyne Whittaker , founder of Transformed Sales , a former chemist turned international sales leader. The conversation unpacks what it means to transform sales teams from within, with a sharp focus on leadership accountability, mindset and skill-building, especially in the often-overlooked world of manufacturing and distribution sales.

Manufacturing 75

Manufacturing Conversion Sales 75

Partners in Excellence

JUNE 9, 2025

AI is embedded into virtually everything I do, every day. Two windows are always open on my computer. One for Claude, one for ChatGPT (I’m experimenting with others). As I mull over issues, questions, ideas, these tools are critical thought partners. When I want a different point of view, I often turn to the LLMs to help me. Over time, I’ve developed a rich library of prompts I use to help me look at new things.

Trust 91

Trust Clients Meeting Process 91

Speaker: Jason Cottrell and Gireesh Sahukar

Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.

Retail

RingDNA

JUNE 6, 2025

Revenue Action Orchestration (RAO) is a sales execution framework that connects sales data, AI-driven insights, and real-time actions to drive effective sales outcomes. It helps revenue teams turn information into intelligent next steps, guiding sellers to take the right action at the right time within their workflow. According to Gartner’s 2025 Strategic Roadmap for an AI-First Sales Organization¹, Revenue Action Orchestration is a key capability for enabling AI-powered sales execution at scale

CRM 62

CRM B2B Follow-up Strategize 62

SaaStr

JUNE 7, 2025

Dear SaaStr: We Have More Than 20% Churn Our First Month. What Should We Do? This is pretty common in the prosumer space and especially in mobile subscription apps. And even where you don’t see 20% churn the first month with SMBs, it often lurks, because most B2B apps in SaaS don’t even get 80% of their SMBs activation the first month. This is a classic onboarding and activation problem.

B2B 83

B2B Growth Product Customers 83

Martech

JUNE 9, 2025

The martech landscape is evolving rapidly — and creative operations is increasingly at the center of that transformation. As marketing teams scale their ambitions, expand channels and accelerate production, the operational layer supporting creative work has become vastly more complex. What was once a simple SaaS transaction — buy a license, get trained, start using — no longer fits.

Strategic partnership 70

Strategic partnership Strategize Government Negotiate 70

Adaptive Business Services

JUNE 11, 2025

We have probably all heard the phrase “Good, Better, and Best”. This is typically used in product comparisons. The same might hold true when related to performance. Let’s take sales as an example. While we all want to be the “best”, what if your current status is only “good”? Is being the best too far away or is just getting “better” the appropriate first step?

Appointment 71

Appointment Commission CRM Education 71

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

Partners in Excellence

JUNE 6, 2025

“14% of sellers drive 80% of revenue!” This, and similar data points, are showing up in my feeds, with various experts commenting on what it means, then offering insights and solutions to address. While I have a lot of questions about this data and would like to get under the numbers to better understand, I’m always amused by the insights and recommendations provided by the experts.

Up-sell 62

Up-sell Start-ups Sell Growth 62

Understanding the Sales Force

JUNE 8, 2025

I know what you’re thinking from my title: Baseball Gods meet in the Garden of Eden. Thankfully, no. Instead, some thoughts from the weekend… While sitting in Church I realized that belief in God is a lot like belief in the sales process. It’s about Faith. Everyone who attends believes in God. Some believe in God but do not attend. Some are there every week.

Sell 70

Sell Gaming Territory Follow-up 70

SaaStr

JUNE 6, 2025

So Jamin Ball of Altimeter has a great summary of the cumulative revenue growth of all public SaaS companies … and it’s not a great story: Aggregate net new ARR added in Q1 from the software universe isn't looking good! Down nearly 30% YoY from Q1 last year pic.twitter.com/9MLyLe3XXf — Jamin Ball (@jaminball) June 5, 2025 Bottom Line Up Front : The aggregate cloud software market just delivered its worst quarterly performance in years, with net new ARR additions plummeting

Territory 84

Territory Growth Price Contract 84

Martech

JUNE 9, 2025

In B2B, complex buying decisions are rarely made on impulse. Yet, many marketing programs still focus almost exclusively on capturing short-term demand — a costly mistake. To build lasting momentum and drive future growth, you need a strategy that connects mental availability to buying triggers. A continuum approach does just that. Marketing beyond the 5%: Reaching buyers across the entire journey Buying cycles for complex solutions are lengthy, ranging from nine months to several years.

B2B 67

B2B Objectives and Key Results Campaign Clients 67

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B2B

Membrain

JUNE 11, 2025

As human beings and business professionals we crave structure and order in everything we do. We build carefully architected sales processes. Our customers draft detailed project plans, guiding them on their journey.

Sell 69

Sell Process Customers Sales 69

Engage Selling

JUNE 10, 2025

By popular demand – my three top tips of the last year… This week – Getting Your Call Returned! Tired of your voicemails being ignored, then this video is for … The post My Top Tips – Getting Your Call Returned first appeared on Colleen Francis - The Sales Leader.

Sales 71

Sales Prospecting 71

PandaDoc

JUNE 6, 2025

It’s more important than ever to grab and keep your prospect’s attention, which can be tough on a good day. That means a winning sales pitch is essential. Effective pitches, when done right, connect you with a customer’s needs while showcasing your value and inspiring them to take action. It doesn’t matter how or where you’re giving a sales pitch—whether it’s a cold email, introducing yourself at an event, or on a sales call—you need to know how to write one that works so you can build trust and

Pitch 52

Pitch Objectives and Key Results Cold Call Contract 52

SaaStr

JUNE 11, 2025

So Circle is the latest tech IPO and it’s not really B2B or SaaS per se — it’s a fintech that issues and manages “stablecoins” Cypto that converts 1:1 to U.S. dollars. But there are still lessons to learn, and it’s great to see the IPO markets truly re-opened: $2.3 Billion Revenue Run Rate Growing a stunning 60% $16 Billion valuation, so about 8x revenue We're back to IPOs seeming normal again That's quietly a big deal And a good thing [link] —

B2B 100

B2B Healthcare Government Finance 100

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

Martech

JUNE 11, 2025

You don’t have to wait for Black Friday and the holiday season for online retail and ecommerce success. Ecommerce calendars have expanded significantly thanks to numerous holidays and cultural events. The result is a year-round selection of purchasing opportunities, all vying for customers’ attention. Yet, despite the opportunities to save money, shoppers are signaling fatigue.

Entertainment 62

Entertainment Retail Drivers/motivators Sports 62

Sales Gravy

JUNE 13, 2025

"I can't do that." How many times have you said those four words when facing a challenging sales situation? It could be picking up the phone to make that intimidating cold call. It could be asking for the close with a high-value prospect.  If you say 'I can't do that,' guess what? You're absolutely right. You won't. But here's what’s surprising: The solution is simpler than you think.

Cold Call 52

Cold Call Referrals Manufacturing Strategize 52

Highspot

JUNE 12, 2025

What happens when your buyers move faster than your sales process? That’s the question at the heart of Highspot’s recent webinar, The AI-Powered Buying Experience: How Digital Sales Rooms Accelerate Deals. The way people buy has changed. Today’s buyers are informed, decisive, and selective about how they spend their time. If your sales process can’t keep up, your buyers won’t wait.

Pitch 52

Pitch Education Meeting Start-ups 52

G2

JUNE 13, 2025

Learn how to capture the attention of skeptical buyers with expert tips from Jen Allen-Knuth on effective sales outreach and messaging strategies.

52

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

SaaStr

JUNE 9, 2025

Dear SaaStr: What is The Best Way to Set Sales Rep Quotas at Each Stage of a B2B Business? Setting sales rep quotas in a SaaS business depends heavily on your stage of growth and ARR. Here’s how I’d break it down: 1. Early Stage (Sub-$1M ARR): At this stage, your primary goal is survival and proving product-market fit. Quotas should be simple and achievable.

Quota 70

Quota B2B Pipeline Drivers/motivators 70

Martech

JUNE 11, 2025

Salesforce today introduced Marketing Cloud Next, a significant update to its marketing platform that embeds autonomous AI agents across the entire customer funnel. The company says the product represents a shift from traditional campaign-based marketing to its much-touted “agentic marketing,” where AI agents act independently to execute campaigns, personalize customer interactions and optimize performance.

Campaign 57

Campaign Represent B2B Launch 57

Sales Gravy

JUNE 10, 2025

Here's a question that exposes one of the most dangerous myths in modern sales: How do you set the right pipeline creation target to consistently hit quota? That's exactly what Maryellen Soriano from New Jersey asked when she called into Ask Jeb. After crushing 134% of quota in her first year selling EdTech solutions—transitioning from owning her own childcare center to selling back into that same industry—she was being told she needed 11X pipeline to maintain her success.

Pipeline 55

Pipeline Appointment Quota Prospecting 55

The Advantexe Advisor

JUNE 6, 2025

When tariffs hit (or don’t hit and then hit again), the impact isn’t always immediately clear, but the consequences can be significant. One of our consumer-packaged goods (CPG) clients recently found themselves in this tough situation. Their supply chain team was dealing with escalating costs from new international tariffs, but they couldn’t fully grasp how those changes were affecting the rest of the business, or how to build internal alignment around the best response.

Clients 72

Clients Conversion 72

Speaker: Benjamin Woll, Tiffany Spizzo, and Jaime Santos Alcón

Enterprise commerce is at an inflection point. Rigid, monolithic platforms slow brands down, but a full replatforming is disruptive and costly. Modular architecture offers a flexible, scalable alternative - allowing enterprise brands to modernize without ripping and replacing their entire stack. Learn how a composable approach helps modernize commerce stacks while maintaining control over critical systems.

Growth