RingDNA

JULY 2, 2025

The best sales certifications in 2025 include programs like the Certified Professional Sales Person (CPSP), Certified Inside Sales Professional (CISP), and Salesforce Sales Operations certification. These credentials help sales reps and managers build skills, improve credibility, and advance their careers.

Retail 62

Retail Technical Sales Consult CRM 62

Search Engine Land

AUGUST 22, 2024

Using just one campaign is also common for medium-sized accounts, particularly those with high-end products, high average order values (AOV) or in service-based industries like SaaS and insurance, where CPCs and CPAs are high. Account managers often segment for the sake of segmentation.

Campaign 85

Campaign Objectives and Key Results Non-Profits Territory 85

Search Engine Land

AUGUST 2, 2024

Instead, ensure that they understand the progress you are making, even if it’s not yet resulting in leads or sales into the business. It shows that you’re not just interested in short-term wins but are dedicated to helping them achieve sustainable growth. Dig deeper: Mastering SEO account management: The recipe for success

Clients 82

Clients Strategic planning Trust Presentation 82

Hubspot

JUNE 16, 2025

As a business owner, sales isn’t just a job — it’s baked into everything I do. And if you’re looking for a sales role? But recruiters and sales leaders? I talked to recruiters and sales leaders to find out what separates the “maybe” pile from the “must-interview” list. You can’t escape it. Same story.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Understanding the Sales Force

NOVEMBER 15, 2024

When there aren’t many new opportunities in the pipeline, very little new business will get closed n months from now where n is the length of the sales cycle. When a salesperson is willing to do the calling and learns to do it well, the pipeline grows, sales will be closed, and success can be all but guaranteed.

Prospecting 71

Prospecting Cold Call Pipeline Gaming 71

Highspot

MARCH 6, 2025

Key Takeaways Tailoring evaluations to specific sales roles ensures feedback fits the job, enhancing sales team performance where it counts. Regular performance reviews transform feedback into a growth tool. Sales performance evaluations often feel like a box-checking exercise for managers and a stress test for sales reps.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Salesforce

NOVEMBER 15, 2024

The SDR, or Sales Development Rep, is the backbone of many successful sales organizations. SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. Despite these hurdles, SDRs are a driving force behind sales growth and revenue generation.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Martech

JANUARY 14, 2025

So, less than a quarter of B2B revenue actually comes from new accounts. Dig deeper: Why marketers must move from retention tactics to customer respect The focus on new accounts comes from sales teams incentivized to pursue them. “Well, of course, our sales counterparts are demanding it, she said. Give me leads.

B2B 132

B2B Customers Objectives and Key Results Cross-sell 132

Salesforce

JULY 3, 2025

If so, sales automation might be the next step for your startup. Before you say it’s too complicated, let’s simplify it: sales automation and trusted artificial intelligence (AI) are your secret weapons. What we’ll cover: What is sales automation? Why sales automation is important for startups The numbers say it all.

Technique 59

Technique CRM E-commerce Click Through Rate 59

Highspot

JULY 3, 2025

Key takeaways Constant communication and collaboration among sales, marketing, and enablement is the foundation of any successful B2B sales enablement strategy today. Ongoing sales rep training and coaching and analysis and adjustment of content provided to and plays executed by sellers lead to B2B sales improvements.

B2B 52

B2B GTM Objectives and Key Results Sales 52

SaaStr

FEBRUARY 7, 2025

His view is your sales team teaches your customers how to get value out of your product. Ron explains: “Wehire mostly technical backgrounds, but as our customers get larger and larger, you start to get global account managers, and they’re going to have much more business strategic account management experience.

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. A modern account-based sales strategy isn’t just about targeting the right accounts.

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

PandaDoc

MAY 2, 2025

Growth is great until your content cant keep up When your sales team is small, consistency is easy. And instead of speeding up the sales cycle, your documents become a liability. Its a sign that your content foundation hasnt kept up with your growth. Poor document hygiene creates friction throughout the sales process.

Legal 52

Legal Territory Contract Price 52

SaaStr

JUNE 29, 2025

Scaled Sales Without Revenue Operations (And Paid Dearly) The Explosion : From 2 AEs to 50 AEs in one year. ” The Problem : “One thing that I did not understand is the support to the sales team, which is very, very important. The sales machine that should have been accelerating was actually decelerating.

Cross-sell 73

Cross-sell Commission Account management Strategize 73

Salesforce

SEPTEMBER 10, 2024

With AI and data analytics, agents can enhance customer satisfaction while contributing to sales through personalized recommendations, upselling, and cross-selling. This is essential for companies to improve their overall profitability and achieve sustainable growth. the growth over those that don’t.

Service 69

Service Customers Cross-sell Contact 69

Salesforce

APRIL 2, 2025

That’s a classic example of product-led sales (PLS). And while your product or service might not be as tasty, there are proven strategies and tools that you can use to improve your sales. Discover how to make product-led sales a part of your go-to-market strategy. What you’ll learn: What is product-led sales?

Product 86

Product Territory Sales Price 86

PandaDoc

MAY 2, 2025

For example, A Harvard Business School study showed that Nintendos mixed bundling strategy (allowing individual or bundled purchases) led to a significant increase in both hardware and software sales. Hardware sales increased by 100,000 units and software sales by over a million units. Ready to level up your pricing game?

Price 52

Price Drivers/motivators Legal Contract 52

SaaStr

MARCH 2, 2025

Contrary to the popular narrative that “outbound is dead” and “AI will replace sales,” Rippling has built a revenue juggernaut with a decidedly human-centric approach. And see everyone for 200+ more sessions, workshops, 1-on-1s and more like this at 2025 SaaStrAnnual.com! May 13-15 in SF Bay!! Email is easy.

Growth 76

Growth Cold Call Cross-sell Account management 76

Sales Hacker

JANUARY 24, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. But sustainable growth requires a cohesive approach, where every decision about the product is made with its market fit, buyer journey, and expansion potential in mind. If not, a product-led growth (PLG) strategy may not be the right fit.

GTM 102

GTM Cross-sell Finance Price 102

Martech

JUNE 9, 2025

It’s a business imperative for SaaS vendors who want to build sustainable growth. A sustainable client base isn’t defined by how many logos appear in your sales deck. From account management to strategic partnership: Aligning internal teams around the client’s long-term success metrics, not just logo retention or feature adoption.

Strategic partnership 66

Strategic partnership Strategize Government Negotiate 66

SaaStr

JUNE 23, 2025

The Great SDR Downsizing: 36% of B2B Companies Cut Sales Development Teams in 2025 Based on data from Emergence Capital’s “Beyond Benchmarks” report surveying 560+ venture-backed B2B software companies The whispers have been growing louder in SaaS corridors: “Is this the end of the SDR?”

B2B 67

B2B Cold Call Pipeline Engineering 67

Salesforce

JANUARY 6, 2025

For decades, organizations of all sizes have struggled to effectively manage sales commission. Look up any organization with a sales team on a reputable employer review site and youll likely find at least one review, if not several, citing late, inaccurate, confusing, or constantly changing commission pay as a major criticism.

Commission 52

Commission Territory E-commerce Sales 52

Salesforce

MAY 15, 2025

Imagine: the moment a customer hits a usage limit on a specific feature of your ISV app, a targeted upgrade offer is automatically presented within the application, a notification is sent to their account manager, and relevant documentation on the premium features is readily available driving potential upsell opportunities.

Original Equipment Manufacturer 101

Original Equipment Manufacturer Cross-sell Manufacturing Trust 101

SaaStr

JUNE 17, 2025

AI-Native Companies Are Creating a New Performance Tier The Key Insight : AI-native companies achieve 100% median ARR growth vs 23% for traditional SaaS—a 4x advantage. Customer Success is Now Your Primary Growth Engine By $50M ARR, expansion drives 58% of growth (67% for $100M+ companies). Optimize accordingly.

Growth 76

Growth Referrals Strategize B2B 76

SaaStr

JULY 7, 2025

Budget Authority : 78% have direct purchasing power or significant influence Company Scale : Average revenue $50M+, with 27% at Enterprise ($40M+ ARR) Decision Speed : 60% faster sales cycles compared to other B2B channels Deal Value : 3.2x influenced pipeline from single event Sales enablement platform : $75K investment → $2.1M

Pipeline 84

Pipeline CTR Contract Strategize 84

SaaStr

APRIL 13, 2025

Sales Organization Structure Conrad reveals his preference for dedicated sales teams for each product, despite internal disagreement. His rationale: Training capacity : Sales teams can only absorb so much product knowledge. Expertise depth : Specialized teams can develop deeper expertise on specific products and competitors.

Cross-sell 62

Cross-sell Launch UX Up-sell 62

Sales Hacker

JUNE 20, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. It’s about connecting the dots between marketing promises, sales deliverables, and customer success.

GTM 102

GTM Construction Referrals Networking 102

Engage Selling

APRIL 29, 2024

For more strategies like this, check out … The post The Secret to “Land and Expand” first appeared on Colleen Francis - The Sales Leader. Discover the missing link to ‘expand’ in this simple, no-nonsense strategy.

Sales 62

Sales Account management Growth 62

Engage Selling

JANUARY 24, 2023

 What’s the secret to hitting your growth target? A lot of companies this year are predicting bold growth and setting huge targets for sales reps. And as a sales … The post The Secret to Hitting Your Growth Target first appeared on Colleen Francis - The Sales Leader.

Growth 62

Growth Sales Account management Sell 62

Partners in Excellence

MARCH 20, 2025

” “We need sales training,” came the response. “What kind of sales training do you need?” “Sales training, our people aren’t performing the way we expect,” came the response. “They are meeting their quotas and our growth goals,” came the response. ” I ask.

Real Estate 113

Real Estate GTM Objectives and Key Results Objection handling 113

SaaStr

JUNE 19, 2025

ARR data cloud leader is adapting to AI disruption, the evolution of technical sales, and what it really takes to build strategic partnerships that scale. This creates hyper-aligned incentives where sales success is measured by use case creation, not deal size. ” This creates a fundamental shift in how sales teams operate.

Strategic partnership 107

Strategic partnership Meeting SQL Technical Sales 107

Engage Selling

NOVEMBER 1, 2023

This is not a new problem but it still hampers sales growth in most organizations today. Here’s an example of one of the ways such misalignment creates conflict, missed opportunities, … The post Why Can’t You Just Get Along first appeared on Colleen Francis - The Sales Leader.

Growth 62

Growth Sales Account management 62

Sales Hacker

MAY 16, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Their thesis: Sales, marketing, and RevOps shouldnt run in silos. More for your eyeballs Alexa Grabell went from hacking together sales tools to building Pocusa platform trusted by Asana and Canva.

GTM 73

GTM Represent Legal Go To Market 73

Sales Hacker

JUNE 27, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Her Internet Trends reports helped a generation of founders navigate shifts in consumer behavior, platforms, and growth models. Mary Meeker doesn’t publish often. But when she does, it usually defines how the next wave of tech gets built.

GTM 95

GTM Legal Trust B2C 95

Salesforce

APRIL 7, 2025

Heres how she delivers value across four key areas: Accelerated revenue growth: With full access to historical sales data and client behavior patterns, Fallon identifies revenue-generation opportunities, along with strategies to ensure those opportunities are pursued as efficiently and profitably as possible.

Clients 84

Clients Drivers/motivators Account management Finance 84

Sales Hacker

JUNE 3, 2025

Over his 15-year career at Meta, Rick was instrumental in driving international expansion, especially across Europe, the Middle East, and Africahelping to localize strategy, scale high-performing sales teams, and bring new ad products to market. Rick is the former managing director of Meta Ireland. Rick Kelley: You’re right.

GTM 92

GTM Territory Gaming Sales 92

SaaStr

NOVEMBER 6, 2024

So, on the one hand, you have all the giant check private sales in PE that make the news, but also all the way down, you find PE buying 10 million-dollar companies. You’ve got to hit 20 million ARR, with 30% growth and 0% losses. ” Is Customer Success Dead, Now That it Reports to Sales? I think CS lost the plot.

Drivers/motivators 107

Drivers/motivators Price Growth Up-sell 107