Sales Nexus

NOVEMBER 27, 2024

Mastering the Art of Empathy in Sales: An Inside-Out Guide to Selling In the fast-paced world of sales, success often hinges on more than just hitting quotas and closing deals—it’s about forming genuine connections with your prospects. The Inside-Out Selling: Reminders guide emphasizes that empathy starts with looking inward.

Cross-sell

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. Sample Product Training Plan: New Sales Reps.

Product

Sales Nexus

NOVEMBER 27, 2024

Mastering the Art of Empathy in Sales: An Inside-Out Guide to Selling In the fast-paced world of sales, success often hinges on more than just hitting quotas and closing deals—it’s about forming genuine connections with your prospects. The Inside-Out Selling: Reminders guide emphasizes that empathy starts with looking inward.

Cross-sell

Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. 26:30 Advice for startups: identifying your ICP and fixing pipeline fundamentals. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. And we build what we call stream teams.

GTM

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. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

Sell

Salesforce

OCTOBER 29, 2024

Like other sales approaches, the goal of door-to-door sales is to establish a relationship with a customer, upsell , cross-sell, and close more deals. You also need to convey excitement about the product or service you’re selling and help prospects understand its benefits in a way that feels personal to them.

Objectives and Key Results

Salesforce

JULY 3, 2025

Here are just a few benefits, and the more you grow, the more these do too Saves you time: Automation takes over time-consuming admin tasks, so your team can focus on selling. Whether it’s tracking deal progress, managing customer support, or collaborating , your CRM crosses over every team, helping you stay together.

Technique

RingDNA

MARCH 26, 2025

Here are some ways that top salespeople can use LinkedIn to add to their pipeline. Would you show up to an important meeting wearing shorts and a Panama hat? If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling.

Closing

Highspot

JUNE 19, 2025

Uncover new upsell and cross-sell opportunities Staying engaged with customers as their business evolves helps you understand their changing needs. To meet that expectation, businesses—specifically, their GTM teams—must connect their people, processes, and technologies to deliver a seamless customer experience at every step.

GTM

Martech

NOVEMBER 8, 2024

Your CRM should include who is involved in sales and pipeline activities. A few other tactics to better understand your audience include: LinkedIn groups: There’s a LinkedIn group for whatever you’re selling. This can offer valuable insights into their priorities for you to cross-reference. What are they discussing?

B2B

Sales Hacker

JANUARY 13, 2025

Their primary responsibility is selling and generating revenue without worrying about other aspects like product meetings or board discussions. Its important to avoid the common pitfall of hiring reps before having enough pipeline. This is often the opposite of what you do up this point, where youre building pipeline first.

GTM

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Table of Contents What is conceptual selling? While traditional selling asks, What do you need? Heres how it works.

Sell

Sales Hacker

JULY 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. You need to make sure that you’re not crossing your wires. at an earlier stage, you just have to take big swings.

GTM

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Learn more What you’ll learn: What are sales terms?

Objectives and Key Results

SaaStr

AUGUST 1, 2025

The Making of a Vertical SaaS Giant: Inside ServiceTitan’s Journey When Ross Beastman joined ServiceTitan in 2018 as employee #354, venture capitalists were telling him he was “crazy” to sell software to plumbers. The phone call to his wife was simple: “I’m going to Los Angeles to sell software to plumbers.”

Non-Profits

RingDNA

APRIL 25, 2025

‘By late afternoon, decision-makers tend to have wrapped up meetings and are more receptive to unexpected calls,’ says Spear. But you should consider, especially if you’re selling SaaS software like we do, experimenting with late afternoon call blitzes to top leads.

Cold Call

Sales Hacker

JANUARY 7, 2025

So that means I know how many months ahead I need to look at to make sure I’ve got enough pipelines. So if I look at a month or a quarter, you start and you say, okay, do we have enough pipeline? The first one, I know my sales cycle. We need to build, we need to close. Fred Viet: It’s a big difference.

GTM

PandaDoc

JUNE 6, 2025

It’s all about empowering your reps to sell more effectively—and you can’t improve what you don’t measure. Here are a few tools that stand out: CRM platforms : CRMs like Salesforce, HubSpot, or Pipedrive can help you track rep activity, pipeline movement, and deal outcomes. That’s why sales enablement metrics are so important.

Objectives and Key Results

Highspot

OCTOBER 23, 2024

In a sales environment where 72 percent of salespeople don’t expect to make quota , businesses worldwide must improve the efficiency and effectiveness of the GTM initiatives that bring their products and services to market, including retention, cross-selling, product launches, sales methodology adoption, and more.

GTM

Highspot

JULY 9, 2025

Manufacturing sales teams face long deal cycles with cross-functional buying committees who have complex product requirements. This allows your sales leaders to focus on coaching, content strategy, and pipeline support where it has the biggest impact. Of course, all of this hinges on trust.

Manufacturing

Sales Hacker

MARCH 25, 2025

building data hug out, which was in the predictive forecasting, you know, pipeline management space. You have 500 seats, scrap that, just use us every time you book a meeting or you do X, Y, Z. So they like to build an agent that sees who’s accepted the meeting invite. So like, if I go back. Typical SaaS model.

GTM

Sales Hacker

JUNE 17, 2025

Just last week, we hosted GTM Fund’s first annual general meeting or a DM for short. At the A GM Annual general meeting, I hosted a session on scaling vertical SaaS with prolific leader Dennis Leaners. So you know, Procore, we started selling to the general contractor. We [00:09:00] called out, we wanted to sell to owners.

GTM

Hubspot

FEBRUARY 21, 2025

Two years ago, my sales pipeline was a mess leads ghosted after the first call, and I struggled to keep track of contacts with notes scattered across multiple tools. Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months.

Clients

Highspot

APRIL 9, 2025

No more edits or deletions that accidentally cross the line. With Highspot, coaching becomes part of the selling process. As a sales leader, you need to grow the pipeline, shorten sales cycles, and keep your team compliant. Your team can customize materials within guardrails that keep disclosures intact and language up to date.

Relationship Management

SaaStr

MAY 29, 2025

At Owner, selling ~$10K ACV deals to tiny businesses that “don’t typically buy software,” the AI transformation has been mission-critical. They’ve increased revenue-generating activity time by 25-30% by automating CRM updates, note-taking, and pipeline management.

GTM

Hubspot

FEBRUARY 13, 2025

Balances Consultative and Provocative Selling SPICED encourages sales professionals to engage in consultative conversations that prioritize understanding the customers needs while incorporating a provocative edge to challenge their current perspectives. To sell to me, a salesperson would need to understand the challenges of freelancing.

Sales

Sales Hacker

FEBRUARY 4, 2025

18:13 The role of cross-functional communication. Um, but man, I, I do feel like we kind of clicked on our, our very first meeting and that’s why I’ve been excited to host you on this podcast. Our pipeline is getting weak here. That’s exactly what’s happening in the first meeting for me or against me.

GTM

SaaStr

JUNE 25, 2025

The Hackathon-to-Product Pipeline Rubrik’s new product development follows a surprisingly grassroots approach. Radical Transparency in Customer Relationships Perhaps counterintuitively, Rubrik’s approach to customer challenges is radical honesty, even when it means admitting they can’t meet requirements.

Legal

Salesforce

JULY 28, 2025

Multi-format content ecosystems : Don’t rely on one platform; explore cross-platform storytelling and immersive formats across many different channels. Start selling online with Starter Suite Set up your digital storefront, engage customers, and sell more using a commerce-ready platform with integrated tools for every sale.

E-commerce

Martech

APRIL 22, 2025

Actionable ABM tip : Explore PBA tools or platforms like RollWorks for contact-level insights and retarget individuals who engage with your content through LinkedIn Ads or other pipelines. Instead, the focus should be on pipeline influence, conversion rates and engagement metrics. Measuring success: What really matters in ABM?

Cross-sell

Salesforce

FEBRUARY 17, 2025

What you’ll learn: Why increasing your sales matters Strategies for increasing your sales Advanced techniques to increase sales Maintaining sales growth Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. The S.M.A.R.T.

Territory

Highspot

MARCH 24, 2025

Working toward operational excellence is a proven way to eliminate inefficiencies, encourage cross-department collaboration, and build sustainable revenue. Customer Engagement: It helps detect early signs of churn or opportunities for cross-selling and upselling. – Teams consistently use updated messaging and collateral.

GTM

Salesforce

MARCH 3, 2025

A Deal Desk is a cross-functional team that streamlines the closing of sales complex and non-standard deals, handling everything from quote to cash. Financial services and energy companies also depend on Deal Desks for complex product sales and long-term contracts, helping them meet legal and regulatory standards.

Legal

Sales Hacker

MAY 30, 2025

At G2 , theyve created a culture of joint execution: Sydney Sloan (CMO) and Eric Gilpin (CRO) and created this culture: Bi-weekly pipeline reviews to unpack deal flow. Nicole Baer (CMO) and Jeff Perry (CRO) aligned from day one: Weekly syncs before exec meetings. Planning becomes cross-functional by default. The result?

GTM

Hubspot

JUNE 2, 2025

If you spend enough time calling, youll book a meeting. With enough meetings, youll make a sale. It was never my favorite way to spend a few hours, but it worked well enough that I would use cold calling regularly to keep my pipeline full of prospects. Thats because cold calling indeed works. Today, its likely even higher.

Cold Call

Sales Hacker

APRIL 15, 2025

Whether you’re accelerating pipeline, boosting close rates, or transforming your revenue team, this is your chance to gain the insights you need to stay ahead. And the founder said, well, get us lots of leads and lots of meetings and we’ll, we’ll sell to them. There’s nothing to create a pipeline around.

GTM

Veloxy

JUNE 8, 2022

Perhaps the answer could be in your sales pipeline. Research shows that top performing companies and sales teams do extremely well when it comes to managing their pipeline. However, over 60% of sales teams say their companies are doing a bad job of managing the sales pipeline. What is a Sales Pipeline? But first….

Pipeline