Wed.Apr 02, 2025

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How Coaching Transforms Sales Performance and Culture (Ask Jeb)

Sales Gravy

Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling. Below are the key insights from our conversation on why coaching matters, how it boosts sales and culture, and what leaders should do right now to make it happen.

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Dear SaaStr: How Long Should You Give a New Sales Rep?

SaaStr

Dear SaaStr: How Long Should You Give a New Sales Rep? The tough truth is from 0.51.5 sales cycles. Sales is tough. Its a lot of Nos to get to a Yes. And while sales is pretty similar in SaaS at a given price point / ACV, different products are still different to sell.A rep good at one product can fail at selling another. Training and support matter.

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Interactive email is the game changer brands can’t ignore

Martech

With inbox fatigue at an all-time high, brands need more than static messages to capture attention. Interactive emails turn passive readers into engaged participants whether through quizzes, carousels or gamification creating experiences that boost engagement, conversions and brand loyalty. From trend to strategy: How interactivity drives results Social media platforms punish their brand advertisers, influencer marketing loses its edge, but email just keeps on keepin’ on.

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5 Interesting Learnings from Freshworks at $800,000,000 in ARR

SaaStr

So Freshworks started off as a low-end Zendesk competitor (Freshdesk), but relatively early expanded into a whole suite of related products for service and support, and most of its growth today is fueled by its lower-end competitor to ServiceNow, it’s “EX” products. The support space has been turned upside down by AI, with as much as 40% of all support issues now handled by AI at many leaders.

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Smart Tools & Strong Teams: A People-First Approach to AI in Sales

Speaker: Matt Sunshine, CEO at The Center for Sales Strategy

AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.

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Why your marketing isn’t working — and how an audit can help fix it

Martech

Marketing tactics such as content creation, a well-designed website, email marketing and even paid media don’t work well in isolation. Achieving predictable and sustainable growth is nearly impossible without a cohesive framework guiding these efforts. In short, tactics without strategy are just guesswork. Developing scalable and measurable strategies may sound straightforward, but where do you begin?

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Webinar Recap: Why Your Pipeline is Broken (and How to Fix It)

Heinz Marketing

By Lisa Heay , Vice President of Business Operations at Heinz Marketing Your pipeline shouldnt feel like a rollercoasterthrilling one month, terrifying the next. But if your sales and marketing teams are playing tug-of-war, if your data is more of a dumpster fire than a goldmine, or if your tech stack feels like a bad game of Jenga read on and watch the on-demand recording below.

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5 ways to help your B2B organization succeed with AI agents

Martech

There’s more evidence that AI-powered tools are transforming go-to-market (GTM) strategies by augmenting human capabilities and addressing shifts in buyer behavior. As the Forrester B2B Summit kicked off this week in Phoenix, the analyst firm released a report called “AI Agents: What It Means For B2B Marketing, Sales, And Product.” The report explores the rapidly evolving role of artificial intelligence agents within B2B operations.

B2B
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Nimble CRM Tips & Updates – April 2, 2025

Adaptive Business Services

Lets start with some updates! The business card scanner on mobile is back! Turn business cards into Nimble contact records quick and easy! You can now adjust column widths on contact lists. Nimble has added a rich text building block for web forms (you can add a link for privacy policy etc.). They have updated Deal Report widgets with more details on the side panel.

CRM
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Considering an AI Agent? 6 Scenarios Where It’s Best To Think Twice

Salesforce

AI agents can do amazing things. They can handle complex returns for retail companies. They can help determine whether patients are eligible for clinical trials. They can also help homebuyers sort through loan options, a process that might otherwise be complex and confusing. As impressive as artificial intelligence (AI) agents are, though, there are times when you shouldnt use them and knowing when to hold off (or say no) is just as important as knowing when to proceed.

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Nature Hides Its Secrets In Relationships: And So Does Complex Sales

Membrain

Derek Cabrera, co-author of Systems Thinking Made Simple , recently said something that opened up a new insight for me. The topic was the RDS Barbell, which is a way of visualizing and naming relationships between parts of a system, and he said: Nature hides its secrets in relationships.

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How to Coach Reps on Overcoming Sales Objections with Confidence

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Manager

In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry experts Brendan Sweeney and David Phelan for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.

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How Strong Is AI When Hallucinations Haunt?

G2

AI LLM models are evolving, but can we trust AI's research capabilities when hallucinations haunt? G2 data and user reviews uncover the truth.

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Nature Hides Its Secrets In Relationships: And So Do Complex Sales

Membrain

Derek Cabrera, co-author of Systems Thinking Made Simple , recently said something that opened up a new insight for me. The topic was the RDS Barbell, which is a way of visualizing and naming relationships between parts of a system, and he said: Nature hides its secrets in relationships.

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The Best Lead Intelligence Software? I’ve Got 7 Picks

G2

I tested 20+ platforms to find the best lead intelligence software for sales and marketing teams to enrich data, score leads, and target smarter in 2025.

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Judgment….

Partners in Excellence

I haven’t written much about Judgment, nor do I see many others writing about it. Ironically, Judgment is probably one of the most important capabilities for leaders and business professionals. It’s importance is magnified as we look at the escalating disruption, change, and complexity each of us, our teams, our organizations, our customers, and our partners face.

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New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

Speaker: Beth Sunshine, SVP, Up Your Culture

When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.

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7 Best Digital Asset Management Software I Recommend (2025)

G2

If youve ever spent way too long digging through endless folders just to find that one logo file, or worse, accidentally used the wrong version in a campaign, you know the pain of disorganized digital assets. Ive been there too.