Understanding the Sales Force

OCTOBER 19, 2024

My latest sales epiphany happened while I was watching Friday’s American League Championship Series game between the Yankees and the Guardians. The Guardians went to the bullpen to bring in a relief pitcher and I felt nothing. Wow! If it was the Red Sox, I would have been worried sick that the pitcher they were bringing into the game: Sucked all year Walks too many guys Is prone to giving up home runs Pitches worse against the Yankees Won’t prevent the Yankees from scoring right he

Real Estate

SaaStr

OCTOBER 19, 2024

So we’ve finally crossed 50,000 subs on SaaStr YouTube. It took a while, but I’m probably on the unparalled quality of our content, especially the past 18+ months or so where we stepped up the editing and more. So if you want to catch up, here are The Top 10 Most Popular SaaStr YouTube Sessions of All Time. Note I did take out a few that would have made the list but were a bit dated etc: #1, 279,000 Views: “How To Perfectly Pitch Your Seed Stage Startup With Y CombinatorR

Pitch

Partners in Excellence

OCTOBER 19, 2024

There’s a fascinating article in HBR this month, A Better Way To Link Sales And Marketing. There’s a lot “right” about this article. It offers very good insights about how we engage our customers very effectively, consistently, and efficiently. It talks about how we integrate our communications strategies effectively across all parts of the organization–marketing, sales, service, and so forth.

Sell

SalesPop

OCTOBER 19, 2024

Change is an inevitable part of life, yet it often meets with resistance, especially within organizations. In a recent episode of Sales POP! Online Sales Magazine and Pipeliner CRM, host John Golden engages with John Fisher , an expert in leadership and personal development, to delve into the intricacies of change management. Fisher, known for his constructivist approach and the Fisher Curve methodology, shares valuable insights on managing both organizational and personal change.

Pipeline

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.

Sales

SaaStr

OCTOBER 19, 2024

So yesterday OG SaaS pioneer Zuora agreed to be acquired by PE to go private for $1.7 Billion by GIC and Silverlake. This is good for SaaS. CEO Tien Tzuo is an OG SaaS leader since being one of the very first leaders at Salesforce. Zuora was very early to subscription management — maybe too early (2006) — and built a mature $400m ARR business focused on enterprise subscription management (and more). $416m ARR 9% growth 11% free cash flow margins 104% NRR 445 $250k+ customers So ̷

Growth