Tue.Apr 08, 2025

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What Consultative Selling Really Means and Why It Matters More Than Ever (Ask Jeb)

Sales Gravy

Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already done the research and question what value he can bring. In this Ask Jeb episode we break down what true consultative selling entails, how to detach from always be closing, and why being a genuine expert is more vital now than ever.

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Your Brain’s BS Detector for Prices

Neuromarketing

Ever wonder why some prices just feel wrong? When you see a luxury watch for $19.99 or a pack of gum for $20, your brain immediately knows something’s not right. It turns out there’s actual neuroscience behind this instinctive reaction. A new study published in Frontiers in Human Neuroscience shows that our brains have a […] The post Your Brain’s BS Detector for Prices appeared first on Neuromarketing.

Price 130
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Your First Step After a Big Win

Engage Selling

Closed a big deal? Fantastic! Now it’s time to roll up your sleeves… For more strategies like this, check out my sales tip video library on YouTube… I was spending … The post Your First Step After a Big Win first appeared on Colleen Francis - The Sales Leader.

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Building and Scaling an AI Company in 2025: What Top VCs Really Want to See with Zetta, Glasswing and B Capital

SaaStr

A deep dive with three leading AI investors who collectively manage billions in venture capital and have backed some of the most innovative companies in artificial intelligence. The Expert Panel Karen Paige, General Partner at B Capital Karen brings deep operational and investment expertise to B Capital, where she focuses on enterprise software and AI investments.

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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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5 areas where businesses need to improve their customer experience

Martech

Businesses need to decrease customer effort if they want to improve the perception of their brand, and better search and AI experiences can help, according to a new report. The “2025 Coveo Customer Experience Relevance Report” (registration required) examined evolving digital customer experiences and found room for improvement in search results, content recommendations, AI-powered self-help and inconsistent customer experiences across channels.

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Dear SaaStr: When Should I Hire Our First Sales Person, and Who Should I Hire?

SaaStr

Dear SaaStr: When Should I Hire Our First Sales Person, and Who Should I Hire? "The one cheat code to making your first sales hires. The one cheat code to making sure they actually work out." with @lennysan pic.twitter.com/eULOECEPZw — Jason SaaStr 2025 is May 13-15 Lemkin (@jasonlk) August 10, 2024 We’ve talked a lot about this over the years on SaaStr but this is a great chance to summarize it all: First, you should hire your first salesperson once youve closed at least 10

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19 Agentic AI Terms Every Business User Needs To Know

Salesforce

Everyone’s talking about agentic AI and its promise of transformative efficiency and unprecedented automation. But the terminology is piling up faster than your unread Slack messages. If you dont keep up, its easy to fall behind. Dont let confusion over agentic artificial intelligence (AI) lingo be a roadblock to adoption: This glossary will help you understand the basics so you can feel confident about your adoption strategy.

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GTM 141: Timeless Growth Tips From a $7.4B Oracle Exit and Scaling Carta to $450M in Revenue | Jeff Perry

Sales Hacker

Jeff Perry is a truly iconic revenue leader and the Chief Revenue Officer (CRO) at Carta, responsible for core software revenue across New Business, Upsell, Cross Sell, and Customer Success. Prior to Carta, Jeff led SMB Sales at DocuSign, and started his career at Oracle, where he rose from Strategic Account Manager to VP of Sales over a decade. Discussed in this Episode: How to turn coworkers into mentorsand why it matters.

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6 Teams You Need For Your Small Business To Prioritize For Growth

Salesforce

Big budgets and large teams arent the norm for small and medium-sized businesses (SMBs) anymore. You have to be smart about where you spend and who you hire. Thats why many businesses today are running with smaller teams, outsourcing work, or going fully remote. It helps cut costs and keep things flexible. But it also means you need the right people handling the most important parts of your business in the right way.

Growth 94
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The Problem with “Small But Mighty” AI Start-Ups

SaaStr

So it’s become a thing with many founders and VCs to think how far you can go in AI today. Many of the early break out leaders in AI for B2B and otherwise have been “small but mighty teams” Honestly we’d all love it if that scaled. But there are two issues before you try to replicate this. The first one is that it’s a competitive world.

Start-ups 113
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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 Executive

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 to Drive Sales Velocity: Unlocking the Power of the Buyer Change Blueprint

RAIN Group

Lets be real: getting buyers to take action isnt easy. Youve been there; a deal is progressing, conversations are moving along, and thenboomit stalls. The buyer goes quiet. They hesitate. And suddenly, what seemed like a sure thing turns into an endless cycle of follow-ups and ghosting. Why does this happen? Its a common challenge in sales: while buyers might recognize the need for change, they dont feel the urgency to act now.

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How to make CTV ads that stick

Martech

CTV , one of 2025s projected fastest-growing channels , offers just about all of linear TVs storytelling benefits, with digital targeting precision layered in. That is a whole lot of advertising potential, which will only be realized by brands that develop great creative. Lets break down a standout approach to creative from ideation and testing (both themes and ads) to measuring impact.

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How Sales Persistence Wins Over Gatekeepers and Lands High-Value Staffing Contracts

Iannarino

Learn how sales persistence, long-term strategy, and insider insights helped break through gatekeepers to win a $2 million staffing contract.

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The Ripple Effects of US Tariffs on the Software Industry

G2

US tariffs will likely impact the software industry. Here's what software vendors and software buyers need to know to navigate the shifting landscape.

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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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Are You Solving The Wrong Problem?

Partners in Excellence

We need more leads! We need more activity! We need more demos/meetings! We need more pipeline! We need more tools! We need more people! We need better products! We need better pricing! We need more funding! We need……… Too often, we focus on the symptoms of problems and not the problems themselves. And when we only address the symptoms, the problems persist.

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From Studio Ghibli to Reddit: Who’s Fighting AI Privacy Concerns?

G2

Discover 14 real-world AI privacy concerns where creators and companies, from Studio Ghibli to Reddit, pushed back AI's unauthorized use of their data.

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Problem Solving in a Complex Business World

The Advantexe Advisor

In a world where change is constant and decisions are rarely black and white, problem-solving isnt just a skill; its a survival tool. Todays business environment is anything but simple. Leaders are navigating unpredictable markets, shifting technologies, and rising stakeholder expectations. In this complexity, one core capability stands out: the ability to solve problems.

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6 Postman Alternatives So Good, I Almost Forgot Postman

G2

Postman is a popular application programming interface (API) platform with an entire ecosystem of services. Various other tools offer similar features and functionalities to Postman for different use cases and needs.

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Welcome to the Future of Hospitality: Smart Rooms Start Here

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