Fri.Jul 18, 2025

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Dear SaaStr: How Should I Build Our First Sales Comp Plan?

SaaStr

Dear SaaStr: How Should I Build Our First Sales Comp Plan? Creating a sales commission plan is critical for motivating your team and aligning their incentives with your company’s goals. Here’s how to approach it, step by step, along with some best practices: 1. Start with the Basics: Commission Structure Base + Commission : Most SaaS companies pay a modeset base salary plus commission.

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The Sales Coach’s Masterclass

SalesPop

Sales coaching is at a crossroads. Despite new tools and technologies, many organizations still struggle to unlock the full potential of their sales teams. In a recent episode of Sales POP!, host John Golden sat down with Dr. Deepak Bhootra, CEO and founder of Jabulani Consulting , to dissect the real challenges and transformative strategies in sales coaching today.

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Buyer’s journey vs. customer’s journey — what makes these paths different, and where they intersect

Hubspot

When I first started consulting for B2B SaaS companies, I made the mistake of thinking the buyer journey and the customer journey were basically the same thing — just two sides of the same funnel. They aren’t. I learned the hard way when a client’s churn rate quietly climbed even as new deals kept coming in. We were winning buyers but losing customers.

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What is the Sales Qualification Process & Why is it Important? | Force Management

Force Management

Any successful sales organization relies on a structured qualification process to guide its efforts. Qualification isn’t just about saying “yes” or “no”—it’s about asking the right questions early on, aligning with the buyer’s needs, and ensuring every deal in your pipeline truly warrants your team’s time and attention. This guide will break down what sales qualification process means, why it’s essential for both buyers and sellers, and how to build a repeatable framework that drives efficiency

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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 it’s time to reframe email from campaigns to conversations

Martech

Why do so many marketers still email like it’s 1999? Despite all the tools we have to optimize frequency and personalize content, my inbox shows how little most brands have evolved their email approach. Every day, it fills up with a river of generic or irrelevant messages. This brand doesn’t recognize that I haven’t opened its emails for over a year.

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Frequently Asked Questions About Heinz Marketing

Heinz Marketing

By Lisa Heay , Vice President of Business Operations at Heinz Marketing Choosing the right marketing consulting firm can be overwhelming—there’s no shortage of options, and it’s not always easy to tell who’s truly the right fit for your business. We get it. That’s why we put together this FAQ: to introduce ourselves, share what we’re all about, and help you decide whether we might be the right partner for your marketing needs.

GTM

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8 Ways Small Businesses Can Improve Customer Service

Salesforce

Psst. Hey, business owners, customer service is kind of a lot, are we right or are we right? But what is exceptional customer service meaning these days? It’s not just about making a sale; it’s about building lasting relationships that turn one-time buyers into loyal advocates. Investing in customer service isn’t just a nice-to-have, but a critical part of your success.

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3 MOps bottlenecks killing your campaign velocity

Martech

Marketing isn’t suffering from a lack of tools or ideas — it’s suffering from operational entropy. Every new tool, tactic and workflow adds complexity, and complexity compounds friction. As your system grows, so does the drag. In my career, I’ve seen several reasons for these failures or lackluster results, but so often it’s not a failure of strategy, ideas or tools.

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Your Future: AI Models Will Find You Via Your Personal Website

David Meerman Scott

In an AI powered world where people increasingly bypass Google and the social networks when doing research, a personal website will be an increasingly important tool to get found.

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B2B marketing on X: What you need to know

Martech

X (formerly Twitter) has changed a lot in the past couple of years, and for B2B marketers, it may not feel like the obvious place to focus. LinkedIn usually gets that attention. But X still has an active user base —especially among millennial buyers — and it offers something most platforms don’t: a fast-moving, public way to join conversations as they happen.

B2B
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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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Your Next Adventure: Sales Careers in Dublin for Nordic Talent

Salesforce

If you’re a Business Development Representative (or dreaming of becoming one) in Norway, your next big opportunity might be just across the sea. Have you ever considered relocating? Dublin isn’t just another city — it’s a global powerhouse for innovation, connection, and career acceleration. Learn firsthand from Cecilie Wilhelmine Disch Olsrød and Marcus Geitle, two of our BDRs, who traded fjords for the River Liffey — and are thriving because of it.

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With The Rise Of Agentic AI, Do We Risk Losing Our Agency?

Partners in Excellence

Perhaps, one of the most thoughtful recent articles is a post by Joshua Bellin, The Web Without Us. It talked about the introduction, from several of the LLM suppliers, of AI-Native Web Browsers. In a side conversation, Joshua and I started talking more broadly about Agentic AI, and what it means for us as humans. The discussion, expressed in the title, is, “With the rise of Agentic AI, Do we risk losing our Agency?

SQL
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How Many Direct Reports Do Most CEOs Have? 5 If You’re < 100 Employees. The Data and More.

SaaStr

We Analyzed 6,586 CEOs to Find Out How Many Direct Reports They Actually Have The data on CEO span of control, broken down by company size TL;DR: CEO direct reports scale dramatically with company size — from 5 at small companies to 15+ at large enterprises. But the variation within each size category is massive, suggesting no universal “right” answer.

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How to get cited in ChatGPT+ (and win the new search game)

Sales Hacker

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies.

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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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Satisfaction with martech stacks varies by company size

Martech

MarTechCharts regularly highlights data of interest to marketers and marketing operations professionals. Marketers appear to be generally satisfied with their martech tool stacks, according to MarTech’s 2025 State of Your Stack Survey report , but the level of satisfaction varies by company size. Marketers and marketing ops professionals at mid-size companies were most likely to express satisfaction with their stacks, according to the survey, with 55% saying they were satisfied.

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Why SaaStr’s AI is So Good: Tons of Data. Tons of Training. And Daily QA.

SaaStr

A lot of folks ask why our SaaStr AI on our homepage is so good. Look, I get it. Everyone’s launching AI tools these days. Most of them are pretty mediocre. Some are downright terrible. But ours actually works. Really works. So what’s the secret? The Foundation: 18 Million Words of Training Data First, the obvious part. Our AI has been trained on 18,000,000 words of SaaStr content.