Force Management

JUNE 20, 2025

Great sales leaders know how to make the number, but the ability to do that consistently requires more than just great sales skills. The best revenue leaders understand the critical need to equip individuals with the proper tools for revenue success and drive organizational outcomes. A great sales leader understands the importance of a structured sales discipline while reinforcing methodologies that drive measurable results.

Customers 108

Customers Sales Growth 108

Anthony Cole Training

JUNE 20, 2025

Every sales leader understands intellectually that practice is an essential contributing factor to the success of their salespeople in the field. Any skill, every skill, whether it is playing an instrument, competing in tennis or basketball or soccer, requires hours and hours of practice. So does becoming a champion in selling. It requires hours and hours of sales practice to refine a successful prospecting approach with a unique and compelling value proposition.

Sales 215

Sales Prospecting Sell 215

Martech

JUNE 20, 2025

Multi-touch attribution (MTA) is a waste of time and money. This isn’t a controversial statement anymore. Few disagree except for MTA vendors, and even they have quietly hedged their bets, introducing media mix modeling (MMM) and incrementality testing. Wise. Yet brands continue to fall into the MTA trap. I’ve watched too many marketing teams realize that last-click or platform attribution is leading them astray, only to be sold the seductive promise of MTA.

Pitch 88

Pitch Growth Strategize Price 88

Understanding the Sales Force

JUNE 20, 2025

According to Grok AI’s research, in 2025, CEOs and sales leaders are scouring the web for the next big strategy to crush their revenue goals, chasing everything from “AI for revenue growth” to “M&A strategies.” While these are bold, shiny ideas that can transform businesses, the cold, hard truth is they’re ignoring the fastest, most effective way to boost revenue, by developing their salespeople.

Objectives and Key Results 62

Objectives and Key Results Strategic partnership Pipeline Growth 62

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

Martech

JUNE 20, 2025

This article was co-authored by Rachel Smith , a Sr. Principal Analyst in the Gartner Marketing Practice, specializing in marketing data and analytics, marketing technology and marketing operations. Brand marketing is under the microscope. As CFOs demand harder evidence of impact, marketers must prove how brand investments drive real business results — or risk losing the budget to performance.

Territory 81

Territory Objectives and Key Results B2C Technique 81

SaaStr

JUNE 20, 2025

Dear SaaStr: I just sold my business for $130M, and now I’m debating whether or not to stick around. First off, congrats on the $130M exit—that’s a huge milestone. Selling a business is a massive achievement, but deciding whether to stay or leave post-acquisition is a deeply personal and strategic choice. I’ve been there myself twice, including after selling EchoSign to Adobe, so let me break it down for you.

Up-sell 70

Up-sell Drivers/motivators Strategize Start-ups 70

SaaStr

JUNE 20, 2025

The Great Spending Showdown: AI vs SaaS in 2025/2026 — What Every B2B Leader Needs to Know We’re witnessing the most dramatic shift in enterprise tech spending since the cloud migration began 15 years ago. And if you’re a B2B leader, founder, or investor, you need to understand what’s happening — because it’s about to reshape your entire world.

Government 115

Government Legal Engineering Growth 115

The Advantexe Advisor

JUNE 20, 2025

Over the past week, I’ve had the privilege of facilitating two unique business acumen simulation workshops for pharmaceutical marketers, each centered around building and applying omnichannel marketing skills. These simulations brought together marketers at various levels, from new hires to experienced franchise leaders, all aiming to better understand how to orchestrate meaningful and measurable engagement across an increasingly complex channel mix.

Pharmaceutical 96

Pharmaceutical Customers 96

SaaStr

JUNE 20, 2025

The State of AI Acquisitions, IPO Markets, and Venture Capital: Key Takeaways from the Latest 20VC + SaaStr Episode The latest 20VC podcast brought together venture veterans Rory O’Driscoll, Harry Stebbings, and Jason Lemkin for a wide-ranging discussion covering the biggest stories shaping the enterprise software and AI landscape. Here are the essential insights every SaaS founder and investor needs to know.

B2B 87

B2B Represent Manufacturing Trust 87

Martech

JUNE 20, 2025

MarTechCharts regularly highlights data of interest to marketers and marketing operations professionals. Source: MarTech 2025 State of Your Stack Survey. Click to enlarge. MarTech’s 2025 State of Your Stack Survey found nearly one-quarter of the tools and capabilities marketers plan to add to their stacks will be homegrown solutions. While nearly 60% of those new tools will come from commercial vendors, this is a surprising turnaround.

48

48

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.

Objection handling

Salesforce

JUNE 20, 2025

Behind every seamless customer experience is a complex, ever-changing codebase. When issues arise in that codebase, developers face a deceptively hard task: locating the exact part of the code that needs fixing. This process, called issue localization, can be time-consuming, manual, and error-prone—even with AI assistance. We know that faster, smarter development ultimately means faster innovation.

X-functional 49

X-functional CRM Closing Customers 49