Thu.Feb 13, 2025

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Why Salespeople are Afraid to Ask for the Sale

Sales Gravy

On the surface, youd think that selling and asking go hand in hand. In reality, salespeople at all experience levels often hesitate, tiptoe around, or dodge direct closes because theyre afraid of rejection, worried about coming across as pushy, or insecure about asking. On this episode of theSales Gravy Podcast, Jeb Blount explores why salespeople fear asking for the sale and what to do about it with author and Sales Gravy University instructor, Tony Morris Every salesperson starts somewhere.

Sales 54
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Buyers Are Getting Better, Are Sellers?

Partners in Excellence

I’ve been a huge fan of Hank Barne’s research on buying and buyer regret. Over years, he showed increasing frustration in buying teams, resulting in regret. The primary observations had been frustration over the buying process, less with solution selection. In Hank’s latest research he reports that buyers are getting better in navigating their buying process.

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Inside the MEDDPICC Methodology — Insights From the Sales Pros Who Use It

Hubspot

MEDDPICC is a game-changing B2B sales qualification framework. It will help you decide which leads to invest your time into and which leads dont help you achieve your business goals or may not convert. This way, you can focus your time on the most fulfilling leads that feel like the right fit for your business and motivate you and the sales team. Sounds like the dream, doesnt it?

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Carta: 62% of Start-Ups Fail. And 1.3% Become Unicorns.

SaaStr

So Carta has some interesting new data from all of its start-ups from The Class of 2018 here. Every start-up dataset is a bit different. Some are broader than Carta, some narrower, but Carta is a good proxy for typical tech start-ups that raise a seed round. And what happens after that seed round? Within 7 years, 62% of start-ups shut down. But of the ones that raise seed capital?

Start-ups 106
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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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Inside the SPICED Methodology — Insights From the Sales Pros Who Use It

Hubspot

A few years ago, I was in the market for a learning management system. While I was looking into the different offerings, I noticed that each arm of these businesses felt like a different company. The marketing side was fun and relatable. The sales team knew the product best but took a totally different tone. Reading different web pages felt like different experiences.

Sales 36
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The 14 best HubSpot updates from January 2025

Martech

HubSpot unveiled a whopping 111 updates last month, and weve identified the 14 most impactful changes to optimize your teams performance and strategy. HubSpot’s January 2025 updates focus on helping you manage workloads efficiently, maximize content reach and track key performance metrics with ease. From upgrading ticketing systems and marketing automation, to improving your ability to analyze campaign impact and comply with data privacy regulations, these updates will give you better team

Contact 107

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AI is Driving a Freemium Renaissance. Run Toward It.

SaaStr

So there are two massively different vibes in B2B and Cloud and SaaS today: Folks fighting to keep slowing growth going. Which, perhaps ironically, leads vendors to be less customer-centric. Here, we see threats when customer attempt to cancel, big price increases every year, and renewal managers trying to force customers to buy extra seats they don’t need. but also In high-growth AI-fueled spaces, massive competition as well.

Price 82
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I Tested the 6 Best Legal Practice Management Software—Here’s What I Found

G2

Running a law firm is more than just court appearances and client consultations; its about managing an intricate web of cases, deadlines, billing, and compliance. While I dont have a legal background, I connected with legal professionals, practice managers, and tech experts to uncover the real challenges law firms face, like tracking billable hours, managing documents, and ensuring smooth client communication.

Legal 59
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The top 50 genAI use cases in marketing

Martech

As genAI adoption accelerates, organizations must go beyond the hype to determine which use cases deliver real value. To provide clarity, we at MartechTribe surveyed 283 marketing professionals including CEOs, consultants, marketing directors and operations managers to understand how frequently marketers use different genAI applications. The use cases analyzed were carefully selected from our Martech Supergraphic, which tracks trends in marketing technology.

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No More Password Scrambling: 6 Best SSO Software I Tried

G2

In the pre-single sign-on (SSO) era, I never conveniently browsed an application as I got stuck in a loop of resetting passwords or recalling security questions to revive access.

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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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Why most martech RFPs fail and how to get vendor selection right

Martech

Most brands replace their martech tools within five years, according to the most recent MarTech Replacement Survey. chasing better features, integration and ROI. But selecting the right platform isnt just about finding the best software its about building a partnership that lasts. The traditional request for proposal (RFP) process, while necessary, is often flawed, leading to lengthy evaluations, rushed decisions and regret at renewal time.

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What To Expect From Apollo Next with Tyler Phillips

Predictable Revenue

Tyler Phillips, Principal PM of AI at Apollo.io, explains how their latest AI power-ups transform outbound sales. The post What To Expect From Apollo Next with Tyler Phillips appeared first on Predictable Revenue.

Sales 59
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The 6 Best Employee Engagement Software: My Hands-On Review

G2

I joined G2 during the pandemic while working completely remotely, which made me realize just how important it is to feel connected, supported, and engagedeven from a distance. While I wasnt in an office setting, the tools and strategies G2s team used played a big role in helping me feel part of the company culture right from the start.

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I Tested the Best Anti-Money Laundering Software—Here’s What I Found

G2

A friend of mine works at a fintech company. One day, they received an unexpected audit request tied to suspicious transactions flagged by regulators. The compliance team scrambled to gather data, digging through spreadsheets, emails, and fragmented systems. It was chaotic. And worse, they missed key details that resulted in fines.

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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.