Understanding the Sales Force

MAY 18, 2025

If you were going to plant a fruit tree, you would need to follow a five-step process which includes: Dig a hole Place the tree and fill the hole Fertilize and Water Maintain (Sun, water, pruning, fertilizer) Harvest It should be obvious that you cant mess with the sequence because if you do anything in the wrong order, your fruit tree adventure will end before it begins.

Process 125

Process CRM Pipeline Sales 125

Membrain

MAY 18, 2025

In this episode of The Art and Science of Complex Sales, were joined by Tony Cross , CEO of Growth Matters International. Tony shares how sales managers can be the most powerful lever for sales transformation. The conversation focuses on how to lead teams through uncertainty, coach toward customer buying behavior, and create practical momentum through structured conversations and frameworks.

Strategize 69

Strategize Sales Growth Conversion 69

Highspot

MAY 18, 2025

Key takeaways ABM and sales enablement help teams focus on the right accounts and equip reps with the tools to convert prospects into customers. Tools like AI sales coaching, just-in-time learning, and dynamic playbooks help reps respond to buyer needs at every journey stage. Companies that align their sales and marketing grow 19% faster and 15% more profitably.

Healthcare 52

Healthcare Objectives and Key Results Finance Objection handling 52

criteria for success

MAY 18, 2025

If youre wondering how to prospect for sales effectively, youre not alone. Were all looking for that magic bullet. And while there might not be a magic bullet, there certainly is a magic formula. And today, Im here to share that formula with you. So, if youd like to learn how to prospect for sales and improve your companys prospecting process, keep reading.

Prospecting 52

Prospecting Process Cold Call Referrals 52

Speaker: Brendan Sweeney, VP of Global Sales at Allego

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 expert Brendan Sweeney 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

SaaStr

MAY 18, 2025

So a little while ago we did a very deep dive with Brian Halligan, co-founder and chair of HubSpot. One of the topics we did a deep dive on was mergers & acquisitions, and it was so good I wanted to just break out that portion of the convo: Net Net: Acquisition offers are far less common than you think. Despite HubSpot’s success, Brian Halligan reveals they “didn’t get any acquisition offers” in 18 years.

Strategic partnership 62

Strategic partnership Sell Strategize Closing 62

SaaStr

MAY 18, 2025

Dear SaaStr: How Should I Specialize My Sales Team? One thing is clear: most founders and VPs of Sales and CROs look back and wish they’d specialized their sales team earlier. And not have everyone work in a round-robin or similar format on all the leads, just split across their reps. You should split your AE team based on what will drive the most efficiency and results for your specific business.

Territory 60

Territory Healthcare Quota Manufacturing 60