Iannarino

FEBRUARY 11, 2025

Struggling to book meetings? Drowning in bad leads? Its time to fix your broken lead generation B2B strategy before your sales team quits. Keep reading!

Lead generation 216

Lead generation B2B Pipeline Meeting 216

Anthony Cole Training

FEBRUARY 21, 2025

"Every journey starts with the first step." When it comes to building the confident and trusting relationship associated with a strong seller/buyer relationship, the beginning is especially important. An effective sales pitch should begin with the early "bonding and rapport" part of selling. Finding commonality and relating to a prospect is an important first step.

Pitch 215

Pitch Sales Trust Clients 215

Cerebral Selling

FEBRUARY 23, 2025

When it comes to sales discovery, reps are often trained to ask basic, surface-level questions about the customers needs. What type of solution are you looking for? Why now? What made you decide to look at us? The issue with these questions is that they fail to provide a sense of depth and insight into arguably the most important motivation behind the customers decision to even look at solutions; their problems!

Customers 130

Customers Objection handling Strategize Drivers/motivators 130

Partners in Excellence

FEBRUARY 12, 2025

Some years ago, the leader of an outbound SDR team had set very aggressive call goals. This leader held the people accountable for making their goals, but they struggled. But one person consistently beat the goals. The leader held this individual up as a high performer. But when I started looking at the performance, I realized, despite consistently meeting the goals, the number of qualified leads this person was developing was about the same as his peers.

Gaming 120

Gaming Contract Pipeline CRM 120

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

FEBRUARY 24, 2025

In MarTechs MarTechBot explains it all feature, we pose a question about marketing to our very own MarTechBot , which is trained on the MarTech website archives and has access to the broader internet. Q: What is the R programming language, and how is it used in marketing? R is a programming language and software environment primarily used for statistical computing and data analysis.

A/B testing 124

A/B testing Campaign Technique Presentation 124

Sales Pop!

FEBRUARY 11, 2025

The sales profession can teach us excellent life lessons when we allow it. We only earn a fraction of the business that we attempt. Our best foot forward is to remain calm and professional and remind ourselves that closed doors often lead us to better opportunities for growth. Experience Losing a client early in a sales career or business endeavor can be nerve-wracking and lead to the idea of quitting.

Growth 305

Growth Closing Legal Technique 305

Anthony Cole Training

FEBRUARY 14, 2025

Todays buyer is more sophisticated and has access to all the information they need at their fingertips, so how do your salespeople differentiate? They must have the skills to ask the right questions, listen to understand, position their value, and help a prospect self-discover the solution that makes sense. This is very different than selling in the past when the seller controlled the information and buying process.

Drivers/motivators 341

Drivers/motivators Sales Prospecting Sell 341

Sales Hacker

FEBRUARY 7, 2025

SaaS pricing isn’t static – it’s a living strategy that grows with your company. In this article we dive into a playbook for pricing across different stages of company growth, inspired by Geoffrey Moore’s Crossing the Chasm. Each growth stage demands its own pricing approach, and getting it right can mean the difference between stagnation and explosive growth.

Price 108

Price E-commerce Cross-sell Profit margin 108

Partners in Excellence

FEBRUARY 9, 2025

We all have playbooks. Today, the Chiefs and Eagles will be using theirs, each in hope of winning the Super Bowl. In selling and GTM, we have our playbooks. Marketing has any number of them, SDRs, BDRs, AEs, AMs, Rev-ops/enablement, Customer service, all of us have our playbooks. All our leaders have their playbooks. Running a consulting organization, we have our own playbooks in finding/closing business, how we work with clients, in projects, and other areas.

GTM 116

GTM Gaming Manufacturing Consult 116

Martech

FEBRUARY 11, 2025

Generative AI is transforming how B2B buyers research and make purchasing decisions. Tools like ChatGPT search, Perplexity, Gemini and Meta AI are no longer just novelties theyre becoming essential to the buying journey. Up to 90% of B2B buyers already use generative AI tools , according to Forrester. Even more are planning to integrate it into their decision-making process in the coming year.

B2B 137

B2B Engineering Education Lead generation 137

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

Sales Pop!

FEBRUARY 3, 2025

If youre looking for new ways to increase your sales, you may be considering subscription-based products or services. Subscriptions help you earn long-term income from customers instead of relying on infrequent or sporadic purchases. You can learn from other business models requiring monthly payments, like car insurance for different types of drivers , to see what you could carry over to your business.

Drivers/motivators 186

Drivers/motivators Consult Sales Service 186

SaaStr

FEBRUARY 3, 2025

50 cents of compute for 500 dollars of value — Sam Altman (@sama) February 3, 2025 So just how much will AI remake classic B2B software? We are still learning. On the one hand, new AI-first entrants are rocketing to $10m ARR in a year. On the other hand, the classic leaders in SaaS have rebounded from 2024 lows both in terms of growth and market caps.

Price 117

Price Contact B2B Growth 117

Membrain

FEBRUARY 23, 2025

What if you could transform a chaotic sales environment into a well-oiled machine? Join us for an enlightening conversation with Liz Heiman , CEO and Chief Sales Strategist of Regarding Sales. With her extensive knowledge in strategic selling, Liz shares her insights on creating scalable, manageable, and predictable sales infrastructures. She also shares how leaders can align company vision and values with strategic frameworks to eliminate chaos and foster a thriving sales team environment in th

Strategize 107

Strategize Sales Conversion Sell 107

The Advantexe Advisor

FEBRUARY 20, 2025

I guess Im stating the obvious when I say, Artificial Intelligence (AI) is everywhere. From content creation to customer service, AI is transforming almost all industries. For those of us who work in Corporate Talent Development, AI is reshaping how employees learn and how learning professionals create and deliver content. But with all the buzz, the real question remains: How can AI be used to make learning more effective?

High impact 114

High impact Clients Service Customers 114

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

Hospitality

Salesforce

FEBRUARY 20, 2025

The year was 2013. In a state-of-the-art kitchen laboratory in Stanford Universitys Robotics Center, surrounded by the whir of servo motors and the aroma of brewing coffee, I observed our latest prototype attempt a command that required multiple, albeit seemingly simple tasks: make me a cappuccino. The robot could execute each step in sequenceidentify and pick up the coffee jar, pour the measured amount into the machines cup, screw it to the espresso machine, press the correct button, measure an

Hospitality 104

Hospitality Objectives and Key Results Healthcare Manufacturing 104

Martech

FEBRUARY 3, 2025

Ever wondered if your Mac mini M4 Pro could become an LLM powerhouse? The short answer: not exactly but it can run DeepSeek R1 models locally without relying on cloud-based AI servers. Here’s how to set it up using Docker and Open WebUI for a seamless, ChatGPT-like experience while keeping your data private and under your control. With the right configuration, your Mac mini can handle fine-tuning, text generation and retrieval tasks without needing a dedicated server.

Gaming 118

Gaming Start-ups Process Technique 118

Sales Pop!

FEBRUARY 26, 2025

All Efforts Must be Consistent for Growth A clear long-term vision for what we ultimately want to achieve and the minor goals along the way, require consistency among all strategies, whether for a successful career or business. Relaxing Allows for Unique Ideas Some people ridicule creative thinkers believing traditional hard work will pay off. For some thats true, but not for everyone.

Trust 263

Trust Growth Closing Sales 263

SaaStr

FEBRUARY 24, 2025

So few having been doing M&A and acquiring start-ups for longer than Steve Mitzenmacher. He’s been heading M&A since early days at Yahoo!, the NetApp, then Rackspace, and then mostly recently at Own Backup. And then Own was acquired itself … for $1.9 Billion! So Steve went from acquirer. to the acquired He joined SaaStr Workshop Wednesday with me and I took the opportunity to ask some of the questions about M&A I still have after many deals myself: #1.

Price 103

Price Start-ups Up-sell Process 103

Speaker: Jason Cottrell and Gireesh Sahukar

Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.

Retail

Sales Gravy

FEBRUARY 11, 2025

Ellie in Galveston, Texas, faces a scenario that many young sales professionals know all too well: How do you earn respect and project confidence when youre selling to people who are older and more experienced than you? Ellies question highlights a universal issue in sales. Whether youre dealing with age differences or expertise gaps, its easy to feel anxious if your buyer is decades older or has been in the industry for a long time.

Sell 79

Sell Pipeline Prospecting Trust 79

Anthony Cole Training

FEBRUARY 28, 2025

The 5 keys to creating a high-performance sales team have more to do with effectiveness and consistency in execution than any specific kind of sales enablement or CRM tool that supports selling. Successful sales leaders and managers rely on critical data because they realize that it can and will provide them with real-time information. This real-time sales data can identify trends, effort and execution issues, and areas for coaching.

Sales 199

Sales CRM Technology Technology 199

Understanding the Sales Force

FEBRUARY 1, 2025

If you are driving in your car, looking at your phone, fiddling with your radio, looking at people on the sidewalk, weaving in and out of traffic or speeding because you’re in a hurry, you are probably not a very good driver and bad things will happen. If you have a pile of files on your desk, a to-do list that is so long it must be scrolled to read, past-due proposals, and an empty pipeline, you are probably not very well organized, don’t manage your time very well, and likely behin

Drivers/motivators 117

Drivers/motivators Sales Quota Pipeline 117

Martech

FEBRUARY 21, 2025

This article was co-authored by Matt Wakeman , Weicong Zhao and Joseph Enever , analysts in the Gartner Marketing Practice , covering marketing data and analytics. Marketing leaders have long relied on various techniques to measure and communicate their impact, but traditional digital attribution methods often fall short. This limitation has fueled a growing interest in marketing mix modeling (MMM).

Finance 123

Finance Drivers/motivators Technique Contract 123

Speaker: Frank Taliano

Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.

High impact

Sales Pop!

FEBRUARY 6, 2025

As the cruise line industry continues to evolve, executives are facing increasing pressure to stay ahead of the competition. With the rise of sales enablement technologies and changing consumer behaviors, it’s no longer a question of if, but when, cruise lines will adopt Customer Relationship Management (CRM) solutions. In this article, we’ll explore why CRM for the Cruise Industry is no longer a luxury, but a necessity for cruise lines looking to thrive in today’s fast-paced m

CRM 257

CRM Hospitality Customer Relationship Management Technology 257

SaaStr

FEBRUARY 8, 2025

Every great hire starts before their first day And often even during the interview process — Jason SaaStr 2025 is May 13-15 Lemkin (@jasonlk) January 12, 2025 #1. The Best VPs Start Before They Start The best sales leaders start reaching out to a few great customers they already know. The best marketers are already building out a spreadsheet to increase pipeline and show it to you for feedback.

Pipeline 106

Pipeline Start-ups Meeting Process 106

Membrain

FEBRUARY 16, 2025

In today's episode of The Art & Science of Complex Sales, we're thrilled to welcome Mike Stokes the Founder of Indicator. With a strong connection to sales leaders in New Zealand and Australia, Mike will share insights from the 10th annual Mood of the Sales Leader Survey, offering practical advice and real-world examples to navigate economic shifts and technological advancements.

Sales 90

Sales Technology Technology 90

Salesforce

FEBRUARY 14, 2025

Every day, consumers are flooded with ads, emails, and notifications. For businesses, this creates a critical challenge: How do you capture your target audiences attention and keep them engaged? The answer lies in hyper-personalization, a strategy that uses AI , data analysis , and business intelligence to deliver experiences that feel uniquely tailored to each individual.

A/B testing 98

A/B testing CTR Click Through Rate Healthcare 98

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B2B

Partners in Excellence

FEBRUARY 13, 2025

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.

Objectives and Key Results 81

Objectives and Key Results Objection handling Meeting Process 81

Martech

FEBRUARY 3, 2025

Look at your marketing stack. That sprawling collection of tools tells a story of ambition, necessity and maybe a little FOMO. Some 14,106 martech solutions are competing for your attention, a staggering 27.8% jump from the prior year. They overlap. They collect dust. They refuse to play nice with each other. And every month, another vendor pitches you the next game-changing solution to a problem you’re not sure you have.

Finance 110

Finance Technology Technology Drivers/motivators 110

Closing Bigger

FEBRUARY 10, 2025

Sales Leadership Podcast Summary with Mike Curliss, President of Sales at Maximizer, and Shane Gibson Keynote Sales Speaker and CEO of Professional Sales Academy. The debate between sales leadership and sales management has been ongoing for decades. Which is more important? Which drives results? The reality is, its not an “either or scenario.” Success in sales leadership requires a balance of both.

Objectives and Key Results 85

Objectives and Key Results CRM Sales Strategize 85

SaaStr

FEBRUARY 1, 2025

Dear SaaStr: How Do The Best Sales Leaders Retain Their High Performers? A few ways Ive observed that the best sales leaders retain the best: They promote the best. You cant promote everyone, but you can almost always promote your best. They make them better. They help make sure their biggest deals close. Even more than usual. They have fun together.

Territory 102

Territory Promote Sales Closing 102

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.

Start-ups