Sat.Jun 18, 2022 - Fri.Jun 24, 2022

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5 Proven Tips That Can Increase Virtual Sales

Anthony Cole Training

Many people prefer purchasing things online nowadays. In fact, three-quarters of surveyed buyers prefer virtual sales over traditional sales. If virtual selling is already part of your business strategy, you might want to ramp your efforts up. Here are 5 proven tips to help you increase virtual sales.

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5 steps to martech stack success

Martech

There are many reasons marketing technology fails to deliver on its promise. Among the biggest are the questionable tactics of some vendors’ sales teams and customers who aren’t prepared for them. What follows is a way to be sure you’re prepared. In 2020, Real Story Group managing director and analyst Jarrod Gingras wrote about martech vendor bullying.

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The Invisible Sales Manager

Iannarino

A sales manager needs to be seen and heard if they are going to lead their sales force. One of the downsides of our technologies is that the salesperson can monitor their sales force's results over long distances. For as long as there have been CRMs, salespeople have feared their sales manager would act as Big Brother, monitoring their every move, tallying up their activities, and micromanaging their efforts.

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New Email Security Feature in Pipeliner CRM

Sales Pop!

In the past, there have been concerns that private email within CRM could be seen by other users who shouldn’t see it, because email in CRM has been accessible by any user. We have just released a new email permissions feature for Pipeliner CRM that will ease anyone’s mind about integrating email with CRM. With Pipeliner’s new Email Permissions feature, companies can now decide how they want email to be shared, within CRM, with others within the company.

CRM
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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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Understanding the Customer Buying Motives

Anthony Cole Training

Knowing and understanding your prospect's buying motives allows you to make better decisions on whether to engage and pursue a potential sales opportunity.

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What is Team Selling and Why it Matters Post-Pandemic

Veloxy

Before the pandemic, Salesforce found that most customers were demanding a team selling approach to satisfying their needs. Fast forward to today’s post-pandemic business world, and our research shows that sales teams are starting to put the customer experience first—and team (or collaborative) selling is an integral part of that sales plan. What better way to satisfy the rising standards of customers than by inviting more trusted advisors from other departments into the sales process , such as

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What’s Important to Your Buyer?

Force Management

Companies that drive significant growth in their markets all have one thing in common — cross-functional alignment around buyer value and solution differentiation. Through a conversation on the Revenue Builders podcast , Chief Marketing Officer at TripActions, Meagen Eisenberg shares why generating this company-wide alignment is critical, “To fight for larger players and enterprise deals, the entire company needs to know the value your solutions drive for your customers and understand how to dev

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Critical Selling Skills – 5 x Must Haves

The 5% Institute

In this article, we’ll uncover five powerful critical selling skills to help you consistently close more sales. Whether you’re a Sales Professional, Business Owner or Entrepreneur; these details will help you win more sales in a consultative way. Read on to learn our recommended critical selling skills, and how and why you should implement this into your sales strategy.

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Salespeople close 172% more doing this to sell value

Membrain

Here’s a startling fact you may not know: Salespeople who uncover budgets are 172% more likely to close business than those who do not. This stat drives home the point that you must have a sales process that includes money discussions early in the conversation and you must help salespeople sell value by being more comfortable having those conversations.

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Why Legacy Salespeople Lose to Truly Consultative Salespeople

Iannarino

The primary challenge in sales today is that the legacy approaches don't position the salesperson appropriately in the first meeting. Instead of positioning the salesperson as a business advisor with expertise in their industry, legacy approaches position them as someone who provides information about their company and their products.

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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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In The End, The “Covid Boost” in SaaS Was a Bust

SaaStr

Almost every category of SaaS exploded during the lockdown, but three saw just crazy boosts: Zoom went from $1B to $3.5B in a year! Shopify accelerated to 110% growth at $3B ARR! DocuSign’s billings growth accelerated to 61% at %1.5B ARR ! Incredible boosts, and their stock prices went on a tear. We’d never seen revenue acceleration like this ever in B2B software.

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Predictable Revenue And Wild Assed Guessing

Partners in Excellence

Predictable Revenue, a concept popularized by Aaron Ross in the first edition of Predictable Revenue (2011), is important. It’s important to us, perhaps to forecast commission earnings and when we might buy that new car or go on the big vacation. It’s important to our managers to know whether we are going to make our revenue commitments in the organization.

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PepsiCo’s strategies for marketing via online games and esports

Martech

Marketers have never had more opportunities to break into in-game advertising, due to the growing number of users and the evolving technology for brand placements. PepsiCo has a vast portfolio of beverages and foods, and Paul Mascali, PepsiCo’s head of gaming and esports, has put together a multipronged marketing strategy to connect the right products with the right customers in the right game environments.

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Who Am I To Tell My Client What To Do?

Iannarino

The concept of being One-Up means you believe your client is One-Down as it pertains to decision-making and the better results they need help producing. It doesn't mean that your client isn't One-Up in other areas, and it doesn't suggest that you are always and forever One-Up, as you are One-Down in all the areas where you lack the knowledge or experience that would make you One-Up.

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Welcome to the Future of Hospitality: Smart Rooms Start Here

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

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Dear SaaStr:  What Was The Best Advice You Ever Got From an Angel Investor

SaaStr

Dear SaaStr: What Was The Best Advice You Ever Got From an Angel Investor. The best advice I ever got from one of my angel investors: Stop feeling sorry for yourself. I went to meet with one of my angels and mentors when things were probably toughest at my last start-up. My co-founder had walked out the door. We had about 4 months left of cash. I was out of ideas.

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Flexible Persistence

Partners in Excellence

Reading an outstanding article by Reid Hoffman, False Choices , one term leaped out to me—flexible persistence. It’s such an important and powerful concept. As sellers and managers we get, possibly to a fault, the concept of persistence. We know that success is based on constant and consistent execution of our strategies. We know we will face challenges and resistance–from our people and customers, but that we can’t give up.

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Why clean data is key to organizational success

Martech

The lack of clean data is one of the main issues affecting digital brands today, making it difficult for marketing teams to effectively target and engage with audiences. In his recent presentation at The MarTech Conference (scroll down to watch the video of their session), Jack Pritchard, account manager at Peachtree Data, highlighted the necessity of organizing this information. “You need data quality and hygiene to be closer to where that marketing strategy is,” he said. “The

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The Phone First Sales Organization

Iannarino

Every day, many thousands of salespeople send emails to their prospective clients. Their sales leaders allow their teams to send these emails, and what is worse, many count those emails as a prospecting activity. It is counted even if the message found its way to the contact's spam filter or was deleted without as much as a cursory glance.

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Breaking The Commerce Bottleneck: Your SAP Exit Plan Starts Now

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.

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Join SaaStr and the CMOs of Salesforce, Box, Attentive and More at Mutiny’s The Second Lever

SaaStr

Mutiny is putting on a focused and exciting digital event on July 13 on the latest in funnel conversion, and how marketing connects to revenue. I’ll be leading a deep dive with the CMOs of Salesforce, Box and Attentive (wow) and the rest of the sessions are strong. Sign up for FREE here : What is The Second Lever? The biggest challenge marketers face is the disconnect between marketing activities and revenue.

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The Move to Inside Sales | Sales Strategies

Engage Selling

???????? One of the shifts we’re noticing in today’s marketplace involves the move to inside sales. Field sales reps are doing more inside sales than ever before. So, those of … Read More. The post The Move to Inside Sales | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

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Facebook agrees to revamp adtech over discrimination charges

Martech

Facebook’s parent company Meta will revamp its targeted advertising system following accusations it allowed landlords to run discriminatory ads. This is part of a sweeping settlement to a Fair Housing Act lawsuit announced Tuesday by the U.S. Justice Department. This is the second time the company has settled a lawsuit over adtech discrimination issues.

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On Persuasion and Convincing Clients

Iannarino

There must be something in the water that is causing salespeople to suggest in writing their new desire to avoid persuading or convincing their clients to do something. Let's call this phenomenon "the super conscious salesperson." This newfound morality sounds nice, but it undermines a salesperson's obligation to provide the counsel, advice, and recommendations that would ensure the client succeeds in improving their business results.

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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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10 Common Misconceptions About Getting Funded

SaaStr

Q: What are some common misconceptions about funding a startup? A few: Things are magically better when you get funded. It helps a bit, but in the first few rounds, you rarely raise enough to let you hire everyone you want, do every campaign you want, etc. It helps, but it’s not a radical change. You often overspend after raising your first round. Startups that have never raised a funding round often overspend right after.

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The 10-Point Strategy for Leading Sales Teams in a Recession

Sales Hacker

In my newsletter several weeks ago, I hypothesized that we may experience a recession. It is our job as leaders and sales professionals to prepare for such an eventuality. You don’t want to be caught off guard and find yourself in the dangerous place of being reactive. Well, it looks like the likelihood of a recession is a lot higher. According to the Financial Times , the UK economy shrank in March by 0.1%.

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Yahoo and DIRECTV open up addressable TV and streaming inventory

Martech

Yahoo and DIRECTV announced a partnership for advertisers looking to bridge the linear and CTV divide, making 25 million TV households addressable for advertisers using the Yahoo DSP. The partnership includes DIRECTV Advertising, DISH Media and Fios, adding to Yahoo’s CTV reach of 80 million households in the U.S. DIRECTV Advertising will be available through Yahoo beginning in Q4 2022.

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Prioritize the Fundamentals

Iannarino

The Consumer Price Index (CPI) reached 8.6%, the highest inflation recorded in the last four decades. Energy prices are up by more than 34%, food is up more than 10%, and the average price of an apartment just reached $2,000. The Federal Reserve has raised rates twice, each time increasing it by 0.50, with another increase of 0.75 announced on June 15, 2022.

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Automation, Evolved: Your New Playbook for Smarter Knowledge Work

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.

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10 Things That Make Your Investors Lose Confidence

SaaStr

These are Strange Times Indeed in SaaS and Cloud. The best SaaS companies from Datadog to Snowflake to HubSpot to Salesforce are growing faster than ever, even past $1B or more in ARR. And yet, the stock market has taken a big tumble, leading among other things to dramatic change in the VC ecosystem. Venture funding almost overnight gotten twice or more as hard, often at half or less the valuation.

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Convert Consistently with Customs and Connections: Meet the Commanding Tribe

SalesProInsider

You may hear these questions in your sales conversations: Why is that? What does the research show? These are two questions a buyer who is in the Commander Tribal Type may ask during your sales interactions. And they are the focus for this installment of the series: Convert Consistently with Customs and Connections. This is your introduction to the Commander Tribe, including the descriptors, clues to look and listen for, and tips for selling with them.

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Are you still using spreadsheets to manage your work? Take our poll

Martech

Earlier this year, revenue orchestration platform LeanData released a report suggesting that lead management remains a “heavily manual” process. Based on a survey of more than 1,700 sales, marketing and operations professionals, the results showed that, despite all the talk of digital transformation, the number two challenge for revenue teams was too many manual processes and not enough automation (the number one challenge was insufficient pipeline).

B2C
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On Doing Whatever It Takes Featuring Brandon Bornancin

Sales Gravy

Are you willing to do whatever it takes to reach your goals and dreams, build your business, climb the sales leaderboard at your company, or bounce back from failure? Lot's of people have dreams but few actually grind it out and turn those dreams into reality. The good news is that you can defy the odds to get everything that you want in business and in life if you are willing to do whatever it takes.

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Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.