Sat.Aug 06, 2022 - Fri.Aug 12, 2022

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5 Strategies for Leading Sales Teams Through Times of Uncertainty

Cerebral Selling

Since March 2020, the world has been in a state of constant change and uncertainty. We’ve seen the splintering of society with the pandemic, politics, issues of social injustice, the great resignation, and now, inflation and recession. For salespeople, the pendulum has swung – from pandemic-driven job losses all the way to labor shortages that fueled a candidate-centric recruiting market, back to the current climate of fiscal tightening and unfortunate layoffs.

Sales 226
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A List of Sales Best Practices

Iannarino

There is a time to work on improving your sales approach, and then there is a time to get back to basics. At heart, I am concerned with effectiveness. Sometimes that means explaining the new fundamentals, and other times it means doing a few practices that are necessary to pursue success in sales.

Sales 294
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What Great Salespeople Do Not Do

Anthony Cole Training

I know you have heard it before. You know, the line that goes like this “if you keep doing what you have always done, you will keep getting what you have always gotten.” As a coach, the most development I have seen in salespeople comes when they alone decide enough is enough which leads them to make changes. And sometimes those changes are hard to make.

Sales 294
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6 Tips to Create a Winning Cannabis Customer Experience

Sales Pop!

Cannabis customers come in all shapes and sizes. Some are first-time users; others are long-time enthusiasts. Some seek relief from a medical condition, while others just want to relax and have a good time. However, regardless of their reasons for using cannabis, all customers expect a positive experience when patronizing a dispensary or online store.

Customers 243
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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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10 Salesforce Adoption Tactics & Why They’ll Work for You

Veloxy

Veloxy is a powerful Salesforce automation platform for streamlining the sales process and accelerating sales cycles. It includes a Salesforce inbox sidebar, smartphone access, sales engagement, and Ai-power lead qualification. In fact, Veloxy has been found to reduce or eliminate non-selling activity tied to Salesforce by as much as 90%. This makes it popular among sales managers and engineers, especially those most interested in improving Salesforce adoption.

Contact 189
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How to Raise Your Sales Volume

Iannarino

If you want to increase your sales volume, you will need to pursue one or more of these eight strategies.

Sales 277

More Trending

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Personalize Your Prospecting

Sales Pop!

How to Personalize Your Prospecting. In today’s world, we’re always looking for the next easy way out. Shortcut culture has invaded, and not always for the better. Automation has become a great tool in many regards, and technology has definitely been a huge factor and great resource in the sales world, but it can’t compensate for the human to human connection, especially when it comes to prospecting.

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Whatever happened to customer journey orchestration?

Martech

Five years ago, it seemed like customer journey orchestration technology was having a moment. . Since then, the marketplace for standalone journey orchestration engine (JOE) platforms has receded. A plateau in sales and numerous vendor acquisitions absorbed nearly all the independent JOE vendors. What happened, and what does it mean for you, the martech leader?

Customers 137
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What Is B2B Sales?

Iannarino

The best way to answer the question "What is B2B sales?" is to compare it to other types of sales. The term "B2B sales" means a business is selling to another business. This term differentiates this type of sales from B2C sales (business-to-consumer) and B2G (business-to-government).

B2B 275
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Stop Using These 5 Wimpy Words and Close More Sales

SalesProInsider

Words are powerful. And the words we choose to use during our sales conversations can make or break the opportunity to close that sale and help that person. Our words have the power to “make” the experience good, bad, or indifferent for that prospective client. Our words allow us to educate, excite, remove fear, and gain commitment as well as provide clarity, comfort, and hope.

Closing 133
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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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Dear SaaStr: How Long Does It Take the Average SaaS Startup to “Exit”?

SaaStr

Dear SaaStr: How Long Does It Take the Average SaaS Startup to “Exit”? I took a look a little while back at how long it took the average SaaS company that was sold for $1B+ to get that acquisition. The answer? 11.7 years on average, with a median of 10.0 years (maybe the better metric): The fastest of the bunch was Divvy’s $2b+ acquisition by Bill 5 years after funding.

B2B 131
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How to Write Effective Content Briefs for Blog Writers

Sales Pop!

What Is a Content Brief? You’ve reached the point where you’re ready to get someone else to do the writing heavy lifting! Congrats! The issue is, they’re not in your brain. They don’t know exactly what it is you want them to write. You need to learn how to write effective content briefs for your blog writing team. That way you’re going to receive the content you want, to your specifications with minimal editing required.

Start-ups 130
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How to Close the Deal

Iannarino

There was a time when the most important training a salesperson would receive was concerned with closing. During that period, selling was much more transactional than it is now, and the language was quite different, in a bad way.

Closing 272
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G2 Review: “Sometimes, Salesforce Customer Service Will Disappoint You”

Membrain

Our team here at Membrain takes our customer reviews seriously. We see them as an opportunity to understand the customer perspective directly - what’s working, what’s not working, how we can improve, and how we can deliver more of the value that our customers actually, well, value.

Service 127
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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 Should I Do after a Failed Startup? Get a Job or Try Again?

SaaStr

Dear SaaStr: What Should I Do After a Failed Startup? Get a Job or Try Again? If it “failed” after < 12 months or so, even 24 months, it doesn’t matter too much. No one will care either way. And there’s no need to explain yourself, apologize, or feel like a failure. No need. Dust yourself off, and decide if you want to do another one. And if you do — the key is, just consider that one-year start-up an experience.

Start-ups 130
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The importance of customer experience in the cannabis industry

Sales Pop!

Do you have a new cannabis business and want to know how to give your customers the best experience possible? Do you want to know why customer experience is so important, especially in the cannabis industry? When it comes to a new industry such as the cannabis industry, customer experience is one of the most important things to pay attention to. The customer experience can determine many different outcomes for a business, especially with a cannabis business.

Customers 130
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How to Improve Your Sales Approach by Changing the Order

Iannarino

There are certain B2B sales conversations that are important to both the salesperson and their prospective clients. One of the reasons salespeople struggle to create value for their contacts is because the sequence of the conversations doesn't match their client's needs. Could improving your sales approach be as simple as changing the order of the conversations?

Contact 268
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3 content challenges and how marketers can overcome them

Martech

The stakes have never been higher for marketers and agencies to produce striking content efficiently. There are also more challenges than ever to the content production process because the number of channels have increased dramatically. “[Content] plays a critical role in attracting new customers as well as fostering existing customer relationships,” said Anthony Welgemoed, founder and CEO of creative work software company Ziflow at The MarTech Conference.

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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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Adding Payments and Fintech to SaaS Can Be Great. But You Gotta Watch the Margins.

SaaStr

So in the Boom Times of later 2020 and 2021, almost every VC pushed SaaS companies to at least become a little bit of a fintech. Why? It seemed such an easy way to bolt on more revenue to an underlying SaaS platform. And indeed, sometimes it can be. Shopify now gets 2x the revenue from payments and merchant services than it does from SaaS subcriptions.

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How VDR Solutions Can Help with 5 Amazing Use Cases

Sales Pop!

Information security in the realities of 2022 is at the peak of relevance. Interest in solutions for secure work with data against the backdrop of endless attacks and leaks is constantly growing. ?ompanies are increasingly turning to virtual data rooms as a means for secure workflow. We have already discussed data room software in our previous articles, but we offer to refresh our memory, as some of our dear readers may not yet be familiar with this technology.

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Value-Based Conversations

Iannarino

If you want to create and win more opportunities, value-based conversations will do more than anything to differentiate you from your competitors and fill your pipeline. A large percentage of salespeople have been taught to pursue conversations they believe will help them to win new clients, with most of these conversations working against the salesperson's goals.

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Right People Right Seat

Heinz Marketing

By Payal Parikh , Director of Client Engagement and Head of Growth at Heinz Marketing. Do you have the right people in the ‘right’ seats in your organization? What about in the marketing organization? What about your team? Having the ‘right person’ in the correct position is crucial for your organization’s success. So what does it mean? Lets break it down in two parts: Having the right person.

Pipeline 122
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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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Why Some VC Investments Work Out, and Some Don’t. What I’ve Learned.

SaaStr

Investments I've made that didn't work out: – Momentum investment – CEO a bit of bulls**t artist – CEO good at sales but weak product team / CTO. Investments I've made that had so-so outcomes: – CEO not better than me – CEO couldn't control burn rate – Not really SaaS. — Jason 2022 SaaStr Annual Sep 13-15 Lemkin (@jasonlk) August 6, 2022.

Start-ups 123
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5 Important Ways to Get Back On Top of Your Finances

Sales Pop!

Finances are a challenge for everyone. No matter how much you consider yourself to be a pro when it comes to managing money, there will always be unexpected costs and surprises that keep popping up. But don’t worry! If you’re feeling like you’ve got all your ducks in a row but find that you’re still struggling to manage your money more effectively, I’m going to present five important ways that can help you get back on top of your finances. 1.

Finance 130
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How to Practice a Value-Based Selling Approach

Iannarino

If you want to create and win new opportunities, you must ensure you practice some form of a value-based selling approach. Those who don't understand what clients perceive as value in the sales conversation will have a difficult time succeeding in B2B sales. A client that finds the salesperson unable to create value will likely dismiss them after a single meeting, continuing their search for someone more helpful.

Sell 267
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6 martech contract gotchas to be aware of

Martech

Having worked at several organizations and dealt with many more vendors, I’ve seen my share of client-vendor relationships and their associated “gotchas.” . Contracts are complex for a reason. That’s why martech practitioners are wise to lean on lawyers and buyers during the procurement process. They typically notice terms that could undoubtedly catch business stakeholders off guard.

Contract 120
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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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Dear SaaStr: How Much Equity Do You Give to Extremely Early Employees?

SaaStr

Dear SaaStr: How Much Equity Do You Give to Extremely Early Employees? It’s a tough one because they really do deserve a lot. But the pie only adds to 100%. You really want to give the early folks a ton. At least — the very best ones. But it only adds to 100%. So my rough rule: Do 3x what you’d otherwise do if it’s super early , i.e. pre angel funding, pre product, pre revenue, etc.

Price 121
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Must Read - How a 15% Corporate Minimum Tax Will Impact Companies and Sales Teams

Understanding the Sales Force

You may have read that the latest legislation out of Washington DC provides $80 billion for the hiring, arming and training of close to 80,000 new IRS (Internal Revenue Service is the US Tax Agency) agents to nearly double the size of the agency. Did you catch the part about arming IRS agents? Wow. That makes the IRS larger than the State Department, Customs and Border Control, the FBI (Federal Bureau of Investigation) and the Pentagon (Military) combined.

Closing 118
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Intangible Benefits Aren’t

Engage Selling

Are you converting intangible benefits into tangible ROI? The post Intangible Benefits Aren’t first appeared on Colleen Francis - The Sales Leader.

Sales 118
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Invoca announces new integration with Five9

Martech

Conversational AI platform Invoca announced a new integration with Five9, a cloud contact center solution. With this integration, CX-focused businesses who use Five9 will be able to support more intelligent conversations between call agents and customers. They’ll also gain new capabilities to pull intelligence and insights about the overall customer journey.

Campaign 119
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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.