Sat.Mar 28, 2020 - Fri.Apr 03, 2020

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Is This The Beginning of the End of the Bay Area as The Global HQ of SaaS?

SaaStr

Things are so crazy right now, and beyond that, the pace of change is almost incomprehensible. Zoom has grown 20x in usage in a little more than a month. But at the same time, we added 6,000,000 new to the unemployment rolls. SaaS for some industries is being decimated in just a week or two. In other cases, unexpected upgrades and leads seem to come out of nowhere.

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How to prepare your sales team for bounce-back after the crisis

Membrain

Most of Europe and the United States has been in a state of response to the novel Coronavirus pandemic for a few weeks now, and most of us are settling into a new sense of “normal.”.

Sales 143
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“How Can I Help?”

Partners in Excellence

One of my sources for blog topics is my friend, Brent Adamson. The other evening, Brent and I were trying to solve the problems of the sales world. I actually think he was trying to escape the “shelter in place” lifestyle we have adopted. One of his daughters was downstairs exercising, the rest of the family was some place else in the house.

Contract 140
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The Difference Between Gap Selling and Solutions Selling

A Sales Guy

Gap Selling has been out for over a year now and one of the most common questions I’m asked is, how is Gap Selling different than Solution Selling. Understanding how often I get this request, I thought I’d share my thoughts here and help folks understand they differ. To illustrate, I feel it best to point to an article in the Harvard Biz Review , written by the authors of the Challenger Sale.

Sell 136
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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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VCs or Founders: Who Makes More?

SaaStr

What has a higher chance of making you money, being a venture capitalist or a startup founder? VCs have a much higher chance of making good money. There own investors (“LPs” or Limited Partners) pay them for a decade more than fairly to manage their investments, no matter how well or poorly they perform. But — truly great founders make the most by far.

Meeting 138
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Make the Right Call Now to Win Business Later

SalesProInsider

Have you heard the saying, “People don’t care how much you know until they know how much you care?”. Now is the time that we should be keeping that mantra in mind as we proactively use these next weeks to reach out to people and set the stage for helping them, strengthening our relationship with them, building trust, and earning the right for business in the future, whether that’s short term or long term.

Referrals 135

More Trending

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8 Marketing KPIs that Keep Your CMO Up At Night

G2

The first page of the marketing bible reads: “measure your KPIs”.

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A Pause is Better Than a Cancel. And A Downgrade is Not Churn.

SaaStr

Many of you will come under a lot of pressure these days to pause accounts, to downgrade accounts, and more. It’s challenging almost everywhere. And even where it isn’t, there are at least big pockets of customers under severe stress. Should you let folks easily downgrade? Should you let them even pause their account, and pick it up later when their business picks up?

Price 134
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Best CRM software for startups: A guide to entrepreneurs

Salesmate

The days are not far when your sci-fi movie or novels will become reality, especially the pace at which the technological revolution is going. In the last decade, we have witnessed rapid growth in startups and small businesses, yet they still struggle with streamlining their business operations. With technological advancements, businesses are trying to stay ahead of their competitors.

CRM 116
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Finding The Good in Today’s Climate

Engage Selling

Despite everything going on right now with COVID-19, it is possible to find the good in today’s climate. I’ve spoken extensively about the coronavirus outbreak recently.

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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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A Housekeeping List for Marketing

Heinz Marketing

By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing. Remember the movie Groundhog Day ? Life right now feels like we are all stuck in our very own movie, just trying to find a way out of this situation. Unfortunately, it sounds like this is our new normal for a few more weeks or more, so it may be a good time to pivot your marketing focus to refine your current programs and to tackle those housekeeping items you’ve been putting off.

Represent 116
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What To Do When A Customer Wants to Cancel A Contract

SaaStr

In today’s crazy world, more and more vendors are seeing customers that want to cancel annual or longer contracts. What should you do? The simple answer “of course” in that yearly contracts can’t be canceled — per se. That’s the whole point of whatever explicit or implicit discount you give for doing a yearly contract (vs. monthly or quarterly).

Contract 125
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Why You Will Finally Pay the Price of Not Selling Value

Membrain

Given the current circumstances - a Global Pandemic and an economy where so many industries have been shut down or compromised - selling value will be more important than ever.

Price 114
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Your Complete Guide to Over-The-Top (OTT) Advertising

G2

Over-the-top (OTT) advertising has exploded in popularity as more consumers are shifting their attention away from traditional television to digital channels.

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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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5 Mental Health Tips for the Quarantine

Heinz Marketing

By Winfield Salyards , Marketing Coordinator at Heinz Marketing. We live in strange times. With many of us under quarantine and working from home it is important we make sure to take care of not only our physical health but, our mental health as well. Taking care of our mental wellbeing will help us get through the isolation of social distancing and quarantine as well as help our productivity when we work from home.

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5 Free and Discounted SaaS Tools to Get You Through Coronavirus

SaaStr

If you’re feeling the weight of being cloistered in your homes for several weeks now, have no fear Team SaaStr has compiled a list of five great tools that you can use for free to get you through this time! We’ll be releasing several upcoming posts featuring great tools and discounts that our community members are offering right now. 1. SurveyMonkey’s Free Templates.

Price 124
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The Big Negotiation Mistake Most Sellers Make | Sales Strategies

Engage Selling

I have been coaching salespeople on negotiation strategies for over 20 years. And I’ve found sellers consistently make one mistake: they jump too quickly to lower their price even if they’re getting something in return.

Negotiate 109
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How to Secure Budget in the Age of COVID-19

Gong.io

COVID-19 has shaken up every aspect of our lives over the past few weeks. . And sales conversations are not immune. . The Corona Virus has been mentioned in 34% of Gong’s own sales calls in the past four weeks: . * Includes sales development, new business, and post-sales teams. As a result, there’s been an increase in the uncertain language on those calls (7.1%) : Sellers everywhere are hearing uneasiness in the form of a few specific phrases: current circumstances, turbulent times, uncertaint

Pipeline 108
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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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Where to Find Public and Private Small Business Funding in 2020

Hubspot

With the recent passing of a $2 trillion U.S. stimulus package, small business owners impacted by COVID-19 have been given options for low-interest loans, financial assistance, and other aid that can help them in this uncertain economic time. Aside from this stimulus package, a number of private, state and local institutions have also stepped up to provide aid, assistance, and loans to small business owners suddenly facing unforeseen challenges.

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You Need To Zoom With At Least 6 Customers a Week

SaaStr

One long-term theme at SaaStr is Getting on Jets. Something I never really enjoyed, the travel part of visiting customers. But over time I learned two things. First, you learn so much more when you visit customers in person. They tell you things about the product, about what they need, about what they are thinking, that you never get over email or a quick phone call.

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Spinning Your Wheels, A Novel Approach to Time Management (Quarantine or Not)

Heinz Marketing

By Sheena McKinney , Executive Assistant at Heinz Marketing. A few months ago (pre-COVID), the thought of extra time and especially time at home would have conjured up a whole host of ideas and projects I could tackle. You know the kind. When you’re at work you think of things you need to do at home. When you’re at home you think of things you need to do at work.

Intrinsic 101
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5 SaaS Security Concerns and How to Address Them

G2

When a SaaS startup moves to the scale-up phase, a shift often happens.

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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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How Small Businesses Can Take Advantage of the U.S. Stimulus Package

Hubspot

To aid small businesses and individuals impacted by the COVID-19 pandemic, the United States government recently passed three landmark acts, including the largest economic stimulus package in history. The Coronavirus Aid, Relief, and Economic Security Act (or CARES Act) , passed March 27, directs more than $2 trillion to the U.S. economy. The history-making stimulus package allocates funds to citizens, relief-oriented aid, government departments, and businesses of all sizes.

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7 Signs an Angel Investor … May Really Be a “Devil” Investor

SaaStr

What are some signs that an “angel investor” is really a “devil investor”? Some top signs trouble may come later from an “angel” investor: The terms are way, way, way too complicated. To me, this is flag #01 by far. Angel investing should be simple. What matters is price, check size, and maybe, pro rata rights in the next round (if you have a significant amount of capital to invest later).

Price 123
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How Enablement Leaders Can Become Superheroes

Highspot

Events are canceled around the globe. In-person renewal meetings are no longer scheduled. And even handshakes are on hold. The world is going digital like it never has before, and yet quarterly quotas still remain. Now is the time to rise to the occasion to give your sales team the support they need, ensuring that your training and content land internally and drive engagement externally.

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Selling A Solution – Is It Enough?

The 5% Institute

You’ve probably heard of the term selling a solution – but what does it actually mean, and how do you do it correctly? And finally – is selling a solution enough in today’s competitive marketplace? In this article, we’ll look at what selling a solution means, whether it is enough of a fool proof strategy to use when selling, and what you can do to win more clients, and serve more people.

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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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How to Run a Social Media Contest That Gets Tons of Engagement (11 Contest Ideas)

Hubspot

There are so many rules and guidelines and so much planning and preparation involved. A contest could be the best tactic you’ve ever introduced to grow your reach, drive site traffic, and generate leads, but you want to ensure you're doing it right. Here's how you can set yourself up for success with contests on Facebook, Twitter, Pinterest, and Instagram.

Promote 101
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If You Have to Cut — 5 Thoughts On Where

SaaStr

Q: Based on what is going on in the world right now (coronavirus), is this the right time to ask businesses to outsource? Should I keep my cold calling team? What will be the best marketing strategy? There are no easy answers, but we do know one thing: When things come back, you will need everyone great. Marc Benioff said one of his top mistakes was not hiring enough salespeople in 2009, during the peak of the last downturn.

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Selling Through Uncertainty

criteria for success

When speaking to salespeople, leaders, and executives in the past weeks, I've noticed an overarching sense of uncertainty related to the COVID-19 pandemic and its impacts. How long will regional lockdowns last? What’s the potential economic fallout? How will specific businesses and industries cope? In last week's post, I shared best practices for leaders as they guide their teams through uncertainty.

Sell 97
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Do You Want To Be A High Ticket Closer? Find Out How

The 5% Institute

So, you want to be a high ticket closer? High ticket closing is becoming very popular in the world of sales, and for good reason. Being a high ticket closer can have some pretty awesome benefits. In this article, we’ll explore what a high ticket closer is, the benefits of being a high ticket closer, and what your sales process should look like if you’re selling high ticket products or services.

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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.