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The sales management activities that we perform today create the results that we achieve today. What activities are you doing now that are creating your current unsatisfactory results? How can you change them?
“I like the sound of your solution, but I’ve already spent a lot of money with this vendor, so we’re going to keep trying to make it work.” “You seem to have built an impressive solution, but we really put a lot into our in-house solution, and even though it’s not working right now, we like it, so we’re going to keep building on it.”.
We had a request for some data from one of our longtime partners. My knee-jerk reaction to her request was that it would be a big nothing burger. She asked for data that would show the difference between salespeople who are goal oriented and those who are not. I did not expect much of a difference except in the area of Motivation but I was wrong. Very wrong!
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.
Back in the days, students and knowledge-seekers used to choose a guru. One man that can teach everything from skills to the meaning of life. Now the time has changed, and one guru is not enough! You have to suck every drop of knowledge from industry leaders to be in the legend league. Especially in sales, you need to know everything best and worst of the industry, from news to new sales techniques.
Aaron Levie and Karen Appelton, his ex-head of partnerships came to the 2018 SaaStrAnnual.com to talk partnerships and one point on “free” deeply resonated with me. Aaron said he wished his API could be 100% free for everyone , for everything. He said he lamented that the reality was that wasn’t practical for Box’s current business — but he wished it could be.
Aaron Levie and Karen Appelton, his ex-head of partnerships came to the 2018 SaaStrAnnual.com to talk partnerships and one point on “free” deeply resonated with me. Aaron said he wished his API could be 100% free for everyone , for everything. He said he lamented that the reality was that wasn’t practical for Box’s current business — but he wished it could be.
Have you spent money on sales training without seeing rewards? Are its promises of increased revenue and the vision of stress-free management evaporating? Well, you are not alone.
Win-win negotiation is the way to go…except in one situation: when the buyer has their hand in your pocket. Whether they're doing it intentionally or just out of habit, sometimes buyers try to push down seller prices just to see if they can. When they do, you should counter with value , but you also have to signal as you respond, "That won't work. I know what I'm doing.
A century ago, Edward Noble sold billions of Life Savers in a few years with a different approach to marketing mints. The post How One Simple Strategy Changed the Candy Industry appeared first on Neuromarketing.
Type ‘business reviewing sites’ on Google’s search and it will give you many results such as G2 Crowd, SiteJabber, Capterra, Yelp, HundredX, Manta, Zomato, TripAdvisor. Oh, there are seriously too many reviewing sites for anything and everything on the internet. Besides these sites, how can we forget the popular social media sites like Facebook and Twitter, where hundreds of customers post their positive and negative feedback.
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.
‘Tis the season of packed yoga classes, downloadable budget templates, and book recommendations. Whether you’re the type of person who sets resolutions or not, there is an undeniable sense of self-improvement in the air. Maybe you’ve set some goals, but they lean more professional than, uh, sweaty. If you’re looking to level up your sales career in 2020 but don’t know where to start, we suggest checking out one, two, or all three of the must-read books listed below to get you equal parts inspire
I’ve had the honor of serving on a handful of nonprofit boards recently, and the features of Boardable make communication, decision-making and efficiency far easier. Especially for boards that don’t meet as often or come from disparate locations, Boardable makes it easy to put all key documents, polling tools, scheduling and more in one place. From governance to parking lots of great ideas, it’s a great system and huge time saver.
I’m a great fan of Ray Dalio’s, Principles. Today, he posted one of his principles: 1+1=3. The principle is that people collaborating effectively can accomplish more together than they can individually. (For those of you that got MBAs in the 80s/90s, the “management speak” of this concept was “synergy.”). When I see high performing organizations, one of the characteristics is this concept of synergy.
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
Your organization has a unique culture. Good or bad, planned or not, it does. And as a leader, it’s your responsibility to lead by example and help shape the company culture. So, how do you know if you’re doing the right things as a leader to make your sales culture an asset, rather than a liability? As a head of sales and senior leader, these are questions I get asked a lot.
By Winfield Salyards , Marketing Coordinator at Heinz Marketing. In August of 2019, the Business Roundtable published an update to the Purpose of the Corporation. This update expressed a fundamental commitment to all stakeholders, including customers, employees, suppliers, communities, and shareholders. This moves away from the long-standing view that the prime directive of a corporation was driving shareholder profits.
As a writer who loves covering emerging technology and human being, I'm surrounded by technology. Each morning, I wake up to my Amazon Echo's alarm and ask Alexa about the weather. On my train ride home from work, I'm taking Snapchat selfies using AR filters. When I get to my house, I ask Alexa to turn the lights to a specific hue. Then I ask my smart TV to launch Netflix or play a basic VR game on my Google Cardboard.
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.
It’s still early — the 2020 SaaStrAnnual.com isn’t until March 10-11-12 in the SF Bay Area — but we can already start seeing some of the hottest VC sessions at Annual. There will be almost 1,000 (!) VCs at Annual and folks will be handing out term sheets! A bunch of sessions aren’t even up yet — for example, we just added David Wadwani, ex-CEO of Appdynamics, now the newest partner at Greylock — so take these trends with a grain of salt.
Many in the business world would agree. Desire for continuous outperformance is an imperative of any fast-growing company. But like the great athletes of our age, modern leaders know growth doesn’t come from pure luck. Excellence starts behind the scenes. In this guide, we’re pulling back the curtain to show you what goes into defining, achieving, and maintaining sales excellence and will answer such questions as: What is sales excellence?
The sales discovery call is one of the most important parts of the sales process , because it can be the difference between starting a new relationship with a client or revisiting the process for a new potential client. But what is a discovery call? And what should you do on your discovery call to ensure you succeed? In this article, you’ll learn: The definition of a sales discovery call.
For the last three years I’ve been an architect on the Hipchat team working remotely, with the rest of my team working far, far away from me in San Francisco and Austin. People talk a lot about remote work these days, but as with most things, you never truly know until you’ve experienced it. I’ve learned quite a bit about remote teamwork along the way as an architect and developer.
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.
But while the philosopher’s stone is a legend, research shows that mapping the success patterns of high performers can create a more effective salesforce. The key is combining the right technology and processes — and applying them at scale. To show you how it’s done, we spoke with JP Mantey, Director of Sales Enablement and Culture at Icertis.
Q: What are some of the most common techniques used by salespeople? In SaaS, I think the most common one I see is simply lying to a buyer that doesn’t know software. I see this all the time: For example, a little while back, someone on our events team bought a piece of software that the sales rep promised him integrated with everything in our stack.
Blogs are all about you — what you want to write about, create, and share with the world. That's probably the best part about them:the opportunities are endless. You've probably come to this post because you know you want to start a blog, but have no idea what you want to write about, or how your blog can stand out against the millions of others published on the internet.
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.
By Matt Heinz , Founder and President of Heinz Marketing. Don’t get me wrong, customer personas are a great start. If you have documentation on who your customers are – their roles, their objectives, their tendencies and needs – that’s a solid foundation. Unfortunately, many personas just aren’t actionable. In other words, looking at many one-page personas we see on a regular basis, there isn’t a clear next step.
Q: What key things should a SaaS startup focus on to grow from 500k-1M ARR? The simplest way to go from $500k to $1m ARR is to treat every prospect like a king or queen. Like they are the single most important prospect / customer in the world. Even for a $49/mo deal, spend 10 hours with them if they need it. Tune the product. Provide 24×7 support.
According to a report from Mention, roughly half a billion tweets are published on Twitter every day. The platform, which enables you to tweet out your thoughts or content in under 280 characters, is swirling with constant conversations about trends, news, and other insights. With all of these tweets, thoughts, discussion threads, and trending hashtags, it can be hard to cut through the noise and find content around topics you're actually interested in.
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.
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