Force Management
FEBRUARY 27, 2025
First principles thinking is a reasoning process used by some of todays top innovators to look at complex problems through a new lens. The concept is based on Aristotles writings about first principles, which he called the first basis from which a thing is known.
Sales Gravy
FEBRUARY 27, 2025
You nailed the pitch. The budget was there. The decision-maker was engaged. So why did the deal go cold? The problem might not be your process. It might be you. Before a prospect buys from you, they have to buy into you. Your professional presence sets the stage for every interaction. First Impressions Matter If you dont make a strong first impression, it wont matter how great your service is.
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Highspot
FEBRUARY 28, 2025
As a sales enablement leader, you worry your sellers are stretched too thin. Instead of building relationships and closing deals, they’re bogged down by administrative tasks, searching for content, and struggling to stay on top of follow-ups. Inconsistent coaching and fragmented workflows only make things worse, causing missed opportunities and slower sales cycles.
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!
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.
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.
Sales Gravy
FEBRUARY 25, 2025
Carolyn is dealing with a dilemma so many sales professionals face this time of year: How do you shake off a mid-winter rut and regain your momentum when its cold, dark, and everyone else seems to be dragging too? On this Ask Jeb episode I offer practical, real-world strategies to help you thaw out from the winter freeze. Whether youre fighting the gloom of early sunsets, the aftereffects of holiday downtime, or the struggle to get your customers back in buying mode, these tips will help you pow
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
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
SaaStr
FEBRUARY 23, 2025
Dear SaaStr: What’s a Good Example of a Monthly Investor Update? The #1 key: design a template that is simple enough you can send it out on the first of the month, every month. That way you will actually get it done. Beyond that, in SaaS, I love a short update that has: Revenue % growth this month, and for last 3 months averaged MRR/ARR Paying Customers, % growth Net Churn, change NPS, change Burn rate, change Here’s an early (and impressive) example the co-founder of Algolia (now at
Sales Gravy
FEBRUARY 23, 2025
Three weeks ago it warmed up here in Augusta Georgia so I played hooky from work to take advantage of the nice weather and play a round of Golf. While I was waiting for the group in front of me to clear the green my phone rang. I answered but I couldnt hear anything on the other end so I hung up. Ten minutes later it rang again with a call from the same number.
Hubspot
FEBRUARY 24, 2025
Objection handling is one of the trickier, more grating aspects of sales life. Pushback is natural and often productive in a sales engagement, but in many cases, a piece of you is going to think, Oh, come on, when a prospect brings up concerns. In those instances, you cant lose composure and run the risk of making critical mistakes, but what can those "critical mistakes" look like?
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.
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.
SaaStr
FEBRUARY 24, 2025
The Market Reality: Integration is the New Must-Have Want to know what’s keeping your prospects from signing? It’s probably not your core product anymore. According to recent data, the average company now juggles 112+ SaaS applications. More critically, G2’s latest research shows integrations have become the #1 consideration for B2B SaaS buyers.
Engage Selling
FEBRUARY 25, 2025
Don’t assume your clients know your value. Instead, show them. In this video, we’re unpacking the power of business reviews – see how they can open the door to more … The post The Power of the Business Review first appeared on Colleen Francis - The Sales Leader.
Salesforce
FEBRUARY 24, 2025
In the rapidly evolving landscape of artificial intelligence (AI), we’re witnessing a Jagged Intelligence in the Enterprise In the rapidly evolving landscape of artificial intelligence (AI), we’re witnessing a fascinating paradox. AI systems continue to shatter performance records on increasingly complex benchmarks, while sporadically struggling with simpler tasks that most humans find intuitive and can reliably solve.
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
Martech
FEBRUARY 24, 2025
For years, the martech ecosystem has expanded relentlessly. We’re now surrounded by an overwhelming array of tools designed to solve specific marketing challenges. However, this rapid growth has introduced significant complexity, turning many martech stacks into unwieldy systems. A new wave of AI-driven agents promises to upend this, offering a more streamlined and efficient approach to marketing technology.
SaaStr
FEBRUARY 26, 2025
So Salesforce has now grown into the active granddad of SaaS. Not moving, er growing, as fast as it once did. But it’s matured into a true force of nature: $40B ARR Growing 9% 33% Non-GAAP Operating Margins (19% GAAP) Generating $13B of free cash flow a year!! Perhaps most importantly, Salesforce has leaned deeply into AI … and while the usage is impressive, so far it hasn’t materially changed growth.
Sales Hacker
FEBRUARY 24, 2025
Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies.
Salesforce
FEBRUARY 24, 2025
Running a small and medium business (SMB) means balancing all the things marketing your brand, building loyal customers, and keeping your team on track. As your business grows, so do these challenges. Thats where software-as-a-service customer relationship management (SaaS CRM) yes, its a mouthful can make business easier. Our research shows that small businesses understand the value of CRM systems, with 92% of small marketing teams adopting CRM tools a rate that surpasses mid-market and ent
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.
Martech
FEBRUARY 24, 2025
Im all in on data as a valuable asset to an organization. It enables employees to perform analyses that drive data-informed decision-making. However, collecting meaningful data must be a priority to create this asset. Your intake form is critical to this process after all, garbage in, garbage out applies to operational data, too. Marketers must structure intake to capture the right inputs to tell a compelling data story beyond just KPIs and targets.
SaaStr
FEBRUARY 24, 2025
So as weve discussed recently on SaaStr, at the moment Venture Capital is in a bifurcated world. Big AI Growth rounds are absorbing enormous amounts of capital, a record amount. But ordinary B2B VC deals are down. We saw that across 2024 per EY and other data here: Whats Really Going in Venture Today: Deals Are Down, But Big AI Dollars Are Up. Per EY.
Hubspot
FEBRUARY 26, 2025
Have you ever wondered how businesses avoid buying too much or not enough inventory? I have, and my curiosity was enough to make me look into how businesses use inventory forecasting to predict demand without incurring the costs of unsold products. Typically, when Im thinking about something, you can find me Googling it in the middle of the night. As it turns out, theres a whole industry behind predicting inventory needs.
Partners in Excellence
FEBRUARY 26, 2025
We live in a world of constant disruption and change. It can be distracting as we struggle to understand and respond, or as we try to figure out how to leverage the disruption to better achieve our goals. We become focused on the change, the technologies, the new approaches/ideas, tools. We tend to be attracted to “bright shiny objects,” or the miracle cures, or the “secrets to my success.” And this is natural and, sometimes, helpful.
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.
Martech
FEBRUARY 24, 2025
Third-party tools have always been valuable in B2B PPC, but in 2025, theyre essential. With third-party cookies fading, cross-channel attribution still a mess, and competitors constantly pivoting, advertisers who rely only on platform-native tools are missing out on massive optimization opportunities. To stay ahead, you need the right external tools.
SaaStr
FEBRUARY 24, 2025
Dear SaaStr: What are the pros and cons of selling a company? Its complicated. Having a good exit is a special thing. You will make some money, perhaps even life-changing money. It will prove you can do it. It will Level You Up in the hierarchy of founders. You will have beaten the odds, and be a winner. At least by any normal standards. But as time goes by … you may see it all differently: You may see you only get so many at-bats.
Hubspot
FEBRUARY 26, 2025
As someone who does not have an MBA or finance degree, Ive never conducted revenue forecasting. And, frankly, it sounds intimidating as someone who is also not mathematically inclined. But, I know how critical a role revenue forecasting plays in a companys financial planning as it helps to understand the businesss potential growth, identify market opportunities, and determine resource allocation.
Partners in Excellence
FEBRUARY 27, 2025
A thoughtful LinkedIn Post (I know, I know, it’s a rarity), addressed the tendency of managers to “over control” the way sellers work. Too often, we see rigid processes and managers demanding compliance, and constant/dysfunctional micromanagement. Yet every situation is different, in the best sellers agilely adapt what they do to achieve the goals.
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.
Martech
FEBRUARY 26, 2025
Many assumeLinkedIn Ads is an easy-to-use platform: just set your budget, pick your audience, and let the leads roll in. But small mistakes can add up quickly, costing your organization thousands with little to show. This article breaks down five of the most common LinkedIn Ads mistakes from targeting missteps to overlooked settings and how to fix them. 1.
SaaStr
FEBRUARY 26, 2025
The 5 Key Things You Need to Know About Modern Go-To-Market Adam Gross, former CEO of Vimeo and Heroku and and veteran of Salesforce and Dropbox joined SaaStr Annual for a deep dive on the evolution of SaaS go-to-market strategies. What he shared was pure gold for any SaaS founder trying to navigate the complex world of GTM motions. 1. Why PLG Matters More Than Ever First, let’s talk numbers.
Heinz Marketing
FEBRUARY 28, 2025
By Sarah Threet , Marketing Consultant with Heinz Marketing B2B marketers often struggle with defining an Ideal Customer Profile (ICP) that is precise enough to drive meaningful engagement and revenue. Heinz Marketings recent Predictable Pipeline Benchmarking analysis reveals that, on average, companies rate the maturity of their Target Market at 2.42 out of 5highlighting a widespread struggle with evolving past an “ad-hoc” approach.
Salesforce
FEBRUARY 26, 2025
If you could automate all the things that kept you from doing the work that you loved most, you would, right? Us too. We get it, running a small and medium-sized business (SMB) or startup can be demanding. Keeping up is tough with customer expectations, managing sales, marketing, and day-to-day operations, it can feel like juggling balls of fire on a unicycle.
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