Anthony Cole Training
FEBRUARY 21, 2025
"Every journey starts with the first step." When it comes to building the confident and trusting relationship associated with a strong seller/buyer relationship, the beginning is especially important. An effective sales pitch should begin with the early "bonding and rapport" part of selling. Finding commonality and relating to a prospect is an important first step.
G2
FEBRUARY 19, 2025
Forget everything you thought you knew about customer service. AI has changed the game entirely, and the strategies that worked yesterday may already be outdated.
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Martech
FEBRUARY 20, 2025
Marketing to a single lead in B2B is like pitching to one person in a boardroom and ignoring everyone else. It doesn’t work. Groups, not individuals, make buying decisions. So why is so much marketing focused on leads or entire accounts as a single unit? The gap between martech capabilities and B2B reality We’re all excited about martech and its constant improvements that enhance our campaigns.
SaaStr
FEBRUARY 21, 2025
The Real Story Behind B2B SaaS Growth: What 2,400+ Private Companies Tell Us About Where We’re Headed 3 Non-Obvious Learnings: Cybersecurity is actually outperforming AI companies in growth rates – and has been since Q1 2022 (something you won’t read in TechCrunch) The smaller the company, the more fixed-rate pricing wins – usage-based pricing doesn’t become optimal until well past $1M ARR (contrary to popular startup advice) The VC squeeze is creating a “sur
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.
Sales Gravy
FEBRUARY 18, 2025
Marcin from Warsaw, Poland asks: What are the top sales trends shaping the future of sales? Our conversation ranged from the impact of AI to the growing importance of a consultative selling mindset in modern selling. Below, youll discover practical insights you can leverage to sharpen your competitive edgeregardless of what industry or region you sell intoand take advantage of these emerging trends.
Highspot
FEBRUARY 20, 2025
Key Takeaways Product training is essential for anyone responsible for taking a product to market. 77% of B2B buyers found their most recent purchase very complex or difficult, emphasizing the need for in-depth product knowledge. Product training techniques like gamification keep teams motivated. Imagine for a moment that you are a buyer investigating a product.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
FEBRUARY 16, 2025
As we gear up for 2025 SaaStr Annual, May 13-15 in SF Bay , we wanted to do a deep dive on some of the best sessions from past Annuals. As Atlassian was crossing $10B ARR, CRO Cameron Deatsch came to SaaStr Annual to share how they build a platform and ecosystem to fuel that growth. 5 Nonobvious Learnings from Atlassian’s Path to $10B 1. The “Anti-Enterprise” Enterprise Model Most surprising insight: Atlassian’s growth challenges conventional enterprise wisdom.
Sales Pop!
FEBRUARY 18, 2025
A lofty goal, for sure. The first sale, of course, is great. But its real value is in its potential as it kicks off a relationship that can lead to continued business over the long term – streams of revenues and profits that fuel growth. But making the relationships sustainable requires focus, commitment and meaningful investments by both parties over time.
Highspot
FEBRUARY 20, 2025
Key Takeaways Reps who anticipate sales objections and approach them strategically build stronger relationships and close more deals. Active listening skills are essential for overcoming objections. Remain prepared because 60% of customers say “no” four times before finally accepting a sales offer. Sarah, a seasoned sales rep, was close to sealing the deal.
Sales Gravy
FEBRUARY 20, 2025
In sales - especially in product knowledge training - were taught from day one how to pitch, how to present, and how to overcome objections. We rehearse our spiels, memorize talking points, and perfect our scripts. But too often we forget one of the most basic truths in sales: The more you listen, the more you learn. And the more you learn, the faster and easier it is to close a deal.
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.
SaaStr
FEBRUARY 16, 2025
Top Posts: #1. Its 2025. There Is No Downturn Anymore. Its You. #2. Lessons Learned Rolling out AI Agents to 16,000+ SMB brands with Gorgias CTO #3. From $1M to $3B ARR: Databricks CRO Ron Gabrisko on Scaling a Revenue Rocket Ship #4. The Arguments For Not Raising at a Unicorn Valuation #5. S-Tier AI is Coming For B-Tier Employees Top VIdeos and Pods: #1.
Hubspot
FEBRUARY 20, 2025
In a previous role selling software, I gained insight into the importance of choosing the right business model. In an effort to appeal to the entire marketplace, from enterprise users to solopreneurs, our product was priced based on usagethe more API calls we had to handle for a customer, the bigger their bill. Unfortunately, selling the product without a minimum price created a situation where a majority of customers placed substantial demands on our support team while contributing very little
Salesforce
FEBRUARY 20, 2025
The year was 2013. In a state-of-the-art kitchen laboratory in Stanford Universitys Robotics Center, surrounded by the whir of servo motors and the aroma of brewing coffee, I observed our latest prototype attempt a command that required multiple, albeit seemingly simple tasks: make me a cappuccino. The robot could execute each step in sequenceidentify and pick up the coffee jar, pour the measured amount into the machines cup, screw it to the espresso machine, press the correct button, measure an
Martech
FEBRUARY 21, 2025
Youve spent hours crafting the perfect ad strong creative, sharp copy, precise targeting. But instead of conversions, youre seeing sky-high CPMs, low CTRs and a budget thats disappearing fast. Paid social media ads dont fail because of the algorithm. They fail because of fixable mistakes weak creative, poor targeting and broken landing pages. In 2025s attention economy, ads that dont grab attention instantly dont get a second chance.
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
Partners in Excellence
FEBRUARY 21, 2025
I listen to a lot of sales calls. Recordings of client sellers in calls/meetings. Sometimes webcasts where someone is talking about call strategies and going through role plays. This week, it was on creating urgency with questions. So much of it begins to look like a game of pint pong. Question… Answer Ask…Respond Query… Reply Inquire…Response Probe… Answer (though I seldom see this level of questioning) Ask…Explain Back…Forth Ping…Pong As I watch
Hubspot
FEBRUARY 21, 2025
Two years ago, my sales pipeline was a mess leads ghosted after the first call, and I struggled to keep track of contacts with notes scattered across multiple tools. Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months. Drawing on my experience with brands like HubSpot and Zapier, Ill walk you through how it works.
Heinz Marketing
FEBRUARY 20, 2025
By Tom Swanson , Senior Engagement Manager at Heinz Marketing Recently, I had another opportunity to engage with DACI as a tool. In my previous post on this topic , my central point was that while RACI is best for discrete projects, DACI functions well for ongoing ownership of processes. While I still believe this to be the case at large, this project gave me some food for thought.
Martech
FEBRUARY 20, 2025
Agentic AI which is a couple of apps working together and not a true AI agent is hot with vendors. Salesforce, Hubspot, OpenAI and Microsoft are a few of the companies pushing them on customers. Unfortunately, customers may not be buying it. From The Wall Street Journal: While 61% of attendees at the summit said theyre experimenting with AI agents, 21% said theyre not using them at all.
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.
Salesforce
FEBRUARY 19, 2025
Effective MedTech order management is crucial for organizations to remain competitive. Yet many companies are still held back by the inefficient manual processes that order management entails. Fragmented data and siloed teams lead to long and less-than-ideal customer engagements, ultimately lowering customer satisfaction. Customer service and sales representatives spend a lot of valuable time trying to answer constant inquiries of where is my order?
Hubspot
FEBRUARY 20, 2025
Do you use AI? What AI tools are you using? Do you see any ROI? If youve scrolled LinkedIn or Reddit recently, these questions regarding AI business strategy are everywhere. Heres the catch: theres no universal answer. AI has proven its potential, but it also comes with risks. Unity, a game development platform, suffered a $110M loss when bad data corrupted its machine learning (ML) algorithm.
The Advantexe Advisor
FEBRUARY 20, 2025
I guess Im stating the obvious when I say, Artificial Intelligence (AI) is everywhere. From content creation to customer service, AI is transforming almost all industries. For those of us who work in Corporate Talent Development, AI is reshaping how employees learn and how learning professionals create and deliver content. But with all the buzz, the real question remains: How can AI be used to make learning more effective?
Martech
FEBRUARY 20, 2025
AI adoption by marketing teams often feels messy and uncoordinated. Without a clear plan, efforts remain experimental, with limited impact. At the same time, forcing AI into rigid structures can stifle its potential. The challenge for marketing leaders is integrating AI effectively without overcomplicating or slowing down innovation. AI integration isn’t a one-and-done initiative More than 75% of marketing leaders think AI has a positive effect on marketing.
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.
Salesforce
FEBRUARY 20, 2025
Ever wondered what angel investors look for in a business pitch? How do they decide where to put their money? And what makes them lose interest? We’ve got you covered, with expert insights from David Chang, an experienced angel investor, and successful entrepreneur. What is an angel investor for small businesses? Angel investors are affluent individuals who provide capital to startups and small and medium-sized businesses (SMB) in exchange for equity or convertible debt.
SaaStr
FEBRUARY 20, 2025
So recently we’ve done deep dives on the SaaStr pod with several of the top leading SaaS founders — and of course, asked their perspective on just where we are with AI in B2B SaaS today. A few learnings: #1. Tooey Courtemanche, Founder CEO of Procore, The $12B+ Leader in Construction SaaS: “AI Will Radically Change the Construction Industry.
Engage Selling
FEBRUARY 18, 2025
This video is a rally cry for business sales and marketing execs to stop the endless cycle of strategizing and start implementing. Let’s cut through the clutter and get straight … The post The #1 Factor for Success first appeared on Colleen Francis - The Sales Leader.
Martech
FEBRUARY 20, 2025
A lack of resources in several key areas is hindering the ability of marketing teams to drive revenue, growth and customer acquisition, according to a new report from the CMO Council. The inaugural Marketing Vitality Index found 86% of CMOs said a lack of resources or capabilities was holding their teams back. Source: CMO Council Marketing Vitality Index The areas most impacted by these resource gaps are: Campaign performance : 37% of CMOs indicated their campaign performance needed improvement.
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.
Partners in Excellence
FEBRUARY 20, 2025
Every founder, business strategist, revenue focused executives, product management executives obsesses on Product Market Fit (PMF). It’s natural to think this way. “This is what we make, who might want to buy what we make? Who will be the best buyers of what we make?” And we develop our GTM strategies: “Find as many people who want to/need to buy our product as possible, and as quickly as possible!
SaaStr
FEBRUARY 21, 2025
So many people are producing B2B content these days, let me just give my #1 bit of advice: If you think it’s great, it may not perform that well. You’ll see. But if you don’t think it’s great, it will bomb. Some of the best of our 1000s and 1000s of top speakers, blog posts, podcasts, etc. at SaaStr over the year haven’t gotten the attention I would have hoped.
Salesforce
FEBRUARY 21, 2025
Fiber has become the choice for fixed connectivity because it is faster and more reliable than cable. It also qualifies for many government subsidies for expanding broadband. No wonder the last-mile fiber industry is projected to grow to $24 billion globally by 2027. But the business is challenging. Fiber broadband is costly to build and there are nimble competitors everywhere who arent constrained by legacy processes and systems.
Martech
FEBRUARY 21, 2025
This article was co-authored by Matt Wakeman , Weicong Zhao and Joseph Enever , analysts in the Gartner Marketing Practice , covering marketing data and analytics. Marketing leaders have long relied on various techniques to measure and communicate their impact, but traditional digital attribution methods often fall short. This limitation has fueled a growing interest in marketing mix modeling (MMM).
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