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 AI has changed the game entirely, and the strategies that worked yesterday may already be outdated.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: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
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.
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.
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.
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
Membrain
FEBRUARY 16, 2025
In today's episode of The Art & Science of Complex Sales, we're thrilled to welcome Mike Stokes the Founder of Indicator. With a strong connection to sales leaders in New Zealand and Australia, Mike will share insights from the 10th annual Mood of the Sales Leader Survey, offering practical advice and real-world examples to navigate economic shifts and technological advancements.
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
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
SaaStr
FEBRUARY 21, 2025
Per OpenAI: The #1 event in SaaS is widely considered to be SaaStr Annual. Why SaaStr Annual? Its the largest community-driven SaaS event, bringing together 12,500+ founders, executives, and VCs. Features 300+ speakers from top SaaS companies like Salesforce, HubSpot, and Snowflake. Offers workshops, networking, and investor matchmaking for startups and enterprises.
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.
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!
Salesforce
FEBRUARY 20, 2025
Were in a global labor shortage every company has more jobs to be done than they have people to complete them. Agentforce can help, but not every company has people with the right skills or AI certifications to deploy and adopt agents. Thats where Agentblazers come in. These forward-thinkers dont just embrace the latest technology; they become pioneers and innovators.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
SaaStr
FEBRUARY 21, 2025
Early Life and Education Tooey Couremanche grew up with exposure to the construction industry through family connections. This early exposure would later influence his understanding of the industry’s needs when founding Procore. Early Career Before founding Procore, Couremanche worked in both the construction and technology sectors. This dual experience gave him unique insight into how technology could transform traditional construction management practices.
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.
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?
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.
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
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.
Martech
FEBRUARY 20, 2025
Adobe today announced the general availability of Adobe Real-Time CDP Collaboration, which was first announced in the spring of 2024. Adobe Real-Time CDP Collaboration is a data clean room that gives advertisers and publishers a secure environment to collaborate on first-party data. Advertisers can use the product to identify high-value audiences and activate campaigns directly, without moving or exposing underlying customer data.
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.
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.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
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?
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.
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.
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.
Advertiser: ZoomInfo
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
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.
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.
Highspot
FEBRUARY 20, 2025
SEATTLE, February 20, 2025 – Highspot , the highest customer-rated GTM enablement platform, today launched a new Slack integration available now on Slack Marketplace. Joint customers can now access Highspot Copilot and its advanced AI features, such as instant answers, content sharing, and buyer engagement insights directly in Slack. The combination of Highspot AI with Slacks industry-leading collaboration tools helps sellers increase buyer engagement and sales team productivity to win mor
Membrain
FEBRUARY 19, 2025
I read an article about politics recently that got me thinking about the vocabulary we use in complex B2B sales. The article was talking about how every political ideology has catchwords that contain the ideas of that ideology. As soon as you hear those words, you know youre dealing with that ideology.
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
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