Iannarino
NOVEMBER 26, 2024
Why You Are the Key to Client Success in Modern Sales When you secure a first meeting with your dream client, neither your company, your clients, nor your solution is enough to cause your client to buy from you. Instead, you and you alone are responsible for creating the value that causes the buyer and decision makers to buy from you.
Martech
NOVEMBER 27, 2024
Ecommerce holiday spending is higher than anticipated, according to Adobe Analytics. For the first 24 days of November, U.S. ecommerce sales were up 9.6% year-over-year. This exceeds the record-breaking 8.4% increase expected for the entire 2024 holiday shopping season. And all this spending — $77.4 billion thus far — comes before the biggest discounts take effect.
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Hubspot
NOVEMBER 27, 2024
Let’s be honest up front. Cold calling is nobody’s favorite part of sales. In fact, LinkedIn data reports that a healthy majority of sellers (63%) say it’s the worst part of the job — and it’s not hard to see why. The same research indicates just 2% of cold calls result in a booked meeting, and other literature suggests that dismal figure might actually be on the optimistic side.
SaaStr
NOVEMBER 29, 2024
I know for many, this seems a much harder time to find a new job What I can tell you is this. It’s not the crazy hiring market of 2021. But all the best start-ups and scale-ups are hiring, and even many of those doing Just OK are, too: I have at least 10 high quality portfolio companies looking hard for a great VP of Sales I have at least 8 high quality portfolio companies looking hard for a great VP of Marketing / Growth Every single portfolio company is looking to hire 2-30 great sales execs
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 Nexus
NOVEMBER 27, 2024
Mastering the Art of Empathy in Sales: An Inside-Out Guide to Selling In the fast-paced world of sales, success often hinges on more than just hitting quotas and closing deals—it’s about forming genuine connections with your prospects. Today’s buyers are savvier than ever, seeking solutions that resonate with their specific needs and challenges. To meet these expectations, sales professionals need to shift their focus from merely selling products to fostering empathy and understanding.
Highspot
NOVEMBER 24, 2024
Imagine having a sales team that hits or exceeds their targets without fail. It might sound like a lofty goal, but there’s a proven way to get there with sales enablement training. 54% of enablement teams that manage sales training programs report a six-percentage-point increase in customer retention. Yet despite these benefits, many organizations still hesitate to implement and leave their teams underprepared, missing growth opportunities.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
NOVEMBER 26, 2024
Randy Newman has written a lot of hit songs. The two most popular were probably Short People and I Love LA but he also wrote the music for Toy Story and Monsters, Inc. In 1970, Three Dog Night recorded one of his songs called Mama Told Me (Not to Come). If you don’t remember or weren’t around to hear one of the first hits of the 1970’s, you should probably watch/listen to the song, Mama Told Me (Not to Come) below and pay attention to the words in the chorus.
Sales Nexus
NOVEMBER 27, 2024
Mastering the Art of Empathy in Sales: An Inside-Out Guide to Selling In the fast-paced world of sales, success often hinges on more than just hitting quotas and closing deals—it’s about forming genuine connections with your prospects. Today’s buyers are savvier than ever, seeking solutions that resonate with their specific needs and challenges. To meet these expectations, sales professionals need to shift their focus from merely selling products to fostering empathy and understanding.
SaaStr
NOVEMBER 25, 2024
So to raise seed and post-seed money from VCs, you need to show traction. What’s that? Roughly: Before $1m ARR, growing 10%-15% a month Around $1m ARR, growing 8%-10% a month or so Around $10m ARR, ideally doubling Etc. Being on track to Triple Triple Double Double after $1m ARR , and growing faster earlier than that. No, It’s Not Any Harder to Get Funded Today.
Martech
NOVEMBER 25, 2024
Last week, a marketing director messaged me about her team’s holiday gift exchange: “Half my team is remote, half is in office and all of them deserve something special.” It got me thinking about how our industry’s gift-giving needs have evolved along with our working arrangements. As marketing professionals, we’re expected to stay ahead of trends and keep our finger on the pulse of what’s next.
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.
Hubspot
NOVEMBER 26, 2024
Have you ever thought to yourself, “Where the hell is all my money going?” I have, too. And I’m not even a business owner. Even with a substantial plan and the best intentions, anyone can lose track of finances. I can imagine it’s even more complicated when you’re managing sales , multiple budgets , and full-scale operations all on your own. However, I’m happy to share that there is a modern-day solution to your money management woes: Cash flow forecasting.
Salesforce
NOVEMBER 25, 2024
Marketing Cloud Account Engagement has come a long way in the last year. At Connections ’24 we announced that customers in the AMER region could access many of the features we were building out in Marketing Cloud Growth and Advanced Editions. This included Agentforce Campaigns , sending multichannel journeys with email and SMS, and advanced personalization features like Cross-Object Merge fields.
SaaStr
NOVEMBER 25, 2024
Dear SaaStr: How Many Opportunities Should a Sales Rep Handle? You sort of need to back into it based on your opportunity-to-closed deal ratio. The ratio can vary widely … maybe from 5%-20%, and to some extent, can be influenced even by the definition of an opportunity. The competitive landscape will also be a big influencer. But in general, 15%-20% is considered Pretty Darn Good.
Martech
NOVEMBER 27, 2024
AI continues to embed itself into the fabric of business. However, the conversation often neglects a key component in the shadows: people. Training people in prompt engineering and system integrations is not enough. Today’s “AI experts” are too focused on the technology and process sides of the “People, Process and Technology” paradigm.
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
Sales Hacker
NOVEMBER 26, 2024
Kim Peretti is an experienced Customer Success executive with over 25 years in the technology industry. Her most recent role was as Chief Customer Officer at Klaviyo, where she transformed the customer success organization during the company’s hypergrowth, and played a key role in preparing the company for its IPO. Prior to Klaviyo she was the Group Vice President of Customer Success at DocuSign, where she built and lead successful strategies that delivered key customer outcomes and results.
Salesforce
NOVEMBER 27, 2024
All over the world, small businesses gear up to celebrate Small Business Saturday every year, a marketing initiative created by American Express to encourage holiday shopping. This annual event takes place after Thanksgiving, between Black Friday and Cyber Monday, encouraging consumers to support almost 32 million independent businesses in the United States (U.S.) alone — helping small and medium-sized business (SMB) owners make a big impact.
SaaStr
NOVEMBER 28, 2024
Dear SaaStr: How Big Should The Addressable Market Be to Go into Vertical SaaS? I try to look at two things in Vertical SaaS startups, at least when investing : Will everyone in the vertical / industry use it? and Is the app so core, or at least is on a path to become so core, that they can charge $20,000+ a year for it? Or at least $10,000 at a minimum?
Martech
NOVEMBER 26, 2024
Customers have high and constantly evolving expectations for their experience with your brand. As brands work to build stronger connections and increase engagement, technology plays a key role in supporting these efforts. However, it’s important to remember that the customer experience is driven by emotions, feelings and perceptions — technology simply facilitates and enhances that experience.
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.
Understanding the Sales Force
NOVEMBER 23, 2024
This is my third article using the Bible as an analogy to sales and I am currently reading Numbers. What is Numbers if not God’s mandate to Moses about, well, the required numbers for success? While there are several business leaders who can be credited for the creation and development of KPIs (Key Performance Indicators) or metrics, the earliest evidence of KPIs goes back to the 1870’s.
Engage Selling
NOVEMBER 25, 2024
I get it, referrals aren’t always easy to come by. But here’s the silver lining—you’re probably overlooking a referral goldmine right within your current clients. For more strategies like this, … The post Your Easiest Referrals first appeared on Colleen Francis - The Sales Leader.
SaaStr
NOVEMBER 27, 2024
SaaStr CEO and founder Jason Lemkin chats with Mangomint CEO Daniel Lang about why vertical SaaS is booming and how Mangomint got to 110% NRR. What was once considered too small or too niche, vertical SaaS has recently emerged as a hotbed of innovation and profitability. But it’s not, and it’s being reinvented, so what’s changed in the space with the introduction of automation and AI?
Adaptive Business Services
NOVEMBER 27, 2024
I already have a number of books related to marketing. Now I’m reading them. I also have acquired more on this topic as well as on AI. I’m reading those as well. I have also joined a digital marketing mastermind group. I’m going all in! Today I just want to focus on AI and I am looking at this post as a salesperson as well as a budding digital marketer.
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
NOVEMBER 27, 2024
As artificial intelligence continues to reshape industries, a new battle is brewing between startups and tech giants. Companies like Perplexity are raising billions to challenge the dominance of Google, Microsoft, Apple and Meta. Still, the question remains: Will the AI wave create lasting winners, or is it a bubble waiting to burst? AI search wars: Perplexity vs.
Sales Hacker
NOVEMBER 29, 2024
Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies.
The Advantexe Advisor
NOVEMBER 26, 2024
Thanksgiving weekend is my favorite time of the year. It’s a time for reflection and giving thanks, family gatherings, and a chance to catch your breath before the year’s final Q4 stretch and the obligatory beginning of Q1. But Thanksgiving’s influence goes well beyond the dinner table and gathering with friends and family. Thanksgiving is a significant driver of the economy, carrying a major impact across food, entertainment, travel, and retail.
Salesforce
NOVEMBER 25, 2024
Running a small and medium-sized business (SMB) means every penny counts. So, how can you promote your products or services without spending a fortune? That’s where free advertising comes in, where smart ideas can boost your business without costing you anything. Advertising can be a significant expense for small businesses, but it doesn’t have to be.
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
NOVEMBER 26, 2024
By now, you may have encountered SEO dashboards, such as those from Screaming Frog, which sync with Looker Studio. Perhaps you use an enterprise tool to track your technical SEO in the cloud. That’s all fine, but how helpful is it? Is it improving your rankings? If you’re managing 30-50 or even 100+ sites, does tracking technical SEO with cloud crawlers offer anything actionable?
SaaStr
NOVEMBER 24, 2024
Top Posts: #1. 83% of You Haven’t Gotten AI SDRs to Work — Yet #2. Battery Ventures: Startups Are Actually Far More Overvalued Now Than in 2021 #3. The Arguments For Not Raising at a Unicorn Valuation #4. 5 Interesting Learnings from ServiceTitan at $700,000,000 in ARR #5. Carta: 43.6% of All SaaS VC Funding is in the Bay Area Now Top Videos / Pods: # 1.
Iannarino
NOVEMBER 27, 2024
Selling a commodity may seem like a losing battle, but it’s actually your gateway to mastering the most critical skills in sales —making yourself indispensable in a crowded marketplace.
Salesforce
NOVEMBER 26, 2024
If all of our marketing expectations became reality, it might look something like this: AI working efficiently, connecting with customers where and when they prefer to engage, or taking the tedious work out of your everyday tasks. But instead, it probably looks like this: you don’t know where to start with AI, send generic email promotions and hope someone opens them, and you manually do tasks that require a lot of time.
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