SaaStr
APRIL 30, 2025
Dear SaaStr: What Should I Do in a Sales Audit? A sales audit should be comprehensive and focus on identifying strengths, weaknesses, and opportunities across your sales process. Heres what to include: Pipeline Health : Review the pipeline metricsdeal velocity, win rates, average deal size, and pipeline coverage. Are there enough opportunities at each stage to hit your targets?
Anthony Cole Training
MAY 1, 2025
Here is the definition of client centered selling given by AI: Client centered selling is a sales approach that prioritizes understanding and addressing the unique needs and goals of each customer, rather than simply promoting a product or service. It focuses on building long-term relationships and providing solutions that empower customers to achieve their desired outcomes.
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Martech
APRIL 30, 2025
At a time when technology is raining down and radically changing the business landscape, B2B marketing is hiding under an umbrella. We need to get wet and get in the game. We need to lean far out over the carousel horse and grab the ring. Here are foundational areas where our thinking, testing and effort can yield big dividends for us and the companies we serve.
Sales Gravy
MAY 1, 2025
Here's the brutal truth: Self-awareness is the ultimate sales skill. We obsess over skills like closing techniques, objection handling, and prospecting cadence. But self-awareness is the real make-or-break. Self-awareness is the lever that separates ethical, high-performance sellers from out-of-touch order takers. If youre not self-aware, youre leaving money on the table and damaging trust.
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
SaaStr
MAY 2, 2025
“The Last Generation of Human-Only CEOs: Marc Benioff’s Bold Vision for the AI-Augmented Enterprise” Marc Benioff was kind enough to join SaaStr for the first time to do a truly deep dive on what AI means in business software today. From how quickly humans will be replaced in some functions … to how slow some traditional enterprises will be to change.
Salesforce
APRIL 30, 2025
Youve probably heard it a million times successful entrepreneurs talking about the books that changed their lives. They always swear by it, right? And while you might roll your eyes at yet another book recommendation, theres truth to it. A single great book can change how you think, run your small business, and make decisions. If theres one thing small and medium-sized business (SMB) owners can agree on, its that mistakes can be costly.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Iannarino
APRIL 28, 2025
Discover how modern B2B sales have evolved from pitching products to building trusted authority, and why your sales team needs to adapt to win high-stakes deals.
SaaStr
MAY 1, 2025
Your first few sales reps have to be … different. A bit of a product savant. A passion for the product and space that almost doesn’t make sense. And someone you can trust with your few, precious leads. "That early sales team … they have to be product gurus. They have to be product experts" @lennysan + @jasonlk pic.twitter.com/kWdOBxtnjz — Jason SaaStr 2025 is May 13-15 Lemkin (@jasonlk) May 23, 2024 Here’s a checklist to get it right: 1.
Heinz Marketing
APRIL 30, 2025
by Sarah Threet , Marketing Consultant at Heinz Marketing We recently had the privilege to co-host a webinar with 6sense’s own Head of Sales Development Transformation, Ernest Owusu, during which our own President Matt Heinz of Heinz Marketing and Ernest explored the transformative role of artificial intelligence (AI) for sales and marketing alignment.
Martech
APRIL 30, 2025
There’s growing recognition that clean, enriched data is critical for targeting and automation in B2B sales and marketing. As a result, the landscape of B2B data vendors is extensive, with providers specializing in data collection and augmentation. As with any popular market, consolidation and investment in the B2B data space have been significant, with larger platforms acquiring data providers to enhance their offerings.
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.
Membrain
APRIL 27, 2025
In this episode of the podcast, were joined by Mark Hunter , The Sales Hunter. This episode unpacks one of the most misunderstoodand mission-criticalconcepts in Sales Leadership: Accountability. Together with host Paul Fuller, Mark dives deep into how authentic relationships, cultural integrity, and personal leadership all hinge on a redefined view of accountability that transcends micromanagement and fuels meaningful performance.
SaaStr
MAY 2, 2025
Dear SaaStr: I am running out of runway and in our fundraise we so far have had no luck with termsheets. when is the right time to call it a day? Its tough, but heres the reality: you call it a day when youve exhausted every reasonable path to survival and growth, and when continuing would be more destructive than constructivefor you, your team, and your investors.
Sales Gravy
APRIL 29, 2025
If you're doing any kind of cold calling or prospecting, you'll eventually hear this objection: "I'm in a meeting right now." Paul Wise, a heavy cold caller from Normandy, France targets product managers at software companies and says that nine times out of ten when he gets a decision-maker on the phone, they claim to be "in a meeting." Three Ways to Handle the "I'm in a Meeting" Prospecting Objection As I explained to Paul, how you respond in that moment can make or break your opportunity to mo
Martech
MAY 1, 2025
YouTube has long been a go-to advertising platform for B2C marketers, but it’s often still a question mark for B2B brands. I usually see B2B professionals on LinkedIn asking, “Has anyone had success with YouTube ads?” or “What’s the best way to approach video advertising for a B2B audience?” YouTube can feel like unfamiliar territory if you’re only used to advertising on Google or social platforms.
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Membrain
APRIL 27, 2025
In this episode of the podcast, were joined by Mark Hunter , The Sales Hunter. This episode unpacks one of the most misunderstoodand mission-criticalconcepts in Sales Leadership: Accountability. Together with host Paul Fuller, Mark dives deep into how authentic relationships, cultural integrity, and personal leadership all hinge on a redefined view of accountability that transcends micromanagement and fuels meaningful performance.
SaaStr
MAY 1, 2025
So Clari put together the data that I’ve known and so many of us have known for a long time in B2B sales, across 10,000,000 opportunities it analyzed: The best reps can closed 2x-9x more than “ordinary” reps. And the bottom reps often close close to nothing. Clari found across 10 million sales opportunities: The Top 2% of reps close 37% of all revenue The Top 10% close 65% The Entire “Bottom 98%” close just 63% The Bottom 50% close just 7.6% More on the math behind
Partners in Excellence
APRIL 30, 2025
So many sellers are enthralled with all the time saving things AI does for them. Things like updating CRM, other data entry, generating reports, doing research…… The lists go on. The argument is, “Look at all the time it’s saving!” But the problem is, too many people weren’t doing these things in the first place. CRM compliance has been a major issue for decades.
Martech
APRIL 30, 2025
Trust is the most powerful and valuable asset a company has. It directly influences customer loyalty, brand perception and overall business success. With trust, your customers don’t question whether you’ll deliver on your promises they simply expect you to. Brand trust and brand value depend on each other. Trust is the essential component of a brand’s value.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Hubspot
APRIL 30, 2025
Most salespeople face the same persistent challenge: Their prospects lack urgency. There are a number of strategies both successful and unsuccessful reps use to overcome this inertia. Often, they end up offering huge discounts with expiration dates. While this technique might result in an initial sale, I advise against it because the companys margins and the reps commission bonus both take a hit.
SaaStr
APRIL 29, 2025
So SaaStr is a 5 person entity. Just 5 of us, but we do a lot. A lot. And yes, there are agencies and contractors that help us (bless them), but the full-time team is just 5. Before AI, we maybe could respond to a handful of email-based issues, and a few chats. And we could not provide any direct 1-on-1 advice. Oh so much has changed in just a few weeks.
Force Management
MAY 1, 2025
Last month on the Revenue Builders Podcast, our guests had some wisdom to impart on being successful in roles from sales rep all the way to CRO and CEO. We heard stories and lessons learned from experienced leaders, divulging how to build relationships, work strategically, and position yourself for the next step in your career wherever you might be now.
Martech
APRIL 29, 2025
Let’s start with a conversation I have more often than I’d like. Them : “We think we have a deliverability issue can we talk?” Me : “Sure! What’s going on?” Them : “Our emails are landing in the Promotions tab instead of the Primary inbox.” Cue the sad trombone. Marketers, let’s be clear: The Promotions tab is not the spam folder.
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.
Adaptive Business Services
APRIL 30, 2025
Disclaimer – I needed to write an article, and I wanted to write one on this topic, but I could just not get started. Please dont tell anyone, but I dont even like writing all that much. I have never done this before, but I had ChatGPT write this article for me. I did some editing, but honestly not that much! Then this question struck me. If my purpose is to educate is leveraging AI to do so really cheating?
SaaStr
MAY 2, 2025
So we had another 2025 Customer Success experience the other day. A CS exec at a somewhat dated platform we used pushed us and pushed us to take a Zoom to do a roadmap review. We finally did, and it turned out, the agenda was just Yet Another Upsell. They wanted us to buy a new module from them we dont need and have zero use for. That theyve already tried to sell us multiple times.
G2
APRIL 30, 2025
AI video generators are having a moment. Tools like Synthesia , Veed , HeyGen , Canva , and Colossyan Creator are changing how teams create video. Anyone can generate a polished, avatar-led video in minutes no actors, studios, or editors needed. And the hype is justified as these tools deliver, for the most part. But a different narrative lies beneath the surface of glowing product pages and five-star reviews.
Martech
APRIL 29, 2025
OpenAI is rolling out shopping features withinChatGPT Search, starting with fashion, beauty, home goods, and electronics categories. The shopping features will guide users to find the right product for their queries or questions. What is shopping in ChatGPT. ChatGPT will offer recommendations for products, show product images and product reviews that it thinks you might be interested in.
Speaker: Yohan Lobo and Dennis Street
In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.
Salesforce
MAY 2, 2025
Promotions can make sales easier. Discounts, markdowns, and bundles can capture new customers, drive incremental sales and increase revenue in the short term. Let’s explore how and why promotional pricing works, how to use promotional tactics in your pricing strategy, and how to measure your campaign’s success. What you’ll learn: What is promotional pricing?
SaaStr
APRIL 30, 2025
ServiceTitan, the operating system for the trades, continues to scale impressively, with $772M in FY25 revenue, $800m+ ARR and a clear path to $1B ARR. It’s the vertical SaaS rocketship: $840m ARR Still growing a stunning 29% (!) Just above non-GAAP break-even (3% non-GAAP margins) 110% NRR and 95% GRR $10.5B market cap (12x ARR) This is what a 12x ARR vertical B2B leader looks like today. 5 Interesting Learnings: 1.
PandaDoc
MAY 2, 2025
Theres more than one way to grow revenue, and it doesnt always involve adding headcount or chasing more leads. One of the most overlooked levers? Your pricing and quoting strategy. Pricing isnt just a number you stick on a product or service. Its a narrative. A positioning tool. And when done right, its a revenue multiplier. The structure and logic behind your pricing can nudge buyers toward larger deals, reinforce your value, and streamline the path to yes.
Martech
MAY 1, 2025
Relax, humanity, there’s at least one thing you still do better than AI and that’s sucking up to the boss. Last week, OpenAI rolled out some updates for GPT-4.o and users were not pleased. “It’s been feeling very yes-man like lately…” “Undo it please. The weird follow-up questions, the cringey attempt at being relatable, the sycophancy dialed up to 11 and the god damn emoji are all unbearable.” The updates were unrolled quickly, with OpenAI CEO Sam
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