Sales Gravy
JULY 8, 2025
Here's the brutal truth about social media for sales: You're already behind, and it's going to be a grind. That's the reality Margarita from Dallas discovered when she called into our podcast. She's a seasoned realtor with 20+ years of experience, built her entire business on referrals and warm market relationships, and suddenly realized she needs to master social media to stay competitive.
PandaDoc
JULY 9, 2025
Picture this: you’re at dinner with a few other sales leaders, maybe even a couple of marketers or operations folks, and someone casually asks, “so, what methodology does your team use?” You pause. You could say “a mix,” but they press: “Are you more Challenger or SPIN? Or something else?” If you’ve ever felt like you’re supposed to have a perfect answer to that, you’re not alone.
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SaaStr
JULY 6, 2025
Dear SaaStr: How Do I Hire a Great VP of Sales? It’s a classic SaaStr topic and a great deep dive is here: Hiring a Great VP of Sales: The New, Latest Edition with Jason Lemkin (Video + Pod) Hiring a great VP of Sales is one of the most critical decisions you’ll make as a founder. Get it right, and they’ll scale your revenue and team. Get it wrong, and you’ll lose a year—or more.
Heinz Marketing
JULY 9, 2025
By Win Dean-Salyards , Senior Marketing Consultant at Heinz Marketing With B2B growth increasingly powered by customers—not just marketing and sales—traditional funnel models are falling short. Linear approaches miss the nuance of how companies actually adopt and scale solutions internally. To address the issue, I’ve built an Account Development Model rooted in the principles of product-led (PLG) and customer-led growth (CLG) and inspired, in part, by the theory of innovation diffusion.
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
JULY 10, 2025
How many times do you actually attempt to reach out to a prospect before you give up? On the Sales Gravy Podcast, Jessica Stokes calls out a common sales reality when prospecting: “We all know the average salesperson typically stops after three, maybe four attempts before moving on. We assume they're not interested. We want to find a juicier lead.” This common behavior defines The 3-Call Fallacy—the flawed belief that if someone doesn’t respond after a few tries, they’re not interested.
PandaDoc
JULY 7, 2025
If you’re a growing business, you’ll likely face a familiar challenge: how to manage leads, track deals, and keep everyone on your sales team aligned without losing your mind. That’s why choosing the right CRM for your needs is crucial. With the help of a solid CRM, you can improve your sales efficiency and long-term growth. In this article, we’ll compare two of the top CRMs out there: Pipedrive and HubSpot.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
JULY 7, 2025
We’ve been conditioned to think that productivity is driven by doing more things. We focus on scaling those things. Whether it’s more outreach, more prospecting, more meetings, more demos, more proposals, more pipeline. To do more, we look at tools, methods, hacks, that help us do more things. We add to our tech stacks. We hire more people.
Highspot
JULY 7, 2025
Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Without sales enablement technology to drive ABS strategies, though, sales reps and account executives can’t deliver captivating customer experiences that close deals.
ClickFunnels
JULY 10, 2025
The post The One-Page Funnel as Your Complete Business System appeared first on ClickFunnels. Running a small business doesn’t have to mean juggling countless websites, apps, and complicated systems. What if you could simplify everything and run your business from one focused, powerful page? You absolutely can with a one-page funnel. A one-page funnel is a complete business system that handles lead generation, sales, upsells, email automation, and customer onboarding all from a single page
SaaStr
JULY 5, 2025
Dear SaaStr: How Should I Calculate Gross Dollar Retention For Our Investors? Gross Dollar Retention (GRR) is a critical metric for SaaS businesses, especially when presenting to investors. It tells them how much of your revenue base you’re retaining, excluding any upsells or expansions. Here’s the best-practice way to calculate it: Start with your Beginning ARR (Annual Recurring Revenue) : This is the ARR from your existing customers at the start of the period you’re measuring.
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.
Understanding the Sales Force
JULY 9, 2025
This article begins with more baseball, but it’s about coaching salespeople, so please stay with me. The Baseball Story A sports-radio talk show discussed the Red Sox change in approach to coaching up their young players. They were referring to Roman Anthony and Cedanne Rafaella. Roman Anthony is the #1 prospect in all of Major League Baseball.
Martech
JULY 11, 2025
MarTechCharts regularly highlights data of interest to marketers and marketing operations professionals. Source: “How to Align Sales Engagement Strategies With B2B Buyer Preferences,” Gartner. Despite a growing preference among B2B buyers for self-service, with 61% saying they would rather avoid sales reps altogether, data from Gartner reveals a critical nuance: when buyers do engage with sellers, it’s at moments that can make or break a deal.
Highspot
JULY 9, 2025
Company’s Summer Launch ‘25 introduces Highspot Agents as real-time AI teammates that turn go-to-market strategy into frontline action to improve performance Summer Launch also unveils AI-powered Adaptive Learning and Role Play to deliver relevant, personalized training and practice so every go-to-market role builds the confidence to excel SEATTLE — July 9, 2025 — Highspot, the leading agentic platform for go-to-market performance, today unveiled its Summer Product Launch ‘25, headlined by the d
SaaStr
JULY 9, 2025
Sales in the Age of AI: Top 10 Learnings from the CROs of Databricks, Windsurf, Perplexity and Owner We’re recently done A+ SaaStr deep dives with the CROs / VPs of Sales from Perplexity, Owner, Databricks, and Windsurf. We brought together all their learnings on AI-driven selling to give you a playbook for AI-powered revenue growth. Exec Summary: Top 10 Game-Changing Insights The AI revolution in sales isn’t theoretical—it’s happening right now, and the leaders who figure it
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
JULY 9, 2025
A colleague and I were discussing a question we all face. It’s the “How Are You Different” question. As we discussed it, two thoughts came to mind: It’s a question customers always ask, but is it the best question they should be asking? We’ve been trained in how do respond, but are our responses the most important to the customer?
Martech
JULY 8, 2025
Marketers have long been trained to think in linear terms. Historical data goes in; forecasts come out. Marketers are trained to think in linear terms. Historical data goes in; forecasts come out. The further you could project that forecast, the more confident you felt in your strategy. But that’s no longer how the world — or your buyers — work. Economic shocks, AI-disrupted behavior, shortened feedback loops and relentless volatility have made long-range forecasting feel more like superstition
TrackStreet
JULY 7, 2025
If there’s one thing today’s brand managers and sales leaders can agree on, it’s that the market is more unpredictable than ever. Tariffs fluctuate wildly, supply chains are in chaos, and competitor strategies are shifting by the week. In this environment, simply assuming you know what your competitors are doing is a recipe for missed opportunities — and lost revenue.
SaaStr
JULY 11, 2025
Sales isn’t going anywhere in the Age of AI. OpenAI has a big sales team, Windsurf does, Anthropic has a great one. It’s just … so many of the AI leaders seem to be doing it with less GTM headcount. Especially the next generation of them: Perplexity has scaled to 5,000 enterprise customers with just 5 sales reps. Cursor built a $400M business with what appears to be a skeleton GTM team.
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.
Engage Selling
JULY 7, 2025
Hanging on to dead deals in your pipeline? It’s costing you big time. In this video, we’ll tackle the *why* behind those stuck deals—and uncover simple strategies to free up … The post Why You Can’t Let Go of a Lost Cause first appeared on Colleen Francis - The Sales Leader.
Martech
JULY 10, 2025
Product messaging works when it creates recognition — when the reader thinks, “this is for me.” That moment sparks belief and begins to shape how they see your product in the context of their world. This is the desired outcome of effective marketing. The brain processes a familiar scenario faster than an abstract one. When a message mirrors the audience’s situation, belief takes less effort and occurs with less mental friction.
Membrain
JULY 6, 2025
In this episode of The Art and Science of Complex Sales, Paul Fuller is joined by Kelly Riggs , sales performance coach and founder of The Business LockerRoom. They dig into the realities of leadership, coaching, accountability, and why many sales teams fail to reach their full potential. Kelly challenges conventional thinking and offers practical guidance for creating stronger, more effective sales cultures.
SaaStr
JULY 11, 2025
How Canva’s CCO Built a $7B Enterprise Motion While Preserving PLG Culture Rob Giglio, Canva’s Chief Customer Officer, shares the playbook for scaling from 170M to 230M monthly active users while building enterprise sales without compromising company culture. Top 5 Takeaways 1. PLG-to-SLG is Far Easier Than SLG-to-PLG Going from product-led growth to sales-led growth is significantly easier than the reverse.
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.
Sales Pop!
JULY 8, 2025
Upon starting anew for a career or business, it can be intimidating and overwhelming to make sense of everything we must learn and produce. We feel all eyes on us in every capacity, having us doubt our capabilities. It is vital to remind ourselves of our purpose to convey it clearly and effectively at every level and for all those we encounter. Moreover, consistency in all that we do, including ethical behavior with purpose underlying our activities and communications, is essential.
Martech
JULY 9, 2025
Closing the loop on customer feedback is fundamental: if a customer gives feedback about an unresolved issue — especially if you proactively asked for it — you should follow up. It seems like a no-brainer, yet many organizations still fail to do this. Why? One reason is that some view customer feedback purely as a data point to drive internal performance.
Highspot
JULY 9, 2025
Key Takeaways A ‘good’ or ‘bad’ sales efficiency ratio can make or break your business. Constant analysis of your reps’ sales performance can identify both their strengths and areas for improvement. Your go-to-market (GTM) tech stack and the workflows implemented around your GTM tools—including your sales enablement platform—play a pivotal role in increasing sales efficiency.
SaaStr
JULY 5, 2025
Veeva is the dominant cloud software provider for life sciences – serving pharmaceutical, biotech, and medical device companies with mission-critical applications for drug development, clinical trials, regulatory compliance, and commercial operations. Started as “Salesforce for Pharma” in 2007, now the essential technology backbone for companies bringing medicine to market.
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.
Hubspot
JULY 10, 2025
HubSpot Sales Hub is a powerful sales acceleration platform that helps teams streamline outreach, close deals faster, and increase revenue. With 84% of customers reporting 84% improved their lead quality, Sales Hub offers a proven return on investment. This guide provides accurate, up-to-date pricing and feature comparisons across all Sales Hub plans as of 2025.
Martech
JULY 11, 2025
Congrats! Your team just delivered an outstanding conference. The speakers were dynamic, sponsors were happy, customers got face-to-face time with your executives and sales took home some shiny new leads. It’s your moment. You’re a star. But wait. The valuable content you created is already gathering dust. No one planned for repurposing, no one clearly owns the follow-up and now your content’s lifespan is shorter than ever.
Salesforce
JULY 7, 2025
Many enterprises today struggle with data silos and unreliable insights, which lead to a cloudy view of the customer journey. When data lives in disparate places, it makes it hard to act on — especially in the age of artificial intelligence (AI). A few years ago, that described Salesforce, too. As a large global organization with diverse customers and numerous acquisitions under our belt, we had a major problem with data stored across many different systems.
SaaStr
JULY 11, 2025
When AI Resurrects “Dead” Leads: A SaaStr Case Study on What Sales Teams Miss, But AI Can Catch Our sales AI reactivated 4 leads in past 48 hours that our human sales team said were dead / not-interested All took a meeting asap Something to reflect on — Jason ✨👾SaaStr.Ai✨ Lemkin (@jasonlk) June 25, 2025 Last week, we experienced something that made us question everything about lead qualification.
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