Anthony Cole Training
JUNE 13, 2025
Salespeople have to prospect. That's the truth. Salespeople can find their prospects in lots of different ways: introductions, social media, networking, lists, internal referrals from business partners, cold calling, pre-approach email, association memberships, and business networking groups. What is also true is that no matter how a salesperson gets a name, the next step is to contact them.
Sales Pop!
JUNE 13, 2025
As we wind down 2025’s second selling quarter, we can check our performance versus our YTD quota to see exactly where we stand. That’s the beauty of selling and the pay-for-performance lifestyle, isn’t it? There’s no mystery about where you stand. Your YTD number is there in bright lights and it’s reflected not only in your compensation but in how you feel about yourself.
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SaaStr
JUNE 9, 2025
Dear SaaStr: What is The Best Way to Set Sales Rep Quotas at Each Stage of a B2B Business? Setting sales rep quotas in a SaaS business depends heavily on your stage of growth and ARR. Here’s how I’d break it down: 1. Early Stage (Sub-$1M ARR): At this stage, your primary goal is survival and proving product-market fit. Quotas should be simple and achievable.
ClickFunnels
JUNE 10, 2025
The post Debunking 7 Common Myths About Sales Funnels appeared first on ClickFunnels. If you’ve been working on your marketing for a while, you’ve probably heard about the benefits of building sales funnels. You may have read blogs, joined webinars, or even tried funnel-building tools. But here’s the thing—many business owners get stuck believing myths that hold back their leads, sales, and growth.
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.
Martech
JUNE 12, 2025
Making the best targeting decisions can have a compounding effect on return on ad spend (ROAS), according to new data released this week by TransUnion. According to the TransUnion analysis, the upside in ROAS from better targeting could be as high as 9x. TransUnion used real-world campaigns from 25 of its measurement clients across five verticals and found a widening performance gap as audiences became more targeted.
Highspot
JUNE 12, 2025
What happens when your buyers move faster than your sales process? That’s the question at the heart of Highspot’s recent webinar, The AI-Powered Buying Experience: How Digital Sales Rooms Accelerate Deals. The way people buy has changed. Today’s buyers are informed, decisive, and selective about how they spend their time. If your sales process can’t keep up, your buyers won’t wait.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ClickFunnels
JUNE 10, 2025
The post 10 Qualities Your Funnel Marketing Software Should Have appeared first on ClickFunnels. It’s one thing to have a great business idea and another to know how to attract and keep the right audience for your product or service. The funnel marketing software you choose can make all the difference in turning visitors into customers. The goal is building funnels, so partnering with the right platform to create, manage, and optimize your funnels matters.
Sales Gravy
JUNE 9, 2025
Have you ever been working on a deal where you had this feeling, this intuition, this Spidey sense—something in the back of your mind telling you that this wasn't going to close? That you were going to waste your time? Maybe you had one of the stakeholders who was against you—an enemy. There was a naysayer who kept calling you out. Perhaps the stakeholders weren't engaged, or the incumbent vendor was so integrated into the organization that it would be very difficult to displace them.
Force Management
JUNE 12, 2025
The AI revolution is coming fast – it’s reshaping industries, redefining workflows, and promising unprecedented growth to sales organizations. Yet, many leaders are hesitant to make a big bet on AI. The wrong move could cost you time, revenue, and credibility. With the right foundational strategy and the right tool, AI should be a sales force multiplier enabling your teams to sell faster and more proficiently, bringing more value to customers and more impact to revenue.
SaaStr
JUNE 8, 2025
Dear SaaStr: I Fired My VP of Sales. What Now? It’s tough and there may be some bumps. But honestly things probably will be better in just a week or two. What you do need to do is have a plan. You need to act fast and smart to stabilize and rebuild. Here’s what you should do next: Step in as Interim VP of Sales (If Needed) If you don’t have someone ready to step up, you’ll need to take the reins yourself temporarily.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive
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.
RingDNA
JUNE 10, 2025
What is warm calling? Warm calling is an outbound sales strategy that focuses on dialing, connecting with, and having sales conversations on the phone with sales leads who have been “warmed up” with some kind of prior activity. Warm leads can be defined as prospects that have previously engaged with your company in a meaningful way. They include individuals from events, your website, and/or social media.
Partners in Excellence
JUNE 12, 2025
We are obsessed with eliminating the friction! We want to create frictionless experiences. We fetishize efficiency. We leverage technology to do the work. We strive for easy. But what if we were to shift our point of view? What if we recognized that friction isn’t our enemy, but it’s our source of value? Permit me, for a moment, to revert back to my training as a physicist.
Martech
JUNE 11, 2025
You don’t have to wait for Black Friday and the holiday season for online retail and ecommerce success. Ecommerce calendars have expanded significantly thanks to numerous holidays and cultural events. The result is a year-round selection of purchasing opportunities, all vying for customers’ attention. Yet, despite the opportunities to save money, shoppers are signaling fatigue.
SaaStr
JUNE 13, 2025
Dear SaaStr: I am having my CEO interview an AE (final stage) what are your interviews guidelines? What Are Some Interview Questions a CEO Can Ask an Account Executive? When a CEO interviews an AE, a big part is about testing for culture fit, drive, and whether they truly understand the value your product delivers. The CEO in general is not there to grill them on the nitty-gritty of sales tactics—that’s for the VP of Sales or hiring manager.
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
SalesProInsider
JUNE 13, 2025
Great sales conversations don’t just happen. They’re crafted. Ask any top-performing financial advisor their secret to closing more clients and you’ll hear a consistent theme: preparation. But here’s the kicker: most advisors do prepare. They prep to share data. They prep their questions. They might even rehearse their pitch. What they often don’t prep for?
Partners in Excellence
JUNE 8, 2025
We build all sorts of models to help us understand our customers, markets, competition. We look at changes, disruptions, building them into our models. They help us simplify and focus our efforts and initiatives. They provide a framework each of us understands, enabling our teams to maximize performance. Eventually, they provide the operating framework guiding our strategies and execution.
Martech
JUNE 11, 2025
Salesforce today introduced Marketing Cloud Next, a significant update to its marketing platform that embeds autonomous AI agents across the entire customer funnel. The company says the product represents a shift from traditional campaign-based marketing to its much-touted “agentic marketing,” where AI agents act independently to execute campaigns, personalize customer interactions and optimize performance.
SaaStr
JUNE 7, 2025
Dear SaaStr: We Have More Than 20% Churn Our First Month. What Should We Do? This is pretty common in the prosumer space and especially in mobile subscription apps. And even where you don’t see 20% churn the first month with SMBs, it often lurks, because most B2B apps in SaaS don’t even get 80% of their SMBs activation the first month. This is a classic onboarding and activation problem.
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.
Sales Gravy
JUNE 13, 2025
"I can't do that." How many times have you said those four words when facing a challenging sales situation? It could be picking up the phone to make that intimidating cold call. It could be asking for the close with a high-value prospect. If you say 'I can't do that,' guess what? You're absolutely right. You won't. But here's what’s surprising: The solution is simpler than you think.
Heinz Marketing
JUNE 11, 2025
By Maria Geokezas Chief Operating Officer at Heinz Marketing One of the fastest ways to a CFO’s heart is through data-driven forecasting. For CMOs championing new GTM initiatives, being able to forecast pipeline and revenue with accuracy – and tie marketing spend directly to those future outcomes – is paramount. CFOs, as stewards of financial stability, value a sure thing.
G2
JUNE 13, 2025
Learn how to capture the attention of skeptical buyers with expert tips from Jen Allen-Knuth on effective sales outreach and messaging strategies.
Salesforce
JUNE 11, 2025
Agentforce is a platform for building trusted AI agents for the enterprise. But when one leading global consulting firm started their implementation, they hit a snag. Jargon, acronyms, and other institutional knowledge weren’t being interpreted by the agent as expected. Queries like, “Who’s the KSDM for opportunity ABC?” or “Show me opportunities where Company Y is a competitor,” returned incorrect answers.
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.
SaaStr
JUNE 11, 2025
Dear SaaStr: How Does a Founder Mindset Change As You Go From Startup to Scaleup? The big changes I see: Moving (Over Time) From Hustler to Strategist. Though Stay a Hustler, Too 😉 In the early days, you’re in the trenches—selling, building, and doing whatever it takes to survive. But as you scale, you have to step back and focus on strategy. You move from being the doer to the leader, managing teams and making high-level decisions.
Highspot
JUNE 8, 2025
Key Takeaways Content automation software frees your team to focus on strategy and creativity. 71% of organizations say end-to-end automation remains a primary driver of process improvement. Content automation improves brand consistency, repurposes high-performing content across various channels, and ensures compliance with regulations. Content is king, right?
Martech
JUNE 9, 2025
In B2B, complex buying decisions are rarely made on impulse. Yet, many marketing programs still focus almost exclusively on capturing short-term demand — a costly mistake. To build lasting momentum and drive future growth, you need a strategy that connects mental availability to buying triggers. A continuum approach does just that. Marketing beyond the 5%: Reaching buyers across the entire journey Buying cycles for complex solutions are lengthy, ranging from nine months to several years.
Sales Gravy
JUNE 10, 2025
Here's a question that exposes one of the most dangerous myths in modern sales: How do you set the right pipeline creation target to consistently hit quota? That's exactly what Maryellen Soriano from New Jersey asked when she called into Ask Jeb. After crushing 134% of quota in her first year selling EdTech solutions—transitioning from owning her own childcare center to selling back into that same industry—she was being told she needed 11X pipeline to maintain her success.
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.
SaaStr
JUNE 13, 2025
I see it happening everywhere. Board meetings where someone inevitably asks, “Don’t we need a VP of AI?” I saw a term sheet the other day where a leading VC firm reserved $1m of the round … for hiring a “VP of AI” Leadership teams scrambling to post job descriptions for “Head of Artificial Intelligence.” Recruiters cold-calling anyone with “machine learning” on their LinkedIn.
Salesforce
JUNE 12, 2025
Disclaimer: All statistics mentioned in this article are sourced from the 6th edition of Salesforce’s Small and Medium Business Trends Report. Every year, hundreds of small and medium businesses (SMBs) , just like yours, start with high hopes of making it in a tough market, despite facing many challenges. And, every year, we’re here at Salesforce helping you stay up to date with the latest trends.
Martech
JUNE 11, 2025
B2B marketers are under pressure to deliver pipeline, but the old playbook of MQL chasing, generic content and paid ads isn’t cutting it anymore. To drive growth in an AI-saturated, attention-poor market, we need to refocus on what really moves the needle: building a brand that stands out, connects with buyers and earns trust. The limits of MQLs in an AI-first world Traditional, MQL-focused lead generation isn’t doing well.
SBI
JUNE 9, 2025
AI is moving fast—faster than most sales teams are ready for. Tools that summarize calls, write emails and surface insights are already part of many reps’ daily workflows. But this is just the beginning. As someone who works with revenue teams navigating this shift, I’ve seen the excitement, the confusion and the concern. Leaders are asking: Which tools do we adopt?
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