Anthony Cole Training

OCTOBER 25, 2024

Companies develop a brand, why not salespeople? It is worthy of your time to think about what you do differently and better than your competition. What do you bring to the table, and how do you solve problems for your existing clients? If you cannot pin that down, it is critical that you focus and develop your personal brand. Think about a significant purchase you made recently and the process you went through as a buyer.

Sales 329

Sales Clients Service Process 329

Sales Pop!

OCTOBER 25, 2024

Hearing a ‘ no ‘ for those unfamiliar with sales strategy typically defeats an effort. Realizing the ‘no’ is temporary when handled well is critical. Many people stress toward year-end, knowing that most prospects said ‘no,’ and fear losing their jobs by year-end. But that doesn’t need to be the case when the issue is appropriately handled.

Gaming 316

Gaming Drivers/motivators Follow-up Relationship building 316

Iannarino

OCTOBER 22, 2024

Too many sales reps are dull in their sales conversation. You can blame this on onboarding processes that gaslight reps into believing that their company and solution are the most important things. This establishes parity with competitors, meaning one salesperson is no better than another. Instead of being average and turning yourself into a commodity, aim to be a more dynamic, engaging salesperson.

Clients 243

Clients Conversion Process Sales 243

Veloxy

OCTOBER 22, 2024

Let’s face it: if you’re still relying on old-school sales prospecting methods , you’re falling behind. Data and speed dominate every industry and the traditional way of generating leads just doesn’t cut it anymore. The belief that human instinct and manual research are the best tools for finding prospects? That’s outdated.

Prospecting 130

Prospecting Technique Pipeline Sales 130

Speaker: Brendan Sweeney, VP of Global Sales at Allego

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 expert Brendan Sweeney 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.

Objection handling

Martech

OCTOBER 22, 2024

If you’re concerned about the effectiveness of your lead generation strategy, you’re not alone. As we approach 2025, B2B marketers increasingly adopt data-driven strategies to refine their lead management processes and ensure they deliver sales-ready leads optimally. About 50% of marketers prioritize lead generation in their campaigns and 65% cite generating traffic and leads as their biggest marketing challenge, per HubSpot’s 2024 State of Marketing Report.

Cross-sell 122

Cross-sell Lead generation GTM Territory 122

Sales Pop!

OCTOBER 24, 2024

Back in 2020, I wrote an article on which I’m now doing an update based on fresh information that I’ve collected. First, some background. Lifelong sales learner that I am, I’ve always been a voracious reader of selling books, posts, blogs, podcasts and the like. But over a long sales career, my best and most memorable insights have come from first-hand experiences involving real colleagues and real clients – direct experiences both good and bad.

Technique 246

Technique Represent Education Clients 246

Partners in Excellence

OCTOBER 22, 2024

Growing up, my parents constantly reminded me to finish things, “Eat everything on your plate…… Make sure you finish your homework… You haven’t finished putting things away… ” That bad habit has persisted for decades. I look at the books piled on my desk, over a dozen–half finished. Two books I’m writing, almost finished.

Start-ups 118

Start-ups Consult Up-sell Technology 118

Martech

OCTOBER 21, 2024

It’s crunch time: eight weeks until your flagship conference. Sales and events aren’t even on the same page. Customer success is scrambling to find reference customers for panels. Product marketing wonders why their shiny new features aren’t getting more of the spotlight on the agenda. It’s a familiar scenario for any company that’s ever hosted a large event.

Strategize 116

Strategize Angle Territory Sports 116

Sales Pop!

OCTOBER 21, 2024

Grocery shopping often accounts for a significant portion of most people’s household budgets. Regular trips to the supermarket can quickly add up, no matter how carefully you plan. And with the rising cost of living and the steady demand for food and household essentials, many families will find themselves looking for ways to trim expenses without sacrificing their needs.

Price 130

Price Sales Promote Up-sell 130

SaaStr

OCTOBER 25, 2024

Dear SaaStr: How Much Should a SaaS Company Invest in Professional Services? A rough yardstick is that most enterprise-focused SaaS companies tend to get about 8%-10% of their revenues from professional services. A few data points: At $800m ARR, Qualtrics was still getting 25% of revenue from professional services. More here. At $500m ARR, OneStream gets about 8% of its revenue from professional services.

Service 119

Service Customers 119

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

Hospitality

Iannarino

OCTOBER 23, 2024

Engaging in sales activities isn't the same as selling. Real sales happen when you're working with decision-makers to create value and establish trust.

Sell 306

Sell Trust Sales 306

Martech

OCTOBER 24, 2024

Eighteen months after GPT-4 shook the martech world, the dust is settling and it’s time to evaluate the real-world impact of generative AI. As brands and vendors navigate integrating genAI into their marketing stacks, one key question emerges: What’s actually working and where should the focus be? Below, we’ll explore the genAI landscape using our data and recent research, highlighting key use cases.

Niche 126

Niche Pipeline Growth Prospecting 126

Sales Gravy

OCTOBER 22, 2024

In this episode of The Sales Gravy Podcast, host Jeb Blount Jr. sits down with LinkedIn expert and OutBound speaker Brynne Tillman to discuss the keys to leveraging LinkedIn for sales success. Brynne shares essential information on avoiding common mistakes like the dreaded "pitch slap," the importance of personalization over automation, and how to truly engage with prospects on LinkedIn.

Pitch 95

Pitch Networking Trust Pipeline 95

SaaStr

OCTOBER 23, 2024

In 2006, BILL CEO and Founder René Lacerte set out to define a category around financial operations for small and midsize businesses (SMBs). Needless to say, he succeeded. At SaaStr’s AI Summit during the SaaStr Annual , René chatted with SaaStr CEO and founder Jason Lemkin about how BILL has reached half a million customers and $1.3B in revenue.

Customers 123

Customers Networking UX Engineering 123

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.

Retail

Iannarino

OCTOBER 25, 2024

Have you ever stepped out of your comfort zone into something completely new? Here's my story of embracing comedy on stage.

258

258

Martech

OCTOBER 24, 2024

SMS campaigns can yield big results for marketers , but there’s a catch: High hurdles around deliverability. For consumers, and ultimately for brands, it’s good that SMS messages are regulated. It’s bad when customers think you are intrusive. At the same time, many consumers prefer SMS as a communication channel, so the right text could be valuable to them and your brand.

Legal 127

Legal Campaign Promote Contact 127

Sales Gravy

OCTOBER 24, 2024

On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. Amy shares her insights on how to overcome common sales obstacles and provides practical advice for improving sales performance.

Pipeline 98

Pipeline Launch Sales Up-sell 98

SaaStr

OCTOBER 19, 2024

So we’ve finally crossed 50,000 subs on SaaStr YouTube. It took a while, but I’m probably on the unparalled quality of our content, especially the past 18+ months or so where we stepped up the editing and more. So if you want to catch up, here are The Top 10 Most Popular SaaStr YouTube Sessions of All Time. Note I did take out a few that would have made the list but were a bit dated etc: #1, 279,000 Views: “How To Perfectly Pitch Your Seed Stage Startup With Y CombinatorR

Pitch 113

Pitch Engineering Growth Sales 113

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.

High impact

Salesforce

OCTOBER 22, 2024

87% of business buyers expect reps to act as trusted advisors. By diving into their pain points and finding a champion, you can be the one they turn to. Attracting qualified prospects — companies that are a good fit for your product or services — is more important in B2B (business-to-business) sales than earning a large number of leads. Identifying high-quality leads can be challenging though, which is where a sales methodology like the MEDDIC sales framework comes in.

E-commerce 87

E-commerce Territory Pitch Sales 87

Martech

OCTOBER 25, 2024

For HubSpot users, HubSpot email sequences are a powerful way to save time and stay consistent when connecting with your audience. But if you only use them for cold outreach, you’re letting a valuable tool sit idle. Think of email sequences as a Swiss army knife of sorts — useful for a ton of different things. You can use them to promote events, keep leads engaged, follow up with customers and much more.

Appointment 120

Appointment Follow-up Contact Start-ups 120

Understanding the Sales Force

OCTOBER 19, 2024

My latest sales epiphany happened while I was watching Friday’s American League Championship Series game between the Yankees and the Guardians. The Guardians went to the bullpen to bring in a relief pitcher and I felt nothing. Wow! If it was the Red Sox, I would have been worried sick that the pitcher they were bringing into the game: Sucked all year Walks too many guys Is prone to giving up home runs Pitches worse against the Yankees Won’t prevent the Yankees from scoring right he

Real Estate 77

Real Estate Gaming Pitch Sales 77

SaaStr

OCTOBER 20, 2024

It’s time to catch up on the SaaStr content you missed this week! Top Posts of the Week: #1. “5 Pros, and 5 Cons, to Taking a VC Round at a Very High Valuation” #2. “ The Quiet Liquidity Crisis in SaaS” #3. “Ramp: Actually, We’re Mostly Buying the Same Standard Stuff — HubSpot, Zoom, Slack, Zoominfo and Carta” #4. “My Best Advice for CROs/VPs of Sales That Are Ready to Be CEOs” #5. “5 Common Pieces of SaaS Advice … That Are Often W

Up-sell 122

Up-sell Growth Sell Sales 122

Advertisement

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.

B2B

Sales Hacker

OCTOBER 22, 2024

Kyle Poyar is the Co-Founder and Operating Partner at Tremont, with over 8 years of experience at OpenView where he became a leading voice in the product-led growth (PLG) movement. Kyle shares his insights on the inevitability of PLG in an AI-driven future and reveals must-try tactics to accelerate growth using a PLG approach. Discussed in this Episode: Why PLG is becoming inevitable, especially with the rise of AI in software Creative ways companies can build out their PLG motion How social pro

GTM 109

GTM Growth Pipeline Consult 109

Martech

OCTOBER 21, 2024

This is a warning to all business professionals. If you’re an agency in the world of data collection (analytics, marketing, etc.), this might be a “shame on you” moment. Data is the lifeblood of all organizations. Without it, how can executives, business owners and managers make day-to-day and long-term decisions? Yet, for many organizations, the question of who owns their data rarely arises — until problems emerge.

GTM 127

GTM Contract Clients Campaign 127

Engage Selling

OCTOBER 21, 2024

Ever feel like follow-up meetings are a bit of a maze? Let’s simplify it! This video tackles four essential prep steps to help you navigate these meetings smoothly. Don’t forget … The post Prepping for a Current Client first appeared on Colleen Francis - The Sales Leader.

Clients 62

Clients Meeting Follow-up Sales 62

SaaStr

OCTOBER 23, 2024

So some Cloud and SaaS stocks are on fire, even now. And then … there is Palantir. The fire of the fire. It’s up +162% in the past year, and is now worth $95 Billion (!) at $2.7 Billion ARR. That’s a jaw-dropping 35x ARR. Goodness. Why is Palantir the highest valued public SaaS and Cloud stock? $2.7 Billion in ARR Growing 27%, and importantly — re-accelerating. 22% free-cash margins, and now GAAP profitable Customer count up 41% year-over-year It’s the bright, AI

Government 94

Government Contract Growth Closing 94

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.

Sales

Partners in Excellence

OCTOBER 21, 2024

The 7 Habits Of Highly Effective People was originally published on August 15, 1989. Habit 5 starts with, “Seek first to understand……” It’s foundational to everything we do, whether in our business, community, or personal relationships. Yet it seems to be one of the most difficult habits to live by. And it is one of the most important habits for us to exercise in learning, growing, and achieving our objectives.

Conversion 62

Conversion Customers Sales 62

Martech

OCTOBER 25, 2024

GenAI’s transformative power accelerates marketing objectives and unlocks growth. The benefits are clear: enhanced productivity, deeper data analysis, personalized experiences, content generation and more. However, tapping into genAI’s full potential requires more than just adding another tool to the martech stack. Shifting from pilot projects to widespread implementation demands a strategic approach.

Objectives and Key Results 135

Objectives and Key Results Government Trust Technology 135

Adaptive Business Services

OCTOBER 23, 2024

Time flies and I’m guessing that it has been close to 10 years since LinkedIn decided to close its access doors to most third-party applications including Nimble CRM. Shortly thereafter, they did authorize limited access to a few enterprise level CRMs providing that you have the right LinkedIn premium account. What about smaller companies and solopreneurs with budgets to match?

CRM 62

CRM Prospecting Contact Follow-up 62

SaaStr

OCTOBER 20, 2024

Dear SaaStr: Why Do Angels Invest Even if Most Of Them Fail? And is a 10x Return Even Enough? You’re right, 10x isn’t enough. True angels invest so early, maybe only 2 out of 50 make any real money. Sometimes just 1 (or 0). If it’s just 1 Big Winner out of 50 angel investments, to even just double your money, that winner has to do 100x. So most successful angels in tech are seeking startups that can 100x their money.

Price 113

Price 113

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