Hubspot

MARCH 13, 2025

Why are revenue targets so hard to hit? According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024 , reps are still struggling to meet their sales goals. To shed some light on the matter, Ill offer my personal insights on why teams are missing their targets. In addition, I reached out to other sales experts to hear what they had to say about setting and meeting revenue goals so you can take home some best practices from their

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Meeting Pipeline Quota Sales 66

Martech

MARCH 13, 2025

If you’ve been around the corporate world long enough, you might remember when “failing up” was the latest concept in corporate success. It describes the ability to rise above failure and move on, to share your experiences with others, understanding the point of failure, learning from it and moving on. Like most corporate cliches, it came and went.

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Campaign Follow-up Closing Technology 125

Sales Pop!

MARCH 12, 2025

Having trouble with high-quality lead generation? This happens with many businesses. Many players can attract lots of visitors, but they have trouble converting them. The old tricks of lead generation – advertising, cold emailing, and generic content offer up unqualified leads that disappear after a quick interaction. And why is it so? Prospects think they should be offered something of value before they commit; they should be educated, not just sold.

Lead generation 130

Lead generation Process Education A/B testing 130

SaaStr

MARCH 13, 2025

So leading SaaS growth stage VC fund Insight Partners surveyed 100+ of its top later-stage B2B companies to see how they did marketing and demand gen and pipeline creation in particular. What they learned: Marketing drives 48% of pipeline across B2B companies. Sales drives 33%. And Partners and Channel 15%. An interesting break-down. Not a shocker but useful to see this across 100+ leading B2B scale-ups.

Pipeline 117

Pipeline Drivers/motivators B2B Growth 117

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 connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to keyless entry, 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

Hospitality

Salesforce

MARCH 13, 2025

Let’s say you’re launching a new product. You need to understand how big the market is in order to determine whether it’s worth the investment. What if you could find the number that answers your question and helps you paint an accurate yet exciting picture for investors? This number exists in the form of total addressable market (TAM).

Minimum Viable Product 100

Minimum Viable Product Strategic planning Territory E-commerce 100

Martech

MARCH 12, 2025

Marketing budgets are doing two things right now tightening and transforming. With consumer spending power squeezed and C-suites scrutinizing every expense, businesses and the marketers who support them have come to a critical inflection point: adapt to inflation or watch your ROI evaporate. Simply cutting costs won’t cut it. As inflation stubbornly hovers at 3% and reports reveal consumers’ disposable income is up just 1.8% year over year the weakest pace since December 2022 busi

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Strategic partnership Strategize Finance B2B 113

Sales Gravy

MARCH 9, 2025

No matter if you've had a great month, closed a big deal, or made it to the winner's circle at President's club, winning makes you more vulnerable to losing. A Winning Message for Sales Winners Last week I delivered a keynote at a large company's Presidents club event. It was fun! Great hotel. Tropical destination. People were upbeat and happy because they were celebrating success.

Pitch 97

Pitch Drivers/motivators Up-sell Engineering 97

Salesforce

MARCH 12, 2025

Spoiler alert: The answer is, you need both agents. 90% of SMB owners are already using AI to automate customer interactions. Technology is becoming more innovative with every passing day. One of the most exciting developments in technology is the rise of autonomous and assistive agents. Agents are running business operations smoothly with limited human oversight where tasks are executed flawlessly without lifting a finger.

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Represent Customer Relationship Management CRM Relationship Management 98

Martech

MARCH 12, 2025

You open your email automation platform and instantly feel overwhelmed. Dozens of workflows stare back at you welcome series, abandoned carts, nurturing sequences, anniversary triggers the list goes on. But here’s a hard truth: most email automations are just noise. They drain your resources, confuse your audience and deliver little real value.

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High impact Click Through Rate Non-Profits Promote 112

SaaStr

MARCH 12, 2025

So at SaaStr Annual, Dave Kellogg did a great deep dive on “5 Things Every B2B CEO Needs to Know about Marketing” In the Age of AI it’s even more true today, so I wanted to update our SaaStr take-aways from the deep dive. And see everyone at 2025 SaaStr Annual, May 13-15 in SF Bay for 300+ more sessions, workshops, and braindates like this!

Pipeline 82

Pipeline B2B Territory Quota 82

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

Sales Gravy

MARCH 13, 2025

How many times have you gotten to the meeting but your pitch fell flat? You went in guns blazing, thinking the hard part was over and youd land the dealbut instead you face-planted. Its not your product or your pricing. Its your messaging thats failing youand blocking you from a sale. A Framework to Tap Into Your Prospects Pain So whats missing? A framework that actually speaks to your prospects pain, builds urgency, and moves them toward a yes.

Quota 63

Quota Pitch Sales Prospecting 63

Salesforce

MARCH 12, 2025

Cybersecurity is a shared responsibility between a provider and their customers. While Salesforce builds enterprise-grade security into every part of our platform, customers play a vital role in protecting their dataespecially amid a recent rise in sophisticated social engineering and phishing attacks targeting Salesforce customers. Threat actors have been observed employing various social engineering tactics, including voice phishing (i.e., vishing), to impersonate members of an IT Support team

Engineering 93

Engineering Contact Trust Networking 93

Martech

MARCH 10, 2025

AI personalization is everywhere, but it’s not everything. Only humans can provide the genuine interaction and empathy to build lasting customer relationships. While AI can help identify your ideal customers, you must go old school to nurture them. “AI is a magnificent tool,” said Kyle Tudor, head of sales at Perfection and Custom, at last fall’s MarTech Conference. “But your customers are still human.

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Customers A/B testing Click Through Rate Campaign 117

SaaStr

MARCH 13, 2025

Dear SaaStr: Should I Let My VP of Sales Go? I’m Not Sure I’ve Made The Right Hire 60 Days In? It depends on what youre seeing after these 60 days. You don’t need perfection. You do need to see true improvement. Not magic, but some real, tangible improvement. Some element of the curve being … titled. All Your VPs Really Need to Do is Tilt the Curve A great VP of Sales should show meaningful progress within one sales cycle.

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Pipeline Contract Quota Growth 68

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B2B

Hubspot

MARCH 12, 2025

Being a salesperson today feels like trying to get someones attention in Times Square; buyers are swamped with choices, blinking lights, and loud pitches from every direction. One word: Overload. The internet makes research a breeze until youre drowning in options and cant tell whats worth your time. As a copywriter, Ive been there, wading through endless tabs, trying to separate the gold from the noise.

Sell 61

Sell Objectives and Key Results Pitch Sales 61

Salesforce

MARCH 13, 2025

Brands are increasingly turning to innovative commerce solutions to stay competitive. Going Direct to Consumer with Salesforce offers a range of benefits that can help brands thrive in the digital marketplace. A Competitive Advantage for Direct-to-Consumer From implementing AI efficiently and cost effectively to ensuring a great customer experience that is secure, there are plenty of considerations when taking on a Direct to Consumer project.

Strategize 59

Strategize Launch Service Promote 59

Martech

MARCH 13, 2025

Generative AI is transforming business operations, but its adoption varies significantly between B2B (business-to-business) and B2C (business-to-consumer) organizations. While both use AI-powered content generation, personalization and automation, the most significant gaps appear in social media management, advertising and sales enablement. Why are there differences?

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B2C B2B Contact Trust 95

Sales Pop!

MARCH 11, 2025

The mining industry which people once saw as traditional and slow to adapt is now going through a profound transformation. The combination of technological progress with environmental demands and economic needs is forcing mining companies to adopt digital transformation in order to boost operational efficiency while adopting even greater safety measures all the while maintaining the delicate ecological balance.

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Represent Strategize Technology Technology 153

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

Sales Gravy

MARCH 11, 2025

Cindy is struggling to set appointments and handle the "How Much Does it Cost?" objection. She recently switched from media sales to the home services industry. Suddenly, she finds herself making all her own cold calls no marketing team, no pre-existing territory full of warm leads. And unlike her old deskbound clients, these new prospects are likely to be on a roof or at a job site when she calls.

Profit margin 58

Profit margin Cold Call Appointment Territory 58

Adaptive Business Services

MARCH 12, 2025

Or should I call it my tech stack ? At any rate, I used to have a bad case of shiny bauble syndrome, but today not so much. Im grateful for this because, particularly with all of the available AI and automation tools, there are only about a gazillion to choose from. These are my go-to’s, my daily drivers. Nimble CRM – I have been a Nimble user, and an authorized Independent Solution Partner since before Nimble was introduced in 2012.

B2B 71

B2B Sell CRM Drivers/motivators 71

Martech

MARCH 13, 2025

Can you imagine an AI start-up saying no to money from investors? DeepSeek founder Liang Wenfeng is doing just that. According to The Wall Street Journal, In recent weeks, executives from Chinese technology companies including Tencent and Alibaba have met Liang to discuss potential cooperation, said people familiar with the companies. Those people said Liang didnt want to charge for DeepSeeks core AI models, which are currently free.

E-commerce 102

E-commerce CTR Click Through Rate Government 102

Salesforce

MARCH 12, 2025

Excellent customer service and smooth online experiences have become table stakes for financial services institutions (FSI) to attract and retain customers. While competitive rates, fees, and pricing are key factors in driving loyalty to an FSI, customers expect more digital-first experiences. Moreover, interactions need to be quick, personalized, and available 24/7 on mobile apps, websites, and social media.

Service 59

Service Represent Government Trust 59

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

Heinz Marketing

MARCH 13, 2025

By: Tom Swanson, Senior Engagement Manager, Heinz Marketing Everyone wants to bring in bigger deals. While not for every single company, the vast majority of the folks we work with are at least somewhat interested in ABM. Personally, I love the idea, but the execution I see is often deeply flawed. We are often coming in specifically to help with it.

Objectives and Key Results 52

Objectives and Key Results Campaign Start-ups Follow-up 52

G2

MARCH 11, 2025

Three big AI developments happened last week. Tim Sanders, G2's VP of Research Insights, breaks down everything you need to know to stay on top of the news.

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Martech

MARCH 12, 2025

Marketers have more tools to help build and measure brand than ever before, but understanding the impact of brand marketing remains a challenge for many organizations. Benoit Garbe is the President of QUINT Advisory, a member of the Tracksuit advisory board and the former CMO of AB InBev. Garbe sees a massive opportunity today for organizations to reframe brand and, in the process, rethink the role of the CMO and marketing, with marketers acting as the coordinator of all brand activity.

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GTM Presentation Conversion Process 93

PandaDoc

MARCH 13, 2025

In business, consistent relationships between suppliers and buyers can make operations easier for both parties. Vendors gain a consistent customer and buyers have a trusted source for a specific selection of products or services. As these relationships deepen, partnering companies will often agree on contracted pricing, a pre-negotiated price structure that applies over a defined period.

Contract 52

Contract Price Negotiate Non-Profits 52

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.

Product

Membrain

MARCH 9, 2025

In this episode, Leslie Venetz founder of The Sales-Led GTM Agency joins us for a captivating discussion on her journey into the sales profession and her pivotal role in the Women Sales Experts Conference. Once viewing sales as merely a temporary gig, Leslie discovered her true passion when she embraced her ability to help people solve their problems.

GTM 71

GTM Sales 71

G2

MARCH 13, 2025

Building a memorable brand goes far beyond having a beautiful logo or a catchy slogan. It involves creating a cohesive and consistent experience that resonates emotionally with your audience.

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Predictable Revenue

MARCH 12, 2025

Customers wont always adopt a tool that improves their workflow, but they will actively seek to eliminate something that slows them down. The post Fail Fast, Pivot Smart with Paul Doerwald appeared first on Predictable Revenue.

Customers 52

Customers Sales 52

SaaStr

MARCH 13, 2025

The Traditional “Triple, Triple, Double, Double, Double” Rule is Dead for AI Startups If you’ve been in SaaS for a while, you know the classic growth rule of thumb: “Triple, Triple, Double, Double, Double.” It was the gold standard for B2B software companies scaling from $1M to $100M ARR. But here’s the thing – AI startups are breaking this model entirely.

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Growth Strategic partnership Contract GTM 111

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Sales