Anthony Cole Training
DECEMBER 5, 2024
In the old days of selling, closing was about what happens at the end of a client or prospect meeting did we get them to sign something, give us the green light, or seal the deal? The activity was about applying pressure on the buyer to make a decision NOW. Lets pause and think about how we, as buyers, feel when a person is pressuring us to make a buying decision now.
Salesforce
DECEMBER 2, 2024
When you run a small business or startup, you may feel like you need to be great at sales, marketing, finance, and customer service, right? You’re not alone. As a small and medium-sized business (SMB) owner, you have to manage multiple jobs. That’s why it’s so important to keep learning, so your business can keep growing. And, the good news is that you can get free online courses (for small business owners) on demand, whenever you carve out time to learn.
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SaaStr
NOVEMBER 30, 2024
Here’s an uncomfortable truth about SaaS companies: the majority of first-time VPs of Sales don’t make it past 12 months. As someone who has both succeeded and failed at making this critical hire, I can tell you that when it works, it’s transformative. When it doesn’t, it’s potentially catastrophic. A failed VP of Sales hire doesn’t just cost you immediate revenue—it creates a devastating ripple effect: You lose the second-order revenue (up to 6x the initial l
Sales Gravy
DECEMBER 2, 2024
In this episode of the Sales Gravy Podcast, I highlight a key sales opportunity as we approach the final stretch of the year. There is no doubt that this has been a strange year, right? With the election, inflation, and so much uncertainty a lot of businesses held back on spending – even though, as a whole, the economy was pretty good. Now that the election is over, these same businesses have a budget left over that they need to spend before the end of the year.
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
DECEMBER 6, 2024
The relationship between marketers and generative AI has been complicated from the start. Many marketers have approached AI-generated content with understandable skepticism, questioning its ability to capture the nuanced voice and creativity that great marketing demands. Below the surface of these concerns is the fear that AI might eventually replace human marketers altogether.
Cerebral Selling
DECEMBER 5, 2024
One of the biggest problems I hear consistently from my clients (even big, established companies) is that they get stuck in a sea-of-sameness and struggle to differentiate themselves from their competition. “We have a unique solution, leading technology, and an amazing, experienced team, but our customers still see us as a commodity! In the end, we have to give deep discounts to drag deals over the finish line.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
DECEMBER 2, 2024
Getting anything over the finish line as the holidays approach is a struggle in any facet of life, and sales is no exception. The end of Q4 is one of the — if not the — most stressful, frustrating stretches of any sales professional's year. As someone with extensive experience leading teams of SDRs, I'll be the first to tell you that keeping both reps and prospects engaged with the holidays on the horizon is every bit as tricky as it is essential.
Martech
DECEMBER 5, 2024
Most deliverability advice looks only at email list issues and how to design, send and manage your email campaigns. However, not all deliverability problems are solved by removing inactive subscribers and spam complainers, or tunin up your email coding to avoid triggering a spam filter. Instead, seemingly unrelated business decisions can affect the wider application of your email program and undermine its deliverability.
Iannarino
DECEMBER 5, 2024
The concept of being One-Up in sales isn't just about knowing more than your client; it's about knowing the right things to guide the client through their decision-making process. To do this, you must create value for your client and position yourself as a trusted expert. This concept is crucial for effective sales conversations , especially when your clients are making high-stakes decisions and lack the experience to confidently choose the best option.
Salesforce
DECEMBER 4, 2024
Disclaimer: All statistics mentioned in this article are sourced from the 6th edition of Salesforce’s Small and Medium Business Trends Report. Every year, lots of small and medium businesses (SMBs) start with high hopes of making it in a tough market, despite facing many challenges. And, every year, we are here at Salesforce helping them stay up to date with the latest trends.
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.
Sales Hacker
DECEMBER 3, 2024
Mark Kosoglow is the Co-Founder and CEO of Operator.ai, a company incubated by GTMfund. Mark was employee #1 at Outreach and former SVP of Global Sales, where he helped grow the company from zero to over $200 million in revenue. He is joined in this special edition podcast episode by Max Altschuler, Founder and General Partner of GTMfund. Discussed in this Episode: The fallacy of “what got you here won’t get you there” in revenue leadership.
Martech
DECEMBER 3, 2024
Ecommerce is experiencing the best holiday season ever, keeping pace with a record-breaking forecast from Adobe Analytics. Cyber Week, the period just concluded from Thanksgiving to Monday, brought in $41.1 billion in U.S. online sales, up 8.2% year-over-year. Last year, the five-day period saw a 7.8% YoY increase , with $38 billion in U.S. ecommerce sales, according to Adobe.
Sales Pop!
DECEMBER 4, 2024
It’s the final crunch time to reach sales goals by the end of the year. Don’t let the excitement of the holidays distract you into complacency. Instead, use the holiday spirit to drive you to success. Start by evaluating your preparedness for the unexpected with a plan and business insurance , then create incentives that make sense with the season, and finally, keep your work and life balanced so you don’t lose what’s most important.
Salesforce
DECEMBER 5, 2024
Let’s be honest, traditional small businesses may be hesitant to dip their toe into new technology. But for 5P Consulting , a small consulting firm founded in San Diego, technology is the very business of their business. 5P Consulting’s mission is to optimize organizations and drive them to improve business productivity through process and advanced technology.
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
Hubspot
DECEMBER 4, 2024
I think that we’ve all faced the music: AI is (whether we want it to or not) changing the way that we do business. And, in my humble opinion, I’m not mad at it. Its offerings have been pretty beneficial thus far. But even if you’ve accepted this fate (or maybe you’re cautiously on the fence), you’re likely part of a select group of people who are still wondering what AI is really doing to empower both small and large-scale businesses.
Martech
DECEMBER 5, 2024
IAB, in collaboration with IAB Europe and leading retail media networks (RMNs), released finalized definitions and standards for proving the impact of RMN campaigns. The standards were originally introduced and opened up for public comment in September at the IAB Connected Commerce Summit. “These standards lay the groundwork for transparency and consistency in in-store retail media by focusing on what matters — clear definitions and measurement methodologies,” said IAB VP, measurement addressabi
Force Management
DECEMBER 5, 2024
This month's Revenue Builders Podcast episodes shared a central theme of delivering value. In sales we often think about value as something we deliver to our customers, which is true - but value is also something delivered to teams by their leaders, to reps by their organization and to sales organizations by their customers. In the below episodes, we were joined by some highly accomplished guests who shared new ways of thinking about value and how we can become the most valuable leaders, service
Salesforce
DECEMBER 2, 2024
Most B2B marketers have used account-based marketing (ABM) for years. But today’s ecosystem demands an even more targeted approach to buying committees. A strong opportunity-based marketing strategy will help you achieve that. Marketing and sales alignment is a big key to engaging accounts and closing B2B deals. I challenge marketers to rethink how they align with the sales 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.
Partners in Excellence
DECEMBER 4, 2024
This question was posed in an email I received recently. It struck me, for a number of reasons. People who know me well, sometimes ask, “Dave, why do your work so hard! You certainly don’t need the money, but you continue to be one of the busiest people I know. What causes you to keep it up? Why don’t you take more time off?” The response has been the same over all the years people have asked that question.
Martech
DECEMBER 2, 2024
Marketing teams are leading the adoption of generative AI, but are they using the right tools to drive real outcomes? Predictive analytics helps CEOs and CFOs allocate credit through multi-touch attribution (MTA), while data scientists use it to forecast patterns. However, for marketers, success lies in understanding the interrelationships within programs that drive outcomes.
SaaStr
DECEMBER 5, 2024
So it’s interesting how folks craft headlines from data. Carta release its latest funding data the other data for 2024 Year-To-Date here : What you can see is that large, hot AI later stage deals overall are indeed driving venture capital deployments up ~ +17% the year. But that’s for late-stage capital. Most of it AI driven. For early stage VC, it’s actually down -9% in 2024 over 2023.
Highspot
DECEMBER 5, 2024
The most successful enablement teams prove to be resilient and innovative. While unlocking the impact of go-to-market initiatives could feel like an impossible task, high-performing teams approach each challenge as an opportunity for change. Theyre willing to make mistakes, test new angles, learn, and evolve. They dare to go beyond whats historically been possible.
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.
Topline Leadership
DECEMBER 2, 2024
Discover the five essential skills for sales managers that you need to master now to make 2025 the best year ever for you and your sales team. In July 2024, a corporate client with over $75 billion in annual sales had 20 of their company’s sales managers complete my online sales management training program. Three. Read full article The post 5 Essential Skills for Sales Managers in 2025 appeared first on TopLine Leadership.
Martech
DECEMBER 4, 2024
Almost 90% of B2B buyers prefer content from trusted B2B influencers over sales messages from B2B brands. That’s a statistic from a recent survey by LinkedIn and it echoes what Demandbase CMO Kelly Hopping recently told us : “They’re going to trust hearing from that guy, versus the Demandbase brand.” But just who is “that guy”?
SaaStr
DECEMBER 5, 2024
Software buying behavior has changed, and today we’ll share how you can leverage these changes to win in the age of AI. Sydney Sloan, CMO at G2 and SaaStr fan favorite, shares insights from G2’s annual buyer behavior report to help prep you for the 2025 buying cycles. The three key areas to pay attention to: The promise of AI is dictating purchasing behavior.
Sales Pop!
NOVEMBER 30, 2024
As we march towards the end of 2024 and another selling year, we work to close deals and position ourselves for a strong start to 2025. Potential territory realignments and new account assignments present both new and foregone opportunities as we proceed laser-focused on our pursuits and clients, those current and those likely to become ours on Jan. 1.
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.
Salesforce
DECEMBER 3, 2024
Navigating the AI landscape can be daunting, given the sheer number of choices available. But despite all this choice, no single platform can meet everyone’s needs. That’s why we’re committed to an open model ecosystem that lets you tailor your artificial intelligence (AI) solutions precisely to your business requirements. Building on the success of our bring-your-own-model ( BYOM ) approach, which gives customers greater flexibility when choosing a predictive AI model, we’re offering some
Martech
DECEMBER 5, 2024
“You’re damned if you do and damned if you don’t.” This expression applies when trying to create and execute personalized campaigns. If you go too deep into understanding prospects’ or customers’ needs and preferences, you can’t scale the campaign. If you go too shallow, then the message lacks relevance and connection to buyers. It’s a challenge we’ve faced while working with clients over the years.
SaaStr
DECEMBER 1, 2024
Dear SaaStr: What is the shortest time it took for a company to go from concept/launch to their IPO? I think Lotus Software (of 1-2-3 fame) must be close. It shipped Lotus 1-2-3 in January ’83 and sold $50m in software in its first year on the market — that must be $100m+ in today’s $$$. Versus, apparently, a plan for $1m in revenues the first year acc. to Wikipedia.
Engage Selling
DECEMBER 2, 2024
Ever feel like your proposals are missing the mark? Discover the magic of asking the right questions upfront. For more strategies like this, check out my sales tip video library … The post Doing This Pays Dividends… first appeared on Colleen Francis - The Sales Leader.
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