Deal or No Deal?
Anthony Cole Training
JULY 23, 2019
We've all been there before.I know that I have.
Anthony Cole Training
JULY 23, 2019
We've all been there before.I know that I have.
G2
JULY 25, 2019
To quote Brooks Hatlen from the The Shawshank Redemption , “the world went and got himself in a big damn hurry.”.
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Partners in Excellence
JULY 23, 2019
I had asked a coaching client to put together a 90 day plan, outlining his goals over the next 30-60-90 days. The plan was very thoughtful. He outlined a lot of important activities. As we spoke, I said, “I asked for your goals, but you identified activities. How do you know those activities help you achieve your goals, how do you know if you’ve achieved your goals?
SaaStr
JULY 20, 2019
Once you hit Initial Traction in SaaS, say that first $1m-$1.5m in ARR, you’ll finally find something that works. One channel, often. E.g., partnerships. Or Facebook ads. Or an app store. Or a specific outbound strategy. Or blogging, or podcasting, or something. Or paid webinars. A channel that works. Once you do, one thing I’ve learned, both as a founder, an investor, and now again at SaaStr: every marketing initiative, and every channel, plateaus.
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.
Anthony Cole Training
JULY 26, 2019
Selling is a 'slight edge business' that is driven by one more phone call, one more prospecting effort, one more cold email outreach, one more social media push, and one more effort to build a new relationship and land a new client.
G2
JULY 26, 2019
SaaS has become a widely used and recognized term in recent years.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
JULY 22, 2019
There is one common factor, that founders know, but often lose track of in their pitch: every VC, at any stage, is looking for outliers. Your pitch, your team, your metrics, your market position, your vision, your TAM, your everything, should honestly and transparently but aggressively and positively show how you can be an outlier. It is hard to make money as a VC, as odd as that may sound.
Women Sales Pros
JULY 25, 2019
I was able to contribute to the recent Sales Hacker post Top Communities for Women in Sales and Revenue written by Sales Hacker founder Max Altshuler. Max is a strong ally in the B2B sales world for diversity and inclusion. From the very first events that Sales Hacker put on six years ago, Max was asking for names of strong women keynoters and diverse speakers to change the face of the existing sales conference world which was full of all-male lineups on main stages everywhere.
G2
JULY 26, 2019
Text marketing has been continually growing in popularity with businesses of all sizes, largely due to the ability to reach customers on the go as well as having an extremely high open rate.
Hubspot
JULY 25, 2019
Imagine working for a company without any employees dedicated to growing and developing the business. Nobody to challenge you to improve or tell you about new business opportunities, changes in the market, what your competition is up to, or how you can attract your target audience more effectively. This would make it pretty hard to succeed, don’t you think?
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.
SaaStr
JULY 23, 2019
It shouldn’t take more than a week, or even just a few days, to negotiate a term sheet, once a VC decides they want to do a deal. There really aren’t many variables these days, really just price and how much you raising / selling. Most of the rest of the terms are much lower drama than they used to be. Most VCs aren’t trying to control your board and your company in the early days anymore.
Sales Hacker
JULY 26, 2019
We all make mistakes…. Even the most experienced of us. One of the most common? Letting a qualified prospect fall through the cracks, never to be seen again. This can happen in a number of ways. The good news, though: all of these pitfalls are avoidable — if you’re consciously aware of them. Below are five common ways a qualified prospect can fall through the cracks (and what to do instead). 1.
Force Management
JULY 24, 2019
One of the keys to a successful sales kickoff is to execute it in a way that aligns with your organization's overall business strategy. From there, your SKO agenda should be prioritized by the objectives and the outcomes you want the event to drive as it relates to that strategy.
Openview
JULY 24, 2019
The post Balena Raises $14.4 Million to Simplify IoT Device Management appeared first on OpenView.
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
JULY 23, 2019
If you’re just measuring success against how many deals you close -- you’re doing it wrong. A quick Google search of “Most important sales metrics” will turn up a variety of answers, from customer acquisition cost (CAC) to win rate to average contract value (ACV). One voice and answer reigns supreme, however. You can’t open an article about lead velocity (including this one) without seeing SaaStr founder Jason Lemkin’s now-famous quote about how your lead velocity rate is the single most importa
Sales Hacker
JULY 24, 2019
Gender inequality in STEM has been making news for a while. But that’s not the only space where women are underrepresented. It’s a problem in sales too. According to the 2019 State of Sales Performance survey , 73% of teams polled said that less than half of their team were women. To many, this is an all too familiar problem — but not just for women.
Jill Konrath
JULY 22, 2019
How can you tell if you have a weak value proposition? One telltale sign is that virtually no one responds to your emails or gets back to you on the phone.
Membrain
JULY 21, 2019
Up until the other day, any possible connection between window washing and complex B2B sales would have never entered my mind. That is, not until we were getting our windows cleaned. (When you live in NYC, you definitely don’t want to do this yourself.).
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 26, 2019
??????????????????????????I recently talked to a CEO whose sales were down $16 million. That represented a 20% decrease from the prior year. Thus, they were concerned.
The Sales Hunter
JULY 23, 2019
Below is a list of 20 things I have found in common with the top 1% of all sales prospectors. Notice that each item on the list is an action. That’s right, they are things you can do! To be great at prospecting, you don’t have to be born with the “sales gene.” It simply means that you must make it happen day after day. Check out my video where I talk more about what it takes to be in the top 1% of all sales prospectors: As you go through the list, don’t just read it.
Sales Hacker
JULY 25, 2019
As a sales trainer, there’s always a balance between research and just picking up the phone and dialing out. How much research do you do before just picking up the phone and dialing? Too little, and you sound like a cold call , and you’ll get disconnected. Too much, and you waste time you could spend connecting with the people who you can convince to take an appointment and eventually to buy your product or service.
SaaStr
JULY 22, 2019
Customer expectations are at an all-time high, making it more and more difficult for companies to please them. Companies who understand their customers well are the ones who rise to the top over their competitors. New Relic, provider of real-time insights for software-driven businesses has this formula figured out. Hear from Roger Scott, New Relic’s EVP and Chief Customer Officer as he shares his 7 tips and tricks for keeping your customers happy— and how to do so at a large scale.
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.
Sandler Training
JULY 25, 2019
In the past couple of decades, our workplaces have gone from the office to mostly virtual spaces. We get our jobs done and we communicate in the cloud. However, we still struggle with the same issues in communication which we had decades ago. Here are a few effective ways to overcome communication barriers in the workplace which you can apply right now.
Partners in Excellence
JULY 25, 2019
Imagine coaching a basketball player, “All you have to do is master your foul shots, they are the single most important thing to win games.” All of us, even those who don’t play basketball, would say this is ridiculous coaching. We would argue you have to master everything—dribbling, passing, inside and outside shots, defense, playmaking, and on and on.
Membrain
JULY 24, 2019
“Cooperation is not good enough,” says Tim Ohai, Global Lead, Sales Process & Methodology at Workday. In this guest post on Keenan’s blog, he makes a case for sales professionals to avoid cooperation and claims it’s killing your sales effectiveness.
SaaStr
JULY 25, 2019
For most SaaS apps, you want to at least start with “just right”, Goldilocks pricing: Too high a price, and you start to add friction to the sales process. Deals take longer, leads shop other vendors, etc. That may be OK if you are the only vendor or in the space, or have the dominant brand. Sales may even push for this. But if you aren’t yet #1, you want to close every deal possible.
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 25, 2019
In the early days of the web, design and SEO weren't really friends -- websites with good SEO often had a weak design, while websites with impressive design often weren't great for SEO. During that era, there was some crazy stuff going on involving stuffing keywords into content, bad website navigation, and just plain ol' outdated design. When I joined HubSpot, I partnered with our SEO team to design online experiences that could grow organic traffic to our website at scale.
Partners in Excellence
JULY 22, 2019
It seems to be human nature that we don’t want to think about what could go wrong. Particularly in sales, we are continually optimistic, we want to be positive, particularly with our customers. So why would we ever want to talk about what could go wrong? Particularly when we are in the middle of the customer buying process? But it’s an important discussion with our customers, primarily because it helps them think differently and more completely.
Sandler Training
JULY 23, 2019
Below, you will find some DON’Ts , some DOs , and some concise guidance TIPS on getting the very most out of the extraordinary learning and reinforcement tools available via online learning portals like Sandler Online. Read Time: 4 Minutes.
SaaStr
JULY 22, 2019
SaaStr Scale, our one day, San Francisco based event. We’ll be at the Terra Gallery downtown with all our favorite SaaStr G.O.A.T.s. With about a month left to go, here is who you can expect! The Playbook To… Hear from different revenue leaders on the playbooks to revenue growth, scaling, building better teams and more. We’ve gathered some of our most tactical speakers with real-time actionable content that will help you get your company up and running (and maybe even into hype
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