Anthony Cole Training
MAY 13, 2021
Business planning as a sales professional has several components. But, there isn’t a component that is more important than using your calendar to plan for your “green” activity.
Partners in Excellence
MAY 10, 2021
The other day, I was speaking with a colleague about the state of sales/selling. We started talking about the irony of change, how our jobs are all about change–yet we, somehow, seem the most resistant to changing how we sell. Sales/selling has little to do with what we sell. It is strictly about change, helping our customers/prospects recognize the need to change, helping them in that change process.
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G2
MAY 10, 2021
A business restricted to a single geographic location is now a thing of the past.
SaaStr
MAY 9, 2021
The toughest hire of all is probably your VP of Sales. What trade-offs should you make? What are the right interview questions? When is too early to make the hire? When do you know that you’ve made a mis-hire? How far can you stretch to make the hire? What’s fair to expect from a VP of Sales, and what isn’t? We’ve pulled together the top SaaStr content over the years on how to make this critical hire.
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.
Sales Hacker
MAY 13, 2021
Lead scoring is a key strategy for any business that wants to efficiently handle leads at scale. There comes a point when your focus shifts from getting enough leads to figuring out what to do with them. If you spend too much time on the wrong leads, you’ll push the wrong ones through your sales funnel and miss out on more valuable potential customers.
Heinz Marketing
MAY 12, 2021
By Payal Parikh , Director of Client Engagement at Heinz Marketing. Numerous studies have shown that sales and marketing alignment leads to increased revenue, improved campaign performance, better win rates, and improved customer retention. In fact, according to a study by Aberdeen , when sales and marketing teams are aligned, they generate 32% more revenue, retain 36% more customers, and see 38% higher win rates than teams with little to no alignment.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
MAY 13, 2021
While age ultimately doesn’t matter — results do — in SaaS, starting off as younger-than-average can create stress in a sales- and customer-driven environment. But Aaron Levie started Box at 19, Mark Zuckerberg and Bill Gates dropped out at 19-ish, you know all this. So some hacks: Start with SMBs. It’s easier to get taken seriously, not just as a CEO, but also as a company, with smaller businesses.
Engage Selling
MAY 14, 2021
It occurs in just about every business and it’s happening a lot now: the dreaded call from a buyer who says they need to renegotiate the terms of an agreement you have with them. Usually, it comes down to a … Read More » The post They Want to Renegotiate…Now What? (Part 1 of 3) first appeared on The Sales Leader.
Sales Hacker
MAY 11, 2021
RevOps isn’t just buzzworthy, it’s a movement. Sit down with Harish Mohan, Outreach’s SVP of Revenue Excellence and Operations to: — Get past the buzz and dig into what RevOps can do for your org. — Start taking action on building the team that will break down silos. — Deliver better experiences for your buyers and a better working environment for your teams.
Xant
MAY 10, 2021
Reps want to spend time selling and closing. To do that, they need a continuous pool of contacts. And not only that, but they need the right contacts. A tool like PeopleFinder gives them the ability to do just that. No more guessing, just connecting with the right people. THE PROBLEM: Sales reps spend on average 35.2% (or ?) of their time selling. That’s only 14-hours in a 40-hour workweek.
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
MAY 12, 2021
Until founders have real help on the ops side, I usually see everyone get wrong the calculation of how many reps they’ll need. And it’s almost always more than first-time founders think. You can back into it: First, figure out how much revenue you need to close in the next twelve months. Because that’s a lot more than now. And you have to hire ahead (of course).
G2
MAY 10, 2021
Day in and day out, your employees show up, work hard, and take the necessary steps to ensure the company hits its goals.
Heinz Marketing
MAY 10, 2021
By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.
Predictable Revenue
MAY 13, 2021
Gabrielle is a sales dev leader who believes in empowerment, advocacy, and enlightenment with expertise in sales leadership, sales training, sales management, sales coaching, sales enablement, and cold calling. The post The Anatomy of a Cold Call appeared first on Predictable Revenue.
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
SaaStr
MAY 8, 2021
Bigger customers usually leave simply because your product doesn’t do enough. An annual contract gives you 365 days or so to fix that. — Jason BeKind Lemkin (@jasonlk) September 4, 2020. I’ve long been a vocal proponent of annual contracts. I felt like when I was a SaaS CEO and had to go profitable, they helped saved my rear. Close say a $125k contract, even after a healthy sales commission, that’s $100k+ in the bank right now!
Xant
MAY 11, 2021
SILICON SLOPES, Utah, May 11, 2021 / PRNewswire / — XANT, the enterprise leader in Guided Sales Engagement, announces the release of PeopleFinder, a Playbooks feature that identifies buyer behaviors and recommends additional ideal contacts for reps to engage so they can stop guessing and focus on selling. As part of the Playbooks Buyer Intelligence suite, PeopleFinder identifies individuals who may be part of the buying group, contacts that hold similar positions or were involved in simila
Sales Hacker
MAY 12, 2021
Are talk tracks just a fancy new tech take on sales scripts? Not according to these sales and sales enablement experts. Software tools are constantly improving their platforms with new features, new product lines and new uses cases. Talk tracks are a helpful tool for sales reps, both new and experienced, to practice new pitches, share new info and have confident conversations with their prospects.
Hubspot
MAY 10, 2021
Whether you're a full-time blogger or a social media marketer who's occasionally tasked with writing social media copy, I'm willing to bet you've experienced the temptation to procrastinate in the middle of your writing process. Maybe you type your introductory sentence and then open Pinterest. Perhaps you finish a section of your post and then, losing steam, decide to wash your dishes, instead.
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.
SaaStr
MAY 11, 2021
Q: What are your top tips for making life easier as an early-stage SaaS CEO? For a start-up CEO, here’s my list, force-ranked: 1. Spend more of your time recruiting VPs and your senior team — and help in general. At least — 20% of your tim e. More on that here. Your life will be much, much, much simpler once you have a great VP for every core functional area.
Capterra Sales & Marketing Software
MAY 10, 2021
The post 8 Best Free Digital Signage Software Tools appeared first on Capterra. Jump to: Intuiface. NoviSign. Play Digital Signage. Raydiant. Rise Vision. ScreenScape. TelemetryTV. XOGO. Regardless of the industry of operation—be it healthcare, education, or hospitality—your business should aim to have strong audience engagement. And the golden rule of audience engagement is effective communication.
G2
MAY 12, 2021
To be successful, companies have to be efficient.
Hubspot
MAY 11, 2021
We've built HubSpot on the belief that you earn attention by being of value. That belief is at the very heart of HubSpot's success; creating remarkable content is what makes a remarkable brand. We've spent the past decade investing in educational content to help all kinds of business builders be successful. Marketing, sales, customer support, customer success, product, engineering, entrepreneurs are all helping to build and grow businesses.
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
MAY 14, 2021
We’re back!! The first major B2B tech event since … well … since Feb 2020 is here! The 7th SaaStr Annual!! Sep 27-29 in SF Bay Area!! What can we expect? A lot of what has made SaaStr Annual great since 2015. A bunch that is new. As things have changed. All outside + open air. Festival style. The event will be an outdoor event at the San Mateo County Fairgrounds instead of inside a convention center.
SalesPop
MAY 12, 2021
What’s the core of sales automation? To automate, streamline and track daily routine sales activities. Yet, an excellent sales automation system is much more than just facilitating sales reps. Sales automation has grown to be an essential part of many organizations’ marketing mix. Apart from taking care of mundane tasks like call scheduling, meetings, identifying prospects, or creating emails, sales automation is helping in: Offering value to the customers.
Beeketing
MAY 11, 2021
In 2021, the conversion rate on your website will be the most important factor to consider when running a business. This is why it’s so important to focus on conversion rates from the very beginning of your business strategy. In this post, we’re going to talk about an effective and proven method that you can use for building a converting business strategy in 2021.
Hubspot
MAY 11, 2021
Ah, Clubhouse versus podcasts — an age-old debate. Just kidding. But, while both of these audio tools are relatively new to the business world (in fact, Clubhouse is less than two years old ), they've both attracted large, engaged audiences. And, even though each audio tool is vastly different, they serve similar purposes. Hear me out: Podcasts, at their core, are meant to inspire and provoke interesting conversations around a variety of topics, including crime shows, celebrity interviews, healt
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
MAY 14, 2021
No matter how well you are doing post-Initial Traction in SaaS … you can almost always do at least 10-15% better. Pretty much almost always. Because there’s almost always more you can optimize, if nothing else. I’m not saying it’s easy. It’s hard to get that last bit of growth out of the engine. But it almost always can be done if you force yourself to work even that much smarter and harder.
David Meerman Scott
MAY 12, 2021
My friend Colin Warwick emailed recently to share his excitement about a wine: “This wine bottle has a peel off token that invites you to become a fan. Peel it off. Stick it in your wallet. Buy it next time you revisit the store.”.
Salesmate
MAY 13, 2021
Many small-sized SaaS companies don’t reach their full potential because they focus on doing everything manually. While other SaaS companies can’t move towards workflow automation due to the high costs. Workflow automation would make processes faster and more efficient. In reality, Salesmate makes workflow automation affordable, even for small businesses.
Partners in Excellence
MAY 10, 2021
Why do we sell? Why do we choose a job that requires us to sell? Is it because of the money? Is it because it was the easiest job we could get graduating from college? As some might claims, is it because we couldn’t find anything better? Recently, I had the opportunity to reflect on this for myself. In college, I was focused on theoretical physics.
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