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In Part 1 of "Negotiating on the First Tee, we discussed the practice of negotiating with your prospect before you begin your presentation. In Part 2, we continue this discussion and add more to the conversation.
The pace of change recently has been breathtaking. Just a few weeks ago, Stewart Butterfield, CEO of Slack, was kind enough to join us at SaaStr Summit: Bridging the Gap. He said Slack wouldn’t be going back to the office until September. Now, just a few weeks later? Slack is going work-from-home forever. Along with Twitter and Square and Shopify.
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.
In this blog post, we discuss the practice of negotiating with your prospect before you begin your presentation. As is often said in golf, "All bets are won on the first tee," and you must be ready to negotiate price before you present to your client.
Have you noticed that the crisis has brought to light the two different types of sellers? The first type of seller is choosing to “wait out” the crisis and hopes for things to get back to “normal.
64% of a salesperson’s time is spent on non-selling tasks on average. That’s a lot of time doing simple, repetitive tasks that don’t result in revenue. If you want to maximize productivity in your sales team and want them to spend more time selling and closing deals , then you can’t ignore sales automation and workflow setups. We’ll show you how to create automated workflows to jack up your sales pipeline and easily go from leads to deals.
It’s become common for commentators to refer to the fast-evolving reality of B2B selling as the “new normal”, and I’ve often used this phrase myself. But in some interpretations, seems to imply an acceptance that we’re going to have to learn to live with a situation that is somehow worse than what we had before whilst we strive to get back to the “old normal”.
Q: What are the best 5 points to improve poor sales performance? Here are my 5 simplest ideas to quickly improve sales performance. They don’t solve bigger problems, but they usually work — and work quickly. Concentrate leads in those who can close. If you have a rep or two that just can’t close, that doesn’t work in the early days. Leads are too precious.
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.
What if I told you there was a simple, 3-step strategy that takes the guesswork out of your sales cadence and accelerates prospect responses? It may sound like magic, but it exists. We caught onto this in about 2016 and haven’t looked back since. For those of us on the front lines, sending emails, making our phone calls, and getting the attention of B2B prospects can be an uphill battle.
Enterprise SEO has been my topic of choice for extracurricular “thought leadership” over the years. Last year, I gave a presentation on how we generated 40% year-over-year organic revenue growth by focusing on out executing the competition, not outsmarting them. While my presentation focused on the in-house side of enterprise SEO, I’ve also experienced (and written about ) getting things done—or trying to get things done—at an agency.
Q: How can I boost my sales if I am in B2B sales? My top tips for AEs: Grab your CEO and bring her into bigger deals. Ask your CEO to join you on a few sales calls a month. Deals will close at a higher rate if the CEO joins. Customers love to talk to the CEO. Even the CEO of a 4 person startup. Slow it down and hyper-personalize your emails and communication.
The salesperson was getting frustrated. We were doing a deal review. It was a huge deal for him, and important deal for the company, for the quarter. He’d been working on the deal for several years. In recent months, he’d finally gotten some key users interested in the product he sold. They had committed to take the proposal to senior management to get approval. “I’m confident this will close this quarter,” he stated.
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
The word diversity can be seen as divisive in today’s society. Sometimes leaders can view it as something thrust upon them without choice. Companies are hiring Chief Diversity Officers and sending management to inclusion and diversity training. It’s natural to feel that this is forced and being done in the name of political correctness and not good business.
By Lisa Heay , Marketing Planning Manager at Heinz Marketing. Can you believe it’s June already? It’s graduation season! Though graduations look a little different in 2020 than we’re typically used to, there are still new college grads entering the workforce and probably wondering how best to transition from student to professional. Inspired by a recent conversation I had with our own University of Washington Sales intern ( Go Dawgs!!
One of the biggest changes since we started SaaStr is the massive number of SaaS veterans out there. The decade-long run of next-generation SaaS start-ups, and the explosion since 2015 of SaaS unicorns and decacorns has led to a lot of experienced execs on the market. This is great. I wish there had been even a fraction of this many SaaS execs when I was getting going.
At any company life cycle stage, there are challenges that come with driving scalable growth. Defining where the biggest gaps or opportunities lie within a sales process is one complication sales leaders, their executive teams, and even their investment firms often struggle with. Determining which sales initiative will drive the most impactful results takes careful consideration.
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.
Mindset is the driving force behind sales performance, and as sales professionals, we all have to be pretty mentally tough. But mindset matters even more during a crisis like COVID-19. If you find yourself anxious and stressed , you’re not alone. But remember, you’re no stranger to challenge. You’ve had targets assigned that seemed unachievable. You’ve had game-changing deals fall through.
As are so many, I’m astounded, horrified, ashamed, saddened, and angered by the events of the past weeks. Several weeks ago, I felt compelled to write, to express my outrage. I shared the initial article with a number of friends, many black, some women, several different nationalities/religions. Fortunately, a few friends called me. They said it was “OK.” One was so honest to say, “Dave, nothing is wrong, I’m glad you are taking a position, but it’s not your b
Q: Is free trialing still an effective way to get customers in your B2B SaaS these days? Free Trials are Great. And really, it would be great if every app had one today. It’s 2020! But they don’t always work. It depends. We aren’t all Zoom. 5 Interesting Learnings From Zoom. As It IPOs. Downsides to Free Trials: The Free Trial Has To Work — and Be Great.
I believe we should start by simply acknowledging the reality that telling our employees that we have a learning culture does not mean that we actually have a learning culture in our organization. The post How to Create and Support a Learning Culture in Your Organization appeared first on Sandler Training.
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.
If a salesperson hit quota at their last job, they’re much more likely to hit quota at your organization, right? Not so fast. According to statistics from our sales professional user base here at RepVue , only 46.7% of sales professionals globally are achieving quota. And it’s even fewer in software sales organizations. It turns out that quota attainment has become the exception, not the rule.
It started as an intriguing call. The VP of Sales called to ask for my help, “I need you to coach my people.” I started asking my normal questions, “What’s going on with them, what are the areas they need the most help in, how is this impacting their performance, what behaviors to you want to see, why is this important to them, why is it important to you…… ” I went on, “Are there specific skills you are looking to develop?
So SaaStr crossed 57,000,000 views on Quora. What’s on everyone’s mind? What are we most thinking about? Here are the Top 10 Most Popular Answers of the past 12 months: #1: “I’m tired of running my (very) successful (VC funded) startup after 5+ years. What should I do? “ A classic we’ve written about on Quora and on SaaStr.com.
You know the expression, "What you see is what you get" ? Well, when it comes to email marketing campaigns, that might not always be the case. Since everyone uses different email providers such as Gmail, Outlook, or Yahoo, emails can appear differently for various subscribers. Sometimes images are blocked, alt text is missing, or fonts won't render.
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.
This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, VP of Revenue Collective, Jake Reni , talks with our Scott Barker about the new KPIs that modern sellers need to focus on. What You’ll Learn. How to discover your secret recipe to sales success. Understand the buyer verifiers that get you to the next stage. The importance of empathy.
I’m dating myself with this quote from that master philosopher, Yoda. This goes back to the first Star Wars movie in 1977 (Of course, I was in kindergarden at the time. I’m stunned by the number of sales people that don’t understand the principle. Everyday, I encounter sales people who are very busy. They are working very hard to get what they get.
Elements of digital training have always been core to empowering your sales team. But the transition to working from home has surfaced old questions: how can you keep remote teams engaged? And which skills should we be teaching??? We spoke with the experts at ValueSelling , Corporate Visions , and Sandler Training to help answer these questions and more, including: What is virtual sales training?
I love online shopping. In fact, online shopping is almost the only way I shop. And I'm not alone. In 2019, there were 263 million digital buyers in the U.S. By 2024, this figure is projected to increase to 282.7 million online buyers. As a marketer, these figures prove that businesses should invest in Google shopping ads. Google shopping ads, the ads that appear on the search engine results page when someone is searching for a product, can be confusing to set up.
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.
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