Membrain

JUNE 1, 2022

What is social selling, really? The term has been around a while but if you Google the definition, you will get a different answer on every site that pops up.

Sell

SaaStr

MAY 29, 2022

So we’ve talked so much over the years on SaaStr on how to hire a great VP of Sales, the difference they’ll make, and how the level-up comes quickly. And about when to know it isn’t working out. And importantly, we talked about how there are 48 Types of VP of Sales — and you have to hire the right type to even have a shot at it working out: But as I still see so many CEOs make a mis-hire in their first VP of Sales, I wanted to take just a minute to flip this all around

Sales

Iannarino

MAY 30, 2022

Every company wants its sales force to be successful, creating and winning new opportunities, and generating net new revenue. The company's leaders determine how the sales force pursues those goals by providing processes, methodologies, frameworks, and other tools they believe will improve their results.

Process

Anthony Cole Training

JUNE 2, 2022

Most organizations and advisors have been working long term to be more customer-focused. The challenge is for advisors to be productive and assertive without coming across to customers as sales-driven. One of the key sales challenges is to stay focused on adding value and leading with relationship selling.

Sell

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

Veloxy

MAY 30, 2022

You and I know that Salesforce is the most powerful CRM on the planet. We love it! But when you’re assigned hundreds or thousands of leads and contacts, tracking their activity in real time can be a challenge. In Salesforce’s latest State of Sales Report , high performing salespeople are 1.5 times more likely than underperformers to track customer communication history.

Inside sales

Force Management

JUNE 1, 2022

What do the most successful business leaders do to take themselves and their people to the next level? Tune into these episodes for insight on how to build and lead elite sales teams. Hear from dynamic revenue leaders on how they got to where they are now, and the trials and tribulations of their journeys. Take actionable advice, enjoy John McMahon and John Kaplan's banter (we hear it's a hit), and dig in.

Sales

Engage Selling

JUNE 3, 2022

How do you retain more accounts as you grow? Collecting and analyzing sales data indiscriminately is like endlessly tossing buckets of coins into a wishing well…and believing the act itself … Read More. The post Early Warning System: Retain More Accounts As You Grow first appeared on Colleen Francis - The Sales Leader.

Sales

Veloxy

JUNE 1, 2022

It’s no secret that the global population is evolving and becoming more diverse. According to studies, there are plenty of benefits that come with building a workforce that reflects society. Diverse teams lead to sharper and more innovative teams that not only find work satisfaction, but improve sales productivity as well. So, how does diversity recruiting contribute to better overall performance?

Teamwork

SaaStr

JUNE 2, 2022

A lot of folks are talking about how things were in ’08-’09 and even ’00-’01 these days. I don’t think today is anything like those times. The amount of folks buying SaaS software is a force like we’ve never seen before, and even with some stock market drama, many top SaaS companies still trade at $4B, $10B, $20B or more just a decade after being founded.

Start-ups

Iannarino

MAY 28, 2022

I am grateful that the concept of being One-Up has resonated with salespeople and sales leaders. It’s a position that allows you to create value for your clients by helping them understand what they need to do to improve their results. Because you sell whatever you sell every day, you have a deeper understanding of certain aspects of the situation than your One-Down client, who rarely makes a decision about what you sell.

Clients

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.

Objection handling

Martech

JUNE 3, 2022

Despite being so well-established, email marketing continues to attract more investment. Global spending on email software is expected to climb from $4.5 billion in 2020 to $14.9 billion in 2027, according to Global Industry Analysts’ predictions. That represents a compound annual growth rate of 13.7% over that period. Email growth continues to chug along because it delivers consistent and impressive results.

E-commerce

Sales Pop!

JUNE 3, 2022

Most businesses don’t need to set up their own high-end machinery manufacturing plants to offer their products to customers. Instead, it’s much cheaper to outsource the production of your goods to a manufacturing company. However, this is still an enormous financial commitment for most entrepreneurs, meaning that a wrong decision can easily lead to issues and eventual bankruptcy.

Manufacturing

SaaStr

MAY 31, 2022

So Creandum, one of Europe’s leading VC firms (and they’ll be speaking at 2022 SaaStrEuropa.com in Barcelona on June 7-8 ) updated its report on What Founders Really Want from VCs , and if VCs add value: The data is interesting: Only 30% of founders think their VCs have been helpfu l. That sounds about right. VCs aren’t helping enough in recruiting, not for real. 69% of VCs they are making a difference in recruiting, but 79% of founders say they aren’t.

Iannarino

MAY 29, 2022

Imagine you are responsible for producing results that have become increasingly difficult to achieve. Even though you don't particularly enjoy meeting with salespeople, the band-aids you've used to keep things running are no longer adequate to the task, and now you need to take meetings with salespeople who might help you turn things around.

Meeting

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

Hospitality

Martech

JUNE 1, 2022

Third-party cookies are going the way of the dodo. The looming cookieless world has many marketers more than a little nervous. With Universal Analytics sunsetting and the rise of what’s being called Google Analytics 4 in its place, digital marketing analytics can be a confusing place, so let’s make things clear… and know that I even got some input from Google digital marketing evangelist Avinash Kaushik too!

E-commerce

Sales Pop!

JUNE 3, 2022

Reputation is everything for growing admiration for your business and you. Why? Because it’s a big win not only for the individual self but for all those taking part and the people you serve. Similar to the extension of online impressions, the same occurs with good word of mouth and branding. Businesses of all sizes and individuals, too, will do well to consider how they may strive to build community goodwill.

Drivers/motivators

SaaStr

MAY 28, 2022

Gartner, spending on SaaS: 2020: $120B 2021: $152B 2022: $177B 2023: $208B. Worry less about a few tweets, more about the opportunity ahead, and here right now. Go sell something pic.twitter.com/TLzgbuQLnW. — Jason BeKind Lemkin #???????????? (@jasonlk) May 26, 2022. So Gartner slices and dices its data a number of ways, but I find it invaluable to track enterprise and CIO sentiment.

B2C

Iannarino

JUNE 2, 2022

Is sales an art or a science? In other words, is it more important for salespeople to be creative and innovative, or that they’re able to follow a set process to achieve proven results ?

Process

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.

Retail

Martech

JUNE 3, 2022

“What we have learned over the years in B2B — where we have higher average sales prices — is that we’re dealing with buying committees and multiple personas that are making [buying] decisions,” said Auseh Britt, VP of growth marketing at Terminus, her presentation at The MarTech Conference (scroll down to watch the video of their session). “It’s a more efficient and effective approach to go after accounts than it is just one or two individuals.” Rather than

B2B

Sales Pop!

JUNE 1, 2022

Financial insecurity can be a great source of stress, and it’s only natural if you’re looking for ways to become financially stable as soon as possible. And while being financially independent already before age 30 might seem out of reach in your twenties, it’s actually more than possible. It doesn’t also mean that you should practice self-deprivation in literally every aspect of your life to save money – with a thoughtful approach, you can comfortably work toward financial security.

Finance

SaaStr

JUNE 1, 2022

Following Snowflake’s blow out quarter announcing big acceleration of growth at the end of the quarter, Salesforce has now announced a record quarter as well, growing a stunning 24% at a now $30 Billion in ARR. In fact, that’s acceleration. At $24B in ARR, Salesforce was growing 20% year-over-year. “We’re just not seeing material impact on the broader economic world that all of you are in,” Marc Benioff, Salesforce’s co-founder and co-CEO, said on a conference call with analysts.

Growth

Predictable Revenue

MAY 31, 2022

Tom Burton joins the Predictable Revenue podcast to discuss how to transform prospects into your own top performing sales team. The post Transform Your Prospects Into A High Performing Sales Team appeared first on Predictable Revenue.

Prospecting

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.

Start-ups

Martech

JUNE 3, 2022

Recently Demandbase and marketing operations (MOPs) training provider Highway Education released their “ The State of Marketing Operations: 2022 ” report. It includes insights from various marketing operations luminaries like Darrell Alfsono and Sara McNamara who are certainly aware of the challenges facing professionals in this field. One of the report’s important takeaways is that marketing operations practitioners are in high demand, and there’s a real need for more formal training opportunit

B2C

Sales Pop!

MAY 31, 2022

Introduction. For the longest time in human history, central banks working hand-in-hand with national governments have controlled our financial beings. They have enforced financial codes and always ensured that everything is in their control. This is a major way that they have forced citizens to do what they want us to do. The nature and extent of the powers of banks and financial institutions had become so huge that they imagined that they could do anything and get away with it.

Government

SaaStr

MAY 30, 2022

Having high net revenue / dollar retention is the magic of SaaS. If you have 120% NRR, you double in 5 years, even with no new customers! Above that, and you really get into magical compounding growth. But … high NRR can also mask issues. I see this so often. It can mask: 1. High NRR can hide mediocre growth in new logos and customers. This is issue #1.

Growth

Sandler Training

MAY 31, 2022

Inspired by the transformation that we’ve all seen firsthand in the sales industry over the last few years – from the disruptions of virtual selling and remote work to innovative companies and technologies bringing new alignment between buyers and sellers – Sandler is excited to announce our commitment to further champion the next evolution of… The post ?

Sales

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

Martech

JUNE 3, 2022

The global digital marketing industry is growing at an exponential rate. Although the COVID-19 pandemic shows signs of subsiding, it’s forever changed how we work, shop and learn, with more people conducting their everyday lives from home. In fact, global digital advertising and marketing are predicted to reach $786.2 billion by 2026. The current U.S. market is estimated at US$179.4 Billion for 2022, accounting for a 38.6 percent share of the world market.

Networking

Sales Pop!

MAY 31, 2022

Buying art and craft supplies can become expensive. The larger craft stores charge higher prices, while local hobby and craft stores are often cheaper. Using coupons, buying in bulk, and shopping sales are all ways to save money on these essentials. Here are some tips to. help you save money on craft supplies. If you’re not into couponing, there are some craft stores you can visit that have great sales.

Transportation

SaaStr

JUNE 3, 2022

I miss #SaaStrAnnual and all my fellow SaaS peeps. Hope to see you this year, @jasonlk. [link]. — dharmesh (@dharmesh) January 21, 2022. In the run-up to SaaStr Annual 2022 on September 13-15 , we wanted to look back at some of the highest-rated SaaStr sessions of all time, since the first SaaStr Annual in 2015. If you want to grab 20% off SaaStr Annual 2022 tickets, grab ’em here.

David Meerman Scott

JUNE 1, 2022

The “metaverse” is a catch-all term that technology companies and the media are using to generate hype about the future. Remember how the word “ cyberspace ” was used several decades ago to describe the early Web, mainly by people who didn’t understand the early Web? That’s the metaverse.

Technology

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B2B