Membrain
SEPTEMBER 13, 2020
Recently, I had the honor of participating in a webcast on coaching, with Lori Richardson, Jason Jordan, and Mike Kunkle. A question that rarely comes up was, “What do you do if a person is uncoachable?”.
Engage Selling
SEPTEMBER 18, 2020
Prospecting during these uncertain times has been a popular topic. This is because prospecting in person—whether at a networking event, an association meeting, or through old-fashioned door-knocking—is just not happening anymore.
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Partners in Excellence
SEPTEMBER 14, 2020
So much of our training and our engagement strategies involve our talking. We’re taught how to pitch our solutions. We’re given scripts outlining what we should say to our customers. As managers, we too often get into “tell” mode. Even when we ask questions, they are carefully constructed to elicit the answers we want. Alternatively, we listen for triggers to talk more.
Understanding the Sales Force
SEPTEMBER 17, 2020
Do you hate meetings as much as I do? They're the worst. But I have one weekly meeting that'a always uplifting and productive. I'm talking about my weekly meeting with John Pattison , COO of Objective Management Group (OMG). He happened to mention a report released by the Centers for Disease Control (CDC) pointing to the correlation between people who recently dined at a restaurant and later tested positive for Covid-19.
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.
Membrain
SEPTEMBER 16, 2020
There are certain sales and marketing technology companies that have become practically household names over the past several years, and Hubspot is certainly one of those. With the release of a “free” CRM, integrating marketing and sales data has been promised to do wonders.
SaaStr
SEPTEMBER 13, 2020
90% of my evaluation of any leader that works for me is the quality of people they can get to work for them. This could be wrong… Maybe it should be 95%. — Todd McKinnon (@toddmckinnon) September 13, 2020. Recruiting is tough. I certainly don’t do it well enough. But to be a great CEO, you need to find a way to force yourself to be a great recruiter.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Hacker
SEPTEMBER 18, 2020
Revenue Operations is at the forefront of a paradigm shift — to view the buyer’s journey as a seamless thread across multiple people, systems, and value propositions. This involves driving more new logo and renewal revenue, lowering customer acquisition cost, and increasing forecasting predictability. All while delighting customers along the way. Newly minted Chief Revenue Officers are what I like to call revenue architects.
Understanding the Sales Force
SEPTEMBER 18, 2020
A short end-of-the-week post.
SaaStr
SEPTEMBER 17, 2020
One of our top sessions from our recent Annual at Home event was from GitHub’s COO, Erica Brescia. For those unfamiliar with her background, Brescia started off as the founder and COO of Bitnami, a 75 person startup. Just over a year ago, she sold to VMware and the company has since doubled in size. In her session, Erica shares her hard-earned leadership lessons– from selling her company to what she’s learned at Github, we’ll share her most essential leadership principle
Heinz Marketing
SEPTEMBER 15, 2020
By Maria Geokezas , Vice President of Client Services at Heinz Marketing. Even before the pandemic, we were all experiencing the feeling of being overwhelmed by the amount of content available. It seems to have gotten more intense. So far in 2020, 70 million new posts appear monthly on WordPress blogs alone (WordPress accounts for 27% of all blog posts – if you do the math that equals 8.6 million new posts per day!
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.
Partners in Excellence
SEPTEMBER 16, 2020
The “5 Why’s” is a tool developed decades ago, attributed to Sakichi Toyoda in developing the Toyota Production System. Anyone involved in TQM or Lean knows about the “5 Why’s,” and how to leverage them. It’s one of the most powerful collaborative tools to help us help our customers learn and think differently.
G2
SEPTEMBER 18, 2020
No matter your industry or what your business is selling, without its customers, it would go under – fast.
SaaStr
SEPTEMBER 14, 2020
In case u missed @SaaStrAnnual State of the Cloud w @bdeeter @TheValuesVC. ??Future of work = remote ??Privacy debt = new technical debt ??Cloud proliferating globally ??B2B txns moving online ??APIs driving innovation ??Automation at scale. Don't forget: tone starts at the top! pic.twitter.com/peiSffkwP4. — Janelle Teng (@NextBigTeng) September 2, 2020.
Heinz Marketing
SEPTEMBER 13, 2020
By Sheena McKinney , Executive Assistant at Heinz Marketing. I love productivity tools. I recently learned about Cozi , a family organizing app that does it all. It helps coordinate and communicate everyone’s schedules and activities, track grocery lists, manage to do lists, plan ahead for dinner, and keep the whole family on the same page. If you’re homeschooling, whether by choice or by default because of mandated online learning, this could really be a big help to families!
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
Sales Hacker
SEPTEMBER 14, 2020
Requests for proposals are a mixed blessing. Completing them can be a tedious, unpleasant task, but they can’t be completely ignored because they can lead to significant sales revenue. The key is to identify which RFPs give you the greatest probability of being chosen, and respond only to those. It seems simple, but let’s start with the foundational: what an RFP is, how to separate the good opportunities from the bad, and then how to begin responding to an RFP.
ConversionXL
SEPTEMBER 17, 2020
Most articles will tell you that poor grammar can kill sales. While not as important in blog posts as in sales copy, grammatical errors can dissolve credibility, possibly resulting in fewer sales. But what does the actual data say? On a high level, it seems to make sense. And while spelling mistakes haven’t been heavily researched in relation to revenue, optimization , or growth, there is a small amount of research that suggests spelling mistakes impact credibility in negative ways.
SaaStr
SEPTEMBER 17, 2020
Ok on the heels of 100,000+ across social, Zoom and more at 2020 SaaStr Annual at Home, our next big digital event is the 2nd edition of SaaStrScale.com on Dec 8-9. Scale particularly focuses on helping founders scale to $1B ARR … and beyond. We’ll have top CEOs like Todd McKinnon, CEO of Okta, and Howie Liu, CEO of Airtable, top product leaders like Carl Gold, Chief Data Scientist at Zuora, and 40+ CROs, CMOs, CCOs, and much more!
KO Advantage Group
SEPTEMBER 17, 2020
As businesses we know the importance of the ABCs of sales - Always Be Closing. The struggle is how do you create a sense of urgency and interest to buy from someone when you don't want to be the one pushing your product or service? Turns out some of the best salespeople embrace the emotions of the prospect and use empathy to build trust and relationships quickly.
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.
Sales Hacker
SEPTEMBER 17, 2020
Unfortunately, when the quantity of messages increases, the quality of the outreach often suffers. And in a post-COVID world where people are starved for human connections, CSOs need to ensure their need for speed doesn’t get in the way of personal, meaningful communication. So, how do you combine personalization and volume? The answer is simple — technology.
ConversionXL
SEPTEMBER 16, 2020
It takes one wrong word to put your foot in your mouth. We’ve all done it and, in the process, squandered an opportunity to impress someone (or some crowd). With copy, you have a chance to slip up on every homepage , product page , or ad. Copy is a bridge between your product and your customers. Design matters, too, but it’s context for the message—not the message itself.
SaaStr
SEPTEMBER 15, 2020
As a growing SaaS company, there is a lot to think about in a day: How is my ARR doing? Are we delighting our costumes? Are we doing right by our people? What does our next round of funding look like? When do you have time to think about preparing your company for the future? And, when you do, do you even think about sale tax compliance? Here’s why you should. .
Salesmate
SEPTEMBER 18, 2020
It is enticing to play the role of a manager in a sales team. However, with power comes great responsibility. Along with your own quota, you even need to ensure that your sales team performs well and achieves its sales quota. Ronald Reagan once said, “The greatest leader is not necessarily the one who does great things. He is the one that gets the people to the greatest things.”.
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.
Partners in Excellence
SEPTEMBER 17, 2020
I read an article about how to be a successful sales manager. One of the pieces of “insight” was to manage and coach by results versus micromanaging or counting activities. He goes on to say, “people will find their own path to the target… ” Well, yes, but…… There are a lot of problems with the advice, it sounds good, but when you dive in, virtually all elements become problematic.
Outreach
SEPTEMBER 17, 2020
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SaaStr
SEPTEMBER 13, 2020
Q: How are accelerators managing remote cohorts? I can’t literally answer for an accelerator, but as an investor here’s what I’ve observed: It’s a huge, huge boon for start-ups not based in SF / NYC / etc. No one cares anymore. This is a big, big change. Investing has accelerated even faster. All the stakeholders can get together even faster now. So decisions can be made even more quickly, especially for slightly larger checks that require consensus.
RAIN Group
SEPTEMBER 16, 2020
To succeed in sales, you need to have the right skills. You have to be able to lead masterful sales conversations, manage opportunities, uncover needs, negotiate the best deals, fill the pipeline, develop relationships, and manage sellers. And today, you need to be successful in doing all of this with no face-to-face interaction. That's a lot to have to master.
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.
Jill Konrath
SEPTEMBER 15, 2020
If you're struggling in these challenging times, check out this video interview I did last week with Steve Richard, Founder of ExecVision.
Partners in Excellence
SEPTEMBER 15, 2020
I found myself talking about a “Value Proposition.” It caused me to pause, thinking about the concept of a “Value Proposition” and whether it has meaning any more. Too often, the Value Proposition, is a sentence or two that we are trained to deliver at some point a conversation. To make sure our customers don’t miss it, we tend to say, “Our value proposition is…… ” When we remember the “script” and articulate our Value Proposition
SaaStr
SEPTEMBER 17, 2020
I get sent this resume to review all the time. Director+ of Sales at Slack / Zoom / DropBox / Pick Your Brand Name SaaS Company. Took Hot Start-Up from $0 to $30m as VPS from Day 0. Was there “early” through IPO and did amazing things. That all sounds impressive, for sure. But were they great? Or just lucky? The thing is, it’s actually hard to know on the surface.
Heinz Marketing
SEPTEMBER 12, 2020
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. 4 Ideas For Revenue Teams To Find New Opportunities In Today’s Strange, New World.
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