Iannarino
JUNE 11, 2022
Spend any amount of time on LinkedIn or some other social channel, and you will find all kinds of sales-related content, whether it is a blog post, a new technology all the best companies are using, or a grouchy vice president of sales bragging about how they refuse to take cold calls while requiring their sales force to make the very same calls he won't take.
SaaStr
JUNE 13, 2022
Ok, I know the title sounds a bit controversial, but bear with me, it’s not. Metrics are critical in SaaS, and you need to track them fastidiously. But it’s also important to focus on the right metrics, at the right stage, and not obsess about the less important ones at the wrong times. And I’m going to suggest two that will worry you a lot as you scale — Churn and Sales Cycle — you should track, but not obsess over, until you are well, well past initial traction,
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
David Meerman Scott
JUNE 13, 2022
David Gelles new book The Man Who Broke Capitalism is an account of how Jack Welch gutted the heartland and crushed the soul of corporate America - and how to undo his legacy. I learned a ton from this book, and it made me think a lot about the different ways that businesses can be run.
Anthony Cole Training
JUNE 16, 2022
Doing research and preparing for a prospect meeting so that you know what questions to ask is important. However, it is even more important to have a healthy level of skepticism and not assume anything about what they may or may not need.
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
Iannarino
JUNE 15, 2022
There are a number of sales beliefs that are so well known they are accepted as a matter of faith. Expressing a different belief, or suggesting that one of these long-accepted tenets might not always be true, makes you a heretic. Devotees of such rigid sales beliefs observe axioms like, "You have to ask the client about their problem" and "You have to ask the client to explain their pain.
Sales Pop!
JUNE 15, 2022
Even though businesses moving to remote sales have been increasing in the past few years, others have been reaping the benefits of remote sales for years. They have long adopted and understood the power of remote sales, which has helped them establish a strong market compared to their competitors. Remote selling has allowed businesses to overcome time constraints and geographical locations in a bid to engage with a larger number of customers over a shorter period.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
ConversionXL
JUNE 16, 2022
Users can access Spotify’s extensive music library for free, yet their Premium subscriptions grew 15% in 2022. Meanwhile, ecommerce marketing software Privy is generating 10% higher average order value for Shopify users with their related product recommendations add-on. These tactics are upselling and cross-selling (respectively). While both effectively drive revenue and enhance the customer experience, upselling is ideal for companies with a single product or freemium model.
Iannarino
JUNE 16, 2022
What causes a prospective client to choose to buy from one salesperson instead of another? What creates the preference to buy from one and reject another? Why does one salesperson easily acquire a second meeting while another leaves without a second meeting on the prospective client's calendar? How is it possible for one salesperson to be able to successfully lead the client through the conversations they need to have while another has to follow the client's lead?
Sales Pop!
JUNE 13, 2022
We are creating a new category in the sales technology industry: the Sales Suite. Wrong Approach to Complexity. Today sales—and, really, commerce as a whole—has hit an all-time high of complexity. The technology industry has dealt with this complexity with an ever-increasing number of apps, a separate app developed to deal with every single factor in this complexity.
The 5% Institute
JUNE 13, 2022
In this article, we’ll detail the eight sales stages that work perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process is one of the most important things you can learn in sales. These sales stages will give you consistency and will simple to use framework to guide your potential clients towards the sale.
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.
ConversionXL
JUNE 16, 2022
Consistency is the cornerstone of good marketing. You only have to look at top brands to see this in action: Apple’s sleekness, Coca-Cola’s playfulness, Disney’s magic. Consistency is equally critical for startups. Stacked Marketer turned a free newsletter into a six-figure revenue generator by staying actionable, convenient, and entertaining. Being consistent earns trust and cements brand status—qualities that add 10–20% to your overall growth, according to LucidPress research.
Iannarino
JUNE 13, 2022
You know cold calling can work… maybe you just haven’t seen it for yourself just yet. And that’s not for lack of trying.
SaaStr
JUNE 17, 2022
So no source of funding data is perfect. Essentially every source lags, because deals are often reported far after they close. Most unicorn press releases you see were closed months ago. But AngelList’s data is probably as up-to-date as you can get. The data is more recent than most sources, since it is self-reported by the investors in the round and on the AngelList platform.
Membrain
JUNE 12, 2022
We had Chinese for dinner and my fortune said, "Speed is not as important as accuracy." When you think of speed what are the first things that come to mind?
Advertisement
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.
Martech
JUNE 15, 2022
During my MarTech Master Class workshop, “ The Right Way to Buy Marketing Technology ,” I received a very interesting question from a participant. What five things do you think will remain unchanged about marketing technology in the next ten years? The question made me pause because usually I receive queries about what will change, as martech leaders try to “ skate to where the puck is going.
Iannarino
JUNE 12, 2022
Everything good that happens to a salesperson starts by meeting a stranger and engaging in a number of conversations. When sales organizations or salespeople struggle to grow their revenue, it is almost certain they are not meeting enough strangers or they are not effective enough in the conversation to create a new opportunity for the stranger. Even though you might record an "opportunity" in your CRM after a first meeting, the opportunity belongs to the client, as they are the one who experien
SaaStr
JUNE 11, 2022
How frozen the venture markets are, roughly, by stage: Crossover: 95% Growth: 85% Series C: 75% Series B: 65% Series A: 50% Seed: 33%. — Jason BeKind Lemkin #???????????? (@jasonlk) June 9, 2022. So what exactly is going on in SaaS? On the one hand, Salesforce, Okta, Datadog and more are reporting record earnings. Salesforce is growing faster at $30 Billion in ARR than it did at $20 Billion in ARR!
Partners in Excellence
JUNE 13, 2022
Time management is, more than ever, an issue for each of us. While so many of us have been working from home, our travel and F2F meetings have been restricted, somehow it seems our challenges with managing time has become a much bigger challenge. We can understand this, in the last two years, it’s been difficult to separate our work and personal lives.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Force Management
JUNE 15, 2022
While the delineation between marketing and sales can vary from one organization to the next, establishing a close working relationship between both areas remains critical. The most successful companies are the ones with leaders who can mitigate any silos and ensure the entire customer-facing organization is aligned with what’s most important to their buyer.
Iannarino
JUNE 17, 2022
Inside the sales conversation, there are four levels of value: The first level of value is the conversation is sharing information about your product or service. While it's important to offer something good, starting the conversation with your product or service makes your contact treat you like a commodity.
SaaStr
JUNE 15, 2022
So it wasn’t that long ago we checked in with Sprout Social, but when we did in June 2021 , the public markets were at their peak for SaaS and Cloud stocks. And Sprout Social seemed like an interesting but small SMB player. But fast forward to today, and Sprout Social is one of the winners in the current market dynamics. It’s sitting at a $2.6B market cap — up more than 3x from the $800m valuation at its IPO in December 2019, Not too shabby!!
Martech
JUNE 17, 2022
Earlier this month, Scott Brinker revealed the 2022 Stackie Award Winners. The Stackies are a contest for organizations to submit a visual illustration of their martech stack. This year, five different winners were selected. My favorite part of the Stackies is observing all the different ways organizations choose to organize and catalog their martech stacks.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Sales Pop!
JUNE 16, 2022
So much in selling has changed over the last two years but some things remain the same, standing tall to guide us with time-worn wisdom. One involves that phrase, trite as it is, that packs great potential to gain knowledge in five short words. For all of us in the world of selling, losing happens. No matter how good you are, you will come up short on occasion.
Iannarino
JUNE 14, 2022
The concept of being One-Up causes some to have a negative reaction, as it breaks the old paradigm of the legacy approach to sales, one that is now too transactional and devoid of any real value for the client. The book, Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative , appeals to those who are already One-Up, giving a name to what great salespeople have always done.
ConversionXL
JUNE 16, 2022
You should be dedicating resources to encouraging each new and existing customer to increase their spending. If not, you’re missing out on a play that can deliver exponential returns. Recommending additional products or services can help customers solve problems while upping their investment. This will improve customer lifetime value (CLTV), making customer acquisition costs (CAC) healthier.
SaaStr
JUNE 17, 2022
There are pros and cons to being cash-flow positive. In an ideal world, you’d experience both hyper-growth, and free cash flow from almost Day 1. If you’re Freemium and hit it big, fast, in fact it can work that way. See, e.g., Calendly, Zapier, etc. The reality is though, in SaaS, especially if you are primarily sales-driven, that’s often gonna be tough.
Speaker: Yohan Lobo and Dennis Street
In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.
Sales Gravy
JUNE 12, 2022
On this episode of the Sales Gravy Podcast Jeb Blount, Jr sits down with author Andy Paul to discuss what it means to Sell Without Selling Out. Together they discuss why it is so important to make selling more human. You'll learn that persuasion is not a sales skill. Instead it is a blunt instrument of last resort that sellers use when they don’t know how to influence the choices buyers make.
Heinz Marketing
JUNE 11, 2022
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. 6 Reasons Your Marketing Copy Isn’t Converting — and How to Fix Each One.
Martech
JUNE 17, 2022
An identity resolution platform can be a key tool to enable brand marketers to understand with confidence who their customers are and how to comply with the increasing patchwork of consumer privacy regulations. But how do you decide which platform is the right one for your organization? For starters, once you have determined that enterprise identity resolution software makes sense for your business, spend time researching individual vendors and their capabilities by doing the following: Create a
SaaStr
JUNE 12, 2022
There was one thing prospective sales reps would say in an interview that always chilled my spine. It would especially come from sales reps from larger companies in high-velocity in-bound environment (e.g., WebEx-type environments). They’d say this: “Those type of leads just Wasted My Time.” Sigh. Yes, I guess it’s technically true.
Advertisement
What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Expert insights. Personalized for you.
268 
Let's personalize your content