Sat.Oct 12, 2024 - Fri.Oct 18, 2024

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The Benefit of Consistent Sales Pipeline Management

Anthony Cole Training

According to HubSpot, companies with well-optimized sales pipelines reported a 28% higher revenue growth rate compared to those with poorly managed pipelines. So why is it that many sales leaders default to coaching the deal at hand and do not consistently have sales pipeline management sessions with their people? These sessions should begin with a broader view of the opportunities each salesperson has in their pipeline, with a focus on several key metrics so that managers can compare and track

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Mastering AI, Mindset, and Value-Based Selling: Insights for Sales Success at OutBound 2024

Sales Gravy

On this episode of The Sales Gravy Podcast, Jeb Blount Jr. and special guest Victor Antonio, renowned sales expert and author, dive deep into the world of sales, AI, and mindset. Victor offers valuable insights on how to leverage cutting-edge technology to boost your sales productivity, overcome common challenges, and achieve peak performance in 2024 and beyond.

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How AI and ML bridge the attribution disconnect across marketing channels

Martech

As marketers pour more budget into digital channels, a surprising disconnect remains. While the majority of retail sales, for example, still happen in physical stores, most marketing efforts focus solely on tracking online metrics. The challenge? Traditional attribution models fail to connect digital spend with real-world outcomes. To bridge this gap, marketers must embrace AI and machine learning to gain a full picture of how their campaigns drive both clicks and in-store purchases, unlocking a

Retail 124
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7 of the Most Effective Ways to Build Credibility With Prospects, According to Sales Leaders

Hubspot

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. With that said, cultivating and projecting credibility can be extremely tricky in a sales engagement. To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects.

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Smart Tools & Strong Teams: A People-First Approach to AI in Sales

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.

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The Biblical Sales Force Part 2 – On Boarding and Coaching Salespeople

Understanding the Sales Force

As I wrote in September, I’m reading the Bible from beginning to end for the first time. I created an analogy for my first article when I wrote about scaling, hiring and firing salespeople , based on what I read in Genesis. Today’s article is about on boarding and coaching salespeople, an analogy I created from what I read so far in Exodus.

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Gain Strategies, Behavioral Change, and Insights from Outbound 2024

Sales Gravy

Join Jeb Blount Jr. and, special guest, Anthony Iannarino on The Sales Gravy podcast as they dive deep into the world of sales. Discover the secrets to successful outbound strategies, learn how to elevate your executive briefings, and gain valuable insights on navigating a potential recession. Key Takeaways: – Behavioral Changes for Success: Incremental improvements and a willingness to change behavior are critical for success in sales.

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Outsource Cold Calling: The Ultimate Guide [+ Cold Calling Tips for Sales Pros]

Hubspot

Cold calling. Doesn’t the mere mention of it send shivers down your spine? Even if that’s not the case for you specifically, I can assure you that it is for many sales professionals (even the ones that swear they’ve become immune to its fearsome effects). You see, cold calling – no matter which way you feel about it – is simply a part of the sales biz.

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Maximizing sales efficiency with deal desk software

PandaDoc

As businesses and competition grows, more companies are turning to deal desk software to organize their processes and close more deals. If this sounds like something you need, we’re here to help. What is Deal Desk Software? Deal desk software organizes a sales team’s quote-to-cash workflow. These are primarily used in B2B and SaaS companies to help manage complex sales processes, papers, and status updates.

Legal 52
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The Future of AI in SaaS Sales with Henry Schuck, CEO of ZoomInfo and SaaStr CEO Jason Lemkin

SaaStr

SaaStr CEO Jason Lemkin joined ZoomInfo’s Season 2 of its ZI Labs Podcast as the opening guest alongside ZoomInfo CEO Henry Schuck. Along with co-host Ben Salzman, Jason and Henry discuss the transformative power of AI within SaaS and the evolving dynamics that are reshaping the landscape of software as a service. There’s recruiting and there’s people building.

Sales 122
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How the Atlas Reasoning Engine Powers Agentforce

Salesforce

The speed of innovation in the world of AI — and specifically, generative AI — is continuing at a breakneck pace. With the technical sophistication that’s available now, the industry is rapidly evolving from assistive conversational automation to role-based automation that augments the workforce. In order for artificial intelligence (AI) to mimic a human-level performance, it’s vital to understand what makes humans most effective at completing jobs: agency.

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How to Coach Reps on Overcoming Sales Objections with Confidence

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.

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Is Cold Calling Legal? Important Cold Call Laws, Regulations, and Etiquette [+ Best Practices for Telemarketing]

Hubspot

You know it. You may hate it. It’s a classic sales tactic. It’s often classified as a little annoying. That’s right, people. Let’s talk about cold calling. You might've heard a few horror stories about aggressive cold callers who disrupt people’s dinners or spam their phones. Maybe you’ve done this yourself (there’s no shame in the sales rep game, though).

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Mastering sales territory management for better results

PandaDoc

Effective sales territory management is key to maximizing revenue and ensuring that your sales team operates efficiently. But what does it entail, and how can you optimize it? Key takeaways Historical data can be leveraged to determine new market potential and which areas are the most cost effective in terms of travel for sales teams, when needed. Thoroughly researching new areas and understanding their laws and regulations will help you successfully break into new territories.

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IAB Tech Lab releases protocol for private sharing of conversion data

Martech

Meet ADMaP. That’s the Attribution Data Matching Protocol just released by IAB Tech Lab for public comment. The protocol is aimed at enabling advertisers and publishers to share and measure conversion data without exposing user-specific information. The protocol adopts Privacy Enhancing Technologies (PETs) like Private Set Intersection (PSI) and Trusted Execution Environments (TEEs).

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Human-AI Synergy in Media & Entertainment: The Next Frontier of Personalization

Salesforce

Investment in new technology is the future in the media and entertainment industry, especially considering the swirl of always-escalating customer expectations. That was made abundantly clear in Saleforce’s recent Media & Entertainment Industry Data and AI Trends report. Industry leaders are turning to artificial intelligence (AI) and data-driven strategies – also taking into account an uneven path to profitability and having to do more with less – to take on these challenges at scale.

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Welcome to the Future of Hospitality: Smart Rooms Start Here

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

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Ultimate Guide to One-Page Website Builder with the WordPress Webhosting applications

Sales Pop!

Making a one-page site with WordPress is an exciting journey! Imagine having all your content in one perfectly planned, scrollable page that captivates your user from begin to wrap up. We’ll walk you through the fundamentals of building a staggering one-page site utilizing WordPress, focusing on the best methods, like the well known page builder Elementor.

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Dear SaaStr: Why Are Buyers Not Ready to Spend Big on Acquisitions as Readily Today as in the Past?

SaaStr

Dear SaaStr: Why Are Buyers Not Ready to Spend Big on Acquisitions as Readily Today as in the Past? In tech at least, there are two big issues: #1. Revenues Multiples Are Down Even the best public SaaS companies are worth ~10x revenue today. In 2021, they were often worth 40x revenue. So that seems to make deals more expensive in terms of how much stock (if not cash) it takes to buy something.

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Rethinking Scaling….

Partners in Excellence

Scaling is “in fashion.” Our feeds are filled with discussions about scaling, growing regardless of cost. The strategies on scaling have been reduced to mathematical equations that “perfectly” predict how to achieve our goals. Want to grow by 100%, easy—double your outreach and activities, double your pipeline, “poof” you’ve scaled.

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The Magic Question

Engage Selling

Don’t just uncover the problem—ask your client what they want the solution to look like tomorrow. Here’s how to use that question to create real value by bridging that gap. … The post The Magic Question first appeared on Colleen Francis - The Sales Leader.

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Breaking The Commerce Bottleneck: Your SAP Exit Plan Starts Now

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.

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How to Create a Winning Revenue Operations Strategy

Highspot

Nowadays, it’s not enough to close a deal and call it a day—even more so to rely on past growth to predict the future. B2B companies must make fast, smart decisions to drive revenue growth and scalability. Leaders quickly realize the importance of revenue operations (RevOps) and how aligning go-to-market teams under one unified approach can boost performance, improve operational efficiency, and increase revenue.

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5 Common Pieces of SaaS Advice … That Are Often Wrong

SaaStr

A few bits of advice you hear a lot in SaaS that I think often don’t really work in practice: Move to annual contracts to generate more cash. Sure, if customers want to pay annually for a discount — do it. Do it. But if your product is cheap, many will prefer to pay monthly. Force them to go annual, and you are just adding friction to the sales process.

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Nimble CRM Tips & Updates – October 16 2024 – Sequencing!

Adaptive Business Services

Let’s get started! Nimble Updates Watch for a new user interface on your Nimble messages inbox. I have seen and tested this and it’s very nice! Nimble is also working on separating email open and link tracking. Sequences continued … I’d like to think that I have been pretty up-front about the fact that my experience with email sequence messaging has, up until this point, been non-existent.

CRM 71
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How to build customer trust through data transparency

Martech

Practical discussions about marketing technology sometimes boil down to this: “How can we collect this data on our customers without them knowing about it?” That doesn’t strike me as the best way to treat people, but the alternatives are scary — either not collecting the data, or letting people know what we’re doing. Egads. They’ll freak out, won’t they?

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New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

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.

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5 Reasons Why People Become Entrepreneurs, According to 200+ Entrepreneurs

Hubspot

“Why do people become entrepreneurs?” I don‘t think there’s a single business owner who would answer “Eh, I'm not sure. I certainly don't know why I did,” if you asked them that question. There's always a reason behind an entrepreneurial venture — and aspiring business owners should know why their potential peers in the entrepreneurship community decided to go out on their own.

Finance 68
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The Bar Has Gone Up: The New Era of HyperFunctional SaaS with Jason Lemkin

SaaStr

The era of hyper-functional SaaS is here, and it’s reshaping the landscape of SaaS companies. At a recent SaaStr Workshop Wednesday , held every Wednesday at 10 a.m. PST, SaaStr CEO and Founder Jason Lemkin lays out how SaaS companies are now faced with the challenge of delivering more comprehensive, automated, and efficient solutions than ever before.

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The State of AI: How We Got Here (and What’s To Come)

Salesforce

Artificial intelligence has come a long way from its early beginnings, evolving from science fiction to a powerful force shaping industries across the globe. But how did we get here, and what’s next for artificial intelligence (AI) as it continues to transform the way we live and work? To explore this, I had a far-reaching discussion on the Dreamforce stage recently with two of Salesforce’s seminal experts who’ve been involved in shaping AI since its earliest days.

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Breaking data silos: Digital marketer’s checklist for strategic data collaboration by Lotame

Martech

The following checklist distills actionable strategies for digital marketers from Lotame’s “The 2024 State of Data Collaboration: A Global Perspective” research report, fielded by Cint. It’s designed to enable smarter, faster and easier decision-making for forward-thinking marketers. Key takeaways from the research Data challenges : 98% of marketers and agencies face barriers in data orchestration and utilization.

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Automation, Evolved: Your New Playbook for Smarter Knowledge Work

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.

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Takeaways from Pavilion’s GTM Summit

Sales Hacker

Hello and welcome to The GTM Newslettr by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies.

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5 Interesting Learnings from RingCentral at $2.43 Billion in ARR

SaaStr

So RingCental is both an incredibly impressive SaaS and Cloud company — but also a bit of a cautionary tale. It’s been around for decades but has continued to iterate, expanding into the enterprise, the contact center, and so much more. Fast forward to today, it’s at: $2.43 Billion in ARR Growing 9%-10% With non-GAAP operating margins of 20.9% and yet … It trades at a $3 Billion maket cap, or 1.2x ARR Now they have $1.5 Billion in debt, so one could argue it’s reall

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Best Small Business Ideas: Practical Tips and Strategies for Success

Salesforce

Every groundbreaking business starts with a single spark — just one idea. Whether you’re an aspiring entrepreneur looking for inspiration or a seasoned business owner exploring new opportunities, starting a new business is a big deal. But your ideas are even bigger. We wanted you to have the most successful small business ideas to build your business, so we created a small and medium-sized business (SMB) kick-off list from crafts to tech to get started.

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Improving marketing operations performance: Best of the MarTechBot

Martech

Best of the MarTechBot showcases the MarTechBot’s responses to prompts submitted by readers. See more about how marketers are using MarTechBot here. The language model is based on content from MarTech embedded on top of ChatGPT. The editors of MarTech selected this response for its usefulness and have supplemented it with additional relevant content.

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Get Higher-Quality B2B Leads That Convert!

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.