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Providing feedback has been a challenge for busy sales managers for decades. In today’s world of virtual communication , providing personalized feedback consistently across teams is even harder. It helps that a majority of sales meetings are happening over video and being recorded. But sales managers simply don’t have time to sift through thousands of hours of calls to find the nuggets of feedback that will unlock greater potential in their salespeople.
It isn’t easy for a sales manager to run a sales team. There are always obstacles, including buyers and decision-makers who want a better B2B sales experience. Improving your sales force’s results requires training, development, and sales coaching. The benefits of sales coaching include better engagement from your salespeople while helping you ensure they succeed in reaching their goals.
We’re still not yet in a recession, but everything in life costs more. When everything costs more, sales are harder to come by. Especially if you aren’t the cheapest option, or worse, your website is less than ideal to encourage a purchase. If you’re selling an in-demand good or service, have an amazing website, and are at the lowest price point among your competitors, stop reading.
Great consultative salespeople have many attributes that help them guide their decisions and interactions with prospective clients. Many good or average salespeople lack these important sales attributes. Great salespeople not only use a consultative selling approach, but they also lead the conversation with a prospect.
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.
Is there a right way to complain? A lot of sellers often complain about their results because of a poor territory, a bad product, terrible leads, or their prices … The post The Right Way to Complain first appeared on Colleen Francis - The Sales Leader.
Technology is growing exponentially—faster than we can even comprehend. When my grandfather was a boy, everyone was mainly still riding horses. In 1919 right after WWI, he visited the relatives of his mother in Chicago. A voyage he had to make first by ship from Rotterdam to New York and then by train from New York to Chicago. By the time he passed away in 1978, such trips were made in a matter of hours by air, and he was driving a brand-new luxury automobile.
Last month, the Revenue Builders Podcast explored the concept of influence: how to identify it, access it, and wield it in the sales process. Our esteemed guests shared expert insights on core sales fundamentals as well as emerging strategies in the market. From nailing negotiations and upselling to converting champions and CFOs, this month's episodes are a masterclass on how to maximize your impact in a challenging sales environment.
Last month, the Revenue Builders Podcast explored the concept of influence: how to identify it, access it, and wield it in the sales process. Our esteemed guests shared expert insights on core sales fundamentals as well as emerging strategies in the market. From nailing negotiations and upselling to converting champions and CFOs, this month's episodes are a masterclass on how to maximize your impact in a challenging sales environment.
If you listen to salespeople in conversation with their prospective clients, you may notice that some salespeople are better than others. Some sales professionals engage their buyers and decision-makers by creating a better sales conversation. Other sales reps have a difficult time providing their contacts with the B2B sales experience necessary to win their business.
Are you willing to do what it takes? Selling is not hard. It’s not rocket science. Improving your sales is all about this simple concept! The post Willing to Do What It Takes? first appeared on Colleen Francis - The Sales Leader.
Google has removed the requirement to have the description property as part of your video structured data. Google says it is still recommended to provide a description to your videos in the structured data but it is not a requirement. With that, Google Search Console will not report errors for missing description property items. Structured data change.
The “new” sales mantra seems to be all about activity. Our managers measure us on activities, and it seems our performance is based on how many activities we complete. As a result, we measure all sorts of things to demonstrate our “busyness,” dials, emails, meetings, InMails, contacts, proposals, and on and on. The more activities we do, the better.
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.
As a new salesperson, I won three very large clients in short order. One was the state of Ohio, and the other two were big brands that belonged to The Limited. I was making great money and taking care of my three giant clients. I visited the two retail brands daily and met with the state every month.
So Freshworks in another in our line of “hero companies” in SaaS. While Freshworks is very much a global SaaS leader, its history as perhaps the first with deep roots in India to IPO in the U.S. makes it one we all root for as a break-out global leader. It’s now at $560m in ARR, growing 23% on a constant-currency basis, and while that growth has slowed from the go-go pace of the last 2 years, it still beat Wall Street’s estimates for both revenue and adjusted profit!
If you read a lot of business and leadership content or spent much time in product development circles, you’ve likely heard the term “design thinking.” Design thinking is a customer-centric way to approach problems and innovation, and according to McKinsey & Company , it’s one of the most effective ways to differentiate your company and products from competition.
Having anything to do with sales was the furthest thing from my mind when I was thinking about a job following college. I’d had a few selling experiences as a kid. In Boy Scouts, there was always an event of some sort that we had to sell tickets for. My Mom usually bought the allocation I was assigned to sell. Sometimes a neighbor would buy them (but I think my Mom had called saying she would pay for them).
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 leaders use many KPIs to assess their sales teams. These metrics help sales managers improve their results and achieve their sales goals. While these sales KPIs are helpful, sales leaders and sales managers need their own set of KPIs to assess their own performance.
So Cloudflare is one of our hero Cloud / SaaS companies and even under tougher macro conditions, still grew a stunning 37% at $1.2 Billion in ARR ! But it’s getting harder for Cloudflare, just like it is for many of us. The toughest metric is new customers. While NRR remains high, new customer growth as slowed to 13%, down from 24% a year ago and 32% in 2021.
On May 2, designated as International Martech Day, Scott Brinker unveiled the latest edition of his marketing technology landscape. From 9,932 last year, the total number of solutions in the landscape has grown to 11,038. This represents something like a 7,000% growth in the space over the last 12 years. One new feature launched alongside the landscape is the Marketing Technology Capability Heatmap.
I was talking to a colleague about the lost opportunity sellers have in helping customers focus on their business problems and challenges. Most of what we call selling forces the customer to do all the heavy lifting of recognizing there is an opportunity to change, identifying problems, understanding it, learning about it, engaging other in thinking about the issues and things they might do in addressing those problems by changing and leveraging solutions.
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.
Do you wish you could remember the details of your conversations with prospects and clients? The more time that passes, the less likely you are to recall the details of any conversation. Have you ever promised to send something to your client and then forgotten because you were overwhelmed with work and life? Have you ever been reminded about a commitment you made?
Have you met Morgan? A terrific sales rep. Except recently, Morgan has slipped out of the top tier of the leaderboard and I think I know why: she struggles to adapt to the new selling environment.
This week digital platforms and streaming services are in New York to show off new programming and digital ad opportunities at IAB’s NewFronts. It’s a chance for digital publishers to show how they are capturing audiences who cut the cord and now choose digital channels. They also want to convince advertisers that their platform innovations and programming are the best way to connects with viewers, especially younger ones.
Often, we have solutions and capabilities that address a wide range of customer challenges or problems. It may be we have a solution that have a wide range of capabilities (A lot of IT solutions, enterprise wide solutions, professional services, etc.). Or we may have a portfolio of solutions that address a range of things that are helpful to the customer.
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 you feel like something has shifted with sales communications, you are paying attention. We have more ways to communicate with our prospective clients than ever, yet it is more difficult to reach them on the phone. And just try to get a prospect to read an email, let alone respond to one. I read a statistic that, worldwide, there are 4 billion people with email.
Full disclosure. I’ve never been much of a big data guy. Nor have I ever required extensive reporting from my salespeople. I never spent my time building, crunching, and analyzing spreadsheets. The only numbers that I was ever interested in were … How much is in my/our pipeline? What are my/our sales for the month? What was my/our closing ratio? How much money do I have in my bank accounts?
A two-day design sprint hosted by the Jacobs Institute for Design Innovation at UC Berkeley, in partnership with headless CMS Storyblok, produced some audacious and potentially game-changing concepts about how “the future of web” might develop. The contestants were UC Berkeley students from various disciplines (plus one or two alumna) and the awards were made by a panel of judges.
We, our customers, colleagues, managers are time poor! In reality, we will always be that way, we will have more demands on our time than we have time to commit. For years, I’ve been lobbying for a 30 hour day or a 9 day workweek, somehow thinking things would be better if we just had more time. But, as much as I argue for these changes, they seem unlikely to be accepted.
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.
[link] So personally, with SaaStr Fund , I am what is called a “Solo GP” I’m the only general partner, and that means most of the eventual gains from any investment do go to me. The partners themselves get to keep roughly 20% of the gains (their own investors, the Limited Partners, keep 80% in most cases).
Leading In A Changing Sales Landscape On this episode of the Sales Gravy Podcast, Jeb Blount (Sales Gravy CEO and author of Sales EQ) and Graham Hooper (CEO of Ellison Technologies) discuss the keys to leading your sales team in uncertain times. You'll learn how to succeed in volatile economic times by effectively handling decision deferment objections and conducting thorough research during the discovery phase of the sales process.
B2B marketers say pressure to prove ROI is increasing, but budgets are not. Some 41% are feeling more pressure to do this, 27% say it’s getting overwhelming and 14% say it makes them want to pull their hair out. That is according to a new report from B2B marketing solution provider Anteriad. Dig deeper: How clean, organized and actionable is your data?
Google now says the canonical link element is not recommended for syndicated content; instead, block the syndicated content from being accessed to avoid duplication. Google posted this new piece of information in this help document over here. What’s new. Google posted this paragraph under the section “syndicated content:” “The canonical link element is not recommended for those who wish to avoid duplication by syndication partners, because the pages are often very differe
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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