Iannarino
MAY 11, 2022
Nobody likes rejection. If there’s one statement I can make that I think is universal to the human experience, it’s this one. If your cold calling attempts are leading to an endless string of rejections, it’s time to check out some cold calling examples and try something new.
SaaStr
MAY 10, 2022
Dear SaaStr: How Fast Should your Monthly Growth Be from $0 to $1M ARR? I can tell you after 30+ SaaS investments including 5 unicorns … it doesn’t really matter how long it takes you to get to the first $1m ARR, per se. I’ve invested in start-ups that got there in 6–9 months. I’ve invested in start-ups that got there in 4 years. My first decacorn investment had no revenue at all its first 2 years, despite trying.
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Martech
MAY 11, 2022
The latest Adobe Digital Price Index (DPI) finds online shopping prices still increasing YoY but at a slower rate. In April 2022, prices showed a 2.9% increase over April 2021, but missed the record breaking 3.6% YoY increase seen in March. April was the 23rd consecutive month of online price inflation, but more than half the categories tracked by Adobe showed a price decrease from March to April.
Anthony Cole Training
MAY 12, 2022
In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success.
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.
Iannarino
MAY 8, 2022
CNBC Headline: The Federal Reserve on Wednesday raised its benchmark interest rate by half a percentage point, the most aggressive step yet in its fight against a 40-year high in inflation.
Force Management
MAY 11, 2022
A salesperson’s time is valuable. Ensure your sales team is spending their time building a pipeline of high-value accounts. Support your sales managers and reps in developing a result-driven plan that focuses them on pursuing these high-value opportunities. Put a process in place that helps your salespeople repeatedly and consistently drive effective sales plans.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
MAY 8, 2022
Statistics tell us that 50% of all non-technical graduates of four-year colleges will spend some career time as salespeople. There are over 4000 colleges and universities in the United States. Among them, only about 200 have more than two courses in selling or sales management.
Iannarino
MAY 7, 2022
The sales leader was stunned by the idea that she was allowed to make her sales team prospect. This was news to her, good news. She was promoted into a role when her manager left, and because he didn't hold the sales team accountable for acquiring new meetings each week, she had never experienced a culture of accountability.
Engage Selling
MAY 13, 2022
????? I recently came across some interesting research from Gartner on the customer engagement shift. They discovered that when a customer is buying a brand new solution, they prefer online … Read More. The post Customer Engagement Shift | Sales Strategies first appeared on Colleen Francis - The Sales Leader.
Partners in Excellence
MAY 10, 2022
Thought leadership is important. Helping customers rethink what they are doing, to consider making a change, inciting them to buy is important. Thought leadership helps us stand out as being different than others. Having a point of view, creates interest. Others will want to learn more. We, sometimes, think of thought leadership as insight. It helps us change the conversation to something that is more relevant to our customers, rather than focusing on pitching our products.
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.
David Meerman Scott
MAY 9, 2022
The most exciting aspect of my book The New Rules of Marketing & PR is I have the honor of showcasing some of the best examples of building successful marketing programs. There are more than 50 profiles throughout the book, many of them featuring the marketers’ own words from interviews with me.
Iannarino
MAY 9, 2022
Much of what you read here comes from my experience selling and leading a sales force in a highly commoditized industry. In some cities, there were as many as six hundred competitors all vying for the same set of clients.
Martech
MAY 13, 2022
Mobile marketing allows marketers to meet their customers where they are, which today is the default. The advent of mobile technologies like 5G is also allowing marketers to deliver, or conceive of experiences, that augment the experience. Mobile is a key component of cross-channel campaigns (TV, OOH, Print). Mobile also offers the possibility of precision location marketing for even better personalization.
Partners in Excellence
MAY 9, 2022
Every day it seems that I wake up to read new reports about work, the great resignation, people increasingly choosing to be nomads, moving from job to job. On the other side, we see employers, some of the “hottest” companies of the past few years, implementing significant staffing reductions–while also complaining they can’t find enough people to hire.
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 Pop!
MAY 13, 2022
Selling a business is not always easy, depending on the marketing approach and the type of business. Taking the correct steps towards selling a business is essential for the best results. This guide will help people learn the phases involved so they can take the right steps toward selling their business. Sellers Must Plan Carefully. One of the biggest mistakes people make when selling a business is rushing the process.
Iannarino
MAY 12, 2022
Customer expectations change. Technology changes. Sales changes. Yet, cold calling remains. Should it, or is it finally time to put cold calling out to pasture with the typewriter and the Rolodex?
SaaStr
MAY 11, 2022
So the last time we caught up with Palantir, they had just IPO’d and were at $1B ARR. Fast forward to today, and so much has changed. They’ve now cruised to $2B in ARR, but the world for Cloud and SaaS stocks has changed a lot. At $2B ARR, Palantir is growing a still impressive 31%. But at $1B ARR it was growing 49%. And while its core Defense Business has slowed down substantially for now, its Commercial Business, while just 15% of revenues today, is accelerating. 5 Interesting
Martech
MAY 13, 2022
My approach to the marketing technology field has been geared toward focusing on human topics like relationships. Marketing technology, however, is certainly a technical discipline, and my route to this field began by working closely with web developers and designers as well as software programmers. Further, it obviously involves marketing acumen, which I’ve picked up on the job.
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.
Predictable Revenue
MAY 9, 2022
The best outbound sales emails all share a few common characteristics. This post will walk you through how to master each of these traits and increase your reply rates. The post How to Write Outbound Sales Emails That Convert appeared first on Predictable Revenue.
Iannarino
MAY 13, 2022
Most of our approaches to sales can be compared to what LTG McMaster (U.S. Army Retired) describes as strategic narcissism: "the tendency to define challenges to national security as we would like them to be and to pay too little attention to the agency that others have over the future.".
SaaStr
MAY 10, 2022
The other day, I asked Doug Pepper to join us for our podcast and YouTube to talk about where the venture markets really are today. Doug has done it all, from being the first seed investor in Marketo all the way to being a growth investor in Calendly, Loom, Braze, Lattice, and much more: My key take-aways: #1. VC remains open — at least for deals < $1B valuation.
RAIN Group
MAY 11, 2022
There’s simply not enough time in the day to focus on every essential skill needed to succeed in sales. While sales teams must prioritize skills development, it’s important to identify which skills could have the biggest impact on your sales results.
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
MAY 13, 2022
Here’s a pop quiz for sellers and sales enablement folks. Be honest, don’t cheat…… Raise your hand if you have had a formal training program on change and change management! If you are a sales enablement person, Does your sales training/learning program included formal training and development on change and change management?
Iannarino
MAY 10, 2022
How effective is video training? Pretty darn effective, it turns out. Learners remember an average of only 10% of the content they learn by reading, but up to 95% of content they learn audio-visually.
SaaStr
MAY 12, 2022
The biggest mistake you can make as a founder when you hire your first VP of Sales is stepping out of sales. I see this again, and again. It only works with the very best VPs of Sales. Every other first VP of Sales needs you doing at least half of what you were doing before. — Jason BeKind Lemkin #???????????? (@jasonlk) May 10, 2022. So much of classic SaaStr content is on getting that first VP of Sales hire right.
Martech
MAY 12, 2022
I have COVID-19. Luckily I’m vaxxed and boosted, so the effects have been mild. But in the brain fog that inevitably accompanies COVID, my thoughts have naturally turned to email marketing. Why would I think of email and COVID together? Browse-abandon emails made me do it. For years I have railed against browse-abandon emails (read my most recent rant ) because they’re based on an outdated idea that browsing a website signals purchase intent.
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.
Spiro Technologies
MAY 12, 2022
As someone who wrote a book, I know a little bit about procrastination. Writers will famously clean their entire house, organize their closet, and vacuum their car, all in an effort to avoid sitting down to do the one thing they know they need to. Procrastination is a vicious cycle, and it’s a behavior that affects almost every salesperson. After all, who wants to sit down and make calls for three hours when you can check ESPN.com or have fun with your co-workers?
Partners in Excellence
MAY 8, 2022
Organizations spend millions in creating content. A key element is content from our customers. It’s usually case studies about how fantastic our products are. How we’ve saved them millions, how they’ve been able to achieve their goals because of the what we’ve provided them. Alternatively, there are testimonials. Usually we see them sprinkled through web sites, a picture of a customer or a company logo, with a pithy comment about how wonderful our company is, or how great
SaaStr
MAY 9, 2022
So despite what you might see on Twitter, venture capital isn’t in a tailspin. Good deals are still getting done every day. It takes a little longer now, and valuations are lower, but the best ones will still get funded. There is plenty of capital out there. With one big exception: The Unicorn Round. Why? There just isn’t enough room at that valuation — at least not right now.
Martech
MAY 11, 2022
CTV has become the dominant platform globally for video ad impressions according to a new report from Innovid, the independent linear, CTV and digital advertising and measurement platform. The report was based on an analysis of almost 300 billion video ad impressions on the Innovid platform (covering North America, EMEA, LATAM, and APAC). While video ad impressions saw YoY increases on all devices, CTV grew at twice the rate of mobile and desktop, ultimately accounting for some 46% of global vi
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