Engage Selling

MAY 21, 2020

What are you doing to stay focused during these times? Right now, it can be easy to give into the negativity of everything going on.

Prospecting

Membrain

MAY 20, 2020

There is a direct correlation between effective account growth planning and sales success. In times like these, it’s of extreme importance to stay on top of your clients and help them get out on top of this crisis. Unfortunately, effective account planning isn't always easy and comes with challenges.

Clients

Partners in Excellence

MAY 18, 2020

I’m about 10 weeks into my own Covid 19 lockdown. I have to admit to some Zoom weariness, impatience with not jumping on a plane and meeting with clients face to face, even a nice dinner at a restaurant with friends. But we will continue with some version of the lockdown for some time. It’s been an interesting time. Many look forward to things getting back to normal, to the way they were Before Covid (BC) As I reflect on the past several months, there’s a lot I/we have learned

Manufacturing

ConversionXL

MAY 20, 2020

The SEO game is changing. Long gone are the days when all it took to rank on Page 1 was a good keyword choice and a few backlinks. Google’s search results are becoming so much more than 10 blue links, in part because those links are now richer and more interactive —and sending fewer clicks to sites. A new concept is replacing the traditional SEO approach.

Real Estate

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.

Sales

Engage Selling

MAY 22, 2020

We were taught at a very early age to never make assumptions. However, I still encounter salespeople who make assumptions all the time.

Sales

Force Management

MAY 18, 2020

When companies invest in sales initiatives, they have specific outcomes they’re looking to achieve. Many sales leaders are trying to decide between (1) waiting for when they can schedule an in-person session or (2) moving forward now with a virtual training.

Sales

SaaStr

MAY 17, 2020

Q: What don’t they tell you about venture capital firms? A few things that aren’t obvious when you raise venture capital: Your VC partner may leave. There has been much more transition in VC firms in the past 5+ years. Partners leave to found their own firms in particular all the time now. Non-partners leave to join hot firms. You are stuck with the fund as an investor forever.

Cross-sell

Heinz Marketing

MAY 20, 2020

By Maria Geokezas , VP of Client Relations at Heinz Marketing. Can Empathy be taught? Empathy has always been a necessary part of a successful sale. Heck, I believe it’s a necessary part of being human, having happy relationships, being good at your job and leading a full life. Before COVID-19 happened, empathy was taken for granted. Now, however, in the midst of the pandemic, with the economy struggling and businesses feeling the pressure to keep selling, empathy has become the star of the s

Technique

RAIN Group

MAY 20, 2020

There’s a lot to think about when it comes to selling virtually. Projecting a professional image in your virtual meetings is an important (and often overlooked) factor to consider. Here we provide guidelines and tips specifically focused on projecting a professional image in your virtual sales meetings grouped in the following five categories: Video.

Meeting

Partners in Excellence

MAY 21, 2020

“Purpose” is a foundational principle for success, yet we pay little attention to it. In times of crisis, purpose and purposefulness is how we navigate risk and uncertainty. Our purpose provides grounding, something that, when challenged, we come back to in trying to figure our path forward. Using Simon Sinek’s popular terminology, our purpose provides us our “Why?

Presentation

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.

Objection handling

SaaStr

MAY 16, 2020

A very curious thing has happened during this very sad and stressful time: the Era of the SaaS Decacorn has firmly arrived.? @Wix ? market cap is now over $10 billion. Amazing! ? @BessemerVP ? pic.twitter.com/giUuRFJS5A. — Amit Karp (@amitkarp) May 15, 2020. When I started as a SaaS CEO, there was only one SaaS unicorn: Salesforce. Its market cap at the time was $2.6 billion.

Contract

Sales Hacker

MAY 21, 2020

When inbound sales and marketing works, it’s great. It’s easy, it scales well, but by definition it puts a lot of the process out of your hands. That can lead to a lot of opportunities for things to break down and for buyers to fall through the cracks. I’ve worked with many companies throughout my career, and there tends to be six common, tactical mistakes when it comes to inbound process: They don’t have sales and marketing alignment and accountability documented in a comprehensive SLA.

Follow-up

Heinz Marketing

MAY 17, 2020

By Kayla Beard , Marketing Intern at Heinz Marketing. The past two months have been filled with uncertainty, panic, and a lot of downtime in the quarantine. I have binge watched Netflix, learned how to cook, and become an expert walker. . Likewise is a startup company located in Bellevue, Washington aimed at providing an easy, quick platform for people to find recommendations.

Entertainment

ConversionXL

MAY 19, 2020

Every marketing team needs fresh content ideas. Maybe you’ve been producing content on the same subject for so long that your idea well has run dry. Or maybe it’s your keyword well that’s reaching its limits, leaving you with plenty of ideas, but no clear path forward about how to prioritize them or the distribution channels for which they’re best suited.

Education

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

Hospitality

SaaStr

MAY 20, 2020

Our recent SaaStr Summit: Bridging the Gap was the first time I’ve had a chance to be a participant at a SaaStr event in a long, long time. Usually I personally have to do too much planning, moderating, etc. I learned a lot! ?? So I thought I’d share my learnings from the sessions as we put them up on YouTube. My next set of 10 Learnings is from Jeff Lawson, CEO of Twilio, and his investor and board member, Byron Deeter of Bessemer Venture Partners.

Pitch

Sales Hacker

MAY 21, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Founder and CEO of social centered selling, Barbara Giamanco, shows us that there are no shortcuts in selling. Sadly, Barbara passed on from our community on May 20, 2020. We’re so honored to claim her as one of our own. This video, presented at our 2019 Success Summit, was a wonderful parting gift that we hope you’ll enjoy.

Sell

Heinz Marketing

MAY 18, 2020

By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline

Salesmate

MAY 22, 2020

You’ll hardly meet a sales rep who has never faced the “price objection”. Almost all sales professionals have faced this objection in their sales career. Some sales reps grumble while others tackle it wisely. Do you remember the times when you thought of not purchasing a product due to its high price? But then suddenly some words from a sales rep worked like a magic spell and made you change your decision.

Price

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.

Retail

SaaStr

MAY 19, 2020

Q: What Strategies Are Working Now? Many of us are struggling now; a minority are “Covid Beneficiaries”; and most are somewhere in the middle in SaaS. Parts of your businesses are struggling, but other parts are doing OK, and some segments are even doing well. What are some strategies that are working now in this new environment? 5 thoughts to maybe think about: Real Free Editions.

E-commerce

Sales Hacker

MAY 20, 2020

To be successful, organizations have to have good product-market fit , customer trust, and a fantastic customer experience throughout the entire customer lifecycle. As such, much of sales and marketing’s focus is external to attract customers, and rightly so. However, to truly delight potential customers and stay ahead of your competition, the flow of information internally needs to be timely and seamless.

Sales

SalesLoft

MAY 18, 2020

TL;DR. While many organizations have hit pause on hiring plans, others are still onboarding and hiring during these uncertain times. SalesLoft is one of those companies onboarding new employees remotely. Technology’s role in onboarding and ramping up employees is more pronounced than ever. Connection among employees must be done deliberately and consistently.

Relationship building

G2

MAY 19, 2020

Employee absenteeism is a very real, large problem for organizations.

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.

Start-ups

SaaStr

MAY 21, 2020

It took me a little while to see activation rates as literally one of the 3-4 most important metrics in SaaS, but it probably is. I started to track activation rates at a lot of start-ups I work with, and I saw numbers that shocked me. I often say 60% or so activation rates 30 days in. Think about that. That means after all the time and money put into building your product, marketing your product, trialing your product, demo’ing your product, selling your product, closing the deal, cele

B2C

Sales Hacker

MAY 20, 2020

The US unemployment rate was sitting at 3.5% earlier this year, the lowest since 1969. But as a result of COVID-19 and the associated furloughs and layoffs, first-time claims for unemployment benefits grew by more than 3,000% between early March and April. . 6 million American workers filed for their first week of unemployment benefits during the last full week of March — a historic high.

Intrinsic

KO Advantage Group

MAY 21, 2020

SalesProInsider

MAY 20, 2020

Here’s a number to pay attention to…. It’s estimated that 90% of sales conversations are happening virtually these days and that though skepticism remains, many people, more than 50% believe that this mode of selling is as effective as our old practices. Interesting isn’t it? That though many people have been thrust into a virtual selling environment, it is effective.

Sell

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.

High impact

SaaStr

MAY 20, 2020

I did a version of this Old Me-Young Me post in 2018. I thought it could bear with an update, given the unique times we are in. This is the conversation I would have had, wished I could have had, with my younger SaaS CEO self — jason. Young Me, 2011 : $100m ARR seems so very far from our $10m ARR today. Very far from today. Old Me, 2020 : It does feel that way.

Cross-sell

Sales Hacker

MAY 22, 2020

Let’s be real. Today’s methodologies and processes give us a lot of different types of leads. We have product-qualified leads , marketing-qualified leads, sales-qualified leads, and many more. As someone who works in sales, handling all these types of leads can be overwhelming and exhausting. Fortunately, there’s a way to make the entire process of getting, nurturing, and closing leads simple, and it only uses one type of lead — Sales Accepted Leads (SALs).

Closing

Engage Selling

MAY 21, 2020

Recently, I interviewed my good friend, Richard Citrin, author of Strategy-Driven Leadership and The Resilience Advantage. We talked about how resiliency—what he describes as the ability to “bounce forward”—is a hardwired resource in all of us.

Sales

KO Advantage Group

MAY 19, 2020

How do companies come up with their prices? Hint, it's a lot easier than you think! Not only is this method easy, but it doesn't make you compromise your price in a financially vulnerable time. This vlog talks about how to create your prices, and how to maintain it in a recession. Want to learn more about what sales looks like for your company? Sit down for a free 30 minute consultation with our knowledgable staff.

Price

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