SaaStr

MAY 11, 2025

Heres how you can level up: Stop Spraying and Praying : The era of blasting 10,000 generic emails is mostly over. Focus on Solving Problems, Not Selling Features : The biggest mistake SDRs make is talking about features or offering to buy coffee. Track your calls, emails, and meetings religiously. Even with AI. No one cares.

High impact 57

High impact Pipeline Strategize Prospecting 57

Highspot

OCTOBER 29, 2024

In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. With generative AI, you can provide AI-driven content recommendations, meeting insights, and a consistent assessment framework to deliver just-in-time coaching.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Partners in Excellence

JUNE 19, 2025

You are tired of the data that shows people leveraging Business Focused Selling 2x their win rates, reduce No Decision Made by a minimum of 20%, and reduce buying/sales cycles by 30-40%. We’ll just suck it up and keep doing the same thing….” It has nothing to do with selling them anything. So here’s my point.

Customers 62

Customers Manufacturing Up-sell Conversion 62

RingDNA

MARCH 18, 2025

Conversation intelligence is the future of smarter selling—helping you close more deals, coach more effectively, and drive continuous improvement. Our conversation intelligence platform empowers sales teams to sell with confidence, turning every interaction into actionable insights. Don’t have time to listen to the entire conversation?

Conversion 62

Conversion Objectives and Key Results Sales CRM 62

ClickFunnels

JULY 21, 2021

How do you sell someone something in 90 seconds or less? High-Impact. So it’s important to choose your words carefully and make sure that each word you include is as high-impact as possible. You can’t sell a solution that you don’t fully understand… even if you understand the person’s problem very well.

Pitch 246

Pitch Appointment E-commerce Real Estate 246

Partners in Excellence

JULY 26, 2024

Let’s step out of our selling roles for a moment and talk about conversations. In reflecting on those conversations, what are the characteristics of the most impactful conversations and meetings? Think, also, of the meetings that were a massive waste of time. What are the characteristics of those meetings?

Conversion 139

Conversion Meeting High impact Pitch 139

Partners in Excellence

JUNE 19, 2024

We are driven to find the single magical secret to selling success. And the math to scaling, once we determined that secret to selling success. So we are now onto the next new secret to selling success. Let me tell you what the gurus of all things selling are whispering into the ears of their followers. became trivial.

Sell 139

Sell High impact Meeting Up-sell 139

RingDNA

JUNE 6, 2025

It connects Guided Selling, real-time AI Coaching, Conversation Intelligence , and our Seller Action Hub into a single, integrated motion. “Only 28% of B2B sales reps say their sales process is effective at meeting buyer expectations” ( Salesforce State of Sales Report ). You can see in this example with Revenue.io

CRM 62

CRM B2B Follow-up Strategize 62

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? Heads up: Your team will only ever be as good as its manager. While selling skills may be impressive, they often don’t crossover to managing several sellers and helping them produce sales results. But here’s the problem: A good candidate for sales management is hard to find.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

Partners in Excellence

JANUARY 26, 2021

In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. ” Rather than focusing on listening, learning, sharing, we have tools focused on conversational intelligence–but they can’t conduct high impact conversations. . And we are still failing.

Process 147

Process Sales B2B Quota 147

Partners in Excellence

AUGUST 14, 2024

For those exceeding their goals, we “High Five,” and say “Way to go!” ” For those not meeting their goals, “You gotta do more! How might we increase average deal values, reduce buying/selling cycles, more effectively engage our customers? You’re behind on your numbers!”

Cross-sell 135

Cross-sell Pipeline High impact Meeting 135

Cerebral Selling

JANUARY 14, 2023

And when reps struggle to see the path to their number they may slowly give up, blaming things outside of their control. A couple of weeks ago, I connected with a great group of like-minded, high-growth sales leaders as part of David Priemer’s Sales Leadership Labs program. It helps you manage up the chain.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

Partners in Excellence

SEPTEMBER 30, 2014

Then after a call I pause to take some notes, set the follow ups, and next steps. Things like doing email, spending time with managers reviewing what we are doing, maybe every once in a while a meeting. So a lot of things impact the amount of time we actually have available to have sales conversations.

Conversion 109

Conversion Appointment High impact Sales 109

Partners in Excellence

FEBRUARY 3, 2014

A client called me up stating, “I need to hire a rainmaker.” Usually, what’s described as someone of incredible authority and power of persuasion, that comes in at the end of a sales cycle, and in one meeting, seals the deal, then goes off to the next deal working his or her magic.

Territory 119

Territory Construction B2B High impact 119

Partners in Excellence

SEPTEMBER 17, 2012

A sales person’s job is to sell–nothing surprising. There’s some market research that puts the time available for selling at around 42%, but more and more, that figure seems optimistic. . With their B2B sales people, we found time available for selling had slipped just below 20%.

Sell 117

Sell Sales Up-sell High impact 117

Sales Hacker

NOVEMBER 18, 2020

Selling doesn’t really have rules. According to a survey by Salesforce last year , the top 20% of sales teams last year are almost 3x more likely to say they have been focusing on personalizing customer interactions. ” Well, you could, but you’re likely to hear a *click* soon after as they hang up. Research, Research, Research.

Process 131

Process Customers Prospecting Sales 131

Partners in Excellence

SEPTEMBER 21, 2023

A lot of the conversation focuses on “freeing up time.” ” But as I think about it, is the issue really about freeing up time or is it about using our time more effectively? And there are a number of other activities that are critical to enabling those meetings. I was actually surprised by the Gartner data.

Territory 87

Territory High impact Negotiate Meeting 87

Highspot

APRIL 1, 2025

Traditional onboarding can take up to 26 weeks at the executive level; AI role-play cuts this time dramatically. They are all waiting for you to screw up your script so they can tell you about it. AI-driven simulations provide judgment-free, personalized feedback, helping managers improve skills without peer scrutiny.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Women Sales Pros

JANUARY 24, 2019

It’s sales kick off season again and you want a high impact, memorable event. We didn’t even mention the fact that your sellers may sell different products and services. Before you curl up under the auditorium chair, I have some simple suggestions. Good luck and good selling! Easy, peasy – right?

Entertainment 107

Entertainment Inside sales Consult Strategize 107

Highspot

MAY 15, 2025

Youll get a partner enablement planning canvas to help you align your teams, identify gaps, and set your partners up for success. Partner enablement equips your external partners, like resellers and distributors, with the tools, training materials, and content they need to sell your companys products or services. This is not reality.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. The application syncs to Google Calendar, allowing users to click the link in their calendar and enter a scheduled meeting in just three steps. That was three clicks to get into a business meeting. Low morale, low productivity, and high turnover.

Quota 130

Quota Cold Call CRM Sales 130

Salesforce

APRIL 29, 2025

Right now, you might know a few houses on the block, but there are dozens more waiting to meet you and your business. It’s a measurement of how successful a business is at reaching and selling to its target audience. When businesses consistently meet or exceed expectations, they create a positive experience.

CRM 59

CRM Legal Promote Up-sell 59

Heinz Marketing

MAY 20, 2021

Yet surprisingly, people often use the terms “marketing” and selling” interchangeably, and when it comes to small businesses you will often see both functions performed by the same person or department. Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately grow revenue.

Campaign 128

Campaign Cold Call Sales Education 128

Sales Hacker

AUGUST 21, 2019

The right words have the power to overcome most of the objections faced by every salesperson , and the best salespeople know the words that sell. I appreciate how hard it is for you to meet that goal.”. Elmer Wheeler pointed it out in 1920: Don’t sell the steak — sell the sizzle ! I’m sorry you are going through this.

Contract 105

Contract Up-sell Prospecting High impact 105

Martech

JUNE 10, 2025

Status: Live Applicable HubSpot Hubs: All Hubs Applicable HubSpot Tiers: Starter+ Breeze Copilot gets smarter What’s new: Breeze Copilot, HubSpot’s built-in AI assistant, is getting rebuilt from the ground up with the latest capabilities AI has to offer. Use cases include: Prepping reps before meetings. In short, it’s getting smarter.

CRM 55

CRM UX Contact Finance 55

SaaStr

OCTOBER 11, 2024

For startups like EvenUp and Abridge, there isn’t a one-size-fits-all model that meets industry needs. Customers want structured outputs, repeatability, trust, and high confidence, so for now it’s up to you to find the right model for your specific use case. Build for defensibility.

Healthcare 65

Healthcare Manufacturing Legal Negotiate 65

Salesforce

APRIL 17, 2025

Next up: agentic AI , which understands and responds to inquiries without human intervention. By automating routine tasks, agentic AI frees up your employees to focus on more complex and value-added activities across the entire route to market. It helps new hires start contributing faster and more effectively to sales efforts.

Objectives and Key Results 82

Objectives and Key Results Negotiate Retail Promote 82

Partners in Excellence

APRIL 8, 2021

People who, for various reasons, are not meeting performance expectations. One of the biggest errors I’ve seen is hiring a sales person from a huge/big name company and putting them in a start-up/small business role. Make sure you take your training and get out and sell!” Selling is not selling is not selling.

Territory 107

Territory Up-sell Quota High impact 107

Sales Hacker

JUNE 19, 2019

I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. Transactional selling. Solution selling. Consultative selling. Provocative selling. This really is the best example of contextual selling in the virtual world. Product upsells and cross-sells.

Campaign 105

Campaign Cross-sell Sales Up-sell 105

Sales Hacker

DECEMBER 20, 2018

Sales productivity is all about maximizing time spent on the most critical sales rep activities (prospecting, client meetings, networking) and minimizing the resources needed to accomplish them (i.e. Highly efficient sales teams spend time on high-impact activities and minimize low-impact activities. time, money, effort).

Product 109

Product Tradeshows Appointment CRM 109

SaaStr

JUNE 16, 2020

Our first two digital mega-events have collectively brought over 25,000 attendees together; from Bridging the Gap to New New in Venture , we have committed ourselves to delivering high-impact and measurable value to our community. . Sign Up for Sessions (it’s free and open to everyone). Curated, invite-only networking .

B2B 68

B2B High impact Networking Follow-up 68

Hubspot

JULY 9, 2019

But what about considering the people who are working to sell your products every day? Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line.

Sales 99

Sales Quota Commission Drivers/motivators 99

Partners in Excellence

OCTOBER 1, 2016

The Filter Bubble : I’ve written about this in the past, but wanted to bring it up again. First, he discusses the importance of aligning the story with where the customer is in their buying process/where we are in the selling process. I’ll share how they’re working for me in the coming weeks.

Inside sales 86

Inside sales Construction Presentation Meeting 86

Salesforce

OCTOBER 11, 2022

Then they can sell the excess energy they produce back to the utility. DERs help a utility meet its net zero decarbonization goals and create a more resilient power grid. Here’s how you can use technology to deliver new programs faster and cheaper and keep up with customer expectations. . Transform your customer relationship.

Electricity 98

Electricity Customers Drivers/motivators Manufacturing 98

Sales Hacker

APRIL 17, 2019

CRMs and meeting schedulers. Work in Slack happens in channels, so all the right people can be included, all relevant information kept in one place, and new team members are able to get up to speed easily. Don’t walk into a meeting without looking at the person’s LinkedIn profile first. Let’s dig in, shall we?

Drivers/motivators 111

Drivers/motivators Price Teamwork CRM 111

Partners in Excellence

JULY 15, 2019

My good friend, Andy Paul, and I were talking about the state of selling today. ” But in doing this, we realize that w can do this because we have freed up time the time we need to do more. As a result, we reduced the average number of meetings to close by over 50%. We re-engineered our process, leveraging design thinking.

Pipeline 81

Pipeline Prospecting Up-sell Growth 81

Partners in Excellence

APRIL 7, 2019

We want, in these first calls, to engage the prospect in a credible, high impact conversation. The model we have is a high volume/high velocity model. This SDRs are expected to have 1000’s of dials a day, hopefully for a few dozen conversations, that generate some number of meetings for AEs.

Manufacturing 94

Manufacturing Pipeline Prospecting High impact 94