SaaStr

MARCH 5, 2025

Maintain Financial Stability – A healthy balance sheet gives you the option to walk awayyour most powerful negotiating tool. Leaks are inevitable as the process advances, but you can’t let your team start planning for their “post-acquisition life” prematurely. Do you have a genuinely great team?

Sell

Salesforce

NOVEMBER 15, 2024

On the other hand, SDRs who aren’t having career conversations may seek opportunities elsewhere within organizations that can provide them with the next step up the career ladder or who offer a well-defined career progression plan. Sign up now Thanks, you’re subscribed!

Tradeshows

SaaStr

JULY 5, 2025

Started as “Salesforce for Pharma” in 2007, now the essential technology backbone for companies bringing medicine to market. market cap – up from $2.4B ” Negotiation philosophy : “I have apples for sale. So it just starts that way.” Why would we ever buy anything from you?”

E-commerce

Highspot

JUNE 24, 2025

Key takeaways Sales role plays give sales representatives the space to build confidence in a safe, low-risk environment that encourages them to make mistakes and learn from them. Our solution streamlines approvals, saving clients up to 10 hours a week. Did they pick up on vague cues and dig deeper? ” Rep: “Got it.

Objectives and Key Results

Hubspot

JANUARY 14, 2025

From the initial discovery email or phone call to the final contract negotiation conversation, they ensure every touchpoint adds value for the prospect. At its core, this approach helps prospects feel understood and respected, paving the way for smoother negotiations and a more positive buyers journey ; thats why it works.

Negotiate

SaaStr

JULY 14, 2025

They represent some of the most demanding, complex work your organization will ever take on. “Human-in-the-loop” and “AI orchestration” have been watered down into feel-good phrases that make AI adoption sound effortless. The reality? The actual experience looks more like air traffic control during a thunderstorm.

Strategize

Highspot

JUNE 17, 2025

Those that use AI realize up to 20% better revenue outcomes. Today’s sales representatives—including yours—face many challenges. An AI sales assistant automates daily activities, summarizes conversations, recommends next-best steps, and serves up relevant content for sales reps.

Sell

PandaDoc

JUNE 2, 2025

This stage is critical, because it represents a narrowing of the sales pitch to only the product features and benefits that are most likely to serve the prospective buyer. Often, reps attached to these teams end up selling into larger organizations that have a formalized buying process.

Objectives and Key Results

PandaDoc

JUNE 16, 2025

” OTE represents the total amount that a rep can expect to earn if they hit 100% of their quota, combining their base salary with annual commissions or bonuses. OTE stands for on-target earnings and represents the total compensation a salesperson can expect to earn if they meet 100% of their quota. What is OTE in sales?

Commission

Martech

FEBRUARY 24, 2025

AI agents: Changing the game AI agents represent self-learning, continuously evolving systems that can act on data with minimal human intervention. It might be able to set up a basic version of AI-driven marketing, but will it produce breathtaking results out of the gate? This makes sense in the AI-driven martech space. Processing.

Objectives and Key Results

PandaDoc

JUNE 2, 2025

How the Challenger process works In short, the Challenger method is summed up as teach, tailor, and take control. Warm up the buyer The process starts with a strong foundation of credibility. Warm up the buyer The process starts with a strong foundation of credibility.

Process

Hubspot

SEPTEMBER 16, 2024

Asking Basic Discovery Questions Celeste Berke , Sales Trainer & Strategist at CBK Sales Training & Coaching , says "Showing up to discovery and asking basic questions. As a seller, you should know the three to four unique business problems that you solve for your buyer and how they show up. "As

Trust

Salesforce

MAY 7, 2025

It represents the percentage of net revenue you make that exceeds the cost of goods sold (COGS). Gross profit represents the total amount of money your company has left after deducting the direct costs associated with producing its goods or services, while gross profit margin expresses this amount as a percentage of total revenue.

Profit margin

Highspot

JULY 9, 2025

Manufacturing companies that embrace AI in their go-to-market (GTM) enablement programs see up to 20% higher revenue outcomes today. Every follow-up becomes more tailored, with AI recommending sales assets based on what’s worked in similar deals. For example, Ritchie Bros. The good news?

Manufacturing

SaaStr

MARCH 29, 2025

So in the run up to 2025 SaaStr Annual, I wanted to highlight one great SaaStr session you may have missed on how to become a CRO, a great CRO: The Path to Chief Revenue Officer: Lessons from the CROs at Notion, CircleCI and Lattice.Tracy Young, co-founder of TigerEye and PlanGrid, brought the epic group together.

Quota

Salesforce

OCTOBER 29, 2024

Deprecation meant our CSM would no longer be supported, opening us up to potential vulnerabilities. To keep our review process efficient within the short timeframe, we built a tiger team of representatives from each significant stakeholder business unit: IT, technical support (myself, obviously), and customer support.

Service

Hubspot

FEBRUARY 21, 2025

Each step below represents a lesson learned through trial and error. I picked up some of these after spending months pursuing the wrong companies with the wrong message. Start by analyzing your current best clients the ones who get the most value from your work and whom you love working with. Create your ideal customer profile.

Clients

SaaStr

JUNE 10, 2025

Tons of money going into start-ups and especially growth stage AI, but not that much money … coming back out. The Numbers Don’t Lie: We’re in Uncharted Territory Let’s start with the stark reality. They know PE firms are desperate to exit, and they’re using that to their advantage in negotiations.

B2B

Sales Hacker

FEBRUARY 4, 2025

So you guys are open up a new chapter down there. Scott Barker: Hell Casey Woo: it’s, it’s a, definitely a very up and coming tech ecosystem out there that I’m excited to help invest in. You are the customer service representative for our CRO, our CTO. Cause you’re not setting up [00:09:00] trust.

GTM

Salesforce

APRIL 28, 2025

In customer service, they could analyze audio from service calls, picking up on recurring negative sentiment from the tone of a customers voice. Agentforce and Salesforce’s Atlas Reasoning Engine represent significant steps forward, enabling this functionality. Theres no repetition or starting over.

Engineering

Salesforce

APRIL 24, 2025

You start your day with a plan, but soon, youre drowning in emails, follow-ups, and endless tasks. Sales development representative (SDR) agents 2. It also answers common questions and sets up meetings with the right sales rep. That means fewer mistakes, fewer frustrated customers, and fewer follow-ups. The result?

Teamwork

Hubspot

MARCH 10, 2025

That rejection was a wake-up call. Equifax Payment Index 90+ represents low risk and timely payment history. If you have a low business credit score or youre just starting out, read about the best unsecured business loans. Ive learned that even a small error in a report can derail financing or negotiation plans.

Negotiate

Salesforce

APRIL 28, 2025

With over 2 billion monthly active users , its where trends start, communities grow, and businesses thrive. However, avoid excessive hashtag usage and stick to a few relevant ones that accurately represent your content. Launched in 2010, its gone from a simple photo-sharing app to a global hub for creativity, connection, and business.

Follow-up

Salesforce

JULY 28, 2025

Creators build a direct connection with their audience, which is why small and medium-sized businesses (SMBs) team up with ‌them to reach new audiences and build brand awareness. These strategies and tips will help build your online presence and start creating with confidence. The following steps are all you need to get started: 1.

E-commerce

SaaStr

JUNE 30, 2025

This represents the second significant price adjustment in the last several years, following a 9% increase across their entire product portfolio in 2023. Notion : Starting May 2025, Notion restructured its pricing plans with changes taking effect for existing customers by August 2025.

Price

Salesforce

FEBRUARY 17, 2025

Whether you’re upgrading your current process or looking for fresh techniques, these are the best methods to set you up for a successful year. Craft a compelling value proposition Effective messaging is central to how to sell better and creating a strong value proposition starts with focusing on your customer.

Territory

SaaStr

JULY 20, 2025

” The FTC-Driven “Empty Husk” Structure Google’s acquisition represents the latest evolution in what’s becoming a new M&A playbook designed to avoid FTC scrutiny. “This entire podcast is basically the FTC f **g up normal business operations,” Rory noted.

Represent

SaaStr

AUGUST 2, 2025

Replit’s team addressed almost all the issues that came up — kudos. – Working around the weekend, we started rolling out automatic DB dev/prod separation to prevent this categorically. Gradual Trust Escalation : AI agents should start with minimal permissions and earn expanded access through demonstrated reliability.

Represent

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. Get started here 1.

Objectives and Key Results

Salesforce

MARCH 3, 2025

Deal desks are best-suited for businesses with intricate sales processes that require custom solutions, multi-tier pricing, high-stakes negotiations, stringent compliance demands, extended sales cycles, or heavy cross-functional collaboration. Sign up now Thanks, you’re subscribed! Learn more What can a Deal Desk help with?

Legal

Sales Hacker

MAY 2, 2025

The hype train framework: 5 steps Step 1: Curate your beta list like a GTM asset Start by segmenting your most aligned and influential users. Step 3: Launch the hype (with nudges, not nagging) Cartas move into fund administration and private equity made technical expertise non-negotiable.

Launch

Salesforce

APRIL 16, 2025

As they say, it starts at the top and works down through the organization. Topics could include a deep-dive discovery, advanced closing techniques, objection handling, negotiation skills, and buyer psychology. Sign up now Thanks, you’re subscribed! Maybe they need help with negotiation tactics or product knowledge.

Technique

Cerebral Selling

DECEMBER 20, 2021

One of the most important concepts in negotiation has to do with feelings of satisfaction. That’s why one of the most effective ways of reducing the size of the concessions you give while increasing the other side’s level of satisfaction (especially when negotiating at month-end ) is giving in slowly.

Negotiate

Veloxy

AUGUST 29, 2023

This can be the thing that ends up making or breaking your business. That is why there are more than 731,000 field sales representatives in the United States. What are the biggest things that a field sales representative can do for your company? That is because about 90% of them give up after the fourth phone call attempt.

Represent

Salesforce

OCTOBER 17, 2023

A Salesforce Certified Sales Representative has broad knowledge of the sales process and is proficient in planning, customer and prospect research, deal management, pipeline management, forecasting, and closing deals with value. Sales representative skills are in high demand, and getting certified can put your career in high gear.

Represent

Sales Pop!

JULY 28, 2022

Similarly, punctuality and following up on promises are essential for building client loyalty. One main difference between a creative sales representative and one who merely follows a script is the flexible person generates greater appreciation among clientele. Negotiation for finding a satisfactory outcome for all.

Sell

Martech

DECEMBER 6, 2023

Negotiating with martech vendors requires a strategic approach that goes beyond budget considerations. Dealing with martech vendors Martech vendor negotiations are never the same – even when dealing with a company you already do business with. That variability is what makes negotiations fun to many yet anxiety-producing for others.

Negotiate