SaaStr

JUNE 26, 2025

Today, those same teams report that AI has elevated their roles – handling routine inquiries while humans focus on complex problem-solving and relationship building. The Strategic Imperative Sales leaders should start preparing now: Identify deflection candidates : Which deals require minimal human judgment?

Territory 107

Territory Sales Negotiate Price 107

Hubspot

JUNE 16, 2025

Even account managers — once focused on relationship-building — are now expected to drive revenue. Use consultative selling to position solutions — tie product benefits directly to the challenges uncovered, making the solution feel custom-made. Sales interviews often assess how well you handle tough customer objections.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Closing the deal is just one step; ensuring customer success and fostering long-term relationships requires ongoing work. Identifying upsell and cross-sell opportunities to drive continued revenue growth. Take buying a CRM, for example.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

PandaDoc

JUNE 2, 2025

Rather than focusing on relationship-building or discovery alone, Challenger sellers take a more proactive role. Emma is careful to position this solution as a strategic fix to a known revenue leak: An immediate answer to an immediate problem. Challenger sellers need to teach as much as they sell.

Process 52

Process Objectives and Key Results Sales Angle 52

PandaDoc

MARCH 25, 2025

Big-budget enterprise sales teams arent out-selling you because they have deeper pocketstheyre winning because they have better systems. Your sales professionals are likely doing it all: prospecting, selling, creating proposals, and managing customer relationships. While small and mid-market businesses (SMBs) represent 43.5%

E-commerce 52

E-commerce Contract Legal Sales 52

SaaStr

JUNE 23, 2025

This makes sense in an increasingly complex B2B software landscape where technical selling has become crucial. The shift suggests companies are moving toward a model where fewer, more technical resources handle the entire sales cycle rather than relying on high-volume, low-touch SDR activities.

B2B 67

B2B Cold Call Pipeline Engineering 67

Sales Hacker

MARCH 25, 2025

Stay close to the relationship side, the stuff that humans can only do, like if it’s just like research and pre briefs and like some data analysis, that is easy for something to be done offline by an agent and brought onto the workflow for the human to kind of strategically think around how that gets used. So you’re right.

GTM 67

GTM X-functional Start-ups Relationship building 67

SaaStr

MARCH 25, 2025

In SaaS, its easy to assume that virtual selling has completely taken over. But if you listen to many top CROs in SaaSlike Jonathan Vassil of Toast, Christian Smith of Splunk, Loren Padelford of Slice, and Sam Blond CRO emeritus of Brextheyll tell you that in-person selling is far from dead. Slice does much of the same.

Conversion 74

Conversion Territory Referrals Inside sales 74

SaaStr

MAY 29, 2025

At Owner, selling ~$10K ACV deals to tiny businesses that “don’t typically buy software,” the AI transformation has been mission-critical. The humans who remain will need to excel at the uniquely human aspects of selling: relationship building, complex problem solving, and strategic influence.

GTM 95

GTM Negotiate Cross-sell CRM 95

Hubspot

FEBRUARY 21, 2025

Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months. Table of Contents What is target account selling? How does target account selling work? What is target account selling? How does target account selling work?

Clients 41

Clients Sell Cross-sell Objectives and Key Results 41

SaaStr

APRIL 28, 2025

A company selling $2-5K software packages won’t need humans for standard implementationsthe AI will qualify, demo, answer questions, negotiate within parameters, and close deals automatically. Meanwhile, mediocre reps who neither master the technology nor offer exceptional relationship skills will become obsolete.

Negotiate 97

Negotiate Contract E-commerce Price 97

Salesforce

APRIL 4, 2025

3 strategic objectives that lead to growth and profits Before we get into agentic marketing automation, let’s examine what is needed. Everything marketers do ladder up to these goals that drive the business forward: Brand building: Marketing executives know that revenue and relationships start with a strong brand.

Objectives and Key Results 52

Objectives and Key Results Cross-sell A/B testing Strategize 52

Hubspot

APRIL 28, 2025

With multiple selling reps under its belt, an AI agent learns, refining their lead qualification and engagement strategies. Human reps can spend more time on strategic tasks. They reported that AI tools allow them to spend more time doing the one thing they were hired for selling. Benefits of AI Sales Agents 1. AI never sleeps.

Appointment 45

Appointment Follow-up Negotiate CRM 45

Sales Hacker

APRIL 1, 2025

Let’s sell the holistic story. For different partners or how would you think about that, that relationship? Traditionally, sellers will sell and then they’ll hand it to services, be it a partner or your own internal services, and then they hand it to their C to the CSMs. That is a lot of handoffs.

GTM 62

GTM Up-sell Start-ups Gaming 62

Salesforce

APRIL 28, 2025

Successful SMBs on Instagram dont just sell their products they create immersive brand experiences that keep followers coming back. Research popular hashtags within your industry and use them strategically in your posts. Relate to your audience on a personal level and build meaningful relationships.

Follow-up 59

Follow-up CRM Contract Trust 59

Martech

MAY 6, 2025

Marketing teams spend countless hours building target account lists, researching prospects and personalizing messages. Sales reps waste valuable selling time prioritizing accounts, logging activities and crafting follow-ups. These mundane tasks kill morale and reinforce the perception that both teams are too busy to collaborate.

Assembly Line 117

Assembly Line Sales Follow-up Technology 117

Salesforce

MARCH 3, 2025

Its an estimate of how much your business will sell over a specific period (like a month, quarter, or year). Strategic planning: Set realistic goals for marketing, hiring, and product launches. Or when your sales process is highly dependent on relationship-building and customer sentiment.

Angle 59

Angle CRM Pipeline Sales 59

Sales Pop!

OCTOBER 27, 2021

The flogging process is a one-way street where the sales person’s sole objective is to sell the product or service inventory they’ve got. As I’ve said many times before, in order for an organization to get more value from their sales teams, sales must move from the flogging mode and be charged with and held accountable for a strategic role.

Product 235

Product Relationship building Launch Strategize 235

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” Some have had long careers in selling, some are relatively new. This includes the strategic aspect of navigating sales processes and the rush of finalizing a deal.

Sell 143

Sell Cross-sell Drivers/motivators Education 143

Sales Pop!

SEPTEMBER 23, 2021

But the irony is that in selling to large accounts , sales cycles are typically long and drawn out. But with all the frustrations the passing months bring, there are positives for effective and organized selling organizations – teams that are good at what they do. Especially now, in the fog of post-COVID fatigue.

Legal 242

Legal Finance Contract Networking 242

Sales Hacker

SEPTEMBER 27, 2019

Today, we’re looking at the VP of Strategic Accounts role, and for that, we talked to Ryan Staley. Title: VP of Strategic Accounts. What You Sell: Managed print services for large geographically distributed Fortune 500 and Fortune 1,000 organizations. A Day in the Life of a VP of Strategic Accounts. About Ryan Staley .

Strategize 103

Strategize Pipeline Meeting Networking 103

Search Engine Land

FEBRUARY 1, 2023

” Better prompt : “Write a Google ad for my business that sells organic skincare products to women looking for natural alternatives.” Here are 15 strategic prompts to inspire you, lighten your workload, and improve your results. Create strategic ads and assets with ChatGPT Writing ads at scale is table stakes for AI.

Strategize 100

Strategize Objectives and Key Results A/B testing Clients 100

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Now, with the economic uncertainties of 2020, sales teams of all sizes are desperate for a more strategic approach to building dependable and ongoing opportunities to optimize customer revenue in their most strategic accounts. Manage Relationships More Strategically.

Strategize 72

Strategize Cross-sell Strategic partnership Clients 72

Sales Hacker

MAY 8, 2023

If you haven’t already learned how to sell to millennial buyers, it’s past time to get caught up. Step one, relationship-building. Without a relationship, you can’t personalize. When drip selling, include a video explanation of the content’s relevance to increase value and open rates. So how to start?

Sell 113

Sell Cold Call Up-sell Contract 113

Veloxy

DECEMBER 28, 2023

However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place. and embark on this journey to master the art of field selling together! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Sales Pop!

DECEMBER 20, 2023

In the dynamic landscape of sales, the farmer archetype takes center stage, tending to leads, nurturing sales, and elevating the business through relationship-building. This strategy, built on relationships, transcends the transactional approach and focuses on the long-term growth of existing accounts.

Cross-sell 130

Cross-sell CRM Pipeline Strategize 130

Gong.io

DECEMBER 5, 2022

That’s why having a strategic sales plan is vital. In other words, a strategic sales plan helps your sales reps avoid firing aimlessly into the market and missing more often than they hit. In other words, a strategic sales plan helps your sales reps avoid firing aimlessly into the market and missing more often than they hit.

Strategize 62

Strategize Sales Quota Pipeline 62

Veloxy

SEPTEMBER 29, 2021

Salesforce Adoption Pain Point #1 : Sales representatives report spending 66% of their day performing tedious, non-selling activity in Salesforce. This is a conundrum for most sales managers, as sales productivity is one of the common selling points of the Salesforce CRM platform. The key is Salesforce automation. Table of Contents.

Territory 342

Territory Represent Sales Lead generation 342

The 5% Institute

JULY 21, 2020

Further reading: A Guide To Building Sales Relationships / Building Rapport. After following step 2, being you let them know that’s perfectly normal and OK, simply ask them what they were looking for in particular; is it a (insert product you sell) or (insert other product you sell). The I’m Just Looking Statement.

Retail 144

Retail Sales Relationship building Up-sell 144

SaaStr

NOVEMBER 18, 2021

Summary: Treat fundraising as a strategic process with a view to where you want to be in 5 or 10 years. Build relationships with junior investment professionals, who can become your champions within the VC firm. In fact, make relationship building with associates an explicit part of your strategy.

Relationship building 134

Relationship building Drivers/motivators Finance Strategize 134

Closing Bigger

MAY 9, 2024

With that said here were the 10 big takeaways: Leverage AI for Productivity, Not Replacement: Utilize AI to handle repetitive tasks, freeing up human creativity for strategic thinking and relationship building. This partnership can lead to more informed and nuanced business strategies.

Strategic planning 115

Strategic planning Strategize Relationship building B2B 115

Women Sales Pros

JANUARY 23, 2019

Focus on selling skills, not just product updates. Selling skills are equally important and should get their own track. You’ll likely have a mix of selling experience; designing this track by experience level can make sure sellers are getting the best value. Design opportunities for relationship building.

Objectives and Key Results 92

Objectives and Key Results Relationship building Sales Strategize 92

Sales Hacker

DECEMBER 30, 2020

Meanwhile, 64% of sales leaders who doubled down on remote selling reported meeting and/or exceeding their revenue targets in 2020. And with many companies planning to stay remote into 2021 (and some fully remote indefinitely), knowing how to navigate remote selling isn’t optional anymore. READ THIS: Selling From Home?

CRM 132

CRM B2B Referrals Sales 132

Heinz Marketing

SEPTEMBER 25, 2019

It’s important for a VP of Sales to know the numbers and provide insights because using that information strategically brings legitimacy, competence, and confidence to the role. Thinks strategically, like a business leader. The VP of Sales needs to be aware of the changing B2B selling landscape. Develops strong relationships.

Strategize 90

Strategize Drivers/motivators B2B Sales 90

Miller Heiman Group

OCTOBER 8, 2019

As buyers wait longer to engage sellers and as adoption of digital platforms evolves, many 1:1 conversations take place outside of traditional channels like email, leading to the rise of social selling. CSO Insights found that companies with social selling adoption rates between 76% and 90% have 61.5% Start with Your LinkedIn Profile.

Sell 58

Sell Technique Cold Call Networking 58

Sales Hacker

OCTOBER 22, 2017

While we have some generalized notion of “selling,” contemporary sales organizations have grown in complexity and have evolved into a roster of functions — such as business development, closing, account management, and customer success — that require different specialized skill sets for their respective teams. Relationship-building.

Negotiate 106

Negotiate Teamwork Referrals Relationship building 106

Sales Hacker

NOVEMBER 15, 2017

Account-Based Selling / Sales Development. Average Sale/Selling Price. Account Based Marketing (ABM) is a strategic framework that engages qualified individual prospects or customer accounts as unique markets in themselves, worthy of focused, hyper-personalized treatment by sales, marketing and other teams. . Conversion.

B2B 105

B2B E-commerce Cold Call Sales 105