How to Handle Sales Concerns Without Damaging Trust or Losing Deals
Iannarino
MAY 8, 2025
Learn how to identify sales objections as concerns in order to build trust and close deals without jeopardizing client relationships or appearing pushy.
Iannarino
MAY 8, 2025
Learn how to identify sales objections as concerns in order to build trust and close deals without jeopardizing client relationships or appearing pushy.
Anthony Cole Training
MAY 1, 2025
Here is the definition of client centered selling given by AI: Client centered selling is a sales approach that prioritizes understanding and addressing the unique needs and goals of each customer, rather than simply promoting a product or service. It focuses on building long-term relationships and providing solutions that empower customers to achieve their desired outcomes.
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Sales Pop!
MAY 11, 2025
Errors are commonplace, but how we handle them defines us and can weigh heavily on future business. First and foremost, it is best to admit a mistake upfront and sincerely apologize. Next, explain how the issue arose and then suggest fixing the problem together. The suggestion arises because misunderstandings frequently occur. Its generally a two-way street, so if the other person or company realizes the cause, they will be more likely to seek a better solution.
SaaStr
MAY 2, 2025
“The Last Generation of Human-Only CEOs: Marc Benioff’s Bold Vision for the AI-Augmented Enterprise” Marc Benioff was kind enough to join SaaStr for the first time to do a truly deep dive on what AI means in business software today. From how quickly humans will be replaced in some functions … to how slow some traditional enterprises will be to change.
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
Martech
MAY 1, 2025
Many companies that think they have a marketing problem really have a clarity problem. They either: Don’t understand what makes their product matter. Or communicate it in a way that gets ignored. A value proposition isn’t a tagline or a headline. It’s a powerful reason. It’s your company’s case for why someone should become a customer, and it needs to stand up under pressure.
Sales Gravy
MAY 1, 2025
Here's the brutal truth: Self-awareness is the ultimate sales skill. We obsess over skills like closing techniques, objection handling, and prospecting cadence. But self-awareness is the real make-or-break. Self-awareness is the lever that separates ethical, high-performance sellers from out-of-touch order takers. If youre not self-aware, youre leaving money on the table and damaging trust.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Salesforce
MAY 5, 2025
With 21,000 locations spread across Latin America, OXXO is one of the largest convenience store chains in the world. As the company expands internationally into the United States and Europe, it remains committed to keeping customers at the center of its business strategy. With 15 million daily customers, thats no easy feat. But the OXXO team knew that establishing personalized customer connections at scale would be critical to their success.
Force Management
MAY 8, 2025
As AI becomes even more prevalent in society and business, leaders are looking for ways to embed the new technology into their go-to-market motion. Gartner predicted in 2023 that 35% of CROs would establish an internal AI Operations team by 2025. These teams help to manage change, compliance and adoption to ensure new technology is used in a way that promotes the companys goals.
SaaStr
MAY 1, 2025
Your first few sales reps have to be … different. A bit of a product savant. A passion for the product and space that almost doesn’t make sense. And someone you can trust with your few, precious leads. "That early sales team … they have to be product gurus. They have to be product experts" @lennysan + @jasonlk pic.twitter.com/kWdOBxtnjz — Jason SaaStr 2025 is May 13-15 Lemkin (@jasonlk) May 23, 2024 Here’s a checklist to get it right: 1.
Martech
MAY 7, 2025
The U.S. Department of Justice is calling for Google to break up its digital advertising empire after a federal judge ruled the tech giant illegally maintained monopoly power in the ad exchange market. Driving the news. In a court filing on Sunday, the DOJ said Google should divest its AdX exchange, where ad inventory is bought and sold. It should also sell its DFP platform, which publishers use to manage and serve ads.
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.
Sales Hacker
MAY 7, 2025
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. With over 30 years of experience scaling revenue teams across FinTech, SaaS, cloud computing, and communications, Marcy has held executive roles at Boomi and PayPalwhere she led an 800+ person global team.
Partners in Excellence
MAY 12, 2025
On Friday, I realized I had failed at something—miserably. A few weeks ago, I met with a great team. We had an exciting project, we agreed on the action plan and next steps. This action plan was highly dependent on some things I committed to. Two and a half weeks passed. The person leading the project reached out, “Dave, we’d like a follow up meetings, but we are missing some stuff…… ” I was ashamed.
Understanding the Sales Force
MAY 4, 2025
Its Sunday night and I havent begun to write my Monday article, which is usually completed by Friday. Oh no! I have an excuse but I dont believe in excuses so that wont work. I didnt have the opportunity to write on Friday or Saturday because we were in NYC and among the things we did, was to take a private tour of the MLB Replay Center. Wow – that was amazing!
Salesforce
MAY 7, 2025
Gross profit margin (GPM) is a key financial metric that measures your company’s profitability. It represents the percentage of net revenue you make that exceeds the cost of goods sold (COGS). GPM provides valuable insights into your companys operational efficiency and pricing strategies. As a small and medium business (SMB) , understanding this metric is crucial for leveraging data to improve your performance.
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B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.
SaaStr
MAY 5, 2025
Dear SaaStr: Why Do Enterprise Customers Insist on Pilots? I know your sales team probably hates pilots, because in a sense, it means they have to sell the deal twice. Once for the pilot, and again to convert the pilot for a longer deal. Having an “opt out” clause after a pilot ends helps, but still, it’s a double sale. But the thing is, net net it might be less work.
Martech
MAY 8, 2025
“We need better integration between our systems.” I hear this from marketing leaders constantly, followed by questions about middleware, APIs and data connectors. Yet, after years of helping companies tackle these challenges, I’ve watched the same pattern unfold: millions spent on martech solutions that deliver a fraction of the promised value.
Sales Hacker
MAY 7, 2025
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. With over 30 years of experience scaling revenue teams across FinTech, SaaS, cloud computing, and communications, Marcy has held executive roles at Boomi and PayPalwhere she led an 800+ person global team.
Partners in Excellence
MAY 5, 2025
Let’s do a thought experiment. Imagine we have a seasoned seller. We start providing new tools and technologies focused on improving efficiency. Imagine, “Use this AI tool, you need to 10X your personalized emails… ” Alternatively, we say, “You need to build your pipeline… ” Or we say, “This is the playbook, stick to it!
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Force Management
MAY 1, 2025
Last month on the Revenue Builders Podcast, our guests had some wisdom to impart on being successful in roles from sales rep all the way to CRO and CEO. We heard stories and lessons learned from experienced leaders, divulging how to build relationships, work strategically, and position yourself for the next step in your career wherever you might be now.
Adaptive Business Services
MAY 7, 2025
We do have one new update to report today. Previously, you would add contacts to a group message from the contact lists. For example, select a tag or a segment. Now when you open up a group message that you wish to send, you can add these people directly from this interface including doing a custom search for contacts. Nice! Another quick note. In the last newsletter I talked a bit about using Nimbles webforms for newsletter sign-ups.
SaaStr
MAY 3, 2025
Dear SaaStr: From 0 to $10m ARR, At What Point Do We Start Hiring and Whom? From 0 t o $ 10M ARR, the hiring roadmap is critical because every hire has a disproportionate impact on your trajectory. Heres how Id break it down: 0 t o $ 1M ARR: Founder-Led Everything Sales : Founders should lead sales. You need to be in the trenches, hearing objections, refining the pitch, and closing deals.
Martech
MAY 1, 2025
YouTube has long been a go-to advertising platform for B2C marketers, but it’s often still a question mark for B2B brands. I usually see B2B professionals on LinkedIn asking, “Has anyone had success with YouTube ads?” or “What’s the best way to approach video advertising for a B2B audience?” YouTube can feel like unfamiliar territory if you’re only used to advertising on Google or social platforms.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Membrain
MAY 7, 2025
This is the fourth entry in my series introducing the main patterns and moves from DSRP theory to structure more successful complex B2B sales. If youve been following along, you know that I connected with Derek and Laura Cabrera of Cabrera Lab last year and recently published a paper in collaboration with them on how salespeople can structure their thinking to structure deals that win.
Salesforce
MAY 8, 2025
Shoe Carnival is a leader in family footwear and the brand is growing at a rapid pace. The expansion of the companys digital presence through recent acquisitions means that all eyes are on the digital storefront experience. With a small but mighty engineering and product team, Shoe Carnival needs flexibility, operational efficiency, and minimal technical debt.
Sales Pop!
MAY 13, 2025
When spring is in the air, people are often busy making their spring cleaning to-do lists. While youre thinking about what to clean up in your house, take some time to examine your business and look for ways to become more efficient and profitable. Your business insurance policy should be reviewed thoroughly to ensure youre getting the coverage you need and not paying too much for it.
SalesHood
MAY 9, 2025
Rolling out a new sales campaign? Use this proven Know, Say, Share, Do framework to drive adoption and results.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
SaaStr
MAY 2, 2025
Dear SaaStr: I am running out of runway and in our fundraise we so far have had no luck with termsheets. when is the right time to call it a day? Its tough, but heres the reality: you call it a day when youve exhausted every reasonable path to survival and growth, and when continuing would be more destructive than constructivefor you, your team, and your investors.
Martech
MAY 8, 2025
Despite marketing technologies’ promise, organizations still struggle to link their efforts to measurable business outcomes. Platforms like Salesforce offer structured ways to track campaigns, but turning data into clarity for most teams remains a challenge. Operational inefficiencies, fragmented workflows and inconsistent data inputs continue to stand in the way.
criteria for success
MAY 4, 2025
What is a Sales Performance Assessment? Well, the success of any business is dependent on sales growth. And sales growth is the result of a well-developed sales strategy. Before developing your winning sales strategy, you must first assess the current state of sales to identify the strengths and weaknesses of your sales organization. How? Cue the Sales Performance Assessment.
Salesforce
MAY 5, 2025
Building a strong brand isn’t just for big business. For small and medium-sized businesses (SMBs) , brand guidelines can be the difference between an unforgettable presence and one that gets lost in the crowd. Without clear guidelines, logos get stretched, colors vary, and messaging feels inconsistent. This is your brand, it should be respected, just like you.
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
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