Highspot

JULY 30, 2025

In today’s selling environment, the stakes are higher than ever—and every misstep can cost you a deal. To stay competitive and win more, go-to-market teams need to facilitate training that ramps reps fast, builds critical skills, and drives business outcomes. But traditional training often misses the mark, especially in today’s market. It’s too broad, not personalized to the rep’s skills or needs, and according to 72% of sales leaders , it fails because it takes a one-size-fits-all approac

GTM

G2

JULY 30, 2025

Discover how top B2B sellers on G2 use buyer intent data and AI-driven strategies to engage smarter, close deals faster, and align sales and marketing for success.

Sell

Hubspot

JULY 23, 2025

I still remember the first time I tried to “build a funnel.” I had just joined a new company, and I wanted to prove myself. I mapped out buyer personas, stacked automation tools, drafted clever messaging sequences, and organized a color-coded CRM that looked like a sales manager’s dream. It was clean, sharp, and complete. But, it didn’t convert. I was generating leads, but they were cold, scattered, and disengaged.

SQL

SaaStr

JULY 26, 2025

Jonathan Vassel, CRO at Toast helped scale the company from $20M ARR in 2017 to $1.7B+ ARR in Q1 2025 and a stunning $25B market cap. A look back here at the top 10 learnings from his deep dive with Sam Blond on SaaStr CRO Confidential Most SaaS companies sell horizontally to desk workers across multiple industries. But what happens when you’re selling vertical software to non-desk workers in a specific industry?

Territory

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

Force Management

JULY 24, 2025

What Is a Sales Role Play? Sales role play is a simulated sales conversation designed to prepare reps for real customer interactions. It allows salespeople to rehearse key parts of the conversation (like discovery, objection handling, or negotiation) before stepping into a live selling situation. Role playing helps identify gaps in preparation, test out messaging, and gain feedback in a risk-free setting.

Objection handling

Heinz Marketing

JULY 26, 2025

Every Saturday morning we share some of our favorite B2B sales and marketing posts from around the web last week (so it’s fresh!). We’ll miss a ton of great stuff, so if you found something you think is worth sharing please let us know. The 6QA Mistake: How Teams Misinterpret a Key Buying Signal by Dan Hieb Misunderstanding what a “6QA” actually signals can lead teams to pounce on accounts that aren’t really ready—and miss the ones that are.

B2B

Sales Gravy

JULY 29, 2025

Should you use sales scripts to close more deals? That's the question I get from salespeople who are struggling to hit their numbers and looking for that magic bullet that'll transform their results overnight. They want to know if there's a perfect set of words that'll make prospects say yes every time. Here's my answer: No. Not just no, but hell no.

Trust

SaaStr

JULY 23, 2025

Dear SaaStr: What is RevOps Responsible For in a B2B Company? Managing revenue operations (RevOps) in a SaaS company is all about aligning sales, marketing, and customer success to drive growth efficiently. Here are some best practices that I’d recommend: Centralize Data and Metrics RevOps thrives on data. Build a single source of truth for all revenue-related metrics—pipeline, churn, CAC, LTV, NRR, etc.

B2B

Veloxy

JULY 29, 2025

Are your sales reps spending more time juggling tools than closing deals? The right app can take the pressure off and help them focus on what matters: selling. With so many options out there, it can be hard to know which ones actually deliver. The best apps for sales reps simplify daily work, support field activity, and keep everything organized in one place.

Product

ClickFunnels

JULY 24, 2025

The post 7 Tips for Growing With Just One Business Funnel appeared first on ClickFunnels. What if we told you just one funnel could get the job done? Yep—just one. Because when you set your business funnel up the right way, a single one can branch into several ways to make money. No need for a dozen websites, fancy tools, or separate campaigns. Whether you’re a coach, a course creator, a consultant, or an e-commerce seller, you can turn one well-built funnel into a revenue machine.

E-commerce

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

Martech

JULY 23, 2025

Every media experience is now a storefront or leads directly to one within seconds. Social content, search results, shoppable ads, influencer videos, retail media, product pages, even physical shelves — are all nodes in a sprawling, real-time commerce ecosystem. For today’s brands, the store is no longer a destination. It’s a persistent layer woven across media, platforms and touchpoints.

Retail

SaaStr

JULY 25, 2025

I just watched a founder blow their shot at an easy deal in real-time with me. The CEO of a marketing platform sent me what was actually a pretty strong pitch. Good positioning, clear value prop, strong social proof. The kind of outreach that usually gets a response. And in fact, he offered to solve a real problem we need solved. The timing of the pitch and value prop was perfect.

Pitch

criteria for success

JULY 27, 2025

Face to face networking can be extremely advantageous or detrimental to you and your business. Read on to learn to best strategies for making an impression and generating business through face to face networking. When you discover that, aside from meeting people, networking includes exchanging referrals, forming strategic alliances, making and getting introductions, providing and getting recommendations and establishing friendships, you’ll want to network much more often.

Networking

Highspot

JULY 23, 2025

Nearly three-quarters of sales reps expect to miss their quotas. AI coaching is changing that. The vast majority of sales reps are failing. Over the past two years, the state of sales performance has been dire. In 2024, 67% of sellers surveyed told Salesforce they expected to miss quota — and 84% reported missing quota in 2023. Why are so many sales reps falling short?

Quota

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

Martech

JULY 28, 2025

Amid the hype and dire warnings about AI creating a “Frankenstein’s monster,” one of the most tangible shifts marketers face today is the rapid transformation of B2B buying behavior. Deep research tools like OpenAI and Perplexity allow buyers to circumvent traditional processes, streamlining decision-making in ways that render old sales funnels obsolete.

B2B

SaaStr

JULY 27, 2025

Dear SaaStr: What Will Need to Change The Most As We Approach $100m ARR? At $100M ARR, everything changes. It’s a whole new game. The challenges you face at $50M ARR will feel like a warm-up compared to what’s ahead. Here’s what you can expect as you scale to $100M: Your TAM Will Be Tested By $50M ARR, you’ve likely saturated your initial ICP (ideal customer profile).

Cross-sell

RAIN Group

JULY 23, 2025

Onboarding alone isn’t enough to build a high-performing sales team. Research shows that 70% of training is forgotten within a week, leaving sellers struggling to apply what they’ve learned when it matters most. That’s where everboarding comes in. Instead of treating sales training as a one-time event, everboarding ensures that learning continues long after onboarding ends.

Sales

Salesforce

JULY 24, 2025

Editor’s note: Our job on the careers blog is to pull back the proverbial curtain on what it’s really like to work at Salesforce. While we love writing these articles ourselves, sometimes the stories are best told by the people living them. One year ago, we introduced you to Alicia Wuerth , a driven graduate from Germany who had already made bold moves across Europe, from Berlin to Lisbon, before relocating to Dublin to launch her sales career at Salesforce.

Cold Call

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

Sales Gravy

JULY 24, 2025

You know the feeling. You're mid-pitch, and you watch your prospect's eyes glaze over—their mind somewhere else entirely. It's exhausting, demoralizing, and it's killing your close rate. But what if you didn’t have to push so hard? What if you could create the kind of pull where prospects actually leaned in and said, “How do I get started?” In this episode of the Sales Gravy podcast, high-performance coach Kristin Andree shared her perspective: "If we put ourselves out there and let people know

Prospecting

Martech

JULY 29, 2025

To make smart marketing decisions, we must understand how people move from first interaction to final conversion. But too often, what gets measured most easily drives the strategy. That usually means prioritizing the bottom of the funnel — where conversions happen — at the expense of the stages that make those conversions possible in the first place.

Conversion

SaaStr

JULY 27, 2025

A $60,000 lesson in customer success. Eight years. That’s how long we’ve been paying a vendor $60,000 annually. Eight years of being what most B2B companies would call a “good customer” — we paid on time, didn’t complain much, and frankly, we were probably easy to forget about. But … we’ve been using their product half as much over the past year.

Customers

criteria for success

JULY 29, 2025

Consider what you need to be and have to improve sales management and sales management skills. Before you do that, consider what it takes to be a sales leader. In my humble opinion, if you don’t have these, don’t even bother. Belief A Navy SEAL once told my peer advisory CEO group during a talk on leadership that after combat duty he became a trainer of SEALs—you know: the guy in the movies encouraging people to push themselves out of their comfort zones.

Technique

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

Veloxy

JULY 23, 2025

These days, over half of customers tend to prefer self-service tools for simple tasks rather than speaking with representatives, according to Document360. Your avenues for communication may have been reduced, so you may need to work harder to increase sales productivity , where previously you would have had the customer’s ear at all times. Indeed, many representatives are likely to be spending more time typing to customers rather than talking to them these days.

Product

PandaDoc

JULY 23, 2025

Customer relationship management (CRM) software is a popular choice for many businesses. These platforms help to build a historical record of customer engagement and interactions over time by managing correspondence, keeping track of specific buyers and stakeholders, and even assisting with quote generation and marketing campaigns. But even though companies use CRM software , many haven’t taken the time to build a cohesive strategy around the customer information within their database.

CRM

Sales Hacker

JULY 23, 2025

The GTMnow Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Erica Anderman is the co-founder and COO of Foodini, an AI-powered platform solving food allergy and dietary transparency through data infrastructure. With over 15 years of go-to-market experience across foodtech and vertical SaaS, Erica has led revenue at companies like Slice, Seated, and Odeko, and held roles across sales, customer success, partnerships, and RevOps.

GTM

SaaStr

JULY 25, 2025

Dear SaaStr: How Do You Let Customers Know You Are Raising Prices? Raising prices is always a delicate process, but if you handle it well, it can actually strengthen your customer relationships. The key is to communicate clearly, justify the increase with added value, and give customers enough time to adjust. If you do raise prices, how about also adding more value than price increase?

Price

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

Engage Selling

JULY 28, 2025

You’re either a strategic partner or just another line item in your customer’s budget. Want to earn insider status? This video gives you the blueprint for uncovering hidden impact across … The post How to Uncover the Hidden Value first appeared on Colleen Francis - The Sales Leader.

Strategize

Heinz Marketing

JULY 24, 2025

Most revenue teams still rely on surface-level engagement to steer their go-to-market efforts. But the truth is, using buyer signals to drive growth—both with prospects and customers—offers far more insight and impact when done well. That’s what we explored in “From Signals to Revenue: The Modern Growth Playbook for CMOs and CROs,” an on-demand session hosted by Heinz Marketing’s President Matt Heinz , with guest speakers Julie Persofsky (Growth Advisor, Metadata), and Trey Harnden (Enterp

GTM

G2

JULY 28, 2025

I evaluated 25+ tools to find the 9 best sales onboarding and training software of 2025, using G2 reviews to help managers ramp reps faster. Learn more.

Sales

SalesHood

JULY 25, 2025

Discover how AI role play transforms sales training, boosts rep confidence, speeds up ramping and increases quota attainment. Learn how SalesHood’s AI delivers real impact.

Quota

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