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 100

Objection handling Negotiate Sales Conversion 100

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 130

E-commerce Commission Drivers/motivators Follow-up 130

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 50

SQL Customers Cold Call Sales 50

SaaStr

JULY 21, 2025

Here’s something we didn’t see coming when we started using AI for outbound sales: the AI isn’t just changing how we prospect—it’s completely reshaping customer expectations around response times. And t’s making our human sales reps look glacial by comparison. The Response Time Whiplash Picture this scenario that’s playing out across B2B sales floors right now that are rolling out AI SDRs and outbound effectively: Your AI reaches out to a warm prospect from yo

Follow-up 70

Follow-up B2B Sales Prospecting 70

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

Heinz Marketing

JULY 19, 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. B2B buyers want less sales contact by Mike Pastore B2B buyers are shifting toward self-serve—around 61% don’t want to talk to sales reps unless it’s absolutely necessary.

B2B 54

B2B Entertainment Education Campaign 54

SalesPop

JULY 18, 2025

Sales coaching is at a crossroads. Despite new tools and technologies, many organizations still struggle to unlock the full potential of their sales teams. In a recent episode of Sales POP!, host John Golden sat down with Dr. Deepak Bhootra, CEO and founder of Jabulani Consulting , to dissect the real challenges and transformative strategies in sales coaching today.

Drivers/motivators 59

Drivers/motivators Technique Sales Pipeline 59

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 102

B2B Pipeline Quota Growth 102

Hubspot

JULY 18, 2025

When I first started consulting for B2B SaaS companies, I made the mistake of thinking the buyer journey and the customer journey were basically the same thing — just two sides of the same funnel. They aren’t. I learned the hard way when a client’s churn rate quietly climbed even as new deals kept coming in. We were winning buyers but losing customers.

Referrals 67

Referrals GTM Objectives and Key Results Trust 67

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 52

Quota Territory Negotiate Sales 52

Force Management

JULY 18, 2025

Any successful sales organization relies on a structured qualification process to guide its efforts. Qualification isn’t just about saying “yes” or “no”—it’s about asking the right questions early on, aligning with the buyer’s needs, and ensuring every deal in your pipeline truly warrants your team’s time and attention. This guide will break down what sales qualification process means, why it’s essential for both buyers and sellers, and how to build a repeatable framework that drives efficiency

Process 76

Process Pipeline Sales 76

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive

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

SaaStr

JULY 18, 2025

Dear SaaStr: How Should I Build Our First Sales Comp Plan? Creating a sales commission plan is critical for motivating your team and aligning their incentives with your company’s goals. Here’s how to approach it, step by step, along with some best practices: 1. Start with the Basics: Commission Structure Base + Commission : Most SaaS companies pay a modeset base salary plus commission.

Commission 70

Commission Teamwork Quota Contract 70

ClickFunnels

JULY 22, 2025

The post How to Shift from Traditional to Digital Sales Funnels appeared first on ClickFunnels. Remember the days before smart TVs, when you had to sit through commercial breaks to catch the next scene of your favorite show? Companies would drop big bucks for just 30 seconds of your time, hoping to wow you with their latest toy or breakfast cereal. However, technological changes have changed buying habits.

Referrals 130

Referrals Sales Follow-up Trust 130

Hubspot

JULY 22, 2025

Last year, I hit a wall trying to scale sales as a solo consultant. I was doing strategy calls, sending follow-ups, chasing proposals — basically playing rep, manager, and ops lead all at once. Hiring wasn’t an option, and most tools I tried just added dashboards, not real help. So I started experimenting with AI sales agents. Not just CRMs with a chatbot, but tools that could actually prospect, write personalized outreach, track replies, summarize calls, and move deals forward without me hoveri

Objectives and Key Results 56

Objectives and Key Results Price Follow-up CRM 56

Engage Selling

JULY 21, 2025

When you hit a slump, it’s hard to stay positive. But here’s the truth: action beats hesitation every time. Join me as I share four smart strategies that flip the … The post 3 Ways Out of a Sales Slump first appeared on Colleen Francis - The Sales Leader.

Sales 71

Sales Drivers/motivators 71

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 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 70

Retail Strategize Campaign Technique 70

SaaStr

JULY 22, 2025

Dear SaaStr: What Are Your Top Tips to Building A First Sales Team? When it comes to sales hires, the key is to approach it methodically and avoid common pitfalls. Here’s how I’d break it down: Hire Two Reps to Start. You have to A/B test it. : Always hire at least two sales reps initially. Classic SaaStr advice that is as true today as ever. This allows you to compare performance and figure out what works.

A/B testing 70

A/B testing Quota Territory Negotiate 70

SalesGravy

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 52

Prospecting Sell Pitch Niche 52

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 52

Sales 52

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

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 130

Product Objectives and Key Results Territory Sales 130

Martech

JULY 21, 2025

Your martech stack costs more than most people’s cars — but still delivers experiences that feel stuck in 1995. While you’ve been busy optimizing conversion rates and A/B testing button colors, your competitors figured out something you missed: technology isn’t just about efficiency anymore, it’s about connection. The uncomfortable truth?

Referrals 77

Referrals A/B testing Manufacturing Drivers/motivators 77

SaaStr

JULY 20, 2025

Lessons from Ron Gabrisco, CRO at Databricks, who joined when the company had less than $1M ARR and helped scale it to become one of the largest pre-IPO companies in the world. Selling to developers and engineers isn’t like selling to any other buyer. They’re skeptical of salespeople, they value technical depth over flashy demos, and they can smell BS from a mile away.

Engineering 104

Engineering Sell Non-Profits Technical Sales 104

ClickFunnels

JULY 17, 2025

The post 7 Tips for Creating a Mobile-Responsive Funnel appeared first on ClickFunnels. Have you ever clicked an Instagram ad while scrolling on your phone and ended up making a purchase? If so, you’re not alone. Personal devices have become central to digital interactions as more people use their phones to browse, shop, and engage online. It’s no surprise, then, that this shift is reshaping how businesses approach sales funnel marketing online.

Promote 130

Promote Follow-up Start-ups Prospecting 130

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

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 52

Cold Call Strategize Pipeline Represent 52

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 52

CRM Customers Objectives and Key Results Strategize 52

Martech

JULY 22, 2025

Content consumption has fundamentally changed. Attention is fragmented, habits are dynamic and expectations are higher than ever. Every swipe, skip and scroll proves the buyer, not the brand, now controls the journey. In this buyer-first world, relevance is the differentiator. Leading marketers orchestrate value across channels buyers choose — when and where it matters.

Retail 64

Retail B2C Trust B2B 64

SaaStr

JULY 17, 2025

What the revenue trajectories of Snowflake, Shopify, Okta, and Twilio tell us about the new normal in B2B and SaaS. Remember when 100%+ growth was table stakes for SaaS startups? When VCs would literally walk away from any SaaS company not doubling revenue year-over-year? That’s still there in the top AI start-ups. But outside of Palantir, not in any of the classic public SaaS companies.

Growth 70

Growth B2B E-commerce Profit margin 70

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

Hubspot

JULY 17, 2025

Before starting my career in marketing, I was a business development admin for a relatively large local college. Part of my role was to generate sign-ups for apprenticeships and short courses from local businesses across different sectors. I did this by cold calling (oh, the humanity!), good ol’-fashioned mailouts, face-to-face visits, and email outreach.

Start-ups 46

Start-ups Follow-up Campaign Price 46

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 63

GTM Go To Market Trust Growth 63

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 52

GTM Pipeline Growth Account management 52

Martech

JULY 17, 2025

For as long as most of us can remember, go-to-market (GTM) operations — especially marketing and sales — have been treated almost entirely as operating expenses. The logic was simple: GTM costs are short-term, their benefits too uncertain and their ties to financial outcomes too tenuous to justify anything but immediate expensing. But that logic is falling apart.

GTM 56

GTM B2C Finance Government 56

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