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While most people are not ‘officially’ in the sales profession, anytime one desires to communicate their ideas and make requests successfully, it’s vital to know the elements of the sales cycle to be successful. My recent experiences with receiving professional proposals from various vendors were mind-boggling. I wanted to know whether the companies provided any training before sending representatives into the field to meet with prospective clients, but kept the question to myself.
The Problem with Traditional Sales Titles Many professionals go by titles like BDR, SDR , Account Manager, or Sales Rep. While common, these roles often reduce sales professionals to activity trackers , calendar fillers , or worse— demo jockeys. None of these convey real value creation.
There’s a specific tactic I see in far too many prospecting emails that always turns customers off. These emails usually start with a standard product pitch. A few sentences about what the company does. A sentence or two trying to link their solution to a problem I might be experiencing. But then they end with a line like this: “Are you opposed to learning more?
The post The Funnel Testing Secret: Test During the Calm to Win the Storm appeared first on ClickFunnels. When your funnel is running smoothly, the last thing you think about is making changes. But to get better results with any business funnel , you need to flip that stability-equals-maintenance mindset. You don’t test because something’s broken.
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.
Ecommerce is more competitive than ever, so your emails need to work harder by being more fun. In a sea of special offers and near-identical services, something happier, zanier and unexpected makes your brand stand out. Creating a memorable, enjoyable brand interaction doesn’t have to be daunting. From spin-the-wheel discounts to mix-and-match product features, there’s so much you can achieve with the latest tech and a more playful approach.
Focus on the customer experience is not new. Secret shoppers and client surveys with NPS (net promoter scores) have helped build an entire industry because all banks, like all companies, want to continually improve the customer experience and ratings. Research validates that high ratings on the customer experience in banking correlate to more repeat business, more profitable and longer-lasting relationships, as well as recommendations to others.
We all know that selling is hard. It’s not just that buyers are overwhelmed, it’s not just the disruption/change everyone faces, it’s not the unpredictability we and our customers face. Just doing it right takes effort. Focus, discipline, mastery, relentless execution. Knowing this, why do we keep looking for the shortcuts? Why do we look for the hacks, so we don’t have to put in the effort?
We all know that selling is hard. It’s not just that buyers are overwhelmed, it’s not just the disruption/change everyone faces, it’s not the unpredictability we and our customers face. Just doing it right takes effort. Focus, discipline, mastery, relentless execution. Knowing this, why do we keep looking for the shortcuts? Why do we look for the hacks, so we don’t have to put in the effort?
Dear SaaStr: How Long of a Ramp Period Should I Give a New VP of Sales? Look, to be clear, the best ones just hit the ground running. Their first week and really even their first day. Everyone else … looks a little lost when they start 😉 For a Head of Sales at a seed or Series A startup, you should give them one full sales cycle —usually 90 days—to show meaningful progress.
The post Ditch the PDP: Build a High-Converting Product Launch Funnel Instead appeared first on ClickFunnels. If you’re still sending traffic to a traditional product detail page (PDP), you could be leaving major money on the table. PDPs are static catalogs that list features and hope someone clicks “Buy.” What’s converting better than PDPs now?
You know that deal in your pipeline that’s been dragging on and on… It’s time to be honest: Is this prospect worth it? This video breaks down how to spot … The post When to Give Up on a Deal first appeared on Colleen Francis - The Sales Leader.
Hear tangible leadership takeaways from pioneers across industries and professions. In each June episode, John McMahon and John Kaplan brought dynamic guests to share insights on how successful sales leaders elevate their approach to culture, metrics, technology and leadership. Tune in to listen to stories of iteration and evolution, failure and success from seasoned sales leaders at some of the most innovative companies of our time.
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
You think you're being helpful. Your clients think you're being annoying. Early in his career, Justin Goldstein learned this lesson the hard way. He admits, "I thought that picking up the phone and calling a client to talk about almost everything was the right way to go. I personally hate communicating over email. I'd rather just talk to you and figure it out.
Overall, public B2B companies are struggling, with growth falling to new lows. But that’s overall. The ones selling outside of tech? Many are doing pretty, pretty, well. TL;DR: While most public SaaS companies are growing at 8-10%, the companies crushing it are those selling outside the tech bubble – restaurants, construction, logistics, and e-commerce.
You’ve probably noticed marketing is becoming increasingly complex. It requires diverse skill sets and close coordination with colleagues within and beyond the marketing team. But even in this cross-functional world, many teams struggle with internal silos — departments or individuals operating in isolation, hindering efficiency, consistency and results.
The best sales certifications in 2025 include programs like the Certified Professional Sales Person (CPSP), Certified Inside Sales Professional (CISP), and Salesforce Sales Operations certification. These credentials help sales reps and managers build skills, improve credibility, and advance their careers. Whether you’re an SDR looking to boost cold outreach or a sales leader scaling a team, these certifications offer specialized training to fit your goals.
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.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. Previously, Austin led the growth team at Ramp, where he scaled the org from 1 to 25+ and pioneered a product-led, experiment-driven GTM approach.
If you saw my Baseline Selling posts on LinkedIn this week (week of July 4th 2025) then this is a far more comprehensive version of three of those short posts. The 3 -minute video rant below answers the question, “Why don’t more companies follow a systematic, scientific, strategic, tactical, consultative sales process?” I think it’s one of my best rants ever.
Dear SaaStr: What Are The Rough Benchmarks for Raising a Series A? When it comes to raising a Series A, the benchmarks can vary depending on your market, growth trajectory, and the type of B2B business you’re building. But here are some general guidelines: ARR (Annual Recurring Revenue) : Most SaaS companies raising a Series A are doing between $1M and $2.5M in ARR.
Every week, I’m speaking with clients and colleagues around the world. Clients in Europe, the Nordics, Franc, Germany, Spain, Italy, the UK. Clients in India, China, Japan, Korea and other countries. Clients in Brazil, Chile, Argentina, and Mexico. Clients in Australia and New Zealand. And clients across North America. Fortunately, those conversations are usually conducted in English or a language I have at least passing fluency.
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.
There has never been more pressure on revenue teams than right now in this economic downturn. To succeed, revenue teams need to know what works and then scale those best practices across the organization. In order to make success repeatable, teams need to incorporate the best sales playbook examples into their playbook. Just like no football team is going to win the Super Bowl without a book of winning plays, no sales team should try to beat the competition without a playbook.
Lot’s of neat stuff to talk about today. Let’s get started! Updates Not really an update, but I did discover that, when importing a resume , the actual resume is attached to the record as a file! Nice! Also, link click reports by individual contacts have been released! Both are super great, but the latter is particularly important. We’ve been tracking link clicks for some time now, but the problem has been that, while we know that the recipient clicked a link … which one(s)?
When it comes to data, marketers have focused primarily on the quality of the structured data in their CRM and marketing automation platforms over the past 15 years. In my March article , I discussed why current data governance and management processes must be revisited. This time, I will maintain my focus on unstructured data by diving into the challenges of customer satisfaction surveys.
Insights from Jasper Carmichael-Jack, CEO of Artisan at 2025 SaaStr AI Summit About Artisan: AI-powered sales platform building the end-to-end solution —from marketing personalization to AE automation across the entire revenue cycle. They’ve rocketed to $6m ARR in just a few months. The latest AI B2B to go through hyper-growth. While AI has exploded in coding (Cursor) and legal (Harvey) and parts of GTM (Clay), sales itself is still waiting for its breakthrough AI moment.
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.
What if we rethought our conversations–with our customers, with our own people? What if we thought, about why the best conversations don’t start with answers? Or they don’t start with agenda led questions? Or they may not start with an insight? What if we weren’t driven to focus on proving our value, convincing the customer about our POV, but were about exploring an issue together?
Key takeaways Constant communication and collaboration among sales, marketing, and enablement is the foundation of any successful B2B sales enablement strategy today. Ongoing sales rep training and coaching and analysis and adjustment of content provided to and plays executed by sellers lead to B2B sales improvements. Buy-in and continual support from go-to-market (GTM) leadership is crucial to building highly impactful—and high-converting—sales enablement approaches.
As a small business owner, you’re doing it all: an endless cycle of to-do lists, last-minute fixes, and trying to respond to every lead that comes in. Sound familiar? If so, sales automation might be the next step for your startup. Before you say it’s too complicated, let’s simplify it: sales automation and trusted artificial intelligence (AI) are your secret weapons.
I recently encountered an interesting concept in a Bloomberg article about Warren Buffet. In it, Buffet is quoted as saying, “‘the single best measure of where valuations stand,’ is the ratio of the value of US publicly traded companies to the country’s GDP.
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.
Dear SaaStr: I’m Joining a Start-Up as Head of Sales At Just $1m ARR. What Should I Do First? First off, congrats on the role—it’s a big deal. But seed stage is tough. You’re building from scratch, and there’s no playbook handed to you. And you really are going to have to be both an AE yourself as well as the “boss” for a while. So let’s get you on track to crush it: Master the Product and ICP (Ideal Customer Profile) on Day 0.
RFPs (Requests for Proposals) are a necessity in B2B sales. Yet most sellers respond reactively, mistakenly believing that more proposals mean more deals. In truth, without a strategic approach, businesses waste valuable resources on low-probability bids. Worse, failing to differentiate means buyers default to price-based decisions rather than value-based ones.
AI Max now appears as a distinct search match type in reporting dashboards, giving marketers a new layer of visibility into performance data that previously lived in a black box. How to find it. Users with AI Max-enabled campaigns can now segment their Keywords tab by “Search terms match type” to view performance specifically attributed to AI Max. That data includes critical metrics like ROAS, CPA, CPC, and revenue.
The shock of what I just heard didn’t wear off for quite some time. I had just introduced our brand-new, state-of-the-art Pharmaceutical Marketing Omnichannel simulation to a group of eager early career learners. As we wrapped up the overview, I asked the group, “Any thoughts or questions?” A hand shot up. “This sounds great,” she began, “but let’s be real.
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.
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