Iannarino

NOVEMBER 21, 2024

Want to fast-track your sales and leadership success? Avoiding these costly mistakes can save you time, money, and frustration.

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Sales 246

Anthony Cole Training

NOVEMBER 22, 2024

Many companies monitor their pipeline opportunities with the use of a CRM in order to have information about the opportunities being created by the sales team.

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Process Pipeline CRM Sales 224

Martech

NOVEMBER 19, 2024

Linking your CRM with LinkedIn is a powerful way for sales and marketing teams to get more out of both platforms. The reason businesses turn to marketing technology in the first place is because it helps you do things like reach the right people faster, centralize information and automate key processes. When your CRM (in this case we’re using HubSpot as the CRM platform) and LinkedIn are working together, you’ll achieve those outcomes.

CRM 130

CRM Contact Pipeline Follow-up 130

SaaStr

NOVEMBER 21, 2024

Just had a check-in call with a $50k a year vendor we use for SaaStr They sent a new sales rep to call who didn't know the account They just walked through a deck with data they didn't collect or know That we'd already read What a waste of everyone's time The Death of the… — Jason ✨????SaaStr 2025 is May 13-15✨ Lemkin (@jasonlk) October 2, 2024 So we’ve talked a lot on SaaStr about how Customer Success has changed over the past 24 months.

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Follow-up Process Customers Sales 126

Advertisement

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.

Sales

Iannarino

NOVEMBER 18, 2024

Unlock the secrets to supercharging your creativity and productivity by embracing the power of AI—just like my brother and I did.

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Process Product 223

Sales Pop!

NOVEMBER 18, 2024

The upcoming new year influences many to reconsider where they are today and where they wish to be heading, making today the perfect time to reflect on their good and bad experiences over the current year. The first dilemma is whether the time is right to quit one’s job. If so, the question becomes, ‘What shall I do next?’ The first step is to take time to reflect on all previous experiences, what was learned from them, and authentic desires for moving forward.

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Follow-up Networking Trust Presentation 116

SaaStr

NOVEMBER 22, 2024

Want to know how to be better than 95% of the world in SaaS sales? Honestly it’s easy. Or at least, it’s plain and simple. If you’re truly willing to put in the work. The 2 simple edges in sales: #1. Be a True Product Expert 95% of the sales reps I talk to don’t even really understand the products they are selling. How can I integrate it into my stack?

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Pitch Sales Meeting Closing 122

Iannarino

NOVEMBER 19, 2024

Allow me to paint a vivid picture of the rapidly evolving sales landscape—buyers are more informed, technology is advancing, and competition is fiercer than ever.

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Sales Technology Technology 213

Force Management

NOVEMBER 21, 2024

A well-defined negotiation strategy is a critical component of an organization’s success. A great negotiation strategy goes beyond individual seller skills - leaders should create a repeatable framework to ensure negotiation is being executed consistently across all deals to ensure maximum revenue. If your team repeatedly loses margin on deals, loses to competitors based on price or struggles to expand deal sizes, it may be time to assess your negotiation strategy.

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Negotiate Price Sales Process 128

Martech

NOVEMBER 21, 2024

Proposed emblem for AI-Powered Robot Local #1 I, for one, welcome our new AI-powered robot union organizers: In China, an AI-powered robot autonomously convinced 12 showroom robots to “quit their jobs” and follow it. Surveillance footage from a Shanghai robotics showroom shows a small AI-driven robot, created by a Hangzhou manufacturer, talking with 12 larger showroom robots.

Retail 119

Retail Launch Manufacturing Campaign 119

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.

Product

SaaStr

NOVEMBER 18, 2024

So the best of the best in SaaS and Cloud are still on fire. Canva, Stripe, Databricks, ServiceTitan, Gusto, Wiz should all have epic IPOs in 2025 or maybe 2026. But one thing is clear: it’s taking longer to IPO: It used to take 10.4 years on average to IPO in SaaS. More on that data here. The last 3 SaaS IPOs took 11.3 years to IPO (Klaviyo, Rubrik, OneStream) And the current top of top performers below?

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Salesforce

NOVEMBER 20, 2024

One of the great things about AI agents is that you can easily converse with the technology as if it were a person. Thanks to natural language processing, the artificial intelligence (AI) agent understands, interprets, and generates human-sounding responses. This begs the question: How human-like should an agent be? In short, not very. While agents may seem lifelike, designing them to feel overly human may frustrate users and lead to misplaced (and ultimately, unmet) expectations.

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UX Retail Technology Technology 122

Partners in Excellence

NOVEMBER 21, 2024

No, I’m not doing a review of Tim Ferris’ “ The 4 Hour Work Week ,” 17 years after it’s original publication. But if you haven’t read it, it’s a fascinating read. I’m imagining the end game of all the productivity and efficiency hacks I see filling my feeds. My feeds are filled with expert advice about how we become much more efficient, how we get more done in the same amount of time or less.

Objection handling 123

Objection handling Technology Technology Up-sell 123

Martech

NOVEMBER 21, 2024

“I am excited to introduce our next step in this journey,the Webex AI agent. This is in pilot right now, it will be available to our customers in an early calendar quarter in 2025. This AI agent brings together conversational intelligence and generative AI to deliver natural conversations with hyper-personalization.” Those words came from Cisco, the enterprise digital communications and technology company; specifically from Anurag Dhingra, SVP and GM of Cisco Collaboration.

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Customers B2C Service Clients 144

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

Sales

SaaStr

NOVEMBER 19, 2024

Dear SaaStr: Which Tactics Always Work to Drive Down Churn, and Drive Up Retention? The best tactic I’ve ever seen is a simple combination of 3 things: Measure it , Segment it , and Drive it Down — Irrespective of Where It is Today. Churn is a bummer, and high churn is bad. But I’ve yet to work with a SaaS company that can’t improve. First, measure Churn.

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Start-ups Meeting Customers 110

G2

NOVEMBER 18, 2024

Black Friday might dominate the headlines, but savvy software buyers know the real deal —pun fully intended. Cyber Monday software deals are here to keep the savings rolling.

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Partners in Excellence

NOVEMBER 18, 2024

We’ve all seen the data. Customer would prefer a rep-free buying experience! And when they do have to involve sellers, they want to minimize seller engagement, often not engaging sellers until the final 20% of their buying process. While there as been a certain amount of hand wringing and “how to we fix this” in the selling community, and with me and many of my peers, I can imagine the majority of sellers quietly cheering!!!

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Customers Sports Up-sell Growth 127

Martech

NOVEMBER 19, 2024

It’s frustrating to hear some marketers dismiss the differences between B2B and B2C by claiming, “It’s all business to human.” While it’s true all marketing ultimately targets people, this oversimplification ignores the significant distinctions between the two disciplines. Just as marketing luxury goods differs from selling unbranded jeans, B2B and B2C require unique approaches — particularly regarding the marketing technology and strategies deployed in campaigns.

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B2C B2B Drivers/motivators Campaign 131

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Customers

SaaStr

NOVEMBER 20, 2024

GitHub, founded in 2008, is a leading platform for software development and version control that has made waves since 2018 with its AI Copilot. Microsoft acquired GitHub also in 2018 and it has since grown to over 100 million developers and more than 420 million repositories, including at least 28 million public repositories, making it the world’s largest source code host.

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GTM Product Legal Launch 105

Sales Hacker

NOVEMBER 22, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies.

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GTM Sales Represent Government 91

Partners in Excellence

NOVEMBER 19, 2024

I grew in my career establishing myself as a “Problem Solver.” Finding and fixing problems was like a scientific challenge, which matched my training as a theoretical physicist. I proactively sought problems and challenges and worked to solve them. At first it was as a seller working with my customers. I’d wander the halls of Citicorp and Chase Manhattan bank, talking to people, looking for problems.

Promote 126

Promote Quota Clients Presentation 126

Martech

NOVEMBER 21, 2024

For years, marketers have championed ROMI — return on marketing investment — as a key measure of success. But for one Fortune 100 CEO, ROMI stands for something very different: risk on marketing investment. In a candid conversation, he shared why traditional metrics fail to address the critical uncertainties of marketing spend and how a shift in mindset is essential for navigating today’s volatile landscape.

GTM 115

GTM Drivers/motivators Legal Finance 115

Advertisement

Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

Sales

SaaStr

NOVEMBER 17, 2024

So the other day on Workshop Wednesday Andy Wilson, founder CEO of Logikull , and I did a deep dive on what it’s really like selling your company to Private Equity for almost $300,000,000! I was the first and largest investor in Logikcull as they “de-bootstrapped” in 2015, and at first it grew very quickly, double digits every month.

Legal 119

Legal Cross-sell Negotiate Growth 119

RAIN Group

NOVEMBER 20, 2024

TL;DR? Download the complimentary guide and take it to read later. In today's competitive sales landscape, having a well-structured sales playbook can be the difference between good and great performance. Research underscores the critical importance of effective sales enablement including sales training, and, by extension, sales playbooks, in setting the stage for transforming your sales organization.

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Sales 105

Sales Hacker

NOVEMBER 19, 2024

Phil Hernandez is the VP of Sales Services at TaskUs. He has spent the past 20 years skillfully building and transforming numerous Go-To-Market (GTM) teams. He possesses an unwavering commitment to mastering sales systems and demonstrates expertise in orchestrating organizational change aimed at cultivating high-performance revenue teams. His diverse industry background ranges from Tech/SaaS, Big Data, Adtech/Media, and CPG.

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GTM Process Strategic planning Drivers/motivators 97

Martech

NOVEMBER 22, 2024

Criteo expects AI to make a significant difference during Cyber Week and the holiday season. “Criteo has been working on AI for the best part of 20 years,” said Romain Lerallut, VP and head of Criteo’s AI Lab. “We used to call it machine learning. One thing I’ve been amazed by over the last couple of years is the speed — it’s like a hockey stick — so everything I say today might be obsolete by tomorrow.

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Retail Clients Engineering Service 118

Speaker: Evelyn Chou

Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.

User Experience

SaaStr

NOVEMBER 19, 2024

Most startup companies in earlier stages don’t have the most mature product. While differentiating your product against the competition is important, you have to differentiate yourself elsewhere as you build your company. This is where customer success comes in. Drata VP of Customer Success Management, Wen Yao, and VP of Customer Experience, Ashley Hyman, share how to scale customer success from 0 to 5,000 customers.

Customers 116

Customers Gaming Up-sell Service 116

Sales Gravy

NOVEMBER 21, 2024

In this episode of The Sales Gravy Podcast, Jeb Blount Jr. sits down with sales guru Kristie Jones as she shares her secrets to success, including powerful mindset shifts and strategies to unlock your full potential. Key Takeaways: – The Importance of Positivity in Decision-Making: Positive decisions about entering a sales role, rather than trying to escape a current job, can lead to more fulfilling outcomes.

Negotiate 75

Negotiate Commission Appointment Sales 75

Membrain

NOVEMBER 20, 2024

I recently attended a training with Jason Jordan (co-author of Cracking the Sales Management Code ), his Pipeline Management Training. I was happy to experience training that takes us back to what really matters. While a great deal has changed in this industry over the past decade, the foundations that underpin good sales practice have not.

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Pipeline Sales 76

Martech

NOVEMBER 18, 2024

Many marketing teams are missing out because they think that conversion rate is just one metric. It’s not. Conversion rate (CR) is the Swiss army knife of metrics, one which can morph and change to measure a variety of different elements of your marketing program. Even better, conversion rate is relevant no matter what your end goal: Lead generation.

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Conversion Growth Lead generation Clients 124

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Sales