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According to HubSpot, companies with well-optimized sales pipelines reported a 28% higher revenue growth rate compared to those with poorly managed pipelines. So why is it that many sales leaders default to coaching the deal at hand and do not consistently have sales pipeline management sessions with their people? These sessions should begin with a broader view of the opportunities each salesperson has in their pipeline, with a focus on several key metrics so that managers can compare and track
As marketers pour more budget into digital channels, a surprising disconnect remains. While the majority of retail sales, for example, still happen in physical stores, most marketing efforts focus solely on tracking online metrics. The challenge? Traditional attribution models fail to connect digital spend with real-world outcomes. To bridge this gap, marketers must embrace AI and machine learning to gain a full picture of how their campaigns drive both clicks and in-store purchases, unlocking a
The speed of innovation in the world of AI — and specifically, generative AI — is continuing at a breakneck pace. With the technical sophistication that’s available now, the industry is rapidly evolving from assistive conversational automation to role-based automation that augments the workforce. In order for artificial intelligence (AI) to mimic a human-level performance, it’s vital to understand what makes humans most effective at completing jobs: agency.
SaaStr CEO Jason Lemkin joined ZoomInfo’s Season 2 of its ZI Labs Podcast as the opening guest alongside ZoomInfo CEO Henry Schuck. Along with co-host Ben Salzman, Jason and Henry discuss the transformative power of AI within SaaS and the evolving dynamics that are reshaping the landscape of software as a service. There’s recruiting and there’s people building.
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.
Making a one-page site with WordPress is an exciting journey! Imagine having all your content in one perfectly planned, scrollable page that captivates your user from begin to wrap up. We’ll walk you through the fundamentals of building a staggering one-page site utilizing WordPress, focusing on the best methods, like the well known page builder Elementor.
On this episode of The Sales Gravy Podcast, Jeb Blount Jr. and special guest Victor Antonio, renowned sales expert and author, dive deep into the world of sales, AI, and mindset. Victor offers valuable insights on how to leverage cutting-edge technology to boost your sales productivity, overcome common challenges, and achieve peak performance in 2024 and beyond.
Meet ADMaP. That’s the Attribution Data Matching Protocol just released by IAB Tech Lab for public comment. The protocol is aimed at enabling advertisers and publishers to share and measure conversion data without exposing user-specific information. The protocol adopts Privacy Enhancing Technologies (PETs) like Private Set Intersection (PSI) and Trusted Execution Environments (TEEs).
Meet ADMaP. That’s the Attribution Data Matching Protocol just released by IAB Tech Lab for public comment. The protocol is aimed at enabling advertisers and publishers to share and measure conversion data without exposing user-specific information. The protocol adopts Privacy Enhancing Technologies (PETs) like Private Set Intersection (PSI) and Trusted Execution Environments (TEEs).
The era of hyper-functional SaaS is here, and it’s reshaping the landscape of SaaS companies. At a recent SaaStr Workshop Wednesday , held every Wednesday at 10 a.m. PST, SaaStr CEO and Founder Jason Lemkin lays out how SaaS companies are now faced with the challenge of delivering more comprehensive, automated, and efficient solutions than ever before.
As many articles here have described, using an executive briefing is how we open a first meeting. We prefer this insight-based method because it creates much value for the salesperson to offer their client. Here, we will explore eight ways this approach benefits a prospective client.
Join Jeb Blount Jr. and, special guest, Anthony Iannarino on The Sales Gravy podcast as they dive deep into the world of sales. Discover the secrets to successful outbound strategies, learn how to elevate your executive briefings, and gain valuable insights on navigating a potential recession. Key Takeaways: – Behavioral Changes for Success: Incremental improvements and a willingness to change behavior are critical for success in sales.
The following checklist distills actionable strategies for digital marketers from Lotame’s “The 2024 State of Data Collaboration: A Global Perspective” research report, fielded by Cint. It’s designed to enable smarter, faster and easier decision-making for forward-thinking marketers. Key takeaways from the research Data challenges : 98% of marketers and agencies face barriers in data orchestration and utilization.
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
A few bits of advice you hear a lot in SaaS that I think often don’t really work in practice: Move to annual contracts to generate more cash. Sure, if customers want to pay annually for a discount — do it. Do it. But if your product is cheap, many will prefer to pay monthly. Force them to go annual, and you are just adding friction to the sales process.
In B2B sales, everyone wants an edge that can help us win more over the long term, but few work to sharpen that edge. Instead, many sales reps believe their offering will be enough to secure the client’s business. When these reps lose, they blame external factors instead of recognizing that they failed to develop the edge they need.
As I wrote in September, I’m reading the Bible from beginning to end for the first time. I created an analogy for my first article when I wrote about scaling, hiring and firing salespeople , based on what I read in Genesis. Today’s article is about on boarding and coaching salespeople, an analogy I created from what I read so far in Exodus.
Best of the MarTechBot showcases the MarTechBot’s responses to prompts submitted by readers. See more about how marketers are using MarTechBot here. The language model is based on content from MarTech embedded on top of ChatGPT. The editors of MarTech selected this response for its usefulness and have supplemented it with additional relevant content.
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.
Dear SaaStr: Why Are Buyers Not Ready to Spend Big on Acquisitions as Readily Today as in the Past? In tech at least, there are two big issues: #1. Revenues Multiples Are Down Even the best public SaaS companies are worth ~10x revenue today. In 2021, they were often worth 40x revenue. So that seems to make deals more expensive in terms of how much stock (if not cash) it takes to buy something.
As a sales manager, learning from others' mistakes can save you time, money, and frustration. Here’s a list of common sales management pitfalls to help you steer clear of costly missteps.
Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. With that said, cultivating and projecting credibility can be extremely tricky in a sales engagement. To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects.
In a previous article, I outlined six core competencies for marketers working with marketing technology, including the first three: generalized system understanding , tool management and architecture vision. This article focuses on the next two interconnected competencies: capability assessment and tool procurement. Understanding capability assessment and tool procurement Once marketers understand how customer data flows through various martech platforms and develop a strategic view of how thes
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.
Dear SaaStr: Should I Fire a Sales Rep That Lied To Several Customers? I think most sales execs lie, at least a little bit. I don’t like it. But I’ve come to accept that you have to put gates and process around most sales execs, or most will lie, at least a little, to close the deal. We did a recent SaaStr survey and you said 97% of software sales execs lie at least sometimes, a little: Control it, or it will spiral.
I developed this list of 49 metrics for a project I am working on. If you want to develop your own set of KPIs, this list will help you figure out what information you need from your sales team. Select at least one from each category to evaluate their performance.
Cold calling. Doesn’t the mere mention of it send shivers down your spine? Even if that’s not the case for you specifically, I can assure you that it is for many sales professionals (even the ones that swear they’ve become immune to its fearsome effects). You see, cold calling – no matter which way you feel about it – is simply a part of the sales biz.
Investment in new technology is the future in the media and entertainment industry, especially considering the swirl of always-escalating customer expectations. That was made abundantly clear in Saleforce’s recent Media & Entertainment Industry Data and AI Trends report. Industry leaders are turning to artificial intelligence (AI) and data-driven strategies – also taking into account an uneven path to profitability and having to do more with less – to take on these challenges at scale.
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
So RingCental is both an incredibly impressive SaaS and Cloud company — but also a bit of a cautionary tale. It’s been around for decades but has continued to iterate, expanding into the enterprise, the contact center, and so much more. Fast forward to today, it’s at: $2.43 Billion in ARR Growing 9%-10% With non-GAAP operating margins of 20.9% and yet … It trades at a $3 Billion maket cap, or 1.2x ARR Now they have $1.5 Billion in debt, so one could argue it’s reall
Let’s get started! Nimble Updates Watch for a new user interface on your Nimble messages inbox. I have seen and tested this and it’s very nice! Nimble is also working on separating email open and link tracking. Sequences continued … I’d like to think that I have been pretty up-front about the fact that my experience with email sequence messaging has, up until this point, been non-existent.
All too often, content is created solely to get clicks, views and likes. It’s all about the call to action (CTA), the asset download, the form fill or the registration sign-up. Most of the time, this is to the detriment of getting real, valuable engagement. While these numbers might look great on a stat sheet, they don’t always translate into actual conversions.
As businesses and competition grows, more companies are turning to deal desk software to organize their processes and close more deals. If this sounds like something you need, we’re here to help. What is Deal Desk Software? Deal desk software organizes a sales team’s quote-to-cash workflow. These are primarily used in B2B and SaaS companies to help manage complex sales processes, papers, and status updates.
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
Dear SaaStr: Why did Jason M. Lemkin Change his Point of View on The Value of a COO for Earlier Stage Startups? I try to work with (and invest in) CEOs that are better than me. I found, when I was a SaaS CEO, that the CEOs that complained about needing a COO early, that it was too hard (which it is), etc. … they all failed or came up way short. I felt part of your core job as CEO was to assemble a management team, not complain about how you couldn’t get it all done.
Nowadays, it’s not enough to close a deal and call it a day—even more so to rely on past growth to predict the future. B2B companies must make fast, smart decisions to drive revenue growth and scalability. Leaders quickly realize the importance of revenue operations (RevOps) and how aligning go-to-market teams under one unified approach can boost performance, improve operational efficiency, and increase revenue.
Isolation and loneliness are significant problems in society, and people are increasingly turning to AI as a solution. A Harvard Graduate School of Education study found 21% of adults in the U.S. feel lonely and have a sense of disconnection from friends, family, and/or the world. Additionally, loneliness continues to rise across all age groups. This and the emergence of gen AI have resulted in a rapidly growing industry of AI-powered companions you can talk to.
When I was on my thru hike of the Long Trail in September, I hiked an average of 8 hours a day for 26 days. There was no possible way to carry enough calories, so when I had an opportunity to eat in a restaurant, I went. And I ate a lot!
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
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