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Sam Liang is the co-founder and CEO of Otter.ai. Before Otter.ai, Sam was the founding CEO of Location Labs (acquired for $220M), and the architect behind Google’s blue dot – yes, that blue dot you see every time you open Google Maps. He has a classic Silicon Valley pedigree: Stanford PhD, Google early days, multiple successful exits. The numbers are staggering: they’ve gone from zero to processing billions of conversations, partnered with Zoom as their primary transcription pr
Imagine you’re sitting in a lunchtime webinar that promised “actionable” insights. Those insights are so “actionable” that you’re having trouble keeping your eyes open. Why? The topic isn’t all that fresh, or worse, it’s a disguised sales pitch. Now, imagine the panelists are talking with you instead of at you.
5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. I really liked this one and wanted to write up a few more learnings. Codeium has emerged as one of the hottest AI startups, growing from 30 to 150 employees in just one year, with a valuation already exceeding $1 billion.
Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. Hes already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality. Below are the key insights from our conversation, along with practical strategies to multiply your lead count and build a system that secures face-to-face meetings with the right buyers.
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.
Discover how mastering strategic openings can elevate your sales game. Learn essential techniques to start strong and secure client trust from the very first meeting.
Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies.
A new report found that 41% of brands now use AI for video creation, up from 18% in 2024. Wistias 2025 State of Video Report data comes from over 14 million videos and surveys of 1,300 professionals. It also addressed video engagement and budget trends. The report attributes the surge in the use of AI for video to the increasing accessibility of AI tools, empowering marketers to streamline production and enhance video quality.
A new report found that 41% of brands now use AI for video creation, up from 18% in 2024. Wistias 2025 State of Video Report data comes from over 14 million videos and surveys of 1,300 professionals. It also addressed video engagement and budget trends. The report attributes the surge in the use of AI for video to the increasing accessibility of AI tools, empowering marketers to streamline production and enhance video quality.
Great advice is everywhere, but most of it is fluff. In sales, you dont need clichsyou need real strategies that help you win more deals. Weve pulled together five of the biggest game-changing sales tips from the Sales Gravy Podcast so far this year. These are proven tactics from top sales pros who know what it takes to close deals, stay sharp, and dominate the competition.
This past winter, I had an issue with my heat pump freezing up. This was a first for me. They worked on it off and on for two to three weeks. They never told me that some amount of ice was normal. My expectation, as I did not know any better, was that no ice was normal. I had to ask to find out. All of this could have been avoided if the company had taken the time to clearly set expectations for me instead of allowing me to set my own.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Ray Smith is the VP of AI Agents at Microsoft. Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. Before that, he was the CEO and Co-Founder of DataHug, which was acquired by Calidus Cloud in 2016. Ray breaks down why the rise of AI agents is a tectonic shift, how businesses are already seeing ROI, and what it means for SaaS, team structure, and go-to-market strategies.
In SaaS, its easy to assume that virtual selling has completely taken over. After all, Zoom is efficient, email is scalable. Hyrid and work-from-home made it the default paradigm for many in B2B sales. But if you listen to many top CROs in SaaSlike Jonathan Vassil of Toast, Christian Smith of Splunk, Loren Padelford of Slice, and Sam Blond CRO emeritus of Brextheyll tell you that in-person selling is far from dead.
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.
Four of the most powerful but least used words in business or human relationships are, “I made a mistake.” There are another three powerful words, “I was wrong.” They are tough words to say, but think of the impact they have in moving things forward, in building relationships/trust. In everything we do in selling (and business) there is always the possibility of making a mistake.
George Foreman, gave us a masterclass in resilience, on never giving up. His pivots and comebacks from defeat were legendary. He was a force of nature and one of the greatest boxers, salesmen and personalities the world has ever known.His inspirational story matters to us because one of the most critical mental disciplines for sales professionals is resilience.
The sales process varies greatly depending on the purchase. If youre selling a cup of coffee, the options are relatively simple. You choose a price based on size, add any extras, and send your customers on their way. But what happens when the purchase isnt as straightforward? Take buying a CRM, for example. You cant just pick it off a menu. You need to evaluate pricing, implementation, features, integrations, and ongoing support.
AI is rapidly transforming industries, empowering businesses to enhance customer experiences, improve efficiency, and make smarter decisions. But an essential question arises: How can we ensure that AI is creating accurate and grounded answers? Recently, automatic methods for evaluating model responses, like using Large Language Models (LLMs) as judge models have been deployed to assess and critique model responses on-demand.
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: What “Quotas” Should My VP of Customer Success and VP of Product Have? For a VP of Customer Success (VPCS), their “quota” or ownership should revolve around two key metrics: Net Revenue Retention (NRR) and Gross Retention Rate (GRR). NRR is the North Star metric for customer successit measures how much revenue youre retaining and expanding from your existing customer base.
Imagine standing in a queue to order a burger, and by the time you reach the counter, the store is out of burgers. You know that sinking feeling, right? But what if you could use a self-order kiosk to skip the queue and get your burger? Wouldnt it be great to self-serve, save time, and have easy access to what you need? Now, imagine that same convenience in a B2B setup.
Despite the widespread adoption of social media and the rise in SMS and RCS messaging, email remains a vitally important channel for reaching customers and prospects. Research by SAP Emarsys and Deloitte found email was the preferred channel for consumers to interact with brands (chosen by 40% of respondents), well ahead of brand websites (28%), mobile apps (24%) and SMS (21%).
Big-budget enterprise sales teams arent out-selling you because they have deeper pocketstheyre winning because they have better systems. While small and mid-market businesses (SMBs) represent 43.5% of the United States gross domestic product (GDP) , according to the most recent data from the U.S. Chamber of Commerce, yet sales tech providers often leave smaller businesses hanging.
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.
When you’re running an ecommerce store, the chances are that you keep track of thousands of moving pieces every single day. You have to maintain inventory, help customers, and stay on top of trends all at once. Luckily, with artificial intelligence (AI) , you got this. AI offers an equal footing for small and medium-sized business (SMB) owners competing with big retailers through diverse tools and resources.
Dear SaaStr: When Should You Make Your First Finance Hire? Even with all the great AI and other tools out there in finance now — if you are growing quickly, you should make your first finance hire earlier than most founders think. Heres the breakdown: At $1M$2M ARR, hire a full-time Director of Finance if you’re growing quickly. Once youre at $1M ARR, things start to get messy fast.
I hate to break it to you, but having a great product or service alone is not enough to succeed in todays marketplace. Sales teams need the right tools, content, and data to talk to customers and close deals faster. Thats where sales enablement platforms help. Ive worked with businesses that spend thousands on software that sales teams end up barely using.
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!
For some time now, our sales teams have increasingly fielded questions about Membrains AI capabilities. Consistently, our answer has been: It does not have any. As AI tools became more and more common as enhancements to software applications, the questions became more insistent, and our answer remained the same: No, Membrain does not have AI capabilities yet.
Over the past week, my NCAA March Madness bracket ranked as high as 7th place nationally out of millions. It wasnt luck. Ive been filling out brackets for years, and each year I learned something small, adapted, and improved. It struck me how much this mirrors what separates good salespeople from great ones: consistent learning, calculated risk, and fine-tuning strategy over time.
Top Posts: #1: 70% of Pipeline from Marketing Comes From Just 4 Things #2. Redpoint: 31% of All VC Money Last Year Went Into Just 20 Deals #3. The Y Combinator Guide to Perfectly Pitching Your Seed Stage Startup with Michael Seibel #4. How Much of Customer Support Will AI Replace? Gartner Says 80% #5. Dear SaaStr: Whats a Fair Amount of Founder Secondary in a Series B VC funding round?
A fabulous analysis in The Atlantic by Alex Reisner The Unbelievable Scale of AIs Pirated-Books Problem shows how employees at Meta, all the way up to MZ (presumably Zuckerberg), chose to steal 7.5 million books and 81 million research papers to train its flagship AI model, Llama 3.
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Creative is a busy industry, with most writers and marketers juggling ad-hoc tasks, long-form content creation and proofreading and editing on a daily basis.
Sales automation has become a buzzword, but as AI-driven outbound tools flood the market, the reality is more complex. The post Selling Something People Dont Know They Need with Kathleen Egan appeared first on Predictable Revenue.
Dear SaaStr: What Skills Do I Have to Learn To Get Good At Enterprise Sales? If you haven’t done enterprise sales yourself before, the biggest thing to understand: you can do it. But,you’re going to have to hustle. Really, really hustle. Many founders who haven’t done sales before want the customers and leads and users to come to them.
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.
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