Sales Gravy

JANUARY 28, 2025

If youve been banging your head against the wall trying to get your team (or yourself!) to prospect consistently, these tips are for you. In this episode, I answer a question from Paul in Rancho Cucamonga, California, whos building and leading a remote sales team in the logistics industry and needs to find a way to get his salespeople to prospect consistently.

Drivers/motivators 92

Drivers/motivators Prospecting Appointment Follow-up 92

Martech

JANUARY 28, 2025

I interviewed TrustInsight’s Chris Penn last Friday, and he told me how DeepSeek was going to kick over the apple cart of big tech in general and marketing in particular. Email: Business email address Sign me up! Processing. See terms. The post Chris Penn talks DeepSeek and its big impact on marketers appeared first on MarTech.

Process 102

Process Technology Technology 102

Sales Hacker

JANUARY 28, 2025

Kraig Swensrud is the Founder & CEO of Qualified where he provides crucial experience and entrepreneurial energy to create the future of enterprise sales tech. Prior to founding Qualified, Kraig founded GetFeedback which was successfully sold to SurveyMonkey. Kraig also led marketing as the CMO of Salesforce during very formative years of the company’s history.

GTM 59

GTM Pipeline Gaming Growth 59

G2

JANUARY 28, 2025

Data is the lifeblood of modern decision-making, but lets face itextracting meaningful information from vast amounts of unstructured or scattered data is no easy feat.

Product 52

Product 52

Advertiser: ZoomInfo

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.

Sales

Partners in Excellence

JANUARY 28, 2025

Blinders restrict our fields of vision. Sometimes, blinders are helpful, perhaps necessary. When we need to focus intensely, minimizing distractions, blinders are very helpful. Imagine a founder, building an innovative new product, Purposely putting on blinders, eliminating distractions, perhaps ignoring naysayers can be critical to the successful launch of the product.

GTM 118

GTM Launch Service Product 118

G2

JANUARY 28, 2025

As someone whos walked the tightrope of being both a freelancer and has managed freelancers and teams, I know firsthand that time tracking isnt just about keeping tabs on hours.

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Sales Hacker

JANUARY 28, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Kraig Swensrud is the Founder & CEO of Qualified where he provides crucial experience and entrepreneurial energy to create the future of enterprise sales tech. Prior to founding Qualified, Kraig founded GetFeedback which was successfully sold to SurveyMonkey.

GTM 102

GTM X-functional Price Pipeline 102

Martech

JANUARY 28, 2025

Last year, Salesforce and HubSpot announced they were all in on AI agents. Salesforce CEO Marc Benioff said the company was doing a “hard pivot” and would be 100% about its Agentforce platform. “[Agentforce] is the third wave of AI advancing beyond copilots to a new era of highly accurate, low-hallucination intelligent agents that actively drive customer success,” he said at Dreamforce last September.

Consult 100

Consult Follow-up Technology Technology 100

SaaStr

JANUARY 28, 2025

Cutting Through the Noise: Three Gen AI Pioneers Reshaping Enterprise Technology In a pivotal moment for generative AI, Vanessa Larco, partner at NEA, brought together three visionary CEOs convened at SaaStr Annual to share insights that are redefining the technological landscape. Bella Liu of Orbee leads a company focused on generative process automation, creating AI solutions that understand and automate complex enterprise workflows.

Finance 97

Finance Pitch Technology Technology 97

Martech

JANUARY 28, 2025

We’re a month-plus into iOS 18.2, released on Dec. 11, 2024, and we know a few things about the impact on email marketing. Although the picture is complicated a bit by a slow rollout and measurement made cloudy by past iOS releases. And now, with iOS 18.3 officially released, it’s clear that Apple is building on the email changes introduced in 18.2.

Promote 99

Promote Clients Process Technology 99

Speaker: Jesse Hunter and Brynn Chadwick

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.

Sales

SaaStr

JANUARY 28, 2025

Generally, if a customer wants out, track to the cash. And enough with the threats: If a customer has signed a pre-paid annual or multi-year contract in exchange for a discount or other terms, then theres generally no reason to return any pre-paid cash. The contracts are generally not cancellable by their terms, and so you keep the cash. And if cash isnt pre-paid AND a customer stops using your contract at a practical level, there isnt much you can do.

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Contract Commission Product Customers 86

Understanding the Sales Force

JANUARY 28, 2025

As regular readers know, I often use baseball as an analogy to help readers more easily understand the many facets of selling. We are going to discuss closing but we’ll begin with closing’s baseball cousin, scoring. In baseball, when a team is having trouble scoring runs, they don’t usually blame their baserunners. For example, in my son’s senior baseball season at Bard College, he scored only 9 runs in 26 games despite reaching base via hit or walk 35 times.

Closing 75

Closing Sales Gaming Prospecting 75

G2

JANUARY 28, 2025

When I first set out to find the best contact center software , I wasnt coming at it as someone who manages a call center every day. Instead, I approached it as someone who wanted to understand what makes a great solution, so I did what any curious researcher would do I talked to customer service managers, call center agents, and sales teams to learn what they truly need in their software.

Contact 52

Contact Service Customers Sales 52

Hubspot

JANUARY 28, 2025

The dominant narrative of business growth focuses on unicorn startups helmed by eccentric but brilliant Silicon Valley technocrats that venture capital firms pour money into. The true reality is that most startups and small businesses rely on personal savings for initial funds and a third start with less than $5k. Because of this, knowing how to find investors is a critical part of entrepreneurship.

Pitch 36

Pitch Networking Growth Start-ups 36

Advertiser: ZoomInfo

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!

GTM

SaaStr

JANUARY 28, 2025

So we’ve written a lot over the years in terms of learnings on what to do when your company is acquired, from a deep dive with Ben Chestnut on what he learned from selling Mailchimp for $12 Billion in cash to Intuit, to the secrets of M&A from one of the ex-heads of M&A at Google, to the honest truth of what it’s like to sell for a bit more than $100m … when growth slows.

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Sell Negotiate Gaming Up-sell 111