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If you're in field sales, you know the reality: You spend hours every week sitting behind the windshield, staring at traffic that's moving at the speed of molasses. Whether you're dealing with Atlanta's notorious I-285 parking lot or any other major city's rush hour nightmare, that windshield time is either making you better or making you bitter. Recently on the Ask Jeb segment of the Sales Gravy podcast, Jacob Kimrey asked about helping his field sales team maximize their productivity while stu
I see so much talk about GTM, selling, marketing, customer service strategies. Too many claiming, “We have found the way… ” Others saying “Here is the playbook for your GTM strategy… ” In some sectors, like SaaS, we’ve seen many organizations struggle and fail by implementing the “SaaS GTM model.” The SaaS PLG motion differs from the SaaS individual/team focus which differs from SaaS technologies that can only be implemented on an enterprise
Imagine if you walked into the office one morning and, all of a sudden, were expected to build and deliver a compelling presentation about a new, company-wide initiative that, before that moment, you had never even heard of. What would you be feeling? Panic is probably an understatement. Unfortunately, thats the exact scenario that partner sellers often find themselves in.
By Shane Gibson Keynote AI Speaker and Sales Author This is podcast is my full AI Sales Keynote that I delivered in Montreal, Quebec (Canada) at the MicroAge Innovation Conference almost a year ago. This conference was a business growth focused conference for IT Channel MSPs and MSSPs across Canada. There’s a few stats that needed updating but I decided to share it with my podcast listeners anyway.
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
AI is revolutionizing B2B marketing, reshaping SEO, and influencing buyer behavior. Learn how to adapt your strategies to get ahead in an AI-driven world.
Marketing leaders are facing intensifying pressure: do more, prove more, and spend less. In this environment, resilience isnt just a virtueits a mandate. Join us for Marketing Resilience, Powered by Data on Thursday, June 5 at 1:00 p.m. ET / 10:00 a.m. PT to explore how data standards are empowering modern marketing teams to adapt faster and optimize better.
Sales leaders must look in the mirror and ask: Are we creating a culture where excellence is sustainable? Where feedback flows freely? Where purpose is part of the pitch? Quiet quitting isnt just a talent challenge. Its a trust challenge. The best teams solve it with empathy, clarity, and yesaccountability.
Sales leaders must look in the mirror and ask: Are we creating a culture where excellence is sustainable? Where feedback flows freely? Where purpose is part of the pitch? Quiet quitting isnt just a talent challenge. Its a trust challenge. The best teams solve it with empathy, clarity, and yesaccountability.
Attention is a promising metric in advertising, but its meaning, value and measurement remain widely debated. Providers have taken different approaches, separately defining and capturing attention. Marketers are left to navigate the differences and determine what aligns with their objectives. With so many methodologies in play, the industry has lacked a standard foundation.
Dear SaaStr: What’s the Best Way to Build a Comp Plan for Account Managers Focused on Upsell? Building a commission plan for Account Managers (AMs) is a bit different than for AEs (Account Executives) because AMs are typically focused on retention, expansion, and upsells rather than net-new sales. The key is to align their incentives with the outcomes you want: happy customers, low churn, and growing accounts.
At the start of summer 2025, the general public is talking about generative AI as if it has superpowers, as if Skynet is coming online in seconds (that’s a Terminator reference, for those born later than, well, me). Marketers, however, know genAI can’t take us to the moonbut they might create an excellent picture of it. GenAI is still far from perfect.
The world of B2B sales is no stranger to hype. Every year brings a new silver bullet. This year, its AIagain. As sales leaders, were encouraged to believe that AI will not just optimize our pipelines but redefine what it means to sell. But heres the hard truth: most are falling for the same old trap: mistaking tools and information for transformation.
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.
So we’ve just had 2 more B2B IPOs that aren’t 100% “traditional” SaaS per se, but still great B2B software leaders to learn from: MNTN and Hinge Health. MNTN is a performance TV software company focused on providing performance advertising services for Connected TV. Hinge Health uses software to help patients treat acute musculoskeletal injuries , chronic pain and carry out post-surgery rehabilitation remotel.
When I began my B2B sales career in 1977, there was no such thing as a sales tool. The only things we had were feet for walkin, knuckles for knockin, and a digit for dialing. Dialing from the office, or if you were on the road, from a pay phone remember those? No cell phones. I never even had a pager. My CRM was a shoebox with month and day dividers, and believe it or not, it worked just fine.
Wow, Monday. It never had a downturn, and just keeps on growing at top-tier rates, selling both to SMBs and now larger enterprises. Financial Highlights Revenue : $282M in Q1 FY25, up 30% YoY (!) with consistent growth each quarter Profitability : 90% gross margin, 14% non-GAAP operating margin, significant improvement from negative margins in prior years Cash Flow : $110M adjusted free cash flow (39% of revenue), demonstrating strong cash efficiency Enterprise Traction : Customers with $50k+ AR
Today, Invoca announced its acquisition of Symbl.ai, an AI-driven human intelligence platform. The combination is aimed at giving marketers better tools for orchestrating AI-powered customer journeys contributing to revenue growth. Terms of the deal were not disclosed. “AI fundamentally changes how brands operate digitally,” Gregg Johnson, CEO of Invoca,” said in a release. “The combination of Symbl.ai’s advanced technology and Invoca’s established leadership
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.
For sales professionals, this means a new era of adaptability. Buyers are cautious, budgets are tightening, and decisions are taking longer. In this climate, successful sales teams are those who pivot fast and think long-term.
The May 2025 updates for Adobe Marketo Engage started to roll out on May 23, 2025. Many of the May updates involve the new Email Designer , which was unveiled earlier this year. Here’s a closer look at the May 2025 Adobe Marketo Engage updates: Template compatibility for email designer : If you had email templates from the classic email editor, there’s good news: they will now be compatible with the new Email Designer.
Amazon is a powerful sales channel, but sometimes it can feel more like a battlefield than a lucrative marketplace. Amazon channel conflict, unauthorized sellers, price erosion, and brand control issues can leave you frustrated and unsure how to proceed. But with the right strategies, selling on Amazon doesnt have to be a pain point it can become a highly profitable venture that works for you.
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.
For any small and medium-sized business (SMB) , attracting customers is similar to plants needing sunlight for growth. It isn’t just about sales it’s about consistent nurturing. According to the latest Small and Medium Business Trends report, thats why chasing customers is the primary goal for stagnant and declining SMBs. As an SMB owner, you juggle multiple things and face challenges like high customer acquisition costs, limited marketing budgets, and inconsistent lead generation.
Loss leaders can seem like a clever move: sell a popular item at a steep discount to attract attention and drive traffic. But for brands, this tactic often comes with serious downsides, especially when you’re the one being discounted. In this article, well explore how loss-leader strategies can undermine brand equity, trigger channel conflict, erode pricing power, and complicate relationships with retail partners.
I used to think building a community just meant posting consistently and praying someone commented. Spoiler: it doesnt work that way. Whether you're a startup founder, a SaaS marketer, or a creator trying to keep your small community of audience from turning into a ghost town, community management is hard. Before I got into content marketing, I dipped my toes into the community world and quickly realized that building real connections takes more than good vibes and emojis.
A sales rep knocks once, armed with real-time insights, a pitch shaped by behavior data, and a route calculated to the second. While they’re closing, their CRM updates, objections are preempted, and the next-best lead is already queued. That’s not tech for tech’s sake. That’s field sales in 2025. The clipboard’s dead. Gut instinct is now guided by pattern recognition.
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It started with a calendar tool. Then came the auto-dialers, the predictive CRMs, the AI-written follow-ups. Now, entire sequences are being launched without a human hand ever touching the keyboard. If youre in sales and feeling like AI just devoured your to-do listand your territoryyoure not imagining things. This is not the death of the sales role.
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