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B2B buyers aren’t searching the old way anymore. Google’s AI Overviews , OpenAI’s ChatGPT ,Perplexity and Copilot Search in Bing have changed how we find content. Goodbye, traditional ranked blue links. Hello, generating direct, synthesized answers. That has toppled long-held assumptions in B2BSEOand content strategy.In the next-gen search era, where users rely on summarized results, B2B marketers must adapt how they: Build visibility.
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.
Yesterday, the CEO I spoke with said more than half of his salespeople were not hitting quota, and he also thought they were complacent. Its not unusual to hear about quota fails or complacency in these conversations, but on this particular call, I heard about both. The percentage of salespeople who fail to hit quota varies by source, but the most widely quoted, attributed to Salesforce.com and Forbes, is 57 percent.
It’s thought experiment time again. We have moved beyond customer satisfaction, now focusing on customer experience. Likewise, we have moved beyond value propositions, to value creation (including sensemaking, customer confidence). For both of these, what comes next? I don’t mean fancy terminology some agency might put together that’s more hip, rad, sexy, cool–but is a relabeling of what we already are doing.
Speaker: Brendan Sweeney, VP of Global Sales at Allego
In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal. Join industry expert Brendan Sweeney for a behind-the-scenes look at how teams are transforming sales coaching with real-time feedback, objection-handling role plays, and pre-call preparation that actually sticks.
Businesses spend an average of26.6% of their marketing budget on email, but many arent optimizing for inbox placement, according to a report from Kickbox. Nearly two-thirds of businesses (64.6%) say inboxing issues have directly impacted revenueor customer retention, the report found. Kickbox found spam filtering is the top inbox barrier for 60.3%of businesses, making it the most urgent challenge for marketers to tackle.
The buying journey has changed dramatically. With more self-service, fewer live interactions, and higher expectations, todays buyers demand smarter, faster, and more tailored experiences. Yet many companies are still relying on outdated approaches that fail to connect. Research from the State of Sales Enablement Report 2025 emphasizes this disconnect: nearly half (47%) of organizations today struggle with their customer experience, and 41% say buyer engagement is a key challenge.
Side giggers are getting more attention and are growing in number. Platforms like Fiverr, Upwork and others let them easily find side projects, earn a little extra income, practice their craft and/or feed their passions. Over the last seven years, I’ve spoken with (and hired) many side giggers, freelancers and independent contractors.Here’s what I’ve learned about fully employed people looking for a side gig, why they aren’t satisfied with their day jobs and how you, as a
Side giggers are getting more attention and are growing in number. Platforms like Fiverr, Upwork and others let them easily find side projects, earn a little extra income, practice their craft and/or feed their passions. Over the last seven years, I’ve spoken with (and hired) many side giggers, freelancers and independent contractors.Here’s what I’ve learned about fully employed people looking for a side gig, why they aren’t satisfied with their day jobs and how you, as a
The New York Times Company and Amazon announced yesterday that Amazon is licensing editorial content from The New York Times, NYT Cooking , and The Athletic for AI-related uses. This is an exciting development in the world of AI where many sources of paid content have been stolen to train AI.
Managing a customers experience throughout their complex journey is challenging. Interests and behaviors do not work in straight lines, and too often, the insights we capture are out of date before we share them. With customers demanding ever-more relevant and timely interventions, marketing teams are simply losing the connection. The problem: When traditional approaches fall short Traditional campaign influence makes it difficult to explain the nuances of how marketing impacts contacts and lead
Lets be realROI gets thrown around a lot in software sales. But for most sales and RevOps folks, the phrase youll see a 247% return in 6 months! feels disconnected. Its the same pitch theyve heard from five other tools this week. When we talk about ROI at PandaDoc, were not referring to some generic percentage pulled from a case study with a tech company that looks nothing like yours.
The buying journey has changed dramatically. With more self-service, fewer live interactions, and higher expectations, todays buyers demand smarter, faster, and more tailored experiences. Yet many companies are still relying on outdated approaches that fail to connect. Research from the State of Sales Enablement Report 2025 emphasizes this disconnect: nearly half (47%) of organizations today struggle with their customer experience, and 41% say buyer engagement is a key challenge.
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
Dear SaaStr: How Should I Think About Family and Balance If I Want to Build Something Big in SaaS? Balancing family and building a company is one of the toughest challenges for founders. Its not just about logisticsits about mental bandwidth, priorities, and the trade-offs that come with going big. Heres how I think about it: First, accept that true balance doesnt exist if youre building something ambitious.
Lets face it, manufacturing and selling goods isnt what it used to be. Todays brands face unique challenges in maintaining price consistency, protecting brand integrity, and nurturing strong relationships with their diverse network of resellers. Thats where MAP policy comes in. But what is a MAP policy, and what are the benefits? How does it differ from manufacturers suggested retail price (MSRP) or a unilateral pricing policy (UPP)?
Dear SaaStr: I am a candidate for a VP Sales job. What are great questions to ask the CEO? If youre a candidate for a VP of Sales role, asking the right questions during the interview is criticalnot just to impress the CEO, but to ensure the role is the right fit for you. The worst outcome in many ways is a great VP of Sales that … takes the wrong role.
Scale Venture Partners has its latest report out on B2B start-up and it quantifies what a lot of us are seeing: In the Age of AI, the very very best B2B start-ups, the top decile of venture-backed ones are growing faster than ever. Or at least faster than in many years: The top quartile is growing materially faster than 12 months ago 72% vs. 44%. The median in this group of VC-backed B2B start-ups is still growing much faster than 12 months ago 33% vs. 19%.
Retailers know the clock is ticking–legacy SAP Commerce support ends in 2026. Legacy platforms are becoming a liability burdened by complexity, rigidity, and mounting operational costs. But modernization isn’t just about swapping out systems, it’s about preparing for a future shaped by real-time interactions, AI powered buying assistants, and flexible commerce architecture.
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