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Matt from Grand Rapids says, If I dont make my cold calls, our pipeline will go dry. He is juggling everything from operations to customer service escalations, all while trying to generate fresh leads through cold calls. Sound familiar? In this Ask Jeb segment of the Sales Gravy Podcast I walk Matt through practical strategies to carve out time for prospecting and target the right prospects so that he can keep his sales pipeline fulleven while being pulled in a dozen directions.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. Prior to that, she led marketing teams at an impressive array of companies, including Asana, Honor, Google, and Microsoft.
Just as a humorous preface, I wanted to write about our mistaken impressions of Hunting and Farming. I wanted to suggest both co-exist, both in new and current accounts. So I was looking at how I might combine the concepts into one word. At first I came up with Harming—which I discarded for very obvious reasons. That left me with with the concept of Funting.
A major challenge for voice of the customer (VOC) teams is proving their value. Their impact is often marginalized because they struggle to drive action that improves the customer experience. This makes it harder to demonstrate their effectiveness, reducing their visibility and influence. Why does this happen? Many VOC teams focus too much on metrics and reporting , diverting attention from meaningful action.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
AI isn’t replacing salespeople—it’s empowering them. The most forward-thinking sales organizations are using AI to enhance human performance rather than eliminate it. From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more.
AI-powered solutions like Salesforce CRM are revolutionizing customer engagement, streamlining workflows, and providing deeper insights into customer needs. However, with the rise of large language models (LLMs), new security challenges have emerged. One significant threat is prompt injection attacks, which attempt to manipulate AI systems through carefully crafted inputs.
Connected TV has the broad reach for brand building and the targeting capabilities for performance marketing, but advertisers are holding back for various reasons. That’s according to Samsung Ads’ Q1 2025 “Ahead of the Curve” report. Despite consumers shifting to streaming, the report found advertisers’ mindset, over-targeting and measurement fragmentation are causing them to underinvest in CTV.
Between rising customer expectations, skill shortages, and growing pressures for AI adoption keeping up is a challenge. Enter Agentforce. Were now in the third wave of AI , where intelligent agent networks are reshaping the workplace. Agentforce unlocks a new level of productivity, powering limitless digital labor. From offering support 24/7 to seamless customer interactions, AI agents are transforming every part of an organization.
Between rising customer expectations, skill shortages, and growing pressures for AI adoption keeping up is a challenge. Enter Agentforce. Were now in the third wave of AI , where intelligent agent networks are reshaping the workplace. Agentforce unlocks a new level of productivity, powering limitless digital labor. From offering support 24/7 to seamless customer interactions, AI agents are transforming every part of an organization.
B2B tech marketing is shifting from a traditional, product-centric approach to a data-driven, AI-powered, customer-first model. Digital transformation, changing buyer expectations and the proliferation of martech tools have reshaped how tech brands engage, convert and retain customers. Data is central to this shift, enabling more intelligent decision-making, better personalization and measurable revenue impact.
Marie Rosecrans is the Senior Vice President of Small and Medium Businesses (SMBs) Marketing at Salesforce. She’s passionate about empowering small business owners to use technology for success. Marie’s parents emigrated from the Basque region of France and Spain, starting their own businesses in the U.S. She’s lived the life of a small business owner through her parents and shares advice on growing the business.
When it comes to prospective client meetings, many advisors follow a well-worn path: send an agenda in advance, kick off the meeting by reviewing the agenda, and proceed through each point like a checklist. And while agendas might keep things on track, they can also make your meetings feel more like a script than a conversation. If you want to build stronger relationships and close more opportunities, its time to shift your approach.
Expanding into new markets represents both the greatest opportunity and the greatest challenge for many ambitious SaaS companies. At G2's Reach Europe event, a panel of go-to-market experts shared their knowledge of what worksand what doesn'twhen pursuing international growth.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive
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 experts Brendan Sweeney and David Phelan 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.
We are so inspired to see our thousands of global customers transform and become Agentforce companies. Thats why we are excited to announce our NEW Salesforce Customer Success Awards*, celebrating the remarkable achievements of Salesforce customers using Agentforce. These awards will recognize innovation, leadership, and the impactful use of Agentforce to drive success, foster trust, and inspire others.
Modern data integration solutions and analytics practices are rapidly evolving through automated and real-time processing. Businesses that stay ahead of these trends gain a competitive advantage with faster decisions and smarter insights.
After meeting with over 5,000 companies and hundreds of investors over the past 12 years as CEO of Gainsight, I’ve learned one thing for certain: investors are scrutinizing customer success metrics more closely than ever before. For most at least, gone are the days of 2021 when capital flowed freely and metrics could take a backseat to growth at all costs.
Zoom alternatives you can count on! I tested the 5 best options for 2025. Explore their features, pros, and cons to find the right video conferencing tool.
When culture isn’t consistently lived out across the organization, engagement suffers—and it often starts with a disconnect at the top. In this session, Beth Sunshine, SVP of Up Your Culture at The Center for Sales Strategy, will reveal how HR and executive leaders can close the gap between vision and execution by equipping frontline and mid-level managers to become culture carriers.
So Egynte is one of those SaaS leaders in the content management space that has always been quieter than its peers Box and DropBox. It focused on enterprise workflows early, and while thats Boxs focus today, Egynte was there early. Its one of the Old Times in Documents and Content Management in SaaS. Ive only met the CEO once but hes been the CEO since Day 1 in 2007 and will remain the CEO too after their exit to Private Equity for $1.5 Billion.
This March, Austin, Texas, will once again host one of the biggest tech conferences, music festivals, and cultural phenomenons: South by Southwest (SXSW).
Dear SaaStr: What Are Great Examples of Fast Follower Companies That Become Market Leaders? In many ways, All of Them. Microsoft. Bought 86-DOS, turned into MS-DOS (which Gates did not invent), which in turn was an improved clone of CP/M. Did not invent BASIC, either. Office in many ways built in part on top of Lotus 123s success. Windows after/alongside Mac OS.
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