Fri.Jul 11, 2025

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AI-Native GTM Teams Run 38% Leaner: The New Normal?

SaaStr

Sales isn’t going anywhere in the Age of AI. OpenAI has a big sales team, Windsurf does, Anthropic has a great one. It’s just … so many of the AI leaders seem to be doing it with less GTM headcount. Especially the next generation of them: Perplexity has scaled to 5,000 enterprise customers with just 5 sales reps. Cursor built a $400M business with what appears to be a skeleton GTM team.

GTM
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B2B buyers want less sales contact

Martech

MarTechCharts regularly highlights data of interest to marketers and marketing operations professionals. Source: “How to Align Sales Engagement Strategies With B2B Buyer Preferences,” Gartner. Despite a growing preference among B2B buyers for self-service, with 61% saying they would rather avoid sales reps altogether, data from Gartner reveals a critical nuance: when buyers do engage with sellers, it’s at moments that can make or break a deal.

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AI and the Bottom Line with Canva’s CCO: How They Built a $7B Enterprise Motion on 16 Billion AI Interactions

SaaStr

How Canva’s CCO Built a $7B Enterprise Motion While Preserving PLG Culture Rob Giglio, Canva’s Chief Customer Officer, shares the playbook for scaling from 170M to 230M monthly active users while building enterprise sales without compromising company culture. Top 5 Takeaways 1. PLG-to-SLG is Far Easier Than SLG-to-PLG Going from product-led growth to sales-led growth is significantly easier than the reverse.

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How to use AI to turn one event into a month of content

Martech

Congrats! Your team just delivered an outstanding conference. The speakers were dynamic, sponsors were happy, customers got face-to-face time with your executives and sales took home some shiny new leads. It’s your moment. You’re a star. But wait. The valuable content you created is already gathering dust. No one planned for repurposing, no one clearly owns the follow-up and now your content’s lifespan is shorter than ever.

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Smart Tools & Strong Teams: A People-First Approach to AI in Sales

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.

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We Thought These Leads Were Dead. Our AI Proved Us Wrong (And Booked 4 Meetings in 48 Hours)

SaaStr

When AI Resurrects “Dead” Leads: A SaaStr Case Study on What Sales Teams Miss, But AI Can Catch Our sales AI reactivated 4 leads in past 48 hours that our human sales team said were dead / not-interested All took a meeting asap Something to reflect on — Jason ✨👾SaaStr.Ai✨ Lemkin (@jasonlk) June 25, 2025 Last week, we experienced something that made us question everything about lead qualification.

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“The Hard Part Is Where You Grow”

Partners in Excellence

Yes, I’m a more than a little obsessed about our propensity to avoid the hard work, constantly hitting the “ Easy Button ,” but this is probably one of the most critical issues we face as individuals and within our organizations. I’ve written about one aspect of this–hitting the easy button is really about avoidance. Let me invert my thinking to look at “Why should we be looking at the hard parts?

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Enhancing Customer Experiences with Real-Time Identity Resolution at Salesforce

Salesforce

Imagine an e-retailer struggling to personalize the online experience for its loyal in-store customers. With Salesforce Data Cloud’s Real-time Identity Resolution, as soon as an offline customer browses the website or mobile app using personal identifiers, their profile instantly merges with their in-store activities. This results in increased sales opportunities by presenting customers with relevant product recommendations and promotions, and improved customer satisfaction & loyalty through

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SaaStr AI App of the Week: Syllable.ai

SaaStr

The Enterprise-Grade Platform That Makes AI Voice Agents Actually Work at Scale We’re proud to announce that Syllable is returning as a partner for SaaStr Annual + AI Summit 2026 , following their tremendous success and impact at our 2025 event. The Bottom Line: Syllable.ai is the first enterprise-grade platform that lets you build, deploy, and manage production-ready AI voice agents without the complexity.

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Why Reps Miss Quota: 3 Stats You Can’t Ignore (And How to Fix Them)

SalesHood

Platform Platform Overview Sales Enablement Platform Why Choose SalesHood? AI Assistants Take a Platform Tour Request Demo Platform Pillars Content Management Training & Onboarding Buyer Engagement Just-In-Time Coaching Impact Insights Top Use Cases AI Role Play Digital Sales Rooms Sales Coaching Sales Kickoffs Sales Training Solutions Solutions By Role Sales Enablement Marketing Sales Revenue Operations Customer Success Sales Training Partners MEDDICC Aslan Sales Training The Brooks Group

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Cursor: Our Users Love Per Seat Pricing. It’s Just The Cost Side Makes It Harder.

SaaStr

Per seat pricing is hardly dead in the age of AI. In fact, it’s driving the $1B+ vibe coding revoltion. But the AI tooling industry just hit its first major pricing bump. Cursor’s June 2025 pricing adjustments to charge power users more on a variable / token basis —and the subsequent developer pushback—have exposed the fundamental economic tensions in how AI-powered software companies think about monetization.

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How to Coach Reps on Overcoming Sales Objections with Confidence

Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Manager

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.

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Amplitude acquires Kraftul to improve customer feedback analysis

Martech

Amplitude, a leading company in behavior-tracking software and digital analytics, announced it acquired Kraftful, a startup that uses AI to understand customer feedback. Amplitude hopes to now give marketers and product teams a complete picture of their customers, ultimately helping them create better products and digital experiences. While businesses are skilled at tracking users’ actions in their digital products, understanding why has been a bigger challenge. “Today, Amplitude cus

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Instagram Just Became a Search Engine

Sales Hacker

This week, Instagram made a major move that changes how your content gets discovered. For the first time, Instagram posts from public Business and Creator accounts are now being indexed by Google and Bing. That means your Reels, captions, images, alt text, and hashtags can now appear in search engine results. Why this is a big deal Until now, Instagram lived in a walled garden.

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How to use GA4 annotations to add context and clarity to your analytics

Martech

After waves of user requests, annotations are finally back in Google Analytics and GA4’s version is more useful than ever. Whether you manage analytics for a brand, agency or client, annotations are your new best friend for bringing context to data. Use them to build a scalable strategy that makes your analytics smarter, faster and more collaborative.

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5 different paths to launch AI agents (with examples)

Sales Hacker

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.

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New Research-Backed Strategies to Empower Managers as Culture & Engagement Leaders

Speaker: Beth Sunshine, SVP, Up Your Culture

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.

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Anthropic May Never Catch OpenAI. But It’s Already 40% as Big.

SaaStr

Anthropic is ~40% as big as OpenAI by ARR, despite its consumer app Claude being just 5% the size of ChatGPT. The AI race isn’t just about who has the most users—it’s about who can monetize their technology most effectively. While OpenAI dominates headlines with ChatGPT’s viral success, Anthropic has quietly built a business that’s already 40% the size of OpenAI’s revenue, despite having a fraction of the consumer awareness.

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What Is An LLC?

Salesforce

Entrepreneurs and small and medium-sized business (SMB) owners like you have many decisions to make while starting a business. Should you go for a Limited Liability Company (LLC) or a Corporation (Corp)? A sole proprietorship or a partnership? There are many choices to make as you set out on your business venture, but we’re here to help you decide on becoming an LLC and what it means for you.

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Inside the Life of a Technical Architect: Building with Agentforce

Salesforce

[Image credit: Nishit Raj Jain / Salesforce] While standing at a professional crossroads, Nishit chose curiosity over comfort and took the road less travelled. And it paid off. Back in 2012, Nishit Raj Jain was at a turning point. Stay on the mainframe path, or bet on a relatively new player in the enterprise space: cloud CRM. He chose the latter. “Thankfully, I had the right mentors who nudged me toward cloud,” he recalls.

CRM