PandaDoc
JULY 9, 2025
Picture this: you’re at dinner with a few other sales leaders, maybe even a couple of marketers or operations folks, and someone casually asks, “so, what methodology does your team use?” You pause. You could say “a mix,” but they press: “Are you more Challenger or SPIN? Or something else?” If you’ve ever felt like you’re supposed to have a perfect answer to that, you’re not alone.
Heinz Marketing
JULY 9, 2025
By Win Dean-Salyards , Senior Marketing Consultant at Heinz Marketing With B2B growth increasingly powered by customers—not just marketing and sales—traditional funnel models are falling short. Linear approaches miss the nuance of how companies actually adopt and scale solutions internally. To address the issue, I’ve built an Account Development Model rooted in the principles of product-led (PLG) and customer-led growth (CLG) and inspired, in part, by the theory of innovation diffusion.
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SaaStr
JULY 9, 2025
Sales in the Age of AI: Top 10 Learnings from the CROs of Databricks, Windsurf, Perplexity and Owner We’re recently done A+ SaaStr deep dives with the CROs / VPs of Sales from Perplexity, Owner, Databricks, and Windsurf. We brought together all their learnings on AI-driven selling to give you a playbook for AI-powered revenue growth. Exec Summary: Top 10 Game-Changing Insights The AI revolution in sales isn’t theoretical—it’s happening right now, and the leaders who figure it
Understanding the Sales Force
JULY 9, 2025
This article begins with more baseball, but it’s about coaching salespeople, so please stay with me. The Baseball Story A sports-radio talk show discussed the Red Sox change in approach to coaching up their young players. They were referring to Roman Anthony and Cedanne Rafaella. Roman Anthony is the #1 prospect in all of Major League Baseball.
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.
Highspot
JULY 9, 2025
Company’s Summer Launch ‘25 introduces Highspot Agents as real-time AI teammates that turn go-to-market strategy into frontline action to improve performance Summer Launch also unveils AI-powered Adaptive Learning and Role Play to deliver relevant, personalized training and practice so every go-to-market role builds the confidence to excel SEATTLE — July 9, 2025 — Highspot, the leading agentic platform for go-to-market performance, today unveiled its Summer Product Launch ‘25, headlined by the d
Partners in Excellence
JULY 9, 2025
A colleague and I were discussing a question we all face. It’s the “How Are You Different” question. As we discussed it, two thoughts came to mind: It’s a question customers always ask, but is it the best question they should be asking? We’ve been trained in how do respond, but are our responses the most important to the customer?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
SaaStr
JULY 9, 2025
Dear SaaStr: At $20,000 ACV, How Many Customers Should Each Customer Success Manager Have? 50-100. Fewer if you can afford it, but it’s going to need to be closer to 100 at scale. At $20,000 ACV, the number of customers each Customer Success Manager (CSM) should handle depends on the stage of your company and how much ARR you want each CSM to manage.
Highspot
JULY 9, 2025
Key Takeaways A ‘good’ or ‘bad’ sales efficiency ratio can make or break your business. Constant analysis of your reps’ sales performance can identify both their strengths and areas for improvement. Your go-to-market (GTM) tech stack and the workflows implemented around your GTM tools—including your sales enablement platform—play a pivotal role in increasing sales efficiency.
Martech
JULY 9, 2025
Marketers have spent the last decade chasing better customer data. However, for all the investment, most still struggle to get the insights they need to drive real results. Why? Because we’ve been framing the problem all wrong. Why the customer data conversation keeps missing the mark Talk of customer data has been the rage in marketing technology circles for the last decade, and we missed the plot.
Highspot
JULY 9, 2025
In today’s market, pressure is high and performance is non-negotiable. Pipeline is harder to build. Buyers are harder to reach. And the margin for error? Nearly gone. Many platforms promise speed and automation with AI. But speed without insight and direction just scales noise. And point solutions—even AI-powered ones—leave GTM teams drowning in disconnected data, unclear on what’s working, what’s not, and how to act 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.
Martech
JULY 9, 2025
This year, Pride Month saw a marked decrease in ad spending and corporate engagement with the LGBTQ+ community. It would be easy to see this as a loss for that community, which had to scramble as corporations canceled sponsorships of Pride Parades and similar events. It would also be wrong. The losers are the brands that lost their credibility with consumers of all political persuasions.
Highspot
JULY 9, 2025
Key takeaways By leveraging AI across the entire sales cycle, inside and outside sales reps at manufacturers can save time and streamline critical sales tasks. Manufacturing companies that embrace AI in their go-to-market (GTM) enablement programs see up to 20% higher revenue outcomes today. The use of AI-powered coaching helps manufacturing GTM teams deliver targeted training and coaching to sharpen reps’ skills without disrupting workflow.
Martech
JULY 9, 2025
In this episode of Playbook Broken, we explore how traditional marketing playbooks are becoming obsolete in the rapidly changing landscape influenced by AI and shifting buyer behaviors. Marc sits down with Zach Vidibor, CEO of Octave, to discuss the challenges and opportunities in modern go-to-market strategies. The conversation delves into the intricacies of delivering personalized, contextually rich messaging and the evolving relationship between sales and marketing.
SaaStr
JULY 9, 2025
TL;DR: NVIDIA just became the first company in history to hit a $4 trillion market cap. Starting from a $563M IPO in 1999, that’s a mind-bending 693,574% return. For SaaS founders, NVIDIA’s journey offers critical lessons about platform strategy, timing major transitions, and building infrastructure that becomes indispensable. The Numbers That Will Make Your Head Spin Let’s start with the raw facts that are almost too incredible to believe: IPO (January 1999): $563 million mark
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.
Membrain
JULY 9, 2025
The most effective B2B sales organizations are more than just efficient. They’re effective. They make good use of salespeople’s time, they bring home more (and more profitable) sales than their competitors, and they stay strategic to provide outstanding value to buyers and to their own company.
Adaptive Business Services
JULY 9, 2025
It’s a jungle out there and you and your competitors are all battling for your piece of the pie. Me, the only piece that I was ever interested in was the whole pie:) Getting there is easier said or done. Or is it? Selling has always been, and continues to be, a relationship-focused profession. This includes being able to stand out in a crowd and to stand above the crowd.
SaaStr
JULY 9, 2025
Most $1B+ Exits Aren’t IPOs Anymore. In fact, only 11% are. New research from Professor Ilya Strebulaev at Stanford University Graduate School of Business reveals a dramatic shift in how unicorns exit. The data, compiled by Stanford’s Venture Capital Initiative, shows IPO share of unicorn exits dropped from 83% in 2010 to just 11% in 2024—a fundamental restructuring of the exit landscape that has permanent implications for SaaS founders.
Martech
JULY 9, 2025
Branding isn’t a marketing tactic. It’s the strategy behind business success when shaped by a strong story infused with the voice of the customer. Brand drives demand—not just by looking good or sounding right but by making your value unmistakable, your positioning credible, and your message emotionally relevant and resonant. Your brand must anchor every conversation you have, internally and externally.
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
Predictable Revenue
JULY 9, 2025
In our latest episode of The Predictable Revenue Podcast, Collin sat down with Carolyn Sloan, founder of TeachMeTV. The post Validate by Doing with Carolyn Sloan appeared first on Predictable Revenue.
G2
JULY 9, 2025
Organizations at the mid-to-high stages of AI maturity are no longer asking what AI can do, they’re asking how fast, how scalable, and how aligned it is with revenue goals.
SaaStr
JULY 9, 2025
So is SEO “dead” as many say, in the age of Generative AI? SaaStr’s own SEO is down a bit, but we’ll see how much by the end of the year. SEMRush itself says our SEO is doing fine: But SEO is clearly down at HubSpot, G2 etc. and Google is pushing snippets hard. Are the best days of SEO behind us? Maybe, but SEM Rush says otherwise.
G2
JULY 9, 2025
Causal language models (CLMs) are the backbone of real-world AI systems driving business-critical tasks like intelligent support, automated content generation, and in-product conversational assistants. Whether you’re evaluating a vendor, planning internal LLM adoption, or building with transformer-based models, understanding how CLMs work, — and where they excel — is essential to making an informed investment.
Speaker: Jason Cottrell and Gireesh Sahukar
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.
Salesforce
JULY 9, 2025
Rush University System for Health is a top-ranked academic health system in Chicago, dedicated to delivering high-quality care across its hospitals, clinics, and outpatient services. Focused on innovation, equity, and community health, Rush is known for its innovative approaches in patient care, offering cutting-edge treatments and personalized services.
G2
JULY 9, 2025
I evaluated 20+ tools to find the best sales performance management software for 2025, using G2 reviews to help teams hit quotas and grow revenue.
Salesforce
JULY 9, 2025
They say you’re the average of the five people you spend the most time with and in business, that couldn’t be more true. Every person you hire shapes your small and medium-sized business (SMB). The right people help it grow, while the wrong fit can create setbacks. That’s why hiring isn’t just about filling roles but finding the right skillsets to grow together as a team.
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