Iannarino

MAY 7, 2025

Replacing human salespeople with AI in B2B sales undermines trust and customer loyalty, leading to poor client experiences and lost business opportunities.

B2B 236

B2B Trust Clients Customers 236

Martech

MAY 7, 2025

The U.S. Department of Justice is calling for Google to break up its digital advertising empire after a federal judge ruled the tech giant illegally maintained monopoly power in the ad exchange market. Driving the news. In a court filing on Sunday, the DOJ said Google should divest its AdX exchange, where ad inventory is bought and sold. It should also sell its DFP platform, which publishers use to manage and serve ads.

Appointment 112

Appointment Negotiate Price Up-sell 112

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. With over 30 years of experience scaling revenue teams across FinTech, SaaS, cloud computing, and communications, Marcy has held executive roles at Boomi and PayPalwhere she led an 800+ person global team.

GTM 84

GTM Engineering Customers Cross-sell 84

Salesforce

MAY 7, 2025

Gross profit margin (GPM) is a key financial metric that measures your company’s profitability. It represents the percentage of net revenue you make that exceeds the cost of goods sold (COGS). GPM provides valuable insights into your companys operational efficiency and pricing strategies. As a small and medium business (SMB) , understanding this metric is crucial for leveraging data to improve your performance.

Profit margin 90

Profit margin Non-Profits Manufacturing Price 90

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

Hospitality

SaaStr

MAY 7, 2025

Dear SaaStr: Does A Founder Need To Sell Themselves in the Early Days? Yes, a startup founder should absolutely handle sales when first getting started. Its not optionalits critical. Heres why: 1. You Need to Prove You Can Sell It If you cant sell your product yourself, how can you expect anyone else to? Salespeople arent magicianstheyre process-scalers.

Sell 75

Sell Pitch Price Closing 75

Salesforce

MAY 7, 2025

Regardless of the field, professionals responsible for business development are continually looking to create more personalized client experiences to enhance relationships that contribute to the bottom line. Relationship insights, like who owns an individual relationship with an organization and whats the best way to nurture it, are not always readily available.

Relationship Management 87

Relationship Management Clients User Experience Technology 87

SaaStr

MAY 7, 2025

So Twilio continues its slow but significant re-acceleration from the lows of 18-24 month ago. Growth is back to double digits, NRR is up, and free cash flow is strong. And its bets on AI seem to be paying off. Voice agents are a large growth vector. Is it a better Twilio though? It’s a leaner, meaner Twilio, focused again on its core, with more AI but less headcount than before.

Non-Profits 69

Non-Profits Drivers/motivators Growth Launch 69

RAIN Group

MAY 7, 2025

While our recent research on the state of sales training and continuous learning highlighted the clear benefits of highly effective sales training, it also revealed that many organizations struggle to achieve these results. As part of our survey of 242 sales professionals across various industries and regions, we asked respondents to identify the biggest challenges their organizations face in providing effective sales training and development for people in sales roles.

Territory 85

Territory Sales 85

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. With over 30 years of experience scaling revenue teams across FinTech, SaaS, cloud computing, and communications, Marcy has held executive roles at Boomi and PayPalwhere she led an 800+ person global team.

GTM 69

GTM Engineering Customers Cross-sell 69

Adaptive Business Services

MAY 7, 2025

We do have one new update to report today. Previously, you would add contacts to a group message from the contact lists. For example, select a tag or a segment. Now when you open up a group message that you wish to send, you can add these people directly from this interface including doing a custom search for contacts. Nice! Another quick note. In the last newsletter I talked a bit about using Nimbles webforms for newsletter sign-ups.

CRM 71

CRM Contact Pipeline Clients 71

Speaker: Frank Taliano

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.

High impact

Membrain

MAY 7, 2025

This is the fourth entry in my series introducing the main patterns and moves from DSRP theory to structure more successful complex B2B sales. If youve been following along, you know that I connected with Derek and Laura Cabrera of Cabrera Lab last year and recently published a paper in collaboration with them on how salespeople can structure their thinking to structure deals that win.

B2B 76

B2B Sales 76

G2

MAY 7, 2025

Every growing business hits a point where spreadsheets, scattered emails, and manual workflows just dont cut it anymore. Things start slipping through the cracks. Teams spend more time figuring out how to work than actually getting work done. Thats when you realize: its not just about hard workits about smarter processes.

Process 52

Process 52

Partners in Excellence

MAY 7, 2025

My friend and mentor, Lahat Tzvi , wrote one of the most fascinating posts on AI I’ve read. Be sure to read it! In it, he coined the phrase, “The Hidden Cost Of False Efficiency.” It’s such an important concept–and at the root of many of the challenges we face in growing our businesses. I’ve written too often and whined too much about our continued inability to focus on effectiveness, outcomes, and continual improvement.

Represent 123

Represent Meeting Technology Technology 123

Martech

MAY 7, 2025

Googles AI Overviews appeared in 13.14% of all U.S. desktop searches in March, up from 6.49% in January. Thats a 102% surge in just two months, according to a new analysis of more than 10 million keywords by Semrush and Datos. Why we care. Googles introduction of AI Overviews was the biggest shift since the arrival of featured snippets a decade ago.

Territory 91

Territory Sports Government Engineering 91

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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.

B2B

The Advantexe Advisor

MAY 7, 2025

According to the Bureau of Economic Analysis (BEA), the U.S. economy contracted by 0.3% in Q1 2025, the first quarterly decline since early 2022. At first glance, the drop might seem modest, but under the surface, it reveals important signals about shifting business behavior, the role of tariffs, and the resilience of the consumer economy. The GDP calculation adds total consumer, business, and government spending, plus net exports (exports minus imports).

Government 59

Government Contract 59

Martech

MAY 7, 2025

Want to supercharge your customer acquisition efforts? Join industry-leading experts as they share their acquisition strategies at Acxioms exclusive Accelerate Acquisition event, May 14 at The Ritz-Carlton New York, NoMad. Connect with top marketers and enjoy an afternoon learning proven strategies designed to boost your customer acquisition programs.

Retail 82

Retail Meeting Customers 82

G2

MAY 7, 2025

As a governance, risk, and compliance (GRC) software market research analyst at G2, I have a front-row seat to the evolving GRC software industry.

Government 52

Government 52

Martech

MAY 7, 2025

The link between customer acquisition and long-term value remains frustratingly opaque. We have long relied on imperfect proxies clicks, leads and initial conversions while struggling to optimize for what truly matters: customer lifetime value , retention and advocacy. The solution to that disconnect is deeper integration between marketing platforms and customer data systems.

Drivers/motivators 71

Drivers/motivators CRM Growth Conversion 71

Advertiser: ZoomInfo

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.

Sales

G2

MAY 7, 2025

Whats one thing every marketing leader and athlete agrees on? That short-termism is the enemy of sustainable performance and success has no shortcuts.

52

52

Martech

MAY 7, 2025

For years, we’ve fixated on sales and marketing alignment. I’ve long advocated for collaboration over alignment believing it mattered more for teams to work together than to share KPIs. But times have changed and so has my perspective. It’s no longer just about internal structures. It’s about the buyer and the shifting external environment.

GTM 71

GTM B2B Trust Government 71

Salesforce

MAY 7, 2025

As businesses increasingly turn to AI-driven customer relationship management (CRM) solutions, safeguarding user interactions from harmful or inappropriate content becomes essential. Salesforces large language models (LLMs) are trained on vast datasets, which occasionally include unsafe language. While these models offer substantial benefits for automating interactions, content generation and improving customer experience, they also carry the potential risk of toxic language generation.

CRM 45

CRM Customers Legal Trust 45