SaaStr

JULY 20, 2025

Selling to developers and engineers isn’t like selling to any other buyer. They’re skeptical of salespeople, they value technical depth over flashy demos, and they can smell BS from a mile away. Here are the 10 biggest mistakes he sees startups make when selling to technical buyers—and how to fix them.

Engineering 104

Engineering Sell Non-Profits Technical Sales 104

Martech

JUNE 26, 2025

As AI-powered workflows become central to sales and RevOps, go-to-market (GTM) execution is increasingly dominated by high-volume, sales-led outreach. Marketing should have stepped into a larger strategic role as revenue movements evolved. “I actually like the engineering mindset,” he said.

GTM 106

GTM Strategize Pipeline Engineering 106

SaaStr

FEBRUARY 7, 2025

For context,Ron has an MBA and a master’s in engineering from Stanford. His view is your sales team teaches your customers how to get value out of your product. So if you’re not technical enough to understand the product and understand how it works, it’s hard to teach your customers. ( Talk to users.

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

SaaStr

JULY 9, 2025

” – Ron Gabrisko, CRO, Databricks Databricks scaled from under $1 million to over $3 billion ARR with a predominantly technical sales organization. They can code, they can do POCs, they can do pilots.” This data-driven, community-centric approach translates directly to AI implementation success.

Technical Sales 73

Technical Sales Commission Pipeline Negotiate 73

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). Everything from hiring on the GTM side to layering in a sales-led motion into PLG. At the same time?

Go To Market 126

Go To Market Growth GTM Product 126

Sales Hacker

SEPTEMBER 16, 2021

To help demystify this sales POC term and provide context for all go-to-market professionals, let’s expand on each of these terms and identify five things the pre-sales professional can do to drive more revenue within the middle of the funnel. Sales Profile: SMB to Commercial. My sales POC case study.

Objectives and Key Results 104

Objectives and Key Results Technical Sales Engineering Sales 104

Sales Hacker

MARCH 15, 2022

He launched a division specializing in technical sales and sales engineering. Asad Zaman : We specialize in helping companies build their go-to-market teams. We went from sales to the entire go-to-market org, practices, technical sales, and executive search. Asad, welcome.

GTM 103

GTM Technical Sales Quota Growth 103