How AI is Revolutionizing Sales and PreSales
Customers love personalized hand-holding, yet rapid tech advancements have left many sales teams struggling to keep up. While account executives are familiar with their CRM systems and excel at...
View ArticlePreSales a Source of Product Insight, Not Data
Make the Field Co-Owners of Product Feedback Because revered leaders like Marty Cagan reinforce the centrality of insight in the product role, product teams may misguidedly feel they are not doing...
View ArticleHow to Run a Cross-Functional Product Council
A system of product feedback will work as long as those capturing the feedback believe it is being used to drive decisions. It will, of course, not be the only thing that drives decisions. Jyoti...
View ArticleA Sales Leader’s Guide to a New GTM Motion: The Case for Change
Common Sales Methodologies Miss the Mark The focus of Sales Leaders today and the technology that supports them is usually directed toward two areas: Opening opportunities The navigation of...
View Article5 AI Trends Shaping the Future of Sales
Does the idea of artificial intelligence (AI) transforming sales and technical sales make you feel uneasy? It’s a hot topic that sparks excitement and anxiety in equal measure. For some, AI is a tool...
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Translating Customer Feedback into Actionable Insights
Every SaaS company I know is re-tooling around new capabilities that aren’t even months old. Without harmony in the sales/product relationship, your business risks falling behind. To gain or maintain...
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A Comprehensive, Cross-Functional Guide to Align Product and Field Teams
What happens when you get VPs of Sales, Product, and PreSales in a room? In an ideal world, a conversation that makes products more responsive to customer needs and market demands. In reality, this is...
View Article6 Practical Ways to Use AI for B2B Sales
Nowadays, most customers conduct their research before speaking to a sales rep, and 75% of B2B buyers prefer this approach. With artificial intelligence (AI) in the mix, buyers have even more ways to...
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Introducing Ava, Your AI Sales Engineer
I’m excited to introduce you to Ava — the world’s first AI Sales Engineer, enabling sales, sales engineering, and customer success teams to operate with greater effectiveness and independence via...
View ArticleFuture-Proof Sales with AI Sales Automation
We’ve been talking about process automation for decades, but now AI technology is taking automation to a whole new level. So, what does that mean for sales and business roles? Some worry AI is too...
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