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Why Salespeople Skip the Sales Process (And How It’s Killing Your Revenue)

Understanding the Sales Force

When I wrote Baseline Selling in 2005, only 10% of all salespeople were following a sales process. Salesperson: They need to replace their software. Today, the number has more than tripled, to 34%, but in my opinion, that is still very bad. Salesperson: Im at 2nd Base. Sales Manager: Good. What is their compelling reason to buy?

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GTM 126: Reverse Engineering the Founder Journey: From Scaling Twitter Ads to $650M, 20 Years Operating, and a Webflow Acquisition | Guy Yalif

Sales Hacker

It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Like every new software fund that’s getting created has some former elements or will be using different versions of AI. Plus, an analysis of the top 75 trending sales AI tools. Why HG Insights?

Scale 102
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GTM 146: The Future of Search, AI, and Digital Presence with Mike Walrath, CEO of Yext

Sales Hacker

He also co-founded WGI Group, LLC, to provide growth capital to early and expansion stage startups in enterprise software, consumer internet and digital media industries. Why software innovation must start with intelligence, not workflow. Previously, Michael was co-founder and Chairman of Moat Inc. Quick bio for the listeners. [00:02:00]

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GTM 148: Winning Every Tech Shift from a 3X Founder (From Internet to AI)

Sales Hacker

I’ve been operating for the last 20 years, largely in enterprise software and almost exclusively sort of in the go-to-market area. It sort of shifted the way everyone thought about the software delivery model. So fast, it’s faster than it’s ever been in the history of software. A lot of that is happening again.

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The State of Venture in 2025

Sales Hacker

In 2005–2009, the 99th percentile venture exit was around $1.4B. AI is expanding the market beyond software AI is unlocking opportunity. AI is expanding the market beyond software AI is unlocking opportunity. At the start of the cloud era, software was a ~$350B market. It’s over $10.2B. The TAM is bigger than ever.

Hiring 94
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The Secret to Sales Rep Motivation

Steven Rosen

Last week I was speaking with a VP of Sales of a well-known software company. The researchers at MIT in a 2005 study for the Federal Reserve Bank concluded that : As long as the task involved only mechanical skills, bonuses and rewards work. By Steven A. I asked him what he was going to do about it.

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The Sales Enablement Market Is Consolidating – and It’s a Good Thing

Sales and Marketing Management

Author: Jason Liu Sales enablement software has been around for a while now. A company that loses its funding may go under, and their software becomes obsolete. You may already have a solution in place for your company, you may be looking for one, or maybe you’re just familiar with the term.