Account-based marketing and demand generation
Section
11 stories from the past week in Sales, from ABM Fuel.
Annual contracts seem so great. VCs love them, and they do seem to reduce churn. Seem to. In fact, when CROs struggle to hit a plan, they often want to push customers onto annual contracts. That and pricing increases are classic go-to moves. I’ve long been a…
Government technology leaders face a growing challenge. Emerging technologies are advancing quickly, but deciding what to do about them is becoming harder. It’s about more than just deciding on the technologies that governments should invest in now. Which…
Ron Gabrisko joined Databricks as CRO when it was doing under $1M in ARR. Databricks is now a $190 billion company doing $7B+ ARR growing at a pace like we have never seen before. Ron sat down with Sam Blond, co-founder of Monaco and former CRO of Brex, on…
We are about 10 months or so into AI for go-to-market that actually works: agents running real motions in production, booking real meetings and closing real dollars. In that time, agents have absorbed much of SDR, first-line support, a growing share of CS…
Advisor-Led Models Are Prone To Relationship Risks Traditionally, asset management firms and insurers focus on manufacturing the (investment or insurance) product and leave the acquisition and relationship management to advisors. The industry is built on that…
It’s prediction season again and 2027 will bring a reality check to infrastructure strategies. AI is moving into mission-critical production, geopolitical uncertainty is testing global operations, and organizations are pushing more applications and…
Define and test sales cadence exit rules for replies, meetings, field changes, and handoffs. Includes a decision table and Salesforce workflow checks.
Run a Salesforce sales engagement pilot with acceptance tests for CRM activity, rep workflows, exit rules, ownership, reporting, and rollout decisions.
Sovereign Communications Need More Than Sovereign Technology At the Matrix Conference, European government and defense deployments showed why digital sovereignty increasingly depends on federation, open standards, sustainable ecosystems, and, above all…
Forrester announced the shift of the legacy security awareness and training (SA&T) market in 2024 to human risk management (HRM), introducing a profound change of mindset, strategy, process, and technology for managing human-related breaches. These risks…
The deal promises faster, more connected marketing, while raising questions about vendor lock-in and how brands stand out as AI automates campaign execution.
