Tom Stamm

Sales motions are now multi-faceted. What used to be a simple CPQ vendor selection decision is now a strategic conversation about how to support every revenue motion - across every channel, pricing model, and customer expectation. Today’s buyers don’t follow one path. They navigate through: 🎯 Sales-led teams 🎯 Partner channels 🎯 PLG motions - buying directly inside your product 🎯 Self-service portals and eCommerce sites 🎯 Marketplaces With the increasing adoption of Agentic AI for Sales, this omni-channel approach just became more nuanced. We acknowledge this new reality, and have added to the foundation layer the introduction of API-based Headless Quoting. It enables you to extend the power of CPQ into any interface your buyers engage with, whether it’s inside your product, a partner portal, a marketplace, or even through an AI agent. The buyer must experience all of these sales channels with an equal measure of continuity. 👉 Where we sell is changing 👉 How they buy is changing 👉 How we price must change too... Today’s revenue models are now more dynamic than ever: 🎯 One-time purchases 🎯 Milestone-based deals 🎯 Subscriptions with multi-year ramps 🎯 Tiered or usage-based pricing 🎯Overage models and hybrid billing cycles Amid all this complexity, one thing remains - you still need a powerful configurator at the core to build accurate, scalable quotes. It must be intuitive to use and manage. It must be the first thing you get right in your Revenue stack. 👉 Traditional CPQs don't cut it. That’s why DealHub redefined the modern rev-tech stack. CPQ is no-longer the unreliable uncle of the family, our AI-Powered CPQ is the catalyst for the entire revenue-lifecycle working together as one. At DealHub.io we are not offering a better revenue platform (yes we have that!) - we are sharing a different vision for what intrepid GTM execution looks like. Our customers are gaining revenue autonomy across the business. “Getting our sellers into DealHub gave them autonomy over their customer proposals, over the pricing that was available at their fingertips. It allowed my team, my deal desk team to focus more on innovation, more on pricing strategy, more on creative deal making. And that's ultimately what my team is about and what excites us…”  -- Lucy Anne Link, Deal Desk Manager, Intuit Learn more about our new capabilities here 👉 https://dealhub.io/

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It’s been a minute since I posted. Not because there’s nothing to share, but because there’s so much happening at Gong; hard to keep up! Here’s a quick roundup of what’s making this such an exciting moment: 🔹 Salesforce x Gong We were selected as one of only 34 launch partners for Salesforce's Agentforce 3. It’s a major validation of Gong’s place in the future of enterprise AI. (Think agents talking to agents.. 🤯 ) 🔹 Gong x Microsoft We’ve launched deep integrations with Microsoft Copilot, Teams, and Outlook. This brings revenue insights directly into the daily tools reps already use. 🔹 AI Translator Our new AI Translator removes language barriers for global teams. It automatically translates transcripts, summaries, and CRM updates into each user's or team's preferred language. 🔹 Call AI Scorecard Manual call scoring just got smarter. AI now suggests consistent, objective answers while keeping managers in control of the final review. 🔹 AI Briefer The AI Briefer helps you catch up quickly by generating structured summaries called briefs for your calls, deals, and accounts; giving you the key information you need for handovers, executive summaries, meeting prep, and more. 🔹 6 Years a Best Place to Work Gong was named one of Fortune’s Best Workplaces in the Bay Area for the sixth year in a row. Culture here is real, and it shows in how we build, grow, and support each other. We’re building fast, solving real problems, and working with some of the most innovative teams in the world. If you haven’t seen what Gong has been up to lately, it’s time to take another look. 🫡 #Gong #AI #SalesTech #RevenueAI

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Troy Munson's take on cold calling? It’s not dead—it’s just different. 📞 Pre-pandemic: Sellers could call office lines and get a solid connect rate. 📲 Today: Mobile-first means fewer answered calls, more voicemails, and a need for smarter outreach. So, how do top sellers adapt? In this episode of Closing Time, Troy breaks down the biggest shifts in cold calling since 2020—and what still works today. If you’re making excuses for why outbound doesn’t work, this episode is a must-listen. Thanks for joining the show, Troy. (The full episode can be viewed here: https://bit.ly/4i8dFBb)

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#Sales Productivity is at a Breaking Point The 6th edition Salesforce State of Sales Report (2025) signals a wake-up call for revenue leaders: • Sales teams dedicate just 28% of their week to true selling. • Only one in three reps expect to meet quota this year. • Most teams juggle 10+ disconnected tools, creating friction and draining momentum. The impact? Declining performance, rising costs, and frustrated teams. #High-performing organizations are taking a different path: • Automating manual work with AI to free up selling time • Streamlining tech stacks for efficiency and visibility • Investing in enablement to improve rep effectiveness and retention The bottom line: 
Adding headcount won’t drive growth if your best sellers are burnt out by busywork. Sustainable revenue comes from optimized operations, bold tech decisions, and a culture of accountability. If your team isn’t spending at least half their time on building relationships and closing deals, what’s standing in your way? #What’s your boldest move to reclaim sales productivity? #SalesLeadership #RevenueGrowth #AI #StateOfSales #Salesfullcycle #Revops

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3 #Agentforce use cases to accelerate your Sales Cycle 🔁 1. Lead qualification and first call scheduling. Taking a classic "contact me" to a booked call with an AE ✅ 2. RFP response agent. Parsing through RFP details and referencing company knowledge base to formulate a response and passing to human for final audit, edit and approval ✅ 3. Red Flag Agent. Identifies potential red flags based on gaps in CRM data and prompts you with ideas on how to paint them ✅ Join the #Agentblazer community today to learn more use case ideation and become a pro at the next generation of CRM capabilities. Link in comments ⬇️

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Sellers today are overwhelmed with choices, tools, and alerts. The average sales team now uses 10 different platforms just to close deals, and—no surprise—94% of sales organizations plan to consolidate their tech stacks to boost productivity. And here’s a jarring stat: Sellers spend up to 65% of their day on non-selling tasks like data entry, recapping facts in pipeline reviews, quote/proposal generation, business case creation, RFP responses and chasing down information, leaving precious little time for actual selling. LinkedIn, email, chat, text, calls, signals…it’s endless noise. What truly matters is creating and capturing the real signals, staying centered on customers, and zeroing in on the high-impact actions that drive value each day. Another new “pane of glass” or add-on tool won’t solve that. What salespeople and leaders really need is insight, data, and automation that works behind the scenes—helping them ask the right questions, with the right customers, at exactly the right time. As AI and Agents heat up (it feels like a new player enters the market every day!), the winning Sales platforms will be those that fit seamlessly into the tools teams already use, amplifying focus and delivering real, immediate value. Example: the CRM has been around since the late ’80s, yet 25+ years post-Salesforce, most reps still see it as just “admin work” for management—and managers see it as a “necessary evil” for leadership reporting. Not a useful, actionable tool that makes them materially better at selling. But AI and Agents can fill in the blanks invisibly, in the background, in a way that’s never been possible before. Imagine a perfectly clean CRM that - - Automatically captures all the data you want from your conversations - Creates and assigns tasks for reps, so nothing slips through the cracks - Tells your teams and managers exactly where to focus each day to maximize productivity, move the pipeline forward, and close more (and better) deals How would that transform your day-to-day sales motion? And perhaps disturbingly - what if your competitors are already there or well on their way?

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The best sales teams are working smarter with ZoomInfo’s Go-To-Market Intelligence. Our 2025 Customer Impact Report is out, and the numbers speak for themselves. According to over 11,000 customers who took our survey, ZoomInfo users saw: 🚀 55% more meetings booked per month 🎯 91% improvement in connect rates 💰 Pipelines boosted by 32% ⏳ Sales cycles cut by 21%—closing deals 32 days faster GTM teams that use ZoomInfo sell smarter and win faster. Learn more here: https://lnkd.in/eK83Jdkj

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🚀 The 2025 Cold Calling Report is here, and one thing is clear—cold calling is getting harder. But that’s actually exciting for two reasons: 🔹 For SDR leaders: Top-of-funnel reps need to be more strategic and sharpen their sales skills. Generic scripts won’t cut it—real, engaging conversations matter more than ever. 🔹 For prospects: The era of low-effort outreach is fading. Reps will have to stand out with relevant, value-driven messaging to earn a response. Despite these challenges, at Cognism, we’ve continued to see success—almost 3x the global cold-calling success rate. 🔥 Want to know how? Check out the full report in the comments

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3 things you need to define to elevate into a strategic enablement function: 1) outcomes 2) outputs 3) obstacles Why? To achieve outcomes, sellers need to produce work outputs to a certain standard, but there are many obstacles in the way. What outcomes must they hit? What outputs must they produce? What obstacles are in the way? The more you improve these definitions (and make them your focus), the more you’ll improve performance.

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Agentforce Partners: A new brand new Partner Learning Camp (PLC) Course has just been released! The Agentforce GTM Professional course is now open to all partners. This was truly a first-of-its kind cross OU collaboration to level up partner enablement and drive pipeline generation. Not only will partners learn valuable skills, partners that complete this PLC course will also earn points towards the Sales Capacity metric in the Trailblazer Scorecards. This now allows partners to earn Sales Capacity points at any time. https://lnkd.in/gdFuj-q7

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If you're in sales, you are not just competing on price, you are competing on relationships. Your competitor is talking to more people inside your customer’s company. Are you? Relying on one point of contact is risky. If they stall, so does your pipeline. In this video, I’m breaking down 4 real-world strategies to expand your reach inside an account (without burning bridges): 1️⃣ Leverage your champion 2️⃣ Create a reason for invites 3️⃣ Use ABM to warm new contacts 4️⃣ Go direct, with tact Your next deal might not come from your contact, it might come from the one you haven’t met yet.

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SDR leaders – you don’t have to know everything. The biggest mistake you can make is pretending you do. It’s okay to have gaps in knowledge—own them. Great leaders grow alongside their teams. Be humble. Ask questions. Learn openly. That’s how you build trust, credibility, and lasting success.

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🚨 Your prospects are ghosting you because of one critical mistake Most sales reps hide what's inside the "black box" of their discovery calls. Here's the psychology behind it: → Resistance is highest at first contact → Acceptance is at its lowest → Asking for 60 minutes = High-risk commitment The solution is simpler than you think: * De-risk the ask (7-15 min intro vs 60 min discovery) * Show exactly what's inside the "box" * Set crystal-clear meeting agendas * Define specific outcomes they'll receive 💡 Key insight: When resistance drops, you stop selling and start guiding 🔑 The transformation: "Sales calls" become natural buying conversations 👉 Action steps: * Shrink your initial ask * Pre-frame expectations * Outline clear meeting agendas What's your biggest challenge with discovery calls? #SalesStrategy #B2BSales #SalesSuccess #BusinessDevelopment #SalesLeadership ------------------------------------------- This one was for you Niles Benghauser & Matt Bernard (and the others that will follow)

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As a senior sales leader, I’ve spent years thinking about how to stay ahead of the curve. I’ve led Sales Development, Inside Sales, and Customer Development teams—focusing on everything from outreach to existing customers to building pipeline and closing deals. And yet, one of the most powerful ways to stay ahead of the curve didn’t really hit me until recently. We often focus on the tools, the metrics, and the strategies: 📊 Call numbers 📈 Pipeline reviews 🛠️ Objection handling ✔️ Closing plans All of these matter. But they’re only part of the equation. The real differentiator? People. Success isn’t just about hitting KPIs—it’s about creating an environment where success becomes inevitable because your team feels supported, motivated, and empowered. When’s the last time you asked your employees how they feel on a Sunday morning? The answer tells you everything about your culture—and whether all those dashboards, PowerPoints, and review meetings will actually make a difference. Stay ahead of the curve by investing in your people first. The metrics will follow. #Leadership #Sales #Culture #Success

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The 3 biggest communication mistakes sales leaders make: 1. Training your team to expect immediate responses (creating a cycle of constant interruptions)     2. Using multiple communication tools without clear rules (causing important messages to get lost)     3. Failing to establish after-hours boundaries (modeling unhealthy patterns and causing burnout) These aren't just time-wasters - they're culture-builders that teach your team to communicate poorly. Here's how to fix them: https://lnkd.in/eusSuPXZ

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