The Future of Generative AI: GPT-4, GPT-5 and Beyond
This blog post investigates the path forward for Generative AI and its profound effects on B2B companies.
Generative AI for B2B SaaS — How AI Is Transforming Sales in 2023
Discover how Generative AI is transforming the sales industry in 2023. Explore how to use AI tools to optimize lead generation, enhance customer engagement, and streamline sales processes
Sumeru Chatterjee on Community-Led Growth
Models and frameworks for building a B2B community that generates growth and revenue.
The Diary of a First-Time CMO: Done is Better Than Perfect
Excerpt from The diary of a first-time CMO by Alice de Courcy, a handbook for B2B marketers looking to thrive in leadership.
Personalization in a Post-Cookie World: Why Marketers Need to Rethink their Marketing Strategy
Marketers will need to shift their approach towards a cookie-less future, with a greater focus on first-party data and AI-powered solutions.
Supporting the ‘Everything Rep’ Means Doing Less, Better
Piling on the work and asking reps to do more activities won’t magically create more pipeline. Don't ask reps to do more with less. Teach them how to do less, better.
The Unicorns Are Dying: How Bad Data Affects Your Business
Lack of data support for sales, marketing and customer success teams is killing unicorns.
Camille Trent on How to Launch a B2B Media Company
Camille Trent says she's no longer a SaaS marketer, but the director of a B2B media company.
Leveraging Generative AI for the B2B SaaS — All you Need to Know
Generative AI has arrived, and there is no way to put the genie back inside the bottle. Here is what you need to know about this disruptive technology.
The Future of Generative AI: GPT-4, GPT-5 and Beyond
This blog post investigates the path forward for Generative AI and its profound effects on B2B companies.
Generative AI for B2B SaaS — How AI Is Transforming Sales in 2023
Discover how Generative AI is transforming the sales industry in 2023. Explore how to use AI tools to optimize lead generation, enhance customer engagement, and streamline sales processes
Leveraging Generative AI for the B2B SaaS — All you Need to Know
Generative AI has arrived, and there is no way to put the genie back inside the bottle. Here is what you need to know about this disruptive technology.
Sumeru Chatterjee on Community-Led Growth
Models and frameworks for building a B2B community that generates growth and revenue.
Camille Trent on How to Launch a B2B Media Company
Camille Trent says she's no longer a SaaS marketer, but the director of a B2B media company.
Why Community-Led Growth is SaaS’ Last Hope
While sales and product-led companies are good at acquiring new customers, they can't retain them at scale without a community.
Your Relationship with Product is Key to B2B SaaS Growth—Make It Phenomenal With These Seven Tactics
Sales must join forces with Product to accelerate new customer acquisition, improve buyer satisfaction, and increase customer retention.
7 Ways to Increase Customer Value as a Customer Success Team
Customer success is all about driving value. Here are seven ways to demonstrate the utility of your product as a Customer Success Team.
The Essential Guide to How Revenue Operations Empowers a B2B Business
What is Revenue Operations?What do Sales Teams need from Revenue Operations?9 Essential Functions of Revenue OperationsThe Untapped Potential of Revenue Operations at B2B SaaS CompaniesImmersa's vision is to democratize the use of data
How to Transition an Account within the Customer Success Team
Transitioning an account from one CSM to another is a fragile situation. Here, you'll discover the necessary steps to take in order to keep the customer relationship intact.
3 questions for CSM (Customer Success) compensation structure
Compensation is always a hot topic. We’re in the business of making money for our companies, customers and ultimately for ourselves. As leaders, designing a thoughtful compensation plan for our teams can mean everything
How to Run Effective Customer Success Cadence Meetings
While regular cadence meetings might not be as exciting as the quarterly business review, they are beneficial for several reasons and can act as the key to unlocking a customer account.
How to Build a Customer Success Team in an Established Company
Your business is growing - that's great! But now your teams are bogged down with customer service, and your churn rate is increasing because you haven't got a dedicated Customer Success team. Don't despair; you
The Secret to Company Success in B2B
Companies often get in their own way of success. They lack an intentional strategy around organizational design, goals, and incentives that can create misalignment across the core go-to-market teams: marketing, sales, and customer success. This
Revenue Growth is More Important than Happiness in Customer Success
When Customer Success was in its infancy, there was a struggle in defining the role. It was a lot of no’s: “we are not customer support” and “we are not sales”. There wasn’t
The Unicorns Are Dying: How Bad Data Affects Your Business
Lack of data support for sales, marketing and customer success teams is killing unicorns.
Why Community-Led Growth is SaaS’ Last Hope
While sales and product-led companies are good at acquiring new customers, they can't retain them at scale without a community.
The Essential Guide to How Revenue Operations Empowers a B2B Business
What is Revenue Operations?What do Sales Teams need from Revenue Operations?9 Essential Functions of Revenue OperationsThe Untapped Potential of Revenue Operations at B2B SaaS CompaniesImmersa's vision is to democratize the use of data
Overcoming Objections: Difference between Price vs. Cost
Price, without the context of value, is expensive no matter who you’re asking. If you’ve been in sales long enough, you’ve undoubtedly had a buyer tell you your price was too high.
Tactics for Revenue Driving Professionals to Vet for DEI Initiatives
Looking for a job? Don't just take the first one who accepts you. Use these tactics to vet future employees and their DEI initiatives.
Cut your SDR Churn Rate with good leadership
2020 was the kind of year that comes along once in a lifetime. It changed what we do in quite a few ways, especially with remote work becoming normalized. Right before the lockdowns hit that
How to Use Data to Coach Your Sales Reps
When it comes to coaching sales reps effectively using data, it should be about how to coach reps as individuals based on their own performance at various stages in the sales process.
How to Push Through Sales Fatigue
Sales fatigue happens to the best of us and doesn’t tend to wait around for when it would be least harmful; that’s why we will demystify this phrase and help equip you to
Tactics for Revenue Driving Professionals to Vet for DEI Initiatives
Looking for a job? Don't just take the first one who accepts you. Use these tactics to vet future employees and their DEI initiatives.
Burnout and The Art of Performance Management
Burnout. Burnout. Burnout. Burnout is real. Your team is suffering from it right now. You need a plan. Burnout and its relationship to performance management is one of the most misunderstood concepts in business today.
Women in Sales Month: A Call To Action
October is ‘Women in Sales Month.’ I didn’t know that existed until recently, but I love sales, so I had to write about it, naturally. Truthfully, I love sales in a slightly annoying “is
How to Create a Demand Generation Strategy from Scratch
So, the job was mine. They were going to announce my promotion at our next big all-hands meeting, which happened to be about a week away, and I felt giddy. All of the work I
Lessons Learned Building a Demand Generation Department
In September 2019, Sales Leadership threw out my name as a person of interest to take over our Outbound program. Back then, no one was really in charge of managing the SDR team. The original
Effects of Growing Fast in SaaS (And How to Fix Them)
All my life, I’ve worked at SaaS organizations that have gone warp speed into the fabled hypergrowth stage. If you’ve never heard the term before, the hypergrowth stage is the period in which
It's Time to Leave Sales "Bro Culture" in the Past
You fall, face down, onto your couch after your Monday back at work. Irritated, drained, and asking yourself why you should show up tomorrow. You lost a deal, again. They all made fun of you,
Three Must-Have Soft Skills Every Sales Leader Needs
TikTok and Instagram have made it abundantly clear that many of us beat boredom by picking up a new skill—archery, sourdough bread making, gardening, screenwriting, and pottery throwing all come to mind. But if
Lessons From My First 5 Years at a Tech Unicorn
Tech startups come in many forms: Bootstrapped, lifestyle, VC-backed, courting acquisition. And then there are unicorns - privately held tech companies that, through grit, luck, or magic, grow to be worth over $1 billion. In
Women in Sales Month: My Inspiration, My Mother
Women in Sales Month has been extra special this year. Running a community (vs. just being an employee at another company) has afforded me a much broader perspective on the sales world as a whole.
Company Culture, Leading Wherever You Are
Where are we now? We are all collectively experiencing a pandemic. And the pandemic is changing the game. From the C-Suite: Let’s recognize a couple of things. How we behave at work is different
Building a Remote-First Culture
Our company, Lavender, was born during the rise of remote work. It molded our culture and processes. Being remote has shaped who we are, and who we will become. It turns out, in 2020, being
Using Social Activity To Prospect Leads and Book More Meetings
Shocking to some and old news to many, social selling is a hot topic that has many moving parts to it. There’s more than one way to go about it and all have their
The Diary of a First-Time CMO: Done is Better Than Perfect
Excerpt from The diary of a first-time CMO by Alice de Courcy, a handbook for B2B marketers looking to thrive in leadership.
Personalization in a Post-Cookie World: Why Marketers Need to Rethink their Marketing Strategy
Marketers will need to shift their approach towards a cookie-less future, with a greater focus on first-party data and AI-powered solutions.
Camille Trent on How to Launch a B2B Media Company
Camille Trent says she's no longer a SaaS marketer, but the director of a B2B media company.
B2B Companies Should Not Become Media Companies - Here’s What To Do Instead
The goals of a B2B company and a media company (and how they do business) are not aligned. Saying they should be the same, creates more problems.
Why You’re Not Seeing A Positive ROI From Your Sponsored Events—And What To Do About It
Achieving ROI from your sponsored events, requires a mindset shift: from a transaction to a relationship.
How to Prevent Plagiarism When Writers Create Content for You
When plagiarism occurs, everybody involved loses. Not just the victim whose work and ideas had been stolen, but also the writer committing it, the publisher who hired or sponsored that writer, and even the reader of the plagiarized work.
The Top 5 Content Marketing Trends to Watch For in 2022
As a new year approaches, it's time to review your content marketing plan and consider a new strategy for 2022.
How To Create an SEO Strategy That Drives Revenue
If we switch the script and look at SEO as another department in growth—with growth-related KPIs and a revenue-led strategy—it can exponentially contribute to real business goals.
How to Become a Digital Marketer: Common Marketing Career Paths
Interested in a career in digital marketing? Get the rundown from several marketing professionals on how to get started.
How to Run Ads That Align with your Digital Marketing Strategy
this is the signRunning ads doesn't promise you customers, it only promises to spend your money. To be successful at paid advertising, your ads must fit within your overall digital marketing strategy. Too many businesses
The State of SEO in 2021: Insights From 15 SEO Experts
"Content marketing and SEO are inseparable. SEO demands keywords. Content marketing leverages those keywords.” — Novnish Ramesh
The State of B2B Content Marketing for SaaS in 2021
Content marketing in the B2B SaaS space has changed. Here, we take a deep dive into what's working (and what's not) for several marketing professionals in this industry.
PR KPIs: 4 Tips for Measuring PR Effectiveness
It's no surprise that the field of public relations has drastically changed since the internet was invented. However, measuring success did not evolve as quickly. Here are the PR KPIs that should be tracked in order to measure effectiveness.
The Complete Guide to Creating a Sales Enablement Program
In an ever-evolving sales climate, how can we stop putting pressure on our sales reps and give them the tools they need to sell more effectively? The answer lies in sales enablement.
Marketing Strategies That Don't Scale: The Dark Funnel Case Study
Marketers are often focused on understanding customer behavior. They make assumptions about customer journeys based on what they can see in their analytics. But, there is a lot that marketers may not be able to
Cut your SDR Churn Rate with good leadership
2020 was the kind of year that comes along once in a lifetime. It changed what we do in quite a few ways, especially with remote work becoming normalized. Right before the lockdowns hit that
How to Become a Digital Marketer: Common Marketing Career Paths
Interested in a career in digital marketing? Get the rundown from several marketing professionals on how to get started.
How to Push Through Sales Fatigue
Sales fatigue happens to the best of us and doesn’t tend to wait around for when it would be least harmful; that’s why we will demystify this phrase and help equip you to
Overcoming Objections: Difference between Price vs. Cost
Price, without the context of value, is expensive no matter who you’re asking. If you’ve been in sales long enough, you’ve undoubtedly had a buyer tell you your price was too high.
Tactics for Revenue Driving Professionals to Vet for DEI Initiatives
Looking for a job? Don't just take the first one who accepts you. Use these tactics to vet future employees and their DEI initiatives.
The Buddhist Eightfold Path of Mindful Sales Part 3: Right Intent
In this third part of an eight part series, revenue professionals learn how to use intentionality to their benefit.
4 Tips for Building a Personal Brand
Throughout the past year, coworkers have told me, “You’re building a great brand for yourself.” At first, I didn’t think much of it. I’m not an Instagram influencer or a TikTok megastar.
What One Disastrous Week in Food Service Taught Me About Marketing
Now that I am twenty years into my career, I know there are many things I am good at. Asking smart questions, marketing audits, and writing content that converts - that's my jam. But if
The Buddhist Eightfold Path of Mindful Sales Part 2: Right Understanding
Imagine the following scenario: You’re walking down a long country road on a cold winter night with nothing to light your path but the moon, tucked behind a few scattered clouds. As the road
5 Ways Sales Pros Can Help Others Find Work In 2021
Looking for work can be pretty brutal. And over the last several months, millions of people have found themselves out of work through no fault of their own. As I’ve talked with friends and
The Best Revenue-Focused Articles You May Have Missed from 2021
Since the launch of the Mag in mid-2020, we've had some incredible content come from our community. Some of the biggest names in the industry, thought leaders, and even individual contributors have given us their
Smart Personal Budgeting Can Make You Better at Sales in 2021
There is only one statistic that lives rent-free in my head. It’s this: 1 in 5 people earning $100,000 or more live paycheck to paycheck. Read that again. Twenty percent of Americans earning
Should Sales Reps Code?
I recently posted the following question in a LinkedIn poll: Do you think B2B AEs should learn to code? I’ll save you the suspense and just share the results. After 1,305 votes, 77%
5 Key Competencies Every Marketer Needs to Succeed
There’s no doubt this year has been filled with monumental change. And whenever such a change occurs on a grand scale, it means there’s an opportunity to revisit how we think, act, and
Tips for Cultivating a Hunter's Mentality in Sales
It’s Friday, March 13, 2020. The news globally is focused on COVID-19, and lockdowns are going into effect. Anyone still in the office is on edge because a virus outbreak like this has not
The Essential Guide to How Revenue Operations Empowers a B2B Business
What is Revenue Operations?What do Sales Teams need from Revenue Operations?9 Essential Functions of Revenue OperationsThe Untapped Potential of Revenue Operations at B2B SaaS CompaniesImmersa's vision is to democratize the use of data
3 questions for CSM (Customer Success) compensation structure
Compensation is always a hot topic. We’re in the business of making money for our companies, customers and ultimately for ourselves. As leaders, designing a thoughtful compensation plan for our teams can mean everything
SaaS Marketing: Top 10 B2B Strategies to Improve Conversions
Iron out Marketing StrategiesThere are a lot of SaaS companies out there, but only a few truly understand how to market their products and services. You’ve probably seen this before: A company has an
What is Alignment and How Can RevOps Help?
Alignment is one of the things that RevOps boasts as a big asset to the GTM teams. But what does alignment actually mean?
Why Generalists Make the Best RevOps Leaders 2021
Now that I think about it, I’ve always had some ADD (Attention Deficit Disorder) tendencies in me. Well, not necessarily in the clinical sense. More in the “always trying new things, multi-tasking with sporadic
How to Create Better Capacity Planning for Sales and Sales Operations
A playbook for Revenue Operations is required to support Marketing, Sales, and Customer Success successfully. Supporting the Head of Sales requires mastering The Sales 7: seven core areas: planning, territories, quotas, forecasting, incentives, systems, and
CROs and Revenue Operations: a Dynamic Duo
Companies are ten years into the journey of driving revenue performance through the office of the Chief Revenue Officer (CRO). A decade ago, the challenge laid before their feet was to drive revenue growth as
4 Revenue Experts, 4 Remarkable Growth Strategies
Revenue Operations is still a relatively new concept. In fact, if you work within that department, you will soon learn you have to be both a seasoned professional and an eager student on any given
Revenue Operations: What is it and how does it fit in businesses?
Let’s talk about Revenue Operations (RevOps). Roles for RevOps have sprung up on LinkedIn and job boards. So, it begs the question of what exactly is RevOps and how does it fit in today’
Supporting the ‘Everything Rep’ Means Doing Less, Better
Piling on the work and asking reps to do more activities won’t magically create more pipeline. Don't ask reps to do more with less. Teach them how to do less, better.
Partnerships are the Key to Differentiation in a Saturated Market—This is How You Make Them Right
Partnerships are one of the most impactful things your org can do to differentiate your product and generate net new business.
The Real Reason You’re Failing As An SDR—4 Psychological Factors
You might be lacking some key components of top performing SDRs, but it’s not your fault. There might still be some hope to turn things around.
Your Relationship with Product is Key to B2B SaaS Growth—Make It Phenomenal With These Seven Tactics
Sales must join forces with Product to accelerate new customer acquisition, improve buyer satisfaction, and increase customer retention.
Deals Are Won or Lost During Discovery — Use This Framework To Nail It Down
Deals are lost before sellers even know that the buyer is keeping score. Learn how to avoid that.
Death To The Demo: Buyers Want Something Different
Demos tend to be a frustrating experience for software buyers. Let's explore an alternative here.
5 Data-Driven Sales Strategies to Maximize Revenue
The old sales model of countless meetings and growth at all costs is gone. The era of data-driven sales is here.
5 Takeaways from Why Outbound Isn’t Working for 82% of Companies & How to Fix It
Outbound isn't working for the vast majority of companies. In this post, we explore what's going wrong and how to fix it.
The Essential Guide to How Revenue Operations Empowers a B2B Business
What is Revenue Operations?What do Sales Teams need from Revenue Operations?9 Essential Functions of Revenue OperationsThe Untapped Potential of Revenue Operations at B2B SaaS CompaniesImmersa's vision is to democratize the use of data
Cut your SDR Churn Rate with good leadership
2020 was the kind of year that comes along once in a lifetime. It changed what we do in quite a few ways, especially with remote work becoming normalized. Right before the lockdowns hit that
How to Use Data to Coach Your Sales Reps
When it comes to coaching sales reps effectively using data, it should be about how to coach reps as individuals based on their own performance at various stages in the sales process.
How to Push Through Sales Fatigue
Sales fatigue happens to the best of us and doesn’t tend to wait around for when it would be least harmful; that’s why we will demystify this phrase and help equip you to
Overcoming Objections: Difference between Price vs. Cost
Price, without the context of value, is expensive no matter who you’re asking. If you’ve been in sales long enough, you’ve undoubtedly had a buyer tell you your price was too high.
Marketing Strategies That Don't Scale: The Dark Funnel Case Study
Marketers are often focused on understanding customer behavior. They make assumptions about customer journeys based on what they can see in their analytics. But, there is a lot that marketers may not be able to
Using Social Activity To Prospect Leads and Book More Meetings
Shocking to some and old news to many, social selling is a hot topic that has many moving parts to it. There’s more than one way to go about it and all have their
Marketing Strategies That Don't Scale: The Dark Funnel Case Study
Marketers are often focused on understanding customer behavior. They make assumptions about customer journeys based on what they can see in their analytics. But, there is a lot that marketers may not be able to
Using Social Activity To Prospect Leads and Book More Meetings
Shocking to some and old news to many, social selling is a hot topic that has many moving parts to it. There’s more than one way to go about it and all have their
Sumeru Chatterjee on Community-Led Growth
Models and frameworks for building a B2B community that generates growth and revenue.
Camille Trent on How to Launch a B2B Media Company
Camille Trent says she's no longer a SaaS marketer, but the director of a B2B media company.
Nick Bennett on Event-Led Growth
Nick Bennett is an Event-Led Growth Evangelist and seasoned B2B marketer with great insights about revenue growth.
RevGenius Member Spotlight: Andrew Miller
Andrew is a long standing member of RevGenius and currently our new member onboarder! He has personally onboarded hundreds of new RevGenius members into the community.
RevGenius Member Spotlight: Ehidiamen Ebhomielen
Ehidiamen is an incredible member of RevGenius. He is heading up the EMEA chapter of RevGenius and he's a great BDM at HappierLeads.
RevGenius Member Spotlight: Cliff Simon
Cliff Simon is an active RevGenius member who participates in #revleague, answers questions from other members, and advocates for RevGenius as an ambassador. He is currently a VP of Sales at Carabiner Group and we are incredibly lucky to have such an amazing Revenue Leader in our community.
RevGenius Member Spotlight: Kate Erwin
Kate Erwin is an amazing content marketer, editor, and human. She's one of RevGenius' amazing editors and a killer Content Marketing Manager at Mailshake.
RevGenius Member Spotlight: Kelsey Calabro
Kelsey is an entrepreneur, agency owner, copywriter, and a Customer Success Manager at Dooly, all while taking time to surf and eat oysters in Maine. We're lucky to have Kelsey as a RevGenius member and working for one of our amazing sponsors, Dooly.
RevGenius Member Spotlight: Sebastien van Heyningen
Sebastien started as an SDR and ended up working at a consultancy. Now, he runs his own RevOps consultancy that is quickly scaling.
RevGenius Member Spotlight: Erin Balsa
Erin Balsa is truly the queen 👑of content marketing. She co-leads our #content-marketing-club, has created a large following on LinkedIn, and has made her company a content powerhouse. She brings all of that knowledge into
RevGenius Member Spotlight: Dale Zwizinski
When we asked Dale for a picture for this spotlight he offered us a few options including the one above and...this one 😂 It’s a great example of who Dale is. He’s goofy,
RevGenius Member Spotlight: Catie Ivey
Catie is a leader, advocate, and all-around boss. She steps into each role and responsibility with no fear and fully supports every team she’s a part of. She exemplifies that every day not just
RevGenius Member Spotlight: Wesley Ulysse
Wes Ulysse is as authentic as it gets. He’s an open book and brings that energy every day to RevGenius. Wes practices what he preaches, walks the walk, and any other idioms you’d
RevGenius Member Spotlight: Alexine Mudawar
Alexine Mudawar is a burst of energy when you talk to her—always hyping people up, sparking conversations, and increasing the enthusiasm of everyone around her. She’s also so plugged into the community. Whether
RevGenius Member Spotlight: Ben Haber
Ben has been with us since the early days of a few people sharing ideas on LinkedIn. Quickly, he stepped up to be an advocate and get dirty to build with us. As our first
How to Run Ads That Align with your Digital Marketing Strategy
this is the signRunning ads doesn't promise you customers, it only promises to spend your money. To be successful at paid advertising, your ads must fit within your overall digital marketing strategy. Too many businesses
The Proven Method for Successfully Implementing a New CRM: Part 3: (Prepare for Launch)
In our previous articles, we covered how to prepare your organization for the technology and how to prepare that tech for the organization. Now we’ll cover how to build a framework to teach your team to use these tools.
Why Clubhouse is the Most Important Social Media Network Right Now
It started with a few folks and then they invited a few more until it seemed all the major content creators and active members of the revenue community were all on board - to Clubhouse.
Hacking Tech Stacks
Up until the 2020s, it was hard to apply a strategy to blended tech stacks because frankly the revenue generation landscape
The Proven Method for Successfully Implementing a New CRM: Part 2 (The Set-Up)
We’re back with Part II of The Proven Method for Successfully Implementing a New Customer Relationship Management Database (CRM). Part I was all about preparing your organization for the tech. Part II will cover
The Proven Method for Successfully Implementing a New CRM: Part 1
Part 1: Goals, Vision, and the Implementation TeamMost companies today view a Customer Relationship Management (CRM) Platform as a much needed resource for scaling their business. Without a proper database to manage revenue-producing relationships in
The Ultimate Setup for Virtual Meetings & Presentations
It seems I struck a chord (#dadjokes) with my piece about how to soundproof your office for Zoom calls, and I've gotten a bunch of questions about the setup for the rest of my office.
2021 SaaS Trends: Where Things Are Heading and Why You Should Care
If you have worked in business, chances are you’ve used cloud-based services, commonly referred to as SaaS, short for Software as a Service. You probably have used it in your personal life too -
Sales Tech For Better Cold Emails Conversion in 2021-2022
Cold outreach can be scary sometimes. No matter how good you or your company are, at the end of the day, it’s about initiating a conversation between two strangers. Earlier in my career, I
Sales Hack: LinkedIn Videos To Close More Deals
Would you like to close more deals via LinkedIn DM’s? I’m sure you said “YES”! After talking to thousands of reps, the common theme I hear is that sending direct messages on LinkedIn
Using Social Activity To Prospect Leads and Book More Meetings
Shocking to some and old news to many, social selling is a hot topic that has many moving parts to it. There’s more than one way to go about it and all have their