Chad Knutson

Sales leaders need clear, actionable insights to coach effectively and drive results (and that starts with data) 👇 Greg Baumann, Senior Director of Enterprise Sales, walks through how he uses Outreach reporting to understand team performance and stay ahead of the curve. Whether you're tracking pipeline creation, meeting hold rates, or persona engagement, learn how to make the most of Outreach’s reporting tools. Get ready to lead with confidence 😎

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As a budding startup, how do you build confidence amongst your salespeople? Take a page out of our CRO Stevie Case's playbook and facilitate a little "confidence osmosis."👩‍🔬 In Vanta's early days, we had a few sellers who got really good at navigating competitive deals by listening to calls, talking to customers, and figuring out what worked. So we started adding them to other team members' calls. Soon, something interesting happened: Almost all other AEs started asking for them on their calls too. Why? Because when they joined, deals closed. 💸 Eventually, that confidence spread team-wide. No fancy enablement deck required. Listen to the full episode of Jack Altman's Uncapped Podcast with our CEO Christina Cacioppo: https://bit.ly/4m20pzx

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Your sales pipeline isn't just a nice-to-have—it's your financial lifeline during tough times. 💪 Ready to build a recession-proof pipeline that keeps revenue flowing? Our guide breaks down exactly how to do it. → https://bit.ly/3wSYQj8

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In this week’s Onsite Hour, we dug into one of the most urgent and misunderstood questions in SaaS today: How do you monetize AI features without risking adoption, losing trust, or stalling growth?   It’s a question nearly every product and GTM leader is grappling with. Pricing too early can backfire. Pricing too late leaves money on the table. And most buyers still aren’t sure how to evaluate usage, value, or ROI.   Led by Insight’s Ethan DeSilva and Irrational Labs' Cofounder and CEO, as well as behavioral economist, Kristen Berman, this session broke down the strategic tradeoffs, packaging and pricing strategies, and behavioral science that top teams are using to unlock AI monetization without slowing down adoption or usage.   We covered:   🧠 Accelerate adoption by packaging limited AI usage into base plans. This strategy exposes the value of the feature and sets the foundation for monetization down the line. 🧠 Drive first use with reverse trials, limited free usage, and embedded prompts. These tactics let users experience the value of AI before they’re asked to commit. 🧠 Design for behavior change using principles like co-creation (“add an egg”), constrained use cases, and immediate rewards. These shifts make AI features easier to try—and stickier to keep using. 🧠 Simplify pricing early to build trust and reduce friction. Teams are using hybrid models to make it easy for buyers to say yes — then layering in sophistication as adoption scales. 🧠 Build confidence by meeting buyers where they are. Bundling limited AI into existing tiers or offering predictable pricing helps overcome hesitation and can be a competitive advantage.   The smartest teams are playing the long game: drive usage, prove value, then monetize with precision. If your 2025 roadmap includes shipping or monetizing AI features, keep these takeaways in mind as you scale.   Want to join a company building out an effective #genAI monetization strategy? Explore 2k+ open roles across our portfolio where teams are turning behavioral insights into real pricing power. https://lnkd.in/eQ9SSwf2

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The difference between "partner attached" and "partner advantaged" isn't just semantics—it's the key to unlocking scalable partner revenue. Most CROs track partner attachment rates as a success metric. But here's the problem: attachment doesn't equal advantage. Partner Attached = Partner associated with an opportunity Partner Advantaged = Partnership contributes to winning through specific, measurable actions The shift changes everything: ❌ Old question: ""Could we have closed this deal without the partner?"" ✅ New question: ""Did we win bigger, faster, and with more confidence because of the partner?"" Traditional Sales Process limitations: Generic account targeting Limited decision-maker access Single-vendor credibility Price-centered negotiations Standard procurement cycles Partner Advantaged Process delivers: ⭐ AI-powered partner recommendations ⭐ Partner-enabled access to Economic Buyers ⭐ Combined partner credibility & proof points ⭐ Joint value propositions ⭐ Simplified marketplace transactions The result? Higher win rates, larger deals, faster cycles, and access to new budgets. As Steve Lucas from Boomi puts it: ""Partner Advantaged Process versus direct sales is about control versus scale. You can maintain predictability while leveraging your ecosystem."" By leveraging AI, the Partner Advantaged Sales Process shifts partnering strategy from a limited relationship model (two companies, one relationship) to an expansive account model (one company, 1,000 accounts, infinite partner influence opportunities). Ready to transform partnerships from cost centers to revenue engines? 📖 Learn the complete Partner Advantaged framework in our new ebook: https://bit.ly/41o0tl2 #PartnerAdvantage #PartnerEcosystem #RevenueGrowth #SalesStrategy

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Juggling disconnected tools? That’s time you’ll never get back. Go-to-market teams move fast, and the last thing they need is nine different platforms slowing them down. Eric Olson, CMO at Cority, shares how ZoomInfo unites every part of their GTM strategy, connecting the back end to the front lines so his team can: ✔️ Access the right data ✔️ Spot the signals that matter ✔️ Deliver the right message at the right time When your GTM stack works as one, your team can focus less on managing tools and more on driving measurable growth.

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