Podcasts about salesloft

Transformations are everywhere—from VC-backed scale-ups to Big Tech—and sales teams are feeling it. In this Sales Performance Podcast episode, Ariane Riddell, Chief Sales Officer at Personal Group (ex-LinkedIn, BBC, Feefo), shares a people-first playbook for leading through change: embedding values that stick, resetting the first 90 days, and rebuilding commercial muscle across sales and post-sales.We dig into: redefining proposition and narrative (benefits > product), putting real foundations in (process, people, product, leadership), using enablement tools (Salesloft, Walnut, Salesforce), and moving teams from inbound-reliant to outbound-confident. Ariane's “top-down & bottom-up” framework for expansion, plus the candid reality of “love them in or love them out,” make this a must-listen for CROs and CSOs in transition.You'll learnHow to set credible 30/60/90 priorities in a messy realityWhat values do for pace, passion & professionalismBuilding outbound habits that actually stick (and why phone still matters)Coaching CS to drive land–expand with data-led plays

In this Leader Generation episode, CEO Gabe Lullo shares the playbook Alleyoop uses to turn “more pipeline” into real revenue.  You'll hear how to fix unqualified pipeline syndrome by aligning on a clear ICP, catching buyers at the right time and using the BDR function as the bridge between marketing and sales. Gabe breaks down simple rules of engagement for MQL-SQL handoffs and the feedback loops that keep everyone moving in the same direction. We also dig into what actually works right now: human-first outreach, SDRs who think like marketers and LinkedIn content that warms leads before a sales call ever happens. Gabe shows how empowering employee voices on social can fuel 40% of new business, while cutting recruiting spend and improving pipeline quality.  If you want practical ideas to get better leads, better teamwork, and better outcomes, this one's for you. Leader Generation is hosted by Tessa Burg and brought to you by Mod Op.  About Gabe Lullo: Gabe Lullo is the CEO of Alleyoop, a sales development agency working with industry giants such as ZoomInfo, Salesloft, and Adobe. He has trained over 8,000 salespeople across diverse businesses and, during his tenure in Alleyoop, he has personally hired and managed more than 1,500 SDRs. With over two decades of experience in sales, marketing, and executive recruitment, his strategies have significantly driven Alleyoop's growth and shaped its corporate culture. Beyond his career accomplishments, Gabe graduated from the Barney School of Business at the University of Hartford and his leadership ethos is rooted in cultivating environments that prioritize both professional development and individual success. About Tessa Burg: Tessa is the Chief Technology Officer at Mod Op and Host of the Leader Generation podcast. She has led both technology and marketing teams for 15+ years. Tessa initiated and now leads Mod Op's AI/ML Pilot Team, AI Council and Innovation Pipeline. She started her career in IT and development before following her love for data and strategy into digital marketing. Tessa has held roles on both the consulting and client sides of the business for domestic and international brands, including American Greetings, Amazon, Nestlé, Anlene, Moen and many more. Tessa can be reached on LinkedIn or at Tessa.Burg@ModOp.com.

Es gibt wieder einige Neuigkeiten in der Welt der IT-Sicherheit und alte Bekannte rühren erneut ihr hässliches Haupt. Allen voran die als "Chatkontrolle" bezeichnete Iniative zum "Client-Side Scanning" von Nachrichten, die der EU-Rat unter dänischer Präsidentschaft kürzlich erneut aus der Versenkung hervorholte. Fast genau ein Jahr nach dem letzten Scheitern dieser Initiative zur Aufweichung von Verschlüsselung sprechen Sylvester und Christopher erneut darüber. Auch Oracle ist bereits altbekannter "Gast" im Podcast - dieses Mal mit einer kritischen Lücke in ihrer e-Business Suite und einer äußerst unbefriedigenden Kommunikationsstrategie. Sylvester erklärt seinem Co-Host und den Hörern, was es mit Signals neuen "Post Quantum Ratchets" auf sich hat und warum diese kryptografischen Ratschen den Messenger im Quantenzeitalter sicherer machen sollen. Und dann geht es gleich quantensicher weiter, nämlich mit einer Diskussion über die Vorteile hybrider Quantenverschlüsselungssysteme zu rein quantensicheren. - Einsteiger-Themenabend zu IT-Sicherheit in Hannover: https://aktionen.heise.de/heise-themenabend - Oracles gelöschter Blogeintrag: https://nitter.net/pic/orig/media%2FG2T6vnYWEAAHcB6.jpg - Watchtowr Labs zu CVE-2025-61882: https://labs.watchtowr.com/well-well-well-its-another-day-oracle-e-business-suite-pre-auth-rce-chain-cve-2025-61882well-well-well-its-another-day-oracle-e-business-suite-pre-auth-rce-chain-cve-2025-61882/ - "Passwort", Folge 16: Die Technik hinter der Chatkontrolle - https://passwort.podigee.io/16-die-technik-hinter-der-chatkontrolle - Cloudflare-Blog zum Zertifikats-Lapsus: https://blog.cloudflare.com/unauthorized-issuance-of-certificates-for-1-1-1-1/ - SPQR: https://signal.org/blog/spqr/ - "Passwort", Folge 32: Quantencomputer und wie man sich vor ihnen schützt - https://passwort.podigee.io/32-quantencomputer-und-wie-man-sich-vor-ihnen-schutzt - DJB über Hybrid oder nicht: https://blog.cr.yp.to/20240102-hybrid.html - Folgt uns im Fediverse: * @christopherkunz@chaos.social * @syt@social.heise.de Mitglieder unserer Security Community auf heise security PRO hören alle Folgen bereits zwei Tage früher. Mehr Infos: https://pro.heise.de/passwort

In this episode of Between Product and Partnerships, Cristina Flaschen, CEO of Pandium, speaks with Nate Lee, Founder of Cloudsec.ai, about the evolving challenges of security in SaaS ecosystems, AI, and integrations. Their conversation explores lessons from real-world incidents, risk management in fast-moving environments, and the emerging landscape of AI agents.Nate's Background and Security PerspectiveWith over a decade of experience as a Chief Information Security Officer, Nate has helped scale-ups build security programs focused on AI-native startups and cloud environments. His approach is grounded in pragmatism, meaning prevention is important, but effective detection, response, and transparency are what define resilience when incidents occur.Lessons from Real-World IncidentsReflecting on recent industry breaches such as the SalesLoft incident, Nate illustrates how small misconfigurations across systems like GitHub or AWS can trigger cascading risks. Even organizations with robust security teams remain vulnerable. He emphasizes the importance of continuous monitoring, anomaly detection, and disciplined response planning as part of a company's operating DNA.Mitigation, Communication, and RunbooksFor smaller teams, Nate and Cristina highlight the value of preparation and clarity when managing incidents. Segregating responsibilities allows engineers to focus on resolving issues while communications are handled transparently and calmly by others. Tabletop exercises (simulations of potential breaches) help teams respond confidently when real situations arise. Above all, Nate underscores the need for transparent communication with customers and stakeholders. Clear, factual updates that explain what happened, its impact, and next steps build far more trust than spin or silence. Having ready-made messaging frameworks also helps reduce the stress of decision-making during high-pressure moments.AI Agents and Emerging RisksThe conversation then turns to the rapidly expanding role of AI agents in modern workflows. Nate explains that while these systems deliver tremendous efficiency gains, they also introduce new and unpredictable risks. Unlike traditional deterministic workflows, AI agents can act in unexpected ways, sometimes interpreting instructions beyond what developers intend. Threats such as prompt injection and the rise of unmonitored AI tools (or “shadow IT”) add layers of complexity. As adoption accelerates, maintaining visibility and control becomes critical.Despite these challenges, Nate remains optimistic about AI's potential. He advocates for mindful adoption (understanding the risks, their likelihood, and the potential business impact) while ensuring that innovation and productivity continue to advance responsibly.Building Trust and Future-Proofing SecurityFor Nate, trust is the foundation of security. Whether developing integrations, deploying AI tools, or managing internal systems, organizations must design processes that foster transparency, encourage safe experimentation, and promote continuous learning. Building a culture of accountability and openness not only reduces risk but also strengthens long-term relationships with customers and partners.Looking AheadNate is currently launching Trustmind, a platform that automates security due diligence and streamlines third-party risk management for organizations working with multiple vendors and integrations.For more insights on partnerships, ecosystems and integrations, visit www.pandium.comTo learn more about Cloudsec., go to https://cloudsec.ai/

#289 Strategy | Dave is joined by Sydney Sloan, Chief Marketing Officer at G2, where she's leading the charge on integrating AI into marketing, rethinking team structures, and modernizing how B2B brands build trust. Sydney brings decades of experience from companies like Adobe, Alfresco, and Salesloft, and now oversees one of the largest software marketplaces in the world.Dave and Sydney cover:How to design events that truly drive pipeline, using frameworks like “Think, Feel, Do” to plan with purposeA smarter way to measure event ROI with Sydney's “Revenue in the Room” approachHow AI is transforming the buyer journey and reshaping what modern marketing teams look likeAn episode that will leave you rethinking your marketing strategy, from the events you run to the org you build.Timestamps(00:00) - – Intro (03:08) - – The return of in-person events (06:08) - – Building community through smarter event design (08:08) - – Inside G2's “AI in Action” roadshow (11:08) - – The “Think, Feel, Do” event framework (14:08) - – Why details make or break events (17:08) - – Measuring success with “Revenue in the Room” (20:08) - – Post-event follow-up that drives results (27:43) - – How AI is reshaping the buyer journey (43:43) - – Rethinking marketing orgs for the AI era Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership***Today's episode is brought to you by Knak.Email (in my humble opinion) is the still the greatest marketing channel of all-time.It's the only way you can truly “own” your audience.But when it comes to building the emails - if you've ever tried building an email in an enterprise marketing automation platform, you know how painful it can be. Templates are too rigid, editing code can break things and the whole process just takes forever. That's why we love Knak here at Exit Five. Knak a no-code email platform that makes it easy to create on-brand, high-performing emails - without the bottlenecks.Frustrated by clunky email builders? You need Knak.Tired of ‘hoping' the email you sent looks good across all devices? Just test in Knak first.Big team making it hard to collaborate and get approvals? Definitely Knak.And the best part? Everything takes a fraction of the time.See Knak in action at knak.com/exit-five. Or just let them know you heard about Knak on Exit Five.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Here is an undeniable truth: The No. 1 reason for failure in sales is an empty pipeline, and the No. 1 reason you have an empty pipeline is that you are not doing enough prospecting. In sales, everything rests on putting qualified opportunities in your pipeline. Prospecting is the beginning and the end, alpha and omega. If you don't prospect, you will fail. That is a guaranteed truth. Each and every sales day, you must connect with prospects, engage them in meaningful conversations, and convert them into pipeline opportunities.  It's a Noisy World The problem is that we live in a noisy world in which those same prospects are being inundated with prospecting messages from dozens of other salespeople who are also attempting to get their attention.  So, if you don't stand out, you lose.  But I doubt I'm telling you anything that you don't already know. It's freaking hard to get attention when prospecting, and it's not getting easier. There are days when it feels like you could be jumping up and down in front of your prospect in a pink bunny suit while throwing hundred-dollar bills in the air, and they'd still ignore you.  The Sledgehammer Approach Is Dead One of the key reasons so many salespeople fail to break through is that their entire prospecting strategy is pounding away at prospects through a single communication channel—typically a series of automated emails sent through a sales engagement platform like Outreach or SalesLoft.  Sadly, this sledgehammer approach just doesn't work anymore. Recent data reveals that salespeople are sending as many as eight times more emails today than they did five years ago and getting just a tenth of the results.  A big reason prospects are tuning out is that AI-powered sales automation tools have scaled email prospecting activity to an extraordinary level.  In the past, writing a prospecting email involved strategic thought and taking time to craft a message that was unique to each prospect. It was a slow process, which meant salespeople sent fewer but better prospecting emails. Today, AI engines can pump out hundreds of cold email variations in seconds with shallow, and often cringeworthy, personalization that, more often than not, turns prospects off. And as AI-generated prospecting emails flood inboxes, the sheer volume of this outreach has eroded any impact from the improved efficiency.  Constant exposure to this irrelevant, repetitive AI-generated crap has left business executives exasperated. They are overwhelmed and have tuned out, turned off, and are ignoring all prospecting messages—good or bad, human or AI-generated. Break Through the Noise Most sales professionals today are desperate to find new techniques to help them break through the noise and get attention when prospecting so that they can engage in more meaningful conversations.  Most salespeople want a bigger, stronger pipeline filled with qualified opportunities. Yet many overlook one of the most powerful prospecting tools right at their fingertips: LinkedIn. Why LinkedIn, Why Now It can be argued that the moment the sales profession changed forever and the door opened to modern selling as we know it was when Alexander Graham Bell said on the very first telephone call, “Mr. Watson, come here, I want to see you.” The telephone's impact on the sales profession was profound and lasting. Then, as now, the phone remains the most efficient and effective means for conducting real-time, synchronous human-to-human conversations with prospects. Bell made his call to Mr. Watson 150 years ago. Since then, only a handful of pivotal technologies have advanced the sales profession with such impact: The automobile gave sellers the freedom to cover wider regional territories more efficiently. Air travel literally gave sales professionals wings, expanding their reach nationally and globally. The internet put unimaginable data at the fingertips of both sales professionals and buyers.

The IPO market may be slowing down, but the discipline of operating like a public company has never been more important. In this episode, CJ is joined by Chad Gold, CFO of FullStory and veteran operator with previous stints at G2, SalesLoft, and Rubicon, to discuss how capital markets and financing strategies are shifting in real time. Chad explains why more companies are staying private longer, how the rise of private credit is changing the CFO toolkit, and why building IPO-ready discipline matters even if you never go public. The conversation also dives into one of his specialties—pricing models and sales incentives—covering how seat-based, usage, and blended structures influence rep behavior, comp plans, and long-term revenue quality, as well as how the wrong incentives can quietly derail a business. Finally, Chad reflects on lessons from his early career at Home Depot and how fundamentals from retail operations still inform his instincts in SaaS today.—LINKS: Chad Gold on LinkedIn: https://www.linkedin.com/in/chadgold/Fullstory: https://www.fullstory.com/CJ on X (@cjgustafson222): https://x.com/cjgustafson222 Mostly metrics: https://www.mostlymetrics.comRELATED EPISODES:G2 CFO Chad Gold on Building A Durable Career as a Venture Backed Exec:Big Systems Thinking for Building a Finance Org: Advice From a Zoom Hypergrowth Survivor:—TIMESTAMPS:(02:14) Sponsors – Mercury | RightRev | Tipalti(06:10) What's New at FullStory(09:22) Hypotheses, Data, and Unlocking Use Cases(10:13) Early CFO Career and the Evolution of Data(11:09) From Deterministic Models to Analytics-Driven Forecasting(12:17) Cohorts, Segmentation, and Revenue Quality(13:17) Why Companies Stay Private Longer(15:28) Sponsors – Aleph | Rillet | Fidelity P.S.(19:01) Capital Flows Into Hot Sectors Like AI and Cybersecurity(20:20) More Companies Going Private Than Public(21:41) Costs and Tradeoffs of Being Public(22:46) Secondary Markets and Access to Top Companies(24:14) Staying Private Longer and CFO Planning(25:29) Keeping the Org Exit-Ready(26:10) The Rise of Private Credit(27:37) Banks vs. Venture Debt After SVB(30:47) Pricing Models Across Chad's CFO Roles(35:47) How to Incentivize Sales Reps Across Pricing Models(43:26) Lessons From Home Depot + Lightning Round—SPONSORS:Mercury is business banking built for builders, giving founders and finance pros a financial stack that actually works together. From sending wires to tracking balances and approving payments, Mercury makes it simple to scale without friction. Join the 200,000+ entrepreneurs who trust Mercury and apply online in minutes at https://www.mercury.comRightRev automates the revenue recognition process from end to end, gives you real-time insights, and ensures ASC 606 / IFRS 15 compliance—all while closing books faster. For RevRec that auditors actually trust, visit https://www.rightrev.com and schedule a demo.Tipalti automates the entire payables process—from onboarding suppliers to executing global payouts—helping finance teams save time, eliminate costly errors, and scale confidently across 200+ countries and 120 currencies. More than 5,000 businesses already trust Tipalti to manage payments with built-in security and tax compliance. Visit https://www.tipalti.com/runthenumbers to learn more.Aleph automates 90% of manual, error-prone busywork, so you can focus on the strategic work you were hired to do. Minimize busywork and maximize impact with the power of a web app, the flexibility of spreadsheets, and the magic of AI. Get a personalised demo at https://www.getaleph.com/runRillet is the AI-native ERP modern finance teams are switching to because it's faster, simpler, and 100% built for how teams operate today. See how fast your team can move. Book a demo at https://www.rillet.com/metricsFidelity Private Shares is the all-in-one equity management platform that keeps your cap table clean, your data room organized, and your equity story clear—so you never risk losing a fundraising round over messy records. Schedule a demo at https://www.fidelityprivateshares.com and mention Mostly Metrics to get 20% off.#CFOInsights #SaaSFinance #CapitalMarkets #IPOReady #RevenueStrategy #GrowthStageCFO This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit cjgustafson.substack.com

Eine Bonusfolge, weil die Themen stärker sprudeln als der Zwei-Wochen- Rhythmus vorsieht. Christopher und Sylvester sehen sich eine fortschrittliche Speicherschutztechnik in Apples neuen iPhones an und erklären, wie es um derartiges im Android-Universum bestellt ist. Außerdem reden die Hosts über einen SalesLoft-Chatbot, der Angreifern Zugriff auf diverse Salesforce-Konten verschafft hat. Und da sage noch einer, diese Bots seien zu nichts nütze. Betroffen waren ausgerechnet Infrastruktur- und Security-Unternehmen – aber die Hosts bezweifeln, dass die nun vom umfassenden Chatbot-Einsatz abrücken. - Apple MIE: https://security.apple.com/blog/memory-integrity-enforcement/ - Salesloft Opferliste: https://www.driftbreach.com/ - Chatbot fail: https://chatbot.fail/ - c't uplink zu MCP: https://heise.de/-10530901 - Folgt uns im Fediverse: - @christopherkunz@chaos.social - @syt@social.heise.de Mitglieder unserer Security Community auf heise security PRO hören alle Folgen bereits zwei Tage früher. Mehr Infos: https://pro.heise.de/passwort

Parce que… c'est l'épisode 0x635! Shameless plug 12 au 17 octobre 2025 - Objective by the sea v8 14 et 15 octobre 2025 - ATT&CKcon 6.0 14 et 15 octobre 2025 - Forum inCyber Canada Code rabais de 30% - CA25KDUX92 4 et 5 novembre 2025 - FAIRCON 2025 8 et 9 novembre 2025 - DEATHcon 17 au 20 novembre 2025 - European Cyber Week 25 et 26 février 2026 - SéQCure 2026 Notes Jaguar UK government will underwrite £1.5bn loan guarantee to Jaguar Land Rover after cyber-attack Politicos: ‘There is a good strong case for government intervention' on JLR cyberattack Jaguar Lan Rover failed to secure cyber insurance deal ahead of incidents, sources say Tata-Owned Jaguar Land Rover Delays Factory Reopening Following Major Cyber Attack Supply chain Volvo North America disclosed a data breach following a ransomware attack on it provider Miljödata Tech troubles create aviation chaos on both sides of the Atlantic European Airport Disruptions Caused by Sophisticated Ransomware Attack UK agency makes arrest in airport cyberattack investigation SIM ou trop vite sur la nouvelle The SIM Farm Hardware Seized by the Secret Service Is Also Popular With Ticket Scalpers That Secret Service SIM farm story is bogus U.S. Secret Service Dismantles 300 SIM Servers and 100,000 SIM Cards Disabling Cell Phone Towers Trump signs executive order supporting proposed deal to put TikTok under US ownership Privacy Europe's cookie law messed up the internet. Brussels wants to fix it. Bientôt la fin des bandeaux RGPD ? Comment les scammeurs exploitent vos données… via une simple recherche ChatGPT Microsoft hides key data flow information in plain sight Salesforce facing multiple lawsuits after Salesloft breach Numerous Applications Using Google's Firebase Platform Leaking Highly Sensitive Data Bouygues Telecom Edge Cisco IOS and IOS XE Software SNMP Denial of Service and Remote Code Execution Vulnerability CISA says it observed nearly year-old activity tied to Cisco zero-day attacks SonicWall releases rootkit-busting firmware update following wave of attacks Offensif New Inboxfuscation Tool That Bypasses Microsoft Exchange Inbox Rules and Evade Detection LastPass: Fake password managers infect Mac users with malware Why attackers are moving beyond email-based phishing attacks Hackers Can Bypass EDR by Downloading a Malicious File as an In-Memory PE Loader Hackers Exploit WerFaultSecure.exe Tool to Steal Cached Passwords From LSASS on Windows 11 24H2 Kali Linux 2025.3 Released With New Features and 10 New Hacking Tools New LNK Malware Uses Windows Binaries to Bypass Security Tools and Execute Malware Russia steps up disinformation efforts to sway Moldova's parliamentary vote Malicious SVGs in Phishing Campaigns: How to Detect Hidden Redirects and Payloads First-Ever Malicious MCP Server Found in the Wild Steals Emails via AI Agents Hackers Leverage AI-Generated Code to Obfuscate Its Payload and Evade Traditional Defenses Défensif Zero Trust: Strengths and Limitations in the AI Attack Era Microsoft, SentinelOne, and Palo Alto Networks Withdraw from 2026 MITRE ATT&CK Evaluations GitHub moves to tighten npm security amid phishing, malware plague Canada dismantles TradeOgre exchange, seizes $40 million in crypto Microsoft Edge to block malicious sideloaded extensions Microsoft offers no-cost Windows 10 lifeline How secure are passkeys, really? Here's what you need to know Divers et inclassable Cyber threat-sharing law set to shut down, along with US government Firewall upgrade linked to three deaths after Australian telco cut off emergency calls Collaborateurs Nicolas-Loïc Fortin Crédits Montage par Intrasecure inc Locaux réels par Intrasecure inc

Elias Torres has been building AI systems since 1999, from chatbots at IBM to co-founding Drift and now Agency. He believes businesses are caught in an expectation mismatch—demanding AI while rejecting it due to imperfection anxiety. Drawing from his experience scaling HubSpot, Elias explains why human-led customer experience doesn't scale and how Agency is building AI-first solutions that work autonomously. His contrarian approach focuses on the back-end customer experience rather than front-end AI SDRs, aiming to “deprogram the entire business world” from inefficient human-dependent processes. Hosted by: Sonya Huang and Pat Grady, Sequoia Capital Mentioned in the episode: Lookery: David Cancel's first startup that Elias joined after IBM; shut down in 2009 Performable: Elias and David's second startup, acquired by HubSpot in 2011 Drift: Elias and David Cancel's third startup, merged with Salesloft in 2024 Klaviyo: B2C CRM company started by Andrew Bialecki after working with Elias at HubSpot Secret: Short-lived anonymous messaging app that inspired one of Drift's early iterations Tatajuba: Kitesurfing destination in Jericoacoara, Brazil where Elias (briefly) considered retirement 00:00 Introduction 01:50 AI and Customer Expectations 03:36 Managing Emails with AI 07:21 Elias' Personal Journey 11:27 Early Career 14:28 Joining HubSpot and Scaling Challenges 16:31 Hiring Exceptional Talent 18:53 Founding Drift 20:27 Pivoting to Success with Drift 21:41 Drift's Chatbot Innovation 22:09 Challenges and Limitations of Drift 22:37 The Struggle with Customer Knowledge 23:09 Scaling Challenges and Lessons Learned 25:58 Rediscovering Purpose Post-Drift 28:55 The Birth of Agency 29:42 AI's Role in Customer Experience 35:13 Building a Sustainable Business Model 37:06 The Vision for Agency 38:22 Challenges and Opportunities with AI 41:22 Deprogramming and Embracing Change 43:23 Optimism for the AI Future 44:15 Closing Thoughts

Should you hire BDRs or full cycle sales reps? Mark Niemiec, CRO of Salesloft thinks companies are shifting budgets away from BDR teams. At Salesloft, they already made the switch from sales engagement platform to what they call revenue orchestration.Mark's perspective: AE-generated pipeline converts 3-4x better than BDR pipeline. He predicts the BDR role that became popular around 2012 may not exist by 2026. The economics that created the BDR boom - cheap money and abundant VC funding - are gone.Mark runs revenue for a company that serves 5,000+ customers. Salesloft has captured 5-6 billion sales data points over time. When he talks about fundamental changes in B2B sales process, you listen.Mark answers the questions sales leaders are asking: Should you cut your BDR team? How does AI account planning actually work? What's the difference between sales engagement platforms and revenue orchestration? And why do most cold pitches to CROs fail?What Mark covers:

A slightly provocative title sets the tone: the old way versus the right way. On Scrappy ABM, host Mason Cosby brings together leaders who've been in the belly of the beast—people who built ABM programs at technology vendors and across startup, mid-market, and enterprise realities. The panel aligns on a clear definition: a B2B revenue strategy that aligns marketing, sales, customer success, and rev ops around a shared target account list that reflects best customers, with data-driven decision making.From pre-COVID tool stacks (Engagio→Demandbase, Terminus, Uberflip/PathFactory, Marketo, Salesforce, LinkedIn Campaign Manager, Google Ads) to unbundled, signal-driven programs, the group contrasts platform-led decisions with strategy-first programs. Costs spiraled—$200k+ in tools and team lift pushing some stacks to $910k—while teams chased account-level intent that often came from one contact or disappeared inside the ICP filter. Today's shift centers on signals, precision, and orchestration: pick the right accounts, design plays around triggers, personalize experiences, and measure contribution, not just source. The takeaway: get the foundations right, then add tech that plays nicely together.

If you like what you hear, please subscribe, leave us a review and tell a friend!Multiple high-profile cyber incidents are impacting organizations worldwide, including ransomware attacks, data breaches, malware campaigns, and sophisticated DDoS operations. Notable events involve compromises of GitHub accounts affecting Salesloft and Drift, ransomware groups like LockerGoga, MegaCortex, and Nefilim, a massive DDoS hitting a defender platform, and breaches exposing sensitive financial and personal data in Vienna, VA, while Ukraine faces evolving Russian hacker tactics.

On this week's show Patrick Gray and Adam Boileau discuss the week's cybersecurity news, including: Apple ruins exploit developers' week with fresh memory corruption mitigations Feross Aboukhadijeh drops by to talk about the big, dumb npm supply chain attack Salesloft says its GitHub was the initial entry point for its compromise Sitecore says people should “patch” its using-the-keymat-from-the-documentation “zero day” Rogue certs for 1.1.1.1 appear to be just (stupid) testing Jaguar Land Rover ransomware attackers are courting trouble This week's episode is sponsored by open source cloud security tool, Prowler. Founder Toni de la Fuente joins to discuss their new support for Microsoft 365. Time to point Prowler at your OneDrive and Sharepoint! This episode is also available on Youtube. Show notes Blog - Memory Integrity Enforcement: A complete vision for memory safety in Apple devices - Apple Security Research Venezuela's president thinks American spies can't hack Huawei phones | TechCrunch 18 Popular Code Packages Hacked, Rigged to Steal Crypto – Krebs on Security Software packages with more than 2 billion weekly downloads hit in supply-chain attack - Ars Technica Salesloft platform integration restored after probe reveals monthslong GitHub account compromise | Cybersecurity Dive CISA orders federal agencies to patch Sitecore zero-day following hacking reports | The Record from Recorded Future News SAP warns of high-severity vulnerabilities in multiple products - Ars Technica The number of mis-issued 1.1.1.1 certificates grows. Here's the latest. - Ars Technica Cyberattack on Jaguar Land Rover threatens to hit British economic growth | The Record from Recorded Future News Cyberattack forces Jaguar Land Rover to tell staff to stay at home | The Record from Recorded Future News Bridgestone Americas continues probe as it looks to restore operations | Cybersecurity Dive Qantas penalizes executives for July cyberattack | The Record from Recorded Future News Cyber Command, NSA to remain under single leader as officials shelve plan to end 'dual hat' | The Record from Recorded Future News GOP Cries Censorship Over Spam Filters That Work – Krebs on Security Risky Bulletin: APT report? No, just a phishing test! - Risky Business Media Post by @patrick.risky.biz — Bluesky

Should your executives really be posting on LinkedIn? The short answer: yes, and in this episode, you'll find out why.In this episode of The Employee Advocacy & Influence Podcast, Lewis Gray dives into the often-overlooked role of executives on LinkedIn and how their visibility directly shapes trust, culture, and growth.Executives who are active online don't just amplify company messages; they build trust with clients, candidates, and employees. Yet many leadership teams hesitate, citing a lack of time, uncertainty about what to post, or not seeing the value. Lewis unpacks each of these blockers and reframes the conversation in terms executives actually care about: business growth, talent attraction, shareholder confidence, and authentic culture. Drawing on real-world examples from Adobe and Salesloft, he explains the “ripple effect” of executive activity on employee advocacy and brand credibility.If you've struggled to get leadership engaged in advocacy, this episode provides a clear roadmap: frameworks to make posting easier, collaborative approaches to lighten the load, and secure delegation methods that keep InfoSec teams happy. By the end, you'll know exactly how to inspire your leaders to show up online,  and why it matters more than ever.Resources:Explore DSMN8's Executive Influencer tool.Get your free CEO Content Framework here.Download The World's Biggest Employee Advocacy Study.Subscribe to The Employee Advocacy & Influence Podcast to stay ahead on employee advocacy, executive influence, and modern social strategy.

Is any publicity good publicity? On today’s News Roundup we talk about how Salesloft, which makes the Drift chat agent that’s been used as a jumping-off point for credential harvesting and data breach attacks against a bunch of big-name companies, is testing that proposition. We also discuss bugs affecting industrial refrigeration controllers, and Microsoft making... Read more »

Is any publicity good publicity? On today’s News Roundup we talk about how Salesloft, which makes the Drift chat agent that’s been used as a jumping-off point for credential harvesting and data breach attacks against a bunch of big-name companies, is testing that proposition. We also discuss bugs affecting industrial refrigeration controllers, and Microsoft making... Read more »

Hear from host Paul Spain and Julian Wendt (nWebbed) as they unpack the latest NZ Tech report, revealing the impressive growth of the tech export sector, the launch of Pātea, a new app to address gambling harm, and skepticism over massive tech investment figures from global tech giants. Other news included Amazon's Project Kuiper satellite internet progress, Philips Hue expanding into motion detection and doorbells, Google's softer-than-expected antitrust ruling, Turmp's ‘Tech dinner” and a widespread breach impacting major SaaS tools like Salesloft and Drift. Julian delves into nWebbed's darknet monitoring platform, discussing the challenges and ethics of gathering intelligence from the darkest corners of the internet. The episode wraps up with insights on best practices for digital security and a call for all New Zealanders to stay vigilant.Special thanks to our show partners 2degrees, One New Zealand, Spark New Zealand, HP, Workday and Gorilla Technology.

Meta changed its policies around researching sensitive topics — like politics, children, gender, race, and harassment — six weeks after whistleblower Frances Haugen leaked internal documents that showed how Meta's own research found that Instagram can damage teen girls' mental health. Also, Salesloft said a breach of its GitHub account in March allowed hackers to steal authentication tokens that were later used in a mass-hack targeting several of its big tech customers. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Referências do Episódionpm debug and chalk packages compromisedSalt Typhoon and UNC4841: Silent Push Discovers New Domains; Urges Defenders to Check Telemetry and Log DataAPT37 Targets Windows with Rust Backdoor and Python LoaderUnmasking The Gentlemen Ransomware: Tactics, Techniques, and Procedures RevealedBlurring the Lines: Intrusion Shows Connection With Three Major Ransomware GangsHackers breached Salesloft 's GitHub in March, and used stole tokens in a mass attackRoteiro e apresentação: Carlos CabralEdição de áudio: Paulo ArruzzoNarração de encerramento: Bianca Garcia

Cybersecurity Today: Ghost Action Campaign, SalesLoft Breach, AI Vulnerabilities, and Restaurant Security Flaws Host David Shipley discusses the latest in cybersecurity, including the Ghost Action Campaign which compromised over 3000 secrets from GitHub repositories, the SalesLoft breach affecting major cybersecurity and SaaS firms, and new research showing how large language model chatbots like GPT-4 can be manipulated easily. Additionally, ethical hackers uncover significant vulnerabilities in the digital platforms of Restaurant Brands International. The episode emphasizes the importance of securing the software development ecosystem and maintaining robust social engineering defenses. 00:00 Introduction and Headlines 00:32 GitHub Supply Chain Attack: Ghost Action Campaign 02:51 SalesLoft Breach: A Deep Dive 05:01 The Summer of Salesforce Attacks 07:19 Manipulating AI: New Research Insights 09:14 Restaurant Brands International: Security Flaws Exposed 11:21 Conclusion and Sign-Off

In this episode, we discuss a recent significant cyber attack where Palo Alto Networks experienced a data breach through their Salesforce environment due to a compromised SalesLoft drift integration. Throughout the discussion, we highlight why Salesforce, a crucial CRM platform for many businesses, is becoming a prime target for supply chain attackers. The hosts discuss […] The post Salesforce Under Fire: The Salesloft Drift Supply-Chain Breach appeared first on Shared Security Podcast.

Register for FREE Infosec Webcasts, Anti-casts & Summits – https://poweredbybhis.com00:00 - PreShow Banter™ — It's 8ft skeleton season.02:18 - BHIS - Talkin' Bout [infosec] News 2025-09-0203:07 - Story # 1: Salesloft breached to steal OAuth tokens for Salesforce data-theft attacks07:35 - Story # 2: DSLRoot, Proxies, and the Threat of ‘Legal Botnets'13:46 - Story # 3: Attackers Abuse Velociraptor Forensic Tool to Deploy Visual Studio Code for C2 Tunneling17:44 - Story # 4: Ransomware crooks knock Swedish municipalities offline for measly sum of $168K19:39 - Story # 5: As crippling cyberattack against Nevada continues, Lombardo says ‘we're working through it.'20:56 - Story # 6: Citrix forgot to tell you CVE-2025–6543 has been used as a zero day since May 202522:43 - Story # 7: NetScaler ADC and NetScaler Gateway Security Bulletin for CVE-2025-7775, CVE-2025-7776 and CVE-2025-842425:20 - Story # 8: First known AI-powered ransomware uncovered by ESET Research30:00 - Story # 9: In the rush to adopt hot new tech, security is often forgotten. AI is no exception32:06 - Story # 10: TransUnion suffers data breach impacting over 4.4 million people34:17 - Story # 11: ChickenSec FollowUp: Artificial Intelligence: The other AI35:20 - Story # 12: They weren't lovin' it - hacker cracks McDonald's security in quest for free nuggets, and it was apparently not too tricky39:29 - Identify the birds you see or hear with Merlin Bird ID40:04 - Story # 13: Detecting and countering misuse of AI: August 202551:31 - Story # 14: I'm a Stanford student. A Chinese agent tried to recruit me as a spy

Enjoying the content? Let us know your feedback!Today we're unpacking one of the most significant supply chain attacks of 2025 - the Salesloft-Drift OAuth breach that sent shockwaves through the enterprise software world.We'll explore how a compromise at one marketing company led to data theft at some of the biggest names in cybersecurity and technology. We'll break down the technology at the  heart of it all - i.e. those digital keys that let applications talk to each other - and examine how threat actors turned them into free passes for corporate data theft.https://cloud.google.com/blog/topics/threat-intelligence/data-theft-salesforce-instances-via-salesloft-drift- https://krebsonsecurity.com: The Ongoing Fallout From- A Breach At AI Chatbot-Maker SalesloftBe sure to subscribe! You can also stream from https://yusufonsecurity.comIn there, you will find a list of all previous episodes in there too.

Dennis and Lindsey talk through the continuing fallout of the Salesloft Drift incident (2:05) in light of the disclosure of several new companies that are involved, including Cloudflare, which published an excellent post-mortem on the intrusion. Then they discuss the new Shared Vision of SBOM for Cybersecurity published by CISA, NSA, and many foreign government cybersecurity agencies, and talk about why  this is coming out now (17:54).

In the secure news: Automakers respond to Flipper Zero attacks More on the unconfirmed Elastic EDR 0-Day When Secure Boot does its job too well Crazy authenitcation bypass Hacker ultimatums AI Slop Impatient hackers Linux ISOs are malware Attackers love drivers Hacking Amazon's Eero, the hard way Exploits will continue until security improves The Salesloft breach TP-Link Zero Days US DoD using Russian software? The Lasagna DoS attack Visit https://www.securityweekly.com/psw for all the latest episodes! Show Notes: https://securityweekly.com/psw-890

Most brands talk about standing out. Very few actually do it. The ones that win are the ones willing to take a swing, sometimes even a wild one.That's exactly what GoDaddy did with the “Act Like You Know” campaign, a Super Bowl ad that became a cultural moment because of its boldness. In this episode, we explore the marketing lessons behind it with special guest Sydney Sloan, Chief Marketing Officer at G2.Together, we explore what B2B marketers can learn from emotional storytelling, influencer culture, and why building brand in the age of AI requires creativity, boldness, and a willingness to have a little fun.About our guest, Sydney SloanSydney Sloan is a visionary marketing leader with a track record of driving growth and innovation in the tech industry. As CMO of G2, the world's largest and most trusted software marketplace, Sydney is at the forefront of shaping the company's strategic direction. Sydney previously held CMO roles at compliance automation software company Drata, sales tech leader Salesloft, and cloud content management visionary Alfresco.What B2B Companies Can Learn From GoDaddy's “Act Like You Know” Campaign:Take bold swings. Safe marketing doesn't get noticed. To capture attention, B2B brands have to be willing to step outside the comfort zone and take real creative risks. As Sydney shared, “Take a big swing. Go do something outside of your comfort zone.” Boldness is the difference between blending in and breaking through.Your brand is the moat. With paid tactics getting harder, brand is the lasting advantage. It's not about clicks or keywords anymore. It's about the emotional connection people feel. As Sydney says, “Brand is right. It's the emotional connection that you actually build between a brand, which is not a person… and the audience.” In the age of AI, trust and resonance are the true differentiators.Influencers aren't just for B2C. Big-budget companies might hire celebrities, but every B2B brand can find ways to put people at the center of their story. It's about connection, not just reach. Sydney explained, “You can still use influencers, you can still have people connecting to people and doing it in creative ways.” In B2B, credibility often comes best through people, not platforms.Quote“We gotta go back and invest in brand. And what does that mean, and how do I do it? It's not the old playbook. That thing is gone. Display, out the windows. Google search, out the window. We are all at the starting line together. And whoever's the most creative and figures out this new era we're in has an unfair advantage.”Time Stamps[00:55] Meet Sydney Sloan, CMO at G2[01:17] Why GoDaddy's “Act Like You Know” Campaign[03:55] The Role of Influencers in B2B Marketing[11:39] The Role of CMO at G2[13:19] Understanding GoDaddy's “Act Like You Know” Campaign[19:32] B2B Marketing Lessons from GoDaddy's “Act Like You Know” Campaign[33:29] The Power of Creative Marketing[37:50] Final Thoughts and TakeawaysLinksConnect with Sydney on LinkedInLearn more about G2About Remarkable!Remarkable! is created by the team at Caspian Studios, the premier B2B Podcast-as-a-Service company. Caspian creates both nonfiction and fiction series for B2B companies. If you want a fiction series check out our new offering - The Business Thriller - Hollywood style storytelling for B2B. Learn more at CaspianStudios.com. In today's episode, you heard from Ian Faison (CEO of Caspian Studios) and Meredith Gooderham (Head of Production). Remarkable was produced this week by Jess Avellino, mixed by Scott Goodrich, and our theme song is “Solomon” by FALAK. Create something remarkable. Rise above the noise.

The Cybercrime Wire, hosted by Scott Schober, provides boardroom and C-suite executives, CIOs, CSOs, CISOs, IT executives and cybersecurity professionals with a breaking news story we're following. If there's a cyberattack, hack, or data breach you should know about, then we're on it. Listen to the podcast daily and hear it every hour on WCYB. The Cybercrime Wire is brought to you Cybercrime Magazine, Page ONE for Cybersecurity at https://cybercrimemagazine.com. • For more breaking news, visit https://cybercrimewire.com

Fintech foils bank heist NotDoor backdoor Salesloft-Drift impact continues drifting Huge thanks to our sponsor, ThreatLocker ThreatLocker® is a global leader in Zero Trust endpoint security, offering cybersecurity controls to protect businesses from zero-day attacks and ransomware. ThreatLocker operates with a default deny approach to reduce the attack surface and mitigate potential cyber vulnerabilities. To learn more and start your free trial, visit ThreatLocker.com/CISO. Find the stories behind the headlines at CISOseries.com.

In the secure news: Automakers respond to Flipper Zero attacks More on the unconfirmed Elastic EDR 0-Day When Secure Boot does its job too well Crazy authenitcation bypass Hacker ultimatums AI Slop Impatient hackers Linux ISOs are malware Attackers love drivers Hacking Amazon's Eero, the hard way Exploits will continue until security improves The Salesloft breach TP-Link Zero Days US DoD using Russian software? The Lasagna DoS attack Show Notes: https://securityweekly.com/psw-890

In the secure news: Automakers respond to Flipper Zero attacks More on the unconfirmed Elastic EDR 0-Day When Secure Boot does its job too well Crazy authenitcation bypass Hacker ultimatums AI Slop Impatient hackers Linux ISOs are malware Attackers love drivers Hacking Amazon's Eero, the hard way Exploits will continue until security improves The Salesloft breach TP-Link Zero Days US DoD using Russian software? The Lasagna DoS attack Visit https://www.securityweekly.com/psw for all the latest episodes! Show Notes: https://securityweekly.com/psw-890

In the secure news: Automakers respond to Flipper Zero attacks More on the unconfirmed Elastic EDR 0-Day When Secure Boot does its job too well Crazy authenitcation bypass Hacker ultimatums AI Slop Impatient hackers Linux ISOs are malware Attackers love drivers Hacking Amazon's Eero, the hard way Exploits will continue until security improves The Salesloft breach TP-Link Zero Days US DoD using Russian software? The Lasagna DoS attack Show Notes: https://securityweekly.com/psw-890

On this week's show Patrick Gray and Adam Boileau discuss the week's cybersecurity news, including: The Salesloft breach and why OAuth soup is a problem The Salt Typhoon telco hackers turn out to be Chinese private sector, but state-directed Google says it will stand up a “disruption unit” Microsoft writes up a ransomware gang that's all-in on the cloud future Aussie firm hot-mics its work-from-home employees' laptops Youtube scam baiters help the feds take down a fraud ring This episode is sponsored by Dropzone.AI. Founder and CEO Edward Wu joins the show to talk about how AI driven SOC tools can help smaller organisations claw their way above the “security poverty line”. A dedicated monitoring team, threat hunting and alert triage, in a company that only has a couple of part time infosec people? Yes please! This episode is also available on Youtube. Show notes The Ongoing Fallout from a Breach at AI Chatbot Maker Salesloft – Krebs on Security Salesloft: The Leading AI Revenue Orchestration Platform Palo Alto Networks, Zscaler customers impacted by supply chain attacks | Cybersecurity Dive The impact of the Salesloft Drift breach on Cloudflare and our customers China used three private companies to hack global telecoms, U.S. says CSA_COUNTERING_CHINA_STATE_ACTORS_COMPROMISE_OF_NETWORKS.PDF Google previews cyber ‘disruption unit' as U.S. government, industry weigh going heavier on offense | CyberScoop Ransomware gang takedowns causing explosion of new, smaller groups | The Record from Recorded Future News Hundreds of Swedish municipalities impacted by suspected ransomware attack on IT supplier | The Record from Recorded Future News Storm-0501's evolving techniques lead to cloud-based ransomware | Microsoft Security Blog The Era of AI-Generated Ransomware Has Arrived | WIRED Between Two Nerds: How threat actors are using AI to run wild - YouTube Affiliates Flock to ‘Soulless' Scam Gambling Machine – Krebs on Security UK sought broad access to Apple customers' data, court filing suggests ICE reactivates contract with spyware maker Paragon | TechCrunch WhatsApp fixes 'zero-click' bug used to hack Apple users with spyware | TechCrunch Safetrac turned staff laptops into covert recording devices to monitor WFH Risky Bulletin: YouTubers unmask and help dismantle giant Chinese scam ring - Risky Business Media

Two YouTube channels help dismantle a Chinese scam operation, Cloudflare, Zscaler, and Palo Alto disclose Salesloft-related breaches, a ransomware attack disrupts vehicle production at Jaguar Land Rover, and we have a new record DDoS attack. Show notes Risky Bulletin: YouTubers unmask and help dismantle giant Chinese scam ring

pdf-parser: All Streams Didier released a new version of pdf-parser.py. This version fixes a problem with dumping all filtered streams. https://isc.sans.edu/diary/pdf-parser%3A%20All%20Streams/32248 Salesloft Drift Putting OAuth Tokens at Risk OAuth tokens used by Salesloft Drift users to provide access to integrations with Salesforce, Google Workspace, and others have been compromised and heavily abused for additional compromise and large-scale data exfiltration from exposed services. https://cloud.google.com/blog/topics/threat-intelligence/data-theft-salesforce-instances-via-salesloft-drift Velociraptor incident response tool abused for remote access Attackers are using the open source incident response tool Velociraptor to access remote systems in breached networks. Tools like Velocitraptor are ideal for attackers to perform lateral movement. https://news.sophos.com/en-us/2025/08/26/velociraptor-incident-response-tool-abused-for-remote-access/ Default Password in NeuVector (Rancher Desktop) SuSE fixed a default password vulnerability in NeuVector, a security tool included in Rancher Desktop. https://github.com/neuvector/neuvector/security/advisories/GHSA-8pxw-9c75-6w56

Infosec Decoded Season 5 #69: Salesloft BreachWith Doug Spindler and sambowne@infosec.exchangeLinks: https://samsclass.info/news/news_090225.htmlRecorded Tue, Sep 2, 2025

If you like what you hear, please subscribe, leave us a review and tell a friend!North Korea's APT37 is deploying RokRAT in phishing campaigns against academics. Android devices are being targeted by Brokewell malware spread via fake TradingView ads. A new zero-click exploit is reportedly being used to hack WhatsApp users. MathWorks confirmed a cyberattack that exposed user data. A fraudster stole over $1.5 million from Baltimore. Google warned that a Salesloft breach impacted some Workspace accounts. Amazon dismantled Russian APT29 infrastructure used for attacks. Microsoft will enforce MFA for Azure resource management in October. Apple hinted that the iPhone 17 may eliminate the physical SIM card.

FEMA's IT staff fired over an alleged breach, WhatsApp patches a zero-day, the Salesloft breach impacted more than just Salesforce, and a scammer steals $1.5 million dollars from the city of Baltimore. Show notes Risky Bulletin: Noem fires FEMA IT team over alleged cybersecurity failures

If you like what you hear, please subscribe, leave us a review and tell a friend!

The FCC removes 1,200 voice providers from the US phone network, a cyberattack shuts down Nevada's state government services; hackers breach Salesloft and pivot into Salesforce accounts, and Citrix patches yet another zero-day. Show notes Risky Bulletin: FCC removes 1,200 voice providers from US phone network

Sydney Sloan – CMO of G2, a leading software marketplace for businesses to discover, review, and manage technology solutions. She has extensive experience in customer marketing, community building, and scaling B2B SaaS companies. Formerly at Adobe, SalesLoft, and other high-growth companies, she's recognized as a champion of customer advocacy.

What happens when your advocacy program secures C-suite buy-in, launches team by team, and leads with value? You 10X your brand reach in a year.In this episode, Lewis Gray and Elliot Elsley speak with Heather Wiita, Senior Brand and Social Media Manager at Salesloft, about how their employee advocacy program evolved from a pilot to a powerhouse.Heather shares how they strategically launched their program with DSMN8, starting small and rolling out by department to cater to varying levels of social media comfort. She explains the critical role of executive sponsorship and how leaders actively promote advocacy by showing, not just telling, their teams why it matters.You'll hear how Heather and her team crafted content that empowered employees to share their perspectives, maintained high engagement with Slack integration, and fostered a culture of authentic brand representation. Additionally, the episode explores what truly motivates employees to stay: personal value, recognition, and achieving meaningful outcomes.Whether you're starting from scratch or trying to scale your program, this conversation is packed with lessons on making advocacy stick.Be sure to subscribe to stay informed about more insights from marketing leaders shaping the influence of advocacy. 

In episode 5 of Platform Builders, Christine Spang and Isaac Nassimi chat with Scott Mitchell, former CTO of Salesloft, about the challenges and triumphs of scaling a high-growth B2B SaaS company. Scott shares his experiences navigating hyper-growth, from tackling critical infrastructure bottlenecks to fostering a culture of adaptability. They also explore the evolution of sales technology and the impact of AI on the future of sales engagement.

Gabe Lullo is the CEO of Alleyoop, a sales development agency working with industry giants such as ZoomInfo, Salesloft, and Adobe. He has trained over 8,000 salespeople across diverse businesses and, during his tenure at Alleyoop, he has personally hired and managed more than 1,500 SDRs. With over two decades of experience in sales, marketing, and executive recruitment, his strategies have significantly driven Alleyoop's growth and shaped its corporate culture. Beyond his career accomplishments, Gabe graduated from the Barney School of Business at the University of Hartford and his leadership ethos is rooted in cultivating environments that prioritize both professional development and individual success. What you will learn Why great salespeople don't always sound like salespeople—and how authenticity wins. How AI tools are being used in sales for real-time call scoring, objection handling, and personalized prospect research. Why content + cold calls is the winning combo in modern sales (and why email is losing power). How LinkedIn content builds social proof—and what not to do when connecting with potential clients. How Gabe built a successful sales agency by spotting a gap in lead generation and training SDRs with AI-powered support.

In this episode of Sales Tech Deep Dive, we sit down with Abhijit Mitra, CEO of Outreach, to explore the rapidly evolving landscape of sales technology. Mitra shares his journey from leading enterprise software initiatives at Oracle, SAP, and ServiceNow to joining Outreach in 2023. He discusses how Outreach has expanded beyond sales engagement into conversation intelligence, deal management, and AI-driven forecasting, unifying once-disparate categories like sales engagement, Salesforce automation, and revenue intelligence into a $25 billion and growing market. Mitra highlights Outreach's differentiation as a "system of action", leveraging AI to streamline sales workflows, automate repetitive tasks, and provide real-time insights to sales teams. He also introduces AI-powered sales agents that proactively assist reps with prospecting and account research, reducing manual effort and improving efficiency. Additionally, he shares Outreach's broader industry focus, expanding from high-tech to telecommunications, financial services, and global enterprise customers like Siemens. The conversation also touches on the future of AI in sales, debunking misconceptions about Outreach as merely a prospecting tool, and how AI-driven workflows will reshape sales execution. Mitra envisions a world where AI partners with sales professionals, enabling them to focus on strategic conversations and relationship-building rather than administrative tasks. For those interested in learning more about Outreach, Mitra invites listeners to visit the company's newly revamped website and engage with their AI-powered SDR team. outreach.io Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

If you've hung around me for longer than five minutes, you've heard me say that sales is about talking with people. The fact is, the more people you talk with, the more you'll sell. The good news is that there are lots of people to talk with to make a sale. The problem is, far too many salespeople have quit talking with people. Email Prospecting Has Suddenly Stop Working Instead they keep prospects and customers at arms length through asynchronous communication channels like email - especially when prospecting.  They lean on email because it's easier to hide behind a keyboard than pick up the phone and face rejection. But here's the cold, hard truth: Email as a prospecting channel has suddenly stopped working.  Recent data indicates that salespeople today are sending three to eight times more emails than they were just a couple of years ago … yet they're getting only a tenth of the response.  Let that sink in for a moment. Three times more email and a tenth of the response. These days you can send your prospecting emails dressed up in a pink bunny suit, riding a unicorn, tossing hundred dollar bills in the air and prospects are still going to ignore you.  Essentially salespeople and their AI minions are banging out more and more email to make up for the lower response rates leading to a vicious cycle of diminishing returns. At this point, for all intents and purposes, email prospecting is dead.  The Decline of Email Prospecting  What happened?  In the past, crafting cold email involved strategic thought and personalized messages unique to each prospect. It was a slow process which meant salespeople sent fewer but more effective prospecting emails that were at least tolerable for prospects.  If your email didn't connect, your prospect would just delete it and, sometimes, at least respond that they were not interested.  The slow decline of email as a prospecting channel began 10 years ago with the advent sales engagement platforms like OutReach and SalesLoft. These platforms opened the door to reps to send streams of automated emails in multi-step cadences at the push of a button. Then two years ago, AI burst onto the scene and suddenly everything changed. A legion of enterprising tech entrepreneurs promised magical prospecting engines that would “replace” salespeople altogether. Just push a button and AI does the hard work to fill the pipeline. All Prospecting Email is Suspicious  These AI apps churn out prospecting emails using “hyper-personalization,” scraping tokens off your LinkedIn profile, grabbing a crumb of information from your Facebook feed, and slapping that into an email to make it look human.  But here's the problem: buyers aren't stupid. The second they sniff out that a robot is behind the curtain, it completely turns them off. People don't like to be manipulated — especially by AI. Once they realize they've been duped by AI, they trust nothing else in their inbox.  And because AI can send emails 24/7 — relentlessly — without taking a coffee break or a vacation, inboxes have been flooded with this shallow AI-generated drivel.  The reality is that these platforms are basically spam machines that turned the slow decline of email prospecting into a fast moving avalanche of pain. These AI powered sales automation tools have scaled email volume to an extraordinary and unsustainable level. The deluge of AI generated email has led to a phenomenon called the Great Ignore in which all prospecting messages — good or bad, human or AI generated — are cast into the same bucket and ignored by the prospects. Sales Prospecting Cynicism Buyers are drained, exasperated, and exhausted with this crap. I talk to decision-makers every day who say, “I don't open any email from someone I don't already know anymore. I just delete it. I don't have time for that.” And if they do open your email and see it's obviously AI text, rather than just deleting your email,

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Not all prospects offer equal opportunity, so how do you identify and prioritize your accounts, and then message them in a way that gets a response?Charlotte Johnson, top Account Executive at Salesloft, shares her methods of strategically tiering accounts and developing tier-specific messaging that gets results. Charlotte will reveal how she evaluates prospect potential beyond company size and name recognition and develops targeted outreach strategies based on meaningful opportunity indicators.You'll Learn:How to evaluate and tier accounts based on opportunity potentialTechniques for focused outreach, using strategic research and insightsSpecific messaging strategies that consistently drive engagementThe Speakers: Will Aitken and Charlotte JohnsonIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfoLooking to up your sales skills?Sales Training for YOU: Use code SELLBETTER to save $200 off your yearly membershipSales Training for your TEAM

Chris Nagy's finance career began with a foundation in problem-solving, influenced by his early passion for math and logic. He started in commercial finance, focusing on pricing and market dynamics, which shaped his understanding of value differentiation and operational efficiency. His experience included IPO readiness, strategic planning, and time at BlackRock, where he gained insights into large-scale finance operations. Relationships played a key role in his ascent, with his first CFO role stemming from a decade-old professional connection. Over his career, he has navigated diverse roles, blending strategic planning and finance to drive business success.Episode Highlights:Balancing Growth and Profitability: Focuses on aligning growth with sustainable profitability to ensure long-term success.Data-Driven Decision-Making: Builds from reliable data to generate insights and drive performance.Cross-Functional Collaboration: Partners with key teams to align efforts and enhance efficiency.Agility in Dynamic Markets: Adapts quickly to market changes using driver-based models and actionable insights.Learn more about Chris Nagy's Career Journey: Visit Us