List of 1k #b2b #Sales Enablement, Marketing Asset Management #LMS #CMS Sales Knowledge Management #KM #SalesEnablement #SalesEngagement #MarTech #b2bSales SaaS
Sydney, New South Wales
Joined February 2009
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I’ve been cataloging the #B2B #Sales Enablement SaaS/AI market since 2007 / open source my research since 2009: 1k+ vendors, every pivot, acquisition, & shutdown tracked. If you buy or build in #SalesEnablement #MarTech you’re probably already on the list salesenablement.wordpress.co…
Added @falcoscan salesenablement.wordpress.co…
Market Intelligence: Look up #AI products to see how crowded its market is, the rivals around it & what nearby has shut down or been bought. #FalcoScan: #Realtime #AI #marketintelligence. Track AI markets & find where to build next. #Data
Sales Enablement retweeted
a few things i’ve learned selling enterprise ai at mirage:
1. the moment a prospect sends real drawings, operational files, ERP exports, or gives us access to the people doing the work, the deal changes. before that, interest is still cheap
2. some of our best opportunities started with a very specific problem that looked small from the outside. once we got inside the workflow, we found much larger problems around it
3. we’ve learned to get much closer to the actual users early. a senior executive can start the project, but the estimator, planner, dispatcher, engineer, or operator usually tells you what will make the system useful
4. having top management behind a project makes an enormous difference. getting data, getting IT involved, organizing workshops and making decisions all happen much faster
5. pilots work much better when the customer gives us something they already know the answer to. a completed takeoff, an old tender, a known operational result. you can compare against reality instead of debating whether the output “looks good.”
6. going on-site has changed deals for us. you understand more in a few hours inside a port, mine, construction office, or logistics operation than in weeks of calls
7. some customers initially ask for one feature and end up showing us a much bigger problem once we start working together. this is why we try to understand the surrounding operation before deciding how narrow the product should stay
8. customization has helped us win early. large companies often have years of internal rules and strange ways of working. being willing to adapt around them has been a real advantage while we are still small
9. the best sign that a deployment can expand is when other teams start asking for access before you have tried to sell them anything
10. a lot of what we are building now came directly from customer work we could not have predicted from the outside. the more time we spend close to the operation, the less interested i am in guessing what enterprise software should look like from a desk – at Morocco
Sales Enablement retweeted
the entire enterprise game is expansion
getting in is by far the most arduous part
the 10X value/upside is in growing and expanding value with them
so many folks stall out at $100K-$200K /year lands
once you’re in, you’re in … they want you to be successful
note: landing at sub $100K is super dangerous. often not on exec radar/their baby — easy to cut, ignore, push to side re: limited value
#MarTech workwithpod.com joins Backstory.ai formerly People.ai workwithpod.com @PodWorkspace Launched AI copilot: Close More Deals. Faster. #Pod is joining #Backstory (formerly People ai) Backstory, Inc. 22-Sep-2026 salesenablement.wordpress.co…
Sales Enablement retweeted
most valuable sales tweet you’ll read
most salespeople are looking for some advanced closing technique when they haven’t even mastered the basics.
which is funny because the basics are usually where most of the money is being lost.
20 sales principles worth mastering:
- clarify intent. understand why they showed up before explaining what you sell.
- establish the problem. get agreement on what’s broken before offering a solution.
- investigate past attempts. find out what they’ve tried and why it didn’t work.
- sell outcomes. nobody cares about your process until they believe in the result.
- simplify the offer. three relevant benefits beat twenty features.
- understand objections. resistance is information, not an invitation to argue.
- acknowledge before responding. people listen better when they feel understood.
- diagnose price resistance. expensive compared to what?
- identify decision makers. don’t discover the real buyer after you’ve pitched.
- use better analogies. if they don’t understand it, make it simpler.
- practice out loud. knowing what to say isn’t the same as being able to say it.
- review your calls. your memory is a terrible sales coach.
- train before you struggle. don’t wait for a bad month to improve.
- study your buyer. know their problems better than your product’s features.
- respond immediately. interest has a shelf life.
- remove scheduling friction. make the next step ridiculously easy.
- secure commitments. never end a meeting with an imaginary next step.
- separate rejection from identity. a lost deal isn’t a verdict on your worth.
- fix buying friction. don’t use persuasion to compensate for a broken process.
- reinforce the decision. the sale isn’t finished when the payment clears.
the interesting part?
you could spend the next six months mastering these and probably get more value than you would from another hundred hours of sales content.
because the goal isn’t to know more about selling.
it’s to become so good at the fundamentals that the difficult stuff becomes easier.
but apparently learning another secret closing trick is more exciting than fixing the shit that’s actually costing you money.
Act-On Software, Inc. @ActOnSoftware was not acquired by #Banzai International, Inc.
Now Act-On launches prebuilt marketing automation solutions salesenablement.wordpress.co… #MarTech #Sales #Marketing #ActOn #ActOnSoftware
Sales Enablement retweeted
a round-up of startup sales thoughts:
1. having the founder involved in sales process is a natural competitive advantage
2. selling high cost things is a hell of a lot easier than selling low cost things
3. demo should never be focused on the product — focus is on how it increases/grows their influence in the organization
4. need to understand their buying process before you build/define your GTM
5. corporates build for the boss, startups/SMB build for the customer
6. when you pitch, the storyline is 1 + 1 = 10, the value needs to feel like a 'no-brainer' AND really, really different
7. $10K - $20K/year deals are NOT enterprise sales
8. tier 1 logos ARE often the early enterprise adopters for startups
9. a high win rate (>50%) is often not a positive BUT negative signal
10. smb is NOT easier than enterprise, it's radically different games of marketing OR sales
11. > 6 months enterprise sales cycle means something is off - their buying maturity, influence your champion has, etc.
12. outbound sales often has highest avg. contract value
13. in the enterprise cheapening/lowering your cost seldom impacts demand
14. moving up-market is NOT about selling more seats; it’s about delivering a complete step-change in executive value
15. the more technical your pitch, the faster you’re delegated down the chain of command
#PersistIQ by #Wishpond and #Vasco HQ Inc on the Canadian list of b2b sales enablement
@PersistIQ by @Wishpond on the #Canada list #b2b #sales enablement #GTM & #RevOps #MarTech #AI #CndTech #CdnTech #SalesEngagement #SalesEnablement #RevenueEnablement #CRM #SEP #SE Platforms
Sales Enablement retweeted
Let's go! ⚡️⚡️
The thesis is playing out remarkably well. ITAR-Free first mover advantage & fast production timelines with fat global TAM available to them who keeps making good on it.
$eos.ax
Australian defense contractor EOS, maker of the 100 kilowatt 'Apollo' high-energy laser weapon, is apparently moving into the Indian market company-announcements.afr.co…
Added @ClearskiesAi #ClearskiesAi #Clearskies #Ai
#Context layers for #Revenue AI: Clearskies “operated by #Scratchpad” @Scratchpad
salesenablement.wordpress.co…
#Context layer for #RevenueAI: #Clearskies “operated by #Scratchpad”
salesenablement.wordpress.co…
Context layers for #Revenue #AI: @ClearskiesAi “operated by @Scratchpad” #MarTech #b2b #b2bSales #CRM #KM #SalesEnablement
