Jeff Kahn

What drives up sales leadership salaries? (Hint: It’s not just job title and team headcount.) Here are the biggest factors influencing what CROs, VPs and Sales Directors earn beyond just base and bonus. 🟣 Revenue growth experience If you’ve scaled from £20m to £50m+ more than once, your value goes up. Track record of growth at this level drives up packages. 🟣 Team size vs. sales complexity Leading an enterprise team often pays more than managing a larger, transactional team. 🟣 Geographical scope Global remits typically earn more than region- or country-level roles. 🟣 Industry and customer profile Enterprise, FTSE 500 and regulated markets pay the highest 🟣 Funding and ownership VC-backed firms often pay more and include equity. Private firms may be more conservative, but often with better benefits packages, work/life balance and longer-term incentives. 🟣 Experience match If you’ve done the job before, you'll likely earn more than someone stepping up to the role. All of this (plus the latest salary and commission benchmarks) is included in our 2025 Sales Salary Index. We’ve had a slight design delay, but if you’ve already commented interested, you’re all set to receive it. Want the Sales Salary Index in your inbox when it’s ready? Comment interested below 👇

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Cold calls are dead. And no, that’s not clickbait, it’s the reality of how the best companies are growing today. The days of chasing voicemails, canned scripts, and “just following up” emails are over. The new era of sales isn’t about volume, it’s about connection. Social selling isn’t just posting a video on LinkedIn, it’s about building trust at scale. It’s about showing up consistently with insight, personality, and authenticity. Skyler Birk-Stachon and I we break down how top performing teams are shifting from hard pitches to human conversations, using content to: • ATTRACT • EDUCATE • CONVERT the right people before the first call even happens. Your prospects don’t want to be sold. They want to be understood. Stop dialing. Start connecting. Because in 2025, relationships are the new revenue.

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AI is no longer optional for sellers. It’s table stakes. I’m speaking with James Kaikis and Jody Geiger at GTMshift on: “What CROs Are Looking for in Modern Sellers”. We’ll confront the real shift happening in revenue orgs: 🟢 What skills do CROs actually insist on today 🟢How sellers who embrace AI are outperforming peers in efficiency, insight, and deal execution 🟢Why reskilling is no longer a “nice to have”, it’s a requirement for quota attainment Here’s the truth: too many GTM professionals are trying to retrofit old habits onto a new reality. If you’re a sales leader, AE, SDR, or anyone in GTM who wants to stay ahead of the curve, join us. Register in the comment below! Let’s make sure your team is prepared for tomorrow, before tomorrow arrives.

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🔎 5 Power Moves Every CRO Should Make Before 2025 Ends Sales leaders are under pressure to deliver, fast. But the smartest ones aren’t trying to do more. They’re doing what matters. Check out our latest article on the five power moves every sales org needs to drive performance in the second half of 2025. ➡ Sales team structure➡ Smarter hiring➡ Real-time coaching➡ Data-backed process➡ Repeatable execution #KFSalesEffectiveness #MillerHeiman #KFSell Read the full article → https://bit.ly/4n9yhva

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Want to attract top GTM talent? ⭐ Get crystal clear on the role. 🤓 Great candidates don’t walk away because of comp or perks. They walk away because the role feels murky. If you’re hiring GTM talent, here’s a simple checklist to sharpen role clarity: ✅ Define success clearly → What does a great 30, 60, 90 days look like? → What outcomes will this person own? ✅ Explain the “why” behind the role → Why does this role matter right now? → How does it connect to company priorities? ✅ Clarify scope and resources → What’s in their control vs. what’s not? → Who are their key cross-functional partners? ✅ Outline growth and development → What does the potential career path look like? → How will you support their learning? ✅ Align internally first → Make sure the hiring manager, team, and founders are aligned on all of the above before you post the role. What’s one thing you always look for in a great job description? I’d love to hear your non-negotiables. #HiringTips #StartupHiring #GTM #Talent #SalesHiring #CareerGrowth

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ZoomInfo is a great bellwether for B2B to sales. Here's what I learned on their earnings call last night. Beat & margin: $306 M revenue, 33 % operating margin – both ahead of guidance. Ticker makeover: Changing from ZI → GTM to signal the bigger play: a full “go‑to‑market” platform, not just a contact database. Enterprise is the engine: 71 % of sales now come from large‑cap customers; Stripe and Intuit are rolling out Copilot to hundreds of reps. They less focused on "downmarket" clients. (Good news for Seamless AI and SalesIntel.io) New toys: • Copilot (AI for sellers, AEs, CSMs) • GTM Studio (RevOps command center that blends first‑ & third‑party data). Translation: more seats, stickier accounts. Cash goes to buy‑backs: >$145 M repurchased YTD; net leverage ~2.5× and free‑cash‑flow margin north of 40 %. Big picture: ZoomInfo is betting the company on up‑market growth and AI‑powered workflows – and putting its money where its mouth is with an aggressive share‑repurchase plan.

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