Mallory Pittinger

The best sales reps I know run their business like a mini-GM. Tight app rigor Clean pipeline Clear next steps Solid internal reporting Because when the basics are locked down, they free up time for what really moves the needle: strategy. They’re not chasing down next steps, scrambling to update Salesforce, or trying to explain away gaps in the forecast. They’re building deal strategy, shaping executive narratives, and influencing the customer’s buying process. Sales is chaotic enough — don’t add to it with sloppy process. Discipline buys you freedom. #SalesExcellence #EnterpriseSales #PipelineManagement #SalesLeadership #Forecasting

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Presales Leader: “We want to show our impact.” Homerun: “How are you sharing your presales data across the org?” Presales Leader: “We have 3 SE fields in SFDC.” Homerun: “We need to chat…” Your SE/SC/SA team learns incredibly value information as they work their deals. That means you should be sitting on TONS of 'presales data' that no one else in your company has… but everyone wants. Examples? ----- 💰 SALES: What are the technical blockers putting deals at risk so we can strategize before we lose them? 🛠️ PRODUCT: What are the product gaps that are losing us deals so we get you work-arounds before we lose them... and so we can prioritize our roadmap to be more competitive? 🤝 POST-SALES / CUSTOMER SUCCESS: We want a pre-sales to post-sales transition that doesn't kill all the goodwill that you built up getting them to close... so tell us EVERYTHING you did, showed, talked about, tested, proved, are concerned about, and committed to during the entirety of the technical sales cycle! We want it ALL! 👋 PRODUCT MARKETING: What defines good vs. bad ‘technical fits’ to guide our ICP definitions, collateral creation, and lead gen efforts? 📈 C-SUITE: How can we close more deals, faster as a company to hit our revenue targets and growth goals? ----- You have the Presales Data to help all these teams be more successful… so… 💬 Share it 💪 Make an impact 💸 Show your value 🪑 Earn your seat at the table ----- Not sure how to capture all this presales data? Or even what data to capture? Worried about adding ‘admin burden’ to your SE/SC/SA team? Request a demo of Homerun Presales and let us show you the way: https://lnkd.in/g_85xBB2 There’s a reason Homerun is the #1 presales platform... that customers call Homerun "world-class presales in-a-box" with all the ‘presales AI’ you need... that we have an 8-year track record of success working with your fellow presales peers from publicly-traded companies to startups. Let’s chat. 😎

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.@Salesforce’s Qualified acquisition strengthens its agentic GTM vision where it matters most: the last mile of engagement. AI agents that qualify, book meetings, and capture first-party intent before prospects hit the CRM accelerate pipeline and personalization. Read more by Martin Schneider : https://bit.ly/3N6pgpo

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Reps spend too much time prepping and not enough time selling. SugarCRM cuts that down with one screen showing key account insights, open tasks, and smart reminders—so reps are ready in seconds, not scrambling for context. 📽️ Here’s how your team can save hours every week.

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🤝 Pumped to officially share our Consensus partnership with Gong 💨 Sales teams want to move fast. Presales teams need consistency and control. Too often, those goals compete. This partnership fixes that. 🕣 We are creating intent and buying signals across synchronous and asynchronous buying motions like never before! 🔗 With Consensus + Gong, reps can build and send personalized, presales-approved demos directly inside Gong—and everyone gets visibility into what buyers actually engage with. 🚦Less friction. Better signal. Stronger follow-up. 🙌 This is what a modern revenue workflow should look like. Excited for what this unlocks for our teams and our customers. Huge thanks to Patrick Burke and the whole Gong team for their collaboration, imagination and a genuine desire to deliver the revenue engine of the future. I’m delighted Let’s go Deirdre Sweeney

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44 Comments

A $2B enterprise software provider just modernized its GTM stack—and the results speak volumes. With Gong (conversation intelligence), Outreach (sales engagement), Demandbase (ABM), Salesforce (CRM), and Adobe Marketo (marketing automation), they built an integrated, insight-driven revenue engine. Cross-functional alignment Streamlined MarTech Scalable seller adoption The full transformation? It’s a masterclass in strategic stack selection. Read the full #AnatomyOfADecision by Kyle James: https://hubs.la/Q03Bj__c0 #SalesTech #MarTech #B2BMarketing #RevOps #SalesEnablement #GTMTransformation

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Would you pay your top sales rep $300+/hour to update Salesforce fields? You already are… 6 hrs/week on manual data entry. Another 4 hrs on forecast calls. 3 hrs more chasing contract approvals through legal. That's 13 hrs/week not selling. GTM engineering exists to get those hours back. I've tracked the evolution of GTM roles for 20+ years from sales operations to revenue operations to what we're seeing now. The shift to GTM engineering recognizes that speed requires code. The early signal came from LinkedIn, where Brian Frank ran global sales ops with a dedicated software engineering team. They couldn't wait for vendor roadmaps or IT queues. They needed to move faster, so they built their own solutions. That’s now the pattern. GTM engineers are rebuilding how GTM teams operate. They're writing code that eliminates the friction between a rep's time and a rep's quota. They're automating the admin work that buries sales teams. They're building systems that make selling time the default. The focus is ruthlessly practical: How do we reduce non-value-added time? How do we make forecasts accurate without endless meetings? How do we eliminate back-and-forth between sales, deal desk, and engineering? When founders ask me about this role, I point to time allocation. If your reps are spending more time in systems than with customers, you need someone who can code solutions, not document processes. GTM engineering is about giving sellers their time back. Everything else follows from that.

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Quota math does not lie. AI-ready sellers are 3.7× more likely to hit quota, according to Gartner, 2024. The difference is more focus, not more content. Our AI-First GTM Playbook shows how to turn AI into a pipeline, faster cycles, and clean enablement your reps actually use. Grab the playbook, then run the 3.7× Play. Link is in the first comment. #B2B #martech #hyperpersonalization #campaign #content #collateral #b2bmarketing #b2bsales

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Salesforce CPQ’s sunset has revenue teams asking: What’s next? Benzinga and TechBullion are weighing in, and the future looks faster, smarter, and more connected. Their spotlight on DealHub.io reveals how leading companies aren’t just replacing Salesforce CPQ; they’re reimagining the entire sales process for greater efficiency and growth. Early movers are gaining a serious edge. Here’s why: https://lnkd.in/eup-V-dB #RevenueOperations #SalesLeadership #DealHub #FutureOfSales

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16 Comments

AI sales agents aren't just chatbots—they're your 24/7 team closing deals while you sleep. They offer constant engagement, smooth platform connections, scaling without hiring, and AI-to-AI commerce. More sales, less follow-up, more growth focus.

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