Matt Alaniz

A great conversation with RepVue featuring our CRO Spencer Tuttle on what it really takes to build a durable, high-performing sales org at a pre-IPO company. Redis continues to build momentum: *Surpassed $300M+ ARR *Powering critical infrastructure across cloud, data, and AI workloads *Scaling rapidly as demand for real-time data and AI infrastructure accelerates In this clip, Spencer breaks down: • Why “never lose alone” defines our sales culture • How an SDR closed a $2.9M deal in 12 months • What “CFO-bulletproof” really means in today’s buying environment • Redis’s role at the center of the AI infrastructure boom We’re also actively hiring across GTM — sales, leadership, partners, and more — and building something special as we scale globally. Mark Peet Ford Williams Steve Jenner Tom Rabaut Yael Fainsilber Robin Fong 方俊强 Ric Singleton Guy Meron Thomas Gregg Jeff Goldberg Jason Marra John Gebhardt Abhoy Kumar Sarkar Olivier AttaliMike Moss Rodolfo Cunha Megan Boone Jim Doran Tony Tiscornia Jonathan Fritz Benjamin Renaud Kristin With James Harrison Etienne du Chaffaut Matthew Hoffman Neil MeulenerMandar Naik Josh Hoffman Bridget Poulos Anton Slaughter William Kim Heidi Gates (she/her) Lijo Alexander Lauren Taylor Ankita Dhanda 🎥 Worth a watch if you’re in sales, leadership, or thinking about your next move: 👉 https://lnkd.in/g8_7wNef

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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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B2B SaaS sales hiring has changed. What worked in 2023—post a job, filter for “hit quota,” hire for potential—doesn’t hold up in 2026. I’ve spent 25+ years building GTM teams for B2B SaaS companies. Same pattern keeps showing up: the companies scaling fastest aren’t just hiring better AEs and sales leaders. They’ve updated what “good” looks like. Top performers now aren’t just closers. They run sales like a system: • they test messaging and sequences like experiments • they can explain why a quarter missed, with data • they know how product, marketing, RevOps, and sales actually connect • they’re credible before the first call because they’ve built a point of view in-market They’re comfortable talking about integrations, workflows, and value realization. Not because they’re engineers but because modern buying is technical. That’s why “tell me about your biggest deal” isn’t a useful screen anymore. Better questions: • “Show me how you’d build a 10-account plan using intent signals.” • “Walk me through your process when pipeline coverage drops.” • “What did you change, specifically, when conversion fell in stage 2?” What predicts success now: • learning velocity • technical curiosity • data literacy • the ability to work cross-functionally without politics One more thing that’s killing offers: slow process. If your hiring cycle runs longer than 2–3 weeks at the final stage, you’re not being thorough. You’re leaking momentum. Most companies are still hiring for the sales job that existed three years ago. You don’t have to. Not sure if your sales hiring process is optimized for 2026? Let's walk through what's changed: mjb@mbassett.com

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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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