Salesloft

SaaStr 819: Swapping Notes on the AI Revolution in Marketing with G2's CMO Sydney Sloan Welcome to Swapping Notes, a new SaaStr podcast series where we cut through the AI hype and get real about who's doing what with AI in B2B. Amelia LeRutte, Chief AI Officer at SaaStr, and co-host Guillaume Cabane, Co-Founder and General Partner at HyperGrowth Partners, sit down with AI leaders from the companies to share notes and stories on what's working in AI. In this episode, we swap notes with G2's CMO, Sydney Sloan. Together, we deep dive into the evolving role of AI in marketing and buyer behavior. We explore how AI is reshaping the buying process, the significance of brand trust, and the future of web experiences. The episode also covers the importance of AI orchestration roles and practical advice for founders and CMOs to adapt to the rapid advancements in AI tools and strategies. Tune in to discover insights on how to effectively integrate AI into your marketing efforts and stay ahead in the dynamic landscape. --------------------- Fin is the #1 AI Agent for resolving complex queries like refunds, transaction disputes, and technical troubleshooting—all with speed and reliability. See how Fin can deliver the highest resolution rates and highest-quality customer experience at fin.ai/saastr. --------------------- If you're serious about B2B and AI, you need to be in London this December 2nd and 3rd. SaaStr AI London is bringing together more than 2,000 leaders and founders for two days of practical advice on scaling into the new year. We'll have speakers flying in from OpenAI, Wiz, Clay, Intercom, and all your favorite SaaS companies, including yours truly with Harry Stebbings for a live 20VC podcast. It'll be fun, and it's all in the heart of London. Don't miss out: get your tickets with my exclusive discount by going to podcast.saastrlondon.com --------------------- Hey everybody, the biggest B2B + AI event of the year will be back - SaaStr AI in the SF Bay Area, aka the SaaStr Annual, will be back in May 2026. With 68% VP-level and above, 36% CEOs and founders and a growing 25% AI-first professional, this is the very best of the best S-tier attendees and decision makers that come to SaaStr each year. But here's the reality, folks: the longer you wait, the higher ticket prices can get. Early bird tickets are available now, but once they're gone, you'll pay hundreds more so don't wait. Lock in your spot today by going to podcast podcast.saastrannual.com to get my exclusive discount SaaStr AI SF 2026. We'll see you there.

Sydney Sloan

CMO

G2Salesloft

SaaStr 753: Unveiling the 2024 CRO Playbook, How to Navigate A Shifting Sales Environment with Salesloft's CRO Mark Niemiec In this insightful podcast, Mark Niemiec, the CRO of SalesLoft, shares his strategic approach and key lessons learned since joining the company in February. Drawing from his extensive experience at Salesforce and Cisco, Mark discusses the challenges and opportunities that come with onboarding as a new CRO, especially in dynamic market conditions. He emphasizes the importance of vision setting, strategic planning, and effective communication. Mark also provides practical tips on customer engagement, team dynamics, and the significance of maintaining a balanced work-life routine. Whether you're a founder, sales leader, or aspiring CRO, this episode offers valuable actionable insights for driving successful change in your organization.

Mark Niemiec

CRO

Salesloft

Steve Goldberg is the Chief Revenue Officer at Salesloft, the sales engagement platform that was acquired by Vista in 2022 for $2.3BN. Prior to Salesloft, Steve was Group Vice President of Enterprise at Yext and before that was a Senior VP @ InsideSales.com. In Today's Episode with Steve Goldberg: 1. Becoming a Sales Leader: When did Steve first fall in love with sales? Why does Steve believe sales is more psychology than anything else? What can sales reps do to master the psychology of their prospects? What does Steve know now about sales that he wishes he had known in the beginning? 2. How to Close Prospects Faster Than Ever: How does Steve build relationships with prospects very fast? What questions does he ask? How does Steve know if he is really speaking to a buyer? What are the signals? How does Steve advise sales reps on getting multiple relationships within an account to prevent the potential of losing your champion? How does Steve feel about discounting? When is the right time to do it? 3. How To Do The Best Deal Reviews: What makes good vs great deal reviews? Who is invited? Who is not? Who sets the agenda? Who is responsible for what? How do deal reviews change throughout the quarter and throughout the year? Is a deal slipping into the next quarter an acceptable excuse for a sales rep to give? 4. How to Ensure Renewals in a World When They are Not Guaranteed: Have all budgets centralized back to the control of the CFO? Are people right to say that no CFOs are buying new technology today? What is the best way to show to customers the value you provide? Why does Steve believe revenue operations is the most valuable role within an org?

Steve Goldberg

CRO

Salesloft

Gone are the days of Sales and Marketing building their own tech fiefdoms. In this podcast, Sydney Sloan, CMO at SalesLoft shares a holistic approach to adding technology that powers your revenue engine and shares examples of tech stacks, best practices, and org designs from successful companies at different growth stages. Blog post and video: https://www.saastr.com/the-revtech-stack-playbook-going-from-1m-to-100m-with-salesloft/

Sydney Sloan

CMO

G2Salesloft

After a newly minted $1.1B valuation, Kyle Porter, CEO of SalesLoft, sits down with SaaStr CEO and Founder, Jason Lemkin to talk about the twists and turns along the way to building SalesLoft into the Unicorn it is today. From completely pivoting the product early on, to becoming an essential software tool for inside sales reps -- learn how SalesLoft landed some of the Cloud giants like Shopify, Google, and Slack as its customers, and what it takes to build a Unicorn company in today's changing market. Video and blog post: https://www.saastr.com/salesloft-unicorn-valuation-story/

Kyle Porter

CEO

Salesloft

Salesloft CEO Kyle Porter, Zoom Head of Sales Ops Hilary Headlee and Fireeye VP of WW Sales Christina Foley share the seven tips and tricks to getting more revenue per AE. This episode is an excerpt of a SaaStr Annual 2019 session. You can see the full video on our YouTube channel.

Kyle Porter

CEO

Salesloft

Hilary Headlee

Head of Global Sales Operations and Enablement

Zoom

Christina Foley

VP of WW Commercial Sales

FireEye

Kyle Porter is the Founder & CEO @ Salesloft, the leading sales engagement platform delivering a better sales experience. To date, Salesloft have raised over $75m in funding from some of the best in the business including Emergence, Insight Venture Partners, Techstars and even LinkedIn. As for Kyle, he has led the team from 4 employees in 2014 to over 320 today where they have also been awarded Atlanta's No 1 best place to work. Prior to founding Salesloft, Kyle was the Founder @ B2B camp, a conference focused on B2B revenue generating professionals. Before that he was Vice President of Marketing @ NanoLumens. In Today's Episode We Discuss: How Kyle made his way into the world of SaaS and came to found Salesloft? Kyle made the decision to pivot the product when it was at $7m in ARR, what was the thinking behind that? How does Kyle think about pivots more broadly? How does one know when it is truly not working? How long did it take Kyle to get the core Salesloft product to $1m in ARR? With the pivot, what were Kyle's core learnings on migrating from a prior product and platform to a new one? What were his big lessons on seeing the change in buyer persona? What does Kyle mean when he says "selling is hard but buying is even harder"? Does Kyle agree with many CEO's the most important role of the CEO is "management upscaling"? What elements does he find most challenging? What have been Kyle's big lessons in the building out of his exec team? What is the fundamental element for a successful exec team to function? Salesloft is in an immensely competitive space, what would Kyle's advice be in standing out in an intensely competitive space? Where do many go wrong? What are the pros and cons of being in Atlanta and not SF? What advice would Kyle give to founders operating their HQs external to the core hubs? Kyle's 60 Second SaaStr Is it important to have early champions? How does one get them? How has having kids changed your perspective on work? Tell me a moment in your life that has served as an inflection point and changed the way you think? When I say success in SaaS who is the embodiment of this to you? What does Kyle know now that he wishes he had known at the beginning? Read the full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Kyle Porter

Kyle Porter

CEO

Salesloft