#sales-ops

Procore reported Q2 FY26 revenue of $375M, up 16% from the prior year. The result exceeded the company's guide of $364M to $366M by 3%. Growth outpaced the 12.9% rate modeled by the street. The company operates construction software used on 3 million projects across 150+ countries and holds roughly $1.5B in ARR.

GAAP operating margin reached 1%, marking the first positive GAAP operating income in company history and an improvement of 1,080 basis points.

TrustRadius’s 2026 B2B Buying Disconnect Report found that 63% of buyers used AI during their purchase journey. The survey of nearly 2,500 technology buyers and vendors showed that 94% of those buyers fact-check AI responses at least some of the time.

AI tools or tools with AI features made up 59% of the purchases buyers made in the past year.

Conga opened a Boston office that serves as its first U.S. hub outside the Houston headquarters. The office opened following the February 2026 acquisition of the PROS B2B business. It holds nearly 15% of Conga’s U.S. workforce.

The Boston location brings Conga closer to customers including Staples, Boston Scientific, and Charles River Laboratories. It also provides access to one of the country’s dynamic technology talent markets.

B2B sales prospecting software automates lead research and outreach to help revenue teams identify and engage potential customers before a formal sales cycle begins. The software integrates with CRM systems and pulls from contact databases, company firmographic data, and behavioral signals to surface leads that match a defined ideal customer profile.

Revenue teams today run multiple tools just to fill the top of the funnel: one for contact data, another for sequencing, a third for intent...

A startup lost an enormous RFP because it was viewed as too small. According to SaaStr, the outcome creates an opportunity to prepare for future evaluations that often occur in one to three years for new initiatives. The publication recommends moving the prospect into a dedicated Lost Now (But Not Forever) Marketing Program and treating the account as a medium-warm, long-sales-cycle contact that already knows the vendor and category.

Invitations to customer conferences and webinars are advised...

A sales content management platform centralizes sales-approved content in a single source of truth. It makes it easier for revenue teams to find, share, and track materials that move deals forward. More than half of sales leaders report using sales enablement content, and 79% say those materials are essential for closing, according to [HubSpot Sales Blog](https://blog.hubspot.com/sales/sales-content-management-platform).

A sales content management platform organizes, distributes, governs, and...

Zoom has expanded Revenue Accelerator with AI-powered capabilities that support sellers before, during and after customer interactions through roleplay, live guidance and post-call intelligence. The updates include the general availability of Sales Assist, Ask ZRA, Sales Roleplay and its MCP Server.

The new Essentials and Premium offerings reflect growing demand for connected revenue intelligence that unifies conversation data, CRM context and coaching workflows.

Public software companies including Dropbox, PagerDuty, Zoom and DocuSign now report growth rates at or below 5% in their most recent quarters, according to [SaaStr](https://www.saastr.com/the-sub-5-club-the-terminal-state-of-software/).

Dropbox posted 0.8% revenue growth last quarter. Stripping out a winding-down product, growth reached 2%. Total ARR increased 0.3%. Management guidance projects revenue decline between 0.4% and 0.9%.

commercetools partnered with Mirion Technologies to release the B2B Intake Agent, an AI capability that ingests order requests from emails, PDFs, spreadsheets, and CSV files and converts them into ready-to-action quotes and carts.

The commercetools B2B Intake Agent extracts order details from incoming requests, automatically matches SKUs, quantities, and product information to catalog data, and routes requests to the correct business unit, customer account, and pricing structure.

ICONIQ released its 2026 GTM benchmark report covering quota levels at more than 150 B2B and AI software companies.

Top-quartile enterprise AEs carry $2.25M annual quotas. Mid-market AEs carry $1.35M. SMB AEs carry $750K. The survey sample ranged from 143 to 149 respondents depending on the question, according to [SaaStr](https://www.saastr.com/sales-rep-annual-quotas-what-high-performers-are-actually-carrying/).

Sixty-five percent of high performers assign cross-sell ownership to sales...

Theorem research shows that manual errors and disconnected workflows in the pre-sales phase are slowing deal execution and introducing risk into advertising revenue operations, according to [Demand Gen Report](https://www.demandgenreport.com/industry-news/news-brief/pre-sales-phase-is-advertising-sales-most-overlooked-revenue-risk-theorem/53548/).

New research from Theorem found that 77% of organizations experience manual errors in pre-sales that disrupt advertising revenue execution.

Omnichannel sales unifies customer data and coordinates outreach across all channels to create a continuous buyer experience. Most sales teams still operate in silos where email, phone, chat, and in-person conversations produce fragmented data and inconsistent follow-up. Recent data from Capital One Shopping shows the share of omnichannel shoppers has climbed to 91%.

In Salesforce’s 2026 State of Sales report, 87% of sales organizations said they now use some form of AI for prospecting, forecasting, lead scoring, or drafting emails, with more than half using it specifically to prospect. Fifty-five percent of sales pros already use AI to prospect, and another 38% plan to.

Customer acquisition cost is rising across virtually every B2B category while deal volume, deal velocity and deal size show no corresponding improvement, according to MarTech. The source material states that spending more to acquire customers without gains in those outcomes points to a proof problem rather than market conditions.

The B2B go-to-market profession operates from the thesis that awareness plus information equals purchase intent.

SaaStr AI operates a portion of its go-to-market motion through custom agents rather than replacing its CRM. The company maintains Salesforce as the system of record for deals, contacts, sponsorships, registrations, and support tickets while agents handle most interactions.

SaaStr AI runs an AI SDR, a custom AI VP of Marketing named 10K, and QBee, an AI VP of Customer Success. The 10K agent consists of more than 14,000 lines of code across 74 files.

SaaStr discussed outbound sales on an episode of The Agents with Sam Blond, founder and CEO of Monaco. According to [SaaStr](https://www.saastr.com/outbound-isnt-dead-ai-just-radically-changed-how-it-works/), the conversation concluded that outbound remains effective but has shifted from 2021 practices.

The source states that “Outbound is dead” claims are inaccurate. Spray-and-pray cadences no longer succeed.

Vercel launched a lead qualification agent in August 2025 that reduced a 10-person SDR function to one full-time employee in the US plus 20 percent of one person covering Europe and APAC. The agent costs $5,000 per year in infrastructure and tokens and requires 20 percent of one engineer to maintain. According to SaaStr, the change delivered a reported 32x ROI by replacing 10 salaries with compute while running 24/7.

The lead agent began as 20 percent of a single engineer’s time.

HubSpot Sales Blog published a primer on the sales prospecting funnel, a structured set of stages that convert leads into qualified opportunities.

Many sales teams invest heavily in pipeline management while leaving prospecting inconsistent or overly dependent on rep intuition.

On April 1, 2026, a new line item labeled inride – Trade Agent AI appeared in the Tier III co-op claim dropdown inside the Ford dealer portal. The entry treats an autonomous AI agent as a reimbursable marketing expense alongside billboard and radio placements.

Ford’s co-op program, older than the interstate highway system, had previously approved newspaper, television, internet, and digital retail expenses.

Sales reps spend an average of only 30% of their time actually selling according to [HubSpot Sales Blog](https://blog.hubspot.com/sales/sales-operations-platform). The remainder goes to administrative tasks and chasing information. Fragmented systems undermine pipeline velocity and forecast accuracy.

A sales operations platform centralizes workflows for revenue teams. It unifies tasks under one interface for automation, process consistency, and analytics.

Seismic expanded its Aura Agents portfolio to support more revenue-team workflows across enablement, customer conversations and connected execution. The release includes nine new and enhanced agents that embed AI into daily work to address disconnected systems, manual reporting and inconsistent execution.

According to [Demand Gen Report](https://www.demandgenreport.com/industry-news/news-brief/seismic-extends-aura-agents-across-gtm-workflows/53482/), Seismic has released the agents after a...

A vendor pitch centered on a migration roadmap that replaces an existing marketing automation platform with a new one and projects an 18-month timeline remains the dominant sales motion in martech. The 2025 MarTech Replacement Survey shows this approach diverging from buyer behavior.

Marketing automation held the most-replaced category for five straight years before falling from 31.1% to 19.4%. CRM replacements dropped to 9.7% from 22.1%, the lowest level recorded in the survey.

Legora reached $100M ARR in roughly 18 months selling to global law firms. Sierra hit a $100M ARR run rate in 21 months and works with 40% of the Fortune 50. Decagon tripled revenue year over year to roughly $35M by October 2025 and added more than 100 enterprise logos.

Enterprise sales prospecting is the process of identifying and engaging decision-makers at large organizations to close deals. Enterprise sales teams typically look for potential buyers at organizations that employ 1,000 or more people. Buying committees span multiple departments, and a single missed stakeholder can stall a deal.

Enterprise prospecting requires a different approach than traditional prospecting.

Sales teams face difficulty identifying which leads matter amid disconnected tools, manual qualification, and subjective scoring that slows cycles. According to [HubSpot Sales Blog](https://blog.hubspot.com/sales/lead-scoring-automation-tools), 28% of sales professionals cite lengthy sales processes as the primary reason good prospects back out of deals.

Lead scoring automation tools assign numerical values to leads based on predefined criteria, behavioral patterns, and predictive signals.

HubSpot Sales Blog published a guide titled "Sales acceleration platforms: Our top picks for 2026" that defines sales acceleration platforms as tools providing automation for prospecting, email drafting, timely prospect engagement, and pipeline analysis according to [HubSpot Sales Blog](https://blog.hubspot.com/sales/sales-acceleration-platform).

The platforms address deals that lose steam when leads wait too long for responses and follow-ups turn inconsistent.

Siva Rajamani, CEO of Everstage, has reviewed 300+ enterprise compensation plans and states that 90% contain the same mistakes.

Sales compensation functions as the primary lever in go-to-market strategy rather than a back-office cost center. It serves as the connection between stated company intent and actual rep actions.

insightsoftware adopted Lusha to address insufficient EMEA contact coverage from its existing global sales intelligence platform. The company, which connects CFOs across finance, accounting and operations, saw its EMEA BDR teams double pipeline ROI within two weeks according to [Demand Gen Report](https://www.demandgenreport.com/case-studies/from-limited-contact-coverage-to-closed-deals-insightsoftwares-lusha-success/53107/).

When Andrew Knox joined as Director of Business Development for...

B2B revenue teams now deploy CRMs, marketing automation platforms, ABM tools, sales enablement software, and AI-powered forecasting engines, yet many organizations report that results lag behind the level of investment. The CRM remains half-populated, automation sequences run without monitoring, and AI features stay toggled off since implementation, according to Demand Gen Report.

Research from Netguru found that companies lose 20 to 30% of annual revenue due to disconnected data across CRM,...

According to two new surveys released by Gartner at the Gartner CSO & Sales Leader Conference, B2B buyers now use an average of seven information sources during purchases, with 45% employing GenAI primarily to gather vendor and product information. Buyers reported a strong preference for low-friction experiences, as 67% favor a sales-rep-free process and 70% prefer a completely digital, self-service buying experience.

The Gartner survey of B2B buyers found that 69% prefer to validate...

Fermenta used Popcorn.co to publish more than 40 videos across three YouTube channels in a six-week period. The company maintained a cadence of two to three posts per week per brand while adding zero staff, according to [Demand Gen Report](https://www.demandgenreport.com/case-studies/fermenta-scales-its-youtube-presence-across-three-brands-with-popcorn-co-dgr-case-study/52952/).

The health and nutrition company operates multiple brands that each require distinct positioning and compliance...

Revenue teams have added AI copilots, summaries, prompts, and workflow add-ons that accelerate pockets of the sales process. Gartner research found that 39% of chief sales officers say AI-focused sales initiatives have increased the percentage of sellers who meet or exceed quotas.

B2B sales teams lose deals when meetings get stuck in email threads, routed to the wrong rep, missed due to time zone issues, or dropped during handoffs. According to [HubSpot Sales Blog](https://blog.hubspot.com/sales/b2b-meeting-scheduling-tools), these friction points cause high-intent prospects to lose interest while reps spend time on coordination instead of selling.

A meeting scheduler tool for B2B sales connects calendars, availability rules, and prospect data.

Today's buyers expect instant responses, personalized conversations, and frictionless experiences. Companies meeting these criteria record 41% faster revenue growth and 51% higher customer retention rates, according to [HubSpot Sales Blog](https://blog.hubspot.com/sales/sales-workflow-automation).

Shakeel Khan joined Forrester as principal analyst for revenue operations in October. The appointment follows seven years in sales roles selling car rentals, telecom voice and data solutions, and cybersecurity services.

Khan previously worked in sales operations and revenue operations at Neustar, Verisign, and several private equity-backed firms. He holds an M.S.

A SaaStr post provides stage-by-stage hiring guidance for B2B SaaS companies growing from zero to $10 million in annual recurring revenue. The guidance states that every hire has outsized impact with little redundancy in this range.

Founders should lead sales and close the first 10-20 customers to refine the pitch. Companies may hire 1-2 scrappy AEs or SDRs for lead gen support.

SaaStr states that most founders and VPs of Sales and CROs later wish they had specialized their sales teams earlier instead of using round-robin assignment across all leads. The publication advises splitting account executive teams by factors that drive efficiency for the specific business, such as geography, industry, company size, or deal size, and to begin specialization as early as possible.

SaaStr notes that splitting by company size works once a team has two or three sales reps hitting...

A SaaStr article states that companies can determine whether a new VP Sales hire will work out within 30 days by applying two specific tests focused on recruiting and team management.

The article explains that the majority of first VP Sales hires in SaaS companies do not remain in the role for 12 months. It asserts that the determination can be made in 30 days rather than waiting for revenue outcomes.