Revenue teams face significant headwinds these days—rapidly changing technology, shifting industry philosophies, the inability to retain top performers, all on top of an unpredictable market.

Tough times, indeed. For sales software solutions companies, tough times can mean opportunity for innovation and expansion.

From AI agents to keeping up with rapidly changing demands, here’s how two SaaS companies, Salesloft and Demandbase, are approaching some of the revenue world’s biggest challenges.

Brave new sales world

The emphasis on behavioral analysis and broader data availability have given sellers more tools for finding and closing deals, according to Mark Niemiec, Salesloft’s chief revenue officer.

For Niemeic, who has more than 20 years of experience in and around the sales world, the shift to a more data-centric selling approach is like moving from a “dark art” of handshake deals over lunch to a more “scientific” approach.

“Whether it’s calls or emails or interactions, analyzed against what are the winning patterns that have existed in 100,000 or 100 million sales engagements, we can do that now,” Niemiec said. “And so we get a much more scientific and fact-based analysis of what sales is and what buying is.”

Keep reading here.—BS

Chances are during your daily doomscrolls on TikTok you’ve come across a video from Sara Uy. The 28-year-old appears on the screen with her headset on, iced coffee in hand, ready to make cold calls to prospects. In just one video, Uy goes through the highs and lows of working in sales—from booking meetings to being hung up on.

Uy’s seemingly niche sales-related content has resonated with a large audience—roughly 170k followers on TikTok and more than 25k on Instagram. She started gaining traction on social media while working at sales recruiting and training company Pareto. She’s since transitioned to running her own sales training company, called SellingSara.

“TikTok was a platform that I was able to kind of make lightheartedness of [sales] and realize that there were other people doing the same thing as me, that were having the same challenges because it really is such a hard role,” Uy said. “The community and the people that came together were awesome and they kept me going—probably just as much as they told me that I kept them going.”

Uy, recruited by Pareto after graduating from Fairfield University in 2019, held several roles at the company—starting as a graduate manager before being promoted to sales director last August. She started posting her sales videos on TikTok while working as a senior business development manager from 2022 to 2024, taking her followers through cold calling, lead generation, and other sales tips.

Keep reading here.—LI

Everything is bigger in Texas. Trucks. Belt buckles. Hats. And power outages.

Equal parts energy provider and generator, Base Power says it creates hardware that brings energy bills down for Texans and provides much-needed support for the grid—one that is all-too-frequently tested, and overloaded, during extreme weather events, causing mass power outages (and inflated energy bills).

After getting off the ground in 2023, the company faced an almost immediate problem: Homeowners were still in the dark about what services Base Power actually provided.

In response to consumer unfamiliarity, the company came up with a three-pronged sales approach to help better communicate its offerings, sure, but to also generate more revenue.

Keep reading here.—BS