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"The Deal Desk" Newsletter

The Deal Director

"The Deal Desk" is all about selling B2B SaaS software. I send it on weekly basis and share cutting edge information on the industry, how to optimise your performance as a sales rep and insights on technology, with focus on Generative AI, Cybersecurity and Cloud Computing.

The Deal Desk Newsletter #45: The GenAI products for sales organisations (Part 2 - Salesforce)

Jun 16, 2024 The Deal Desk Newsletter #45: The GenAI products for sales organisations (Part 2 - Salesforce) Sales anon, Last week I outlined what a great sales productivity platform should look like, once we account for the additional possibilities for automation and LLM-assisted deep research/performance coaching. Today we will take a look at the current state of things, starting with Salesforce. My first dedicated product for investors and financial professionals is launching shortly - sign...
about 1 hour ago • 10 min read

The Deal Desk Newsletter #44: The GenAI products for sales organisations (Part 1)

Jun 9, 2024 The Deal Desk Newsletter #44: The GenAI products for sales organisations (Part 1) Sales anon, In the last year I've spent quite a lot of time looking into potential GenAI use cases and how different tech companies are integrating the technology within their stack. This week we will go deeper into how does GenAI impact the tech sales role and what type of products should we expect highly performing sales organisations to adopt in order to improve sales productivity. In the first...
7 days ago • 8 min read

The Deal Desk Newsletter #43: The cybersecurity total addressable market

Jun 2, 2024 The Deal Desk Newsletter #43: The cybersecurity total addressable market Sales anon, This week we'll take a deeper dive into the numbers behind the opportunity in cybersecurity. While readers of this newsletter have by now quite a good grasp on why cybersecurity matters and how to identify strong cybersecurity companies, at the end of the day we should also quantify the $ value behind the opportunity. We will use a recent deep research paper by Morgan Stanley as provided by friend...
14 days ago • 7 min read

The Deal Desk Newsletter #42: Why a sales process matters in tech sales

May 26, 2024 The Deal Desk Newsletter #42: Why a sales process matters in tech sales Sales anon, This week we'll focus on the why behind the need to have a sales process. This article was originally published as part of my sales process focused training on thesales.network. Joining today (we just launched a monthly option), will give you access to: Tonality and mindset call once per month. Community call twice per month. "SELL/CODE Salary Benchmark" - the definitive guide to sales...
21 days ago • 2 min read

The Deal Desk Newsletter #41: Quota attainment at key GenAI tech players in 2024

May 19, 2024 The Deal Desk Newsletter #41: Quota attainment at key GenAI tech players in 2024 Sales anon, This week we look a bit deeper into the RepVue metrics in 2024 from several important players in GenAI and contrast that to some of their more recent announcements on the product side. The companies we will go over will be Databricks, Snowflake, MongoDB and Elastic. Spoiler alert, things are getting bullish. The Data Platform play for GenAI Let's start with the basics - why are these...
28 days ago • 8 min read

The Deal Desk Newsletter #40: The GenAI acceleration Part 3 (AI Search)

May 12, 2024 The Deal Desk Newsletter #40: The GenAI acceleration Part 3 (AI Search) Sales anon, This week we will go trough the Google earnings call, with a focus on GenAI and cloud. While I would describe the last 3 months as "building up on their Enterprise lead" for Azure and "lacklustre but consistent" for AWS, then the recent pivot for Google is definitely setting up a more competitive dynamic than ever before. Key part of this will be the new category of AI Search which is going to...
about 1 month ago • 7 min read

The Deal Desk Newsletter #39: The GenAI acceleration Part 2

May 5, 2024 The Deal Desk Newsletter # 39: The GenAI acceleration Part 2 Sales anon, This week we continue our review of the latest cloud hyperscaler earning report from AWS. After the victory lap by Microsoft last week, AWS had to show progress, particularly after their recent GTM re-org. As part of this article, we will contrast the sales performance results as disclosed in the earnings reports, with the most recent quota attainment data from RepVue. $250.00 Consulting This is your...
about 1 month ago • 6 min read

The Deal Desk Newsletter #38: The GenAI acceleration

April 28, 2024 The Deal Desk Newsletter #38: The GenAI acceleration Sales anon, If you want to understand where the industry is going, one of the most important moments are the quarterly earning reports for the cloud hyperscalers. I've covered previously how critical the "Big 3" are to the industry and how IT budgets are increasingly becoming a "marketplace committed spend". There is not a single ISV (independent software vendor) whose performance captures so much of the market momentum as...
about 2 months ago • 7 min read

The Deal Desk Newsletter #37: How to quantify the pain and win commercial negotiations

April 21, 2024 The Deal Desk Newsletter #37: How to quantify the pain and win commercial negotiations Sales anon, This week we will discuss how to handle yourself during a commercial negotiation. In thesales.network I have a detailed breakdown on the tech sales process based on my experience in the industry from multiple companies. What ‘good’ looks like in a sales process is repeated strategies and behaviours that increase the odds of closing your deal. When it comes to commercial...
about 2 months ago • 5 min read

The Deal Desk Newsletter #36: The platform play in cybersecurity starts with startups

April 14, 2024 The Deal Desk Newsletter #36: The platform play in cybersecurity starts with startups Sales anon, This week we will take a broader look at the cybersecurity market from the perspective of early stage companies and the funding available to them. Last week I outlined a path for talented individuals who want to move towards a career in cybersecurity and specifically advised against working for startups. The reason for this is because this is an industry where "disruption from...
2 months ago • 4 min read

"The Deal Desk" is all about selling B2B SaaS software. I send it on weekly basis and share cutting edge information on the industry, how to optimise your performance as a sales rep and insights on technology, with focus on Generative AI, Cybersecurity and Cloud Computing.

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