#sales-automation

#sales-automation

As companies race to scale revenue operations efficiently, a new role is emerging at the intersection of technology and business strategy: the GTM (go-to-market) engineer. According to ZoomInfo data, hiring for the role has doubled year over year for the last two years, with hiring peaks in January and July. In mid-2025 LinkedIn had over 1,400 postings for GTM engineering roles, with over 3,000 listed in January of 2026

For many B2B businesses, outbound sales has traditionally been driven by persistence rather than precision. Build lists, send emails, follow up relentlessly, and hope enough conversations convert into opportunities. For a long time, that approach worked. Today, it is becoming increasingly difficult to sustain. Inbox competition is more intense than ever, decision-makers are harder to reach, and buyers are far more selective about where they spend their time.

"It's been eight of the most exciting months of my career," Benioff said. "I was able to rebalance my head count on my support," he said. "I've reduced it from 9,000 heads to about 5,000 because I need less heads."

A CRM like HubSpot, for example, has advanced marketing tools built in, so you can generate leads through landing pages and targeted campaigns.

Manufacturing companies require CRMs that can handle intricate product specifications, manage extensive approval processes, and connect with ERP systems for efficient inventory and production management.

Generative AI enables sales teams to automate repetitive tasks and create highly personalized outreach, thus reshaping the sales landscape to enhance overall performance.