SalesTech Star

09/25/2026

Joseph Rayfield, SVP of Sales – Americas and EMEA at ABBYY chats about the changing scope of modern sales cycles as AI influences internal processes in this SalesTech Star interview: https://ow.ly/soZK50ZRsQK

ABBYY helps organizations optimize processes, accelerate decisions, and drive better outcomes with purpose-built Document AI.

09/25/2026

McKinsey’s analysis of 29 large global consumer companies found that during the recent inflationary cycle, price increases covering 70-180% of increases in cost of goods sold were still insufficient to preserve gross margins for companies in many categories. Most product categories analyzed experienced gross margin declines of 100 to 300 basis points. https://salestechstar.com/guest-authors/where-brands-can-find-margin-when-raising-prices-stops-working/

Brands should increasingly evaluate total landed cost, meaning what it actually costs to move a product from production.

09/25/2026

Another place network-based Salestech can add more context is identifying the buying committee. When they buy, enterprises typically include executives, technical specialists, finance teams, procurement departments, security professionals, end users, and other stakeholders. The influence of each participant can be different. https://ow.ly/ANIe50ZRsL0

The future of Salestech may not entail the complete removal of the sales funnel. The funnel stages can still be a useful construct for pipeline management and operational reporting. The bigger shift may be to augment that linear logic with continuously evolving network intelligence that captures the...

09/25/2026

Nearly every digital interaction can generate a buyer signal that can be measured in the environment modern sales organizations operate in https://salestechstar.com/staff-writers/signal-compression-salestech-turning-thousands-of-buyer-events-into-a-handful-of-actionable-sales-decisions/

Signal Compression Salestech solves one of the most basic problems in modern sales intelligence: too much data and not enough actionable intelligence.

09/25/2026

The reason comes down to where AI shows up in the seller’s day. It helps before the conversation, with account research and meeting prep, and it helps after, with notes and follow-up. https://ow.ly/IkBy50ZRsE7

Most of what sales teams run today fails all three, which explains why sellers are busier than ever while win rates are stagnant.

09/25/2026

Customer memory governance gives marketing teams a safer way to use remembered data. It defines what the brand can store, how long it can keep it and when customers can change that record. AI memory should serve the customer, not surprise them https://ow.ly/ntXO50ZRsCe

AI memory can improve customer experience when it helps brands remember choices, needs and past interactions with consent.

09/25/2026

FactSet Appoints Marcel Prins to Board of Directors https://ow.ly/p4PI50ZRsm3

09/25/2026

Outreach Named a Leader in B2B Revenue Orchestration Evaluation https://ow.ly/7pRU50ZRsjO

09/25/2026

Radian Extends Its Merchandising Planning and Analytics Capabilities with Hybrid AI https://ow.ly/51eT50ZRs36

Radian, the pioneer of retail Hybrid Intelligence™, today announced a major expansion of its Merchandising Planning Suite.

09/25/2026

NPI Partners with Zip to Bring Enterprise Price Benchmarking Intelligence Directly into AI-Powered Procurement Workflows https://ow.ly/1tbt50ZRrLr

NPI, the leading provider of data-driven IT procurement intelligence and advisory solutions, has announced a strategic partnership with Zip⁠ that will bring NPI’s IT price benchmarking intelligence directly into Zip’s AI procurement orchestration platform.