The Pulse: May 11, 2026
Energy costs surge amid Middle East conflict, US layoffs continue, but AI investment remains strong.
What's happening in the world, how it affects your pipeline and your customers, and what to do about it before your first meeting.
3.3%
Oil prices surged by 3.3% to $104.65 a barrel for Brent crude as trading resumed on Monday, following Trump's rejection of Iran's peace proposal.
Oil prices jump after Trump dismisses Iran proposal to end war
President Trump's rejection of Iran's latest peace proposal has sent oil prices soaring, with Brent crude reaching $104.65 a barrel. This geopolitical tension, alongside the ongoing conflict, signals continued volatility in energy markets and increased operational costs for businesses globally. Sales teams should prepare for conversations about rising input costs, and marketing must emphasize stability and supply chain resilience.
Stock futures slide as investors monitor the latest Iran war negotiations: Live updates
Global stock futures are declining as investors react to the stalled Iran war negotiations and the broader geopolitical instability. This market uncertainty, fueled by the oil shock and potential supply chain disruptions, will impact buyer confidence and budget allocations. GTM leaders need to anticipate longer sales cycles and a heightened focus on ROI from prospects.
China’s Factory Inflation Hits Post-Covid High After Cost Shock
China's factory gate inflation has reached a post-COVID high, driven by rising commodity prices and energy costs. This indicates increasing pressure on global supply chains and manufacturing costs, which will inevitably translate to higher prices for finished goods. Businesses sourcing from or selling into China should prepare for further inflationary pressures and potential disruptions.
US layoffs in first 10 days of May 2026: Nearly 38,000 jobs cut
The first 10 days of May saw almost 38,000 US layoffs, driven by AI-driven restructuring and cost reduction. This trend, particularly impacting tech, finance, and aviation, signals a permanent transformation in the labor market. Companies selling to these sectors will face reduced budgets and a need to demonstrate clear value in optimizing existing workforces or automating tasks.
Exclusive: Cerebras to raise IPO price range to $150-$160 as demand surges, sources say
Cerebras, an AI chip maker, is reportedly increasing its IPO price range due to surging demand, signaling robust investor confidence in specialized AI hardware. This highlights continued significant investment in AI infrastructure, even amidst broader economic uncertainty. Companies providing AI-adjacent solutions or services can leverage this trend to validate their market opportunity and position their offerings.
Where this number comes from
The stat above (3.3%) is drawn from Story 2 above. Oil prices surged by 3.3% to $104.65 a barrel for Brent crude as trading resumed on Monday, following Trump's rejection of Iran's peace proposal.
The market is grappling with a dual narrative: geopolitical instability and rising costs are squeezing budgets, while targeted AI investments continue to surge. This creates a challenging environment where buyers are highly scrutinizing every spend, demanding solutions that deliver immediate, measurable efficiency or strategic advantage. We're seeing a flight to quality and proven ROI, particularly for enabling technologies.
Your buyers are navigating increased operational costs and market volatility today. Every conversation needs to be grounded in how you deliver tangible value and mitigate risk.
For prospects in manufacturing, logistics, or any energy-intensive sector, reference the oil price jump [1] and ask how they are stress-testing their operational budgets against these rising input costs.
Buyers are calculating the direct impact of energy prices on their P&L and seeking solutions that offer cost stability or efficiency.
When engaging with any prospect, especially those in tech or finance, use the US layoffs data [4] to inquire about their internal restructuring initiatives and how they are optimizing their workforce with technology.
Decision-makers are under pressure to justify headcount and will prioritize solutions that enable greater efficiency with fewer resources.
For prospects in the AI/ML space or those investing heavily in data centers, reference the Cerebras IPO demand [5] to discuss their compute infrastructure and how they are scaling their specialized AI workloads.
Buyers in this segment are investing heavily in high-performance computing and need solutions that can keep pace with their growth and specialized requirements.
Buyer decision-making is shifting towards extreme caution on discretionary spend, balanced by a strategic embrace of technologies that promise clear efficiency or competitive advantage. Your messaging must reflect this tension.
Brief your paid media team to adjust targeting towards companies in sectors most impacted by rising energy costs, using the oil price surge [1] as a key message point. Focus on solutions that deliver measurable cost reductions.
Buyers are actively searching for ways to offset rising operational expenses, making cost-saving solutions highly relevant.
Update your competitive positioning and messaging to address the 'AI-driven restructuring' trend highlighted by the US layoffs [4]. Emphasize how your solution enables efficient resource allocation and workforce optimization.
Organizations are undergoing significant internal changes due to AI and are looking for partners who understand and can support this transformation.
Develop an internal enablement guide for sales, outlining how to position your solution against the backdrop of increased investment in specialized AI hardware like Cerebras [5]. Focus on how your software integrates or enhances these cutting-edge deployments.
Sales teams need clear guidance on how to articulate value when buyers are making significant investments in foundational AI infrastructure.
Existing customers are feeling the pinch of rising costs and market uncertainty, while also looking to leverage AI for efficiency. Proactive engagement around value and optimization is critical.
For customers in manufacturing or logistics, proactively schedule a check-in to discuss the impact of rising factory inflation [3] and energy costs [1] on their operations. Offer to review their usage of your solution to identify new cost-saving opportunities.
Customers are calculating their total cost of operations and will value partners who help them find efficiencies in the face of rising input prices.
Identify customers in sectors experiencing significant layoffs [4] and offer tailored support or training sessions focused on maximizing value with a leaner team. Highlight features that automate tasks or streamline workflows.
Customers with reduced headcounts need to ensure their existing tools are fully optimized to maintain productivity and avoid churn.
For customers heavily invested in AI, use the Cerebras IPO demand [5] as a conversation starter to discuss their AI roadmap and how your solution can further support their advanced AI initiatives or integrate with specialized hardware.
Customers are continually evolving their AI strategies and appreciate partners who understand their cutting-edge technological investments.
The confluence of geopolitical risk, inflationary pressures, and targeted AI investment demands a strategic pivot in GTM operations. Leaders must balance cost control with enabling strategic growth initiatives.
Review your Q2 pipeline and forecast assumptions against the backdrop of rising oil prices [1] and stock market slides [2]. Utilize the Forecast Health Check to identify deals at risk due to macroeconomic uncertainty and adjust revenue projections accordingly.
Accurate forecasting is paramount when market conditions are volatile, requiring leaders to stress-test assumptions against new economic realities.
Evaluate your current AI GTM Tools Database against the surging demand for specialized AI hardware like Cerebras [5]. Assess if your tech stack adequately supports sales and marketing efforts targeting companies making significant AI infrastructure investments.
Investing in the right AI tools for your GTM teams can create a competitive edge in a market increasingly driven by AI adoption.
Given the widespread US layoffs [4] and the shift towards AI-driven restructuring, convene your leadership team to discuss potential impacts on your hiring strategy and talent acquisition. Consider how to attract talent seeking stability and growth in a transforming job market.
The changing labor market requires a proactive and adaptive approach to hiring and retention, ensuring you attract the right talent for future growth.
Prioritize cross-functional alignment between sales, marketing, and product on messaging that addresses rising factory inflation [3] and energy costs [1]. Ensure a unified narrative on how your solutions deliver tangible ROI and mitigate these external pressures.
A consistent and value-driven message across all GTM functions is essential to reassure buyers and close deals in an inflationary environment.
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"With oil prices jumping and factory inflation hitting post-COVID highs, every business is feeling the squeeze on operational costs. How are you stress-testing your current budget and supply chain against these pressures?"
Use this in your next discovery call with a procurement or operations leader.
Based on today's stories, these are worth your time:
With market uncertainty and rising costs impacting buyer confidence, use this checklist to ensure your pipeline reviews are focused on identifying and mitigating risks in your deals.
Essential Sales Playbook Elements for Early-Stage Companies →As market conditions shift rapidly, a robust sales playbook is crucial for consistency and adaptability. This resource helps ensure your team is equipped to navigate today's challenges.
ExpertEase: What a Fractional Director of Sales Actually Does →Given the ongoing layoffs and economic pressures, understanding flexible leadership models like a Fractional Director of Sales can be vital for optimizing GTM performance without expanding headcount.
It's a tough week for many, with news of significant layoffs and ongoing geopolitical tensions creating a sense of unease. Remember that your teams are navigating these headlines too. Take a moment to check in with your people, acknowledge the external pressures, and reinforce the value they bring. Empathy goes a long way when the world feels uncertain.
Keep an eye on the US-China trade talks in South Korea, which continue through tomorrow. Any signs of easing tensions could positively impact global trade and supply chains, while further friction could exacerbate inflationary pressures.
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Sources
From the expert network
Fractional VP Customer Success / Post-Sales Transformation · Customer Success & Retention
Vetted GTM Expert · 17+ years
Transforms post-sales teams in B2B tech startups from seed to Series C. Has sustained 127–147% NRR across three years and reduced onboarding from 1.5 weeks to 1.5 days. Builds CS functions from scratch, then enables teams to sustain independently.