Adam Gibson

Over $500M in Sales. 12 Toronto tech leaders. One dinner table... A powerful reminder of what really drives business in 2024. Last night, I hosted top GTM executives from Google, Cisco, OpenText, Stack Adapt & some of the fastest growing startups. In a world obsessed with digital transformation, one truth stood out: real relationships close enterprise deals. Why this matters: • Top execs are flying weekly to NYC & SF • Multi-million dollar deals are getting closed in person • Trust = currency in enterprise sales • Digital tools support, but don't replace relationships The reality of enterprise sales in 2024: • One champion isn't enough • You need buy-in from entire teams • Face-to-face builds deeper trust • Community drives opportunities Key lessons from the room: • Enterprise sales cycles are getting more complex • In-person meetings convert at 3x digital • Community is the new competitive advantage • LinkedIn is underpriced attention This wasn't just another networking event. This was Toronto's top minds sharing battle scars and victories over good food and better conversation. Shoutout to all the amazing GTM leaders for your insights. Max Woo 👋 Saad Khan Yugbodh Singh Steve Young Neil Duffy Shwetha Vincy Michael King Nabeil Alazzam Leo Vynnyk Hamza Farhat Ali Vik Kandeth Want to join the next gathering of Toronto's finest? Drop a 🤝 below. These insights are reshaping how we're building at Virio. #toronto #b2bsales #enterprisesales

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Calling All SALES People – YOU HURT YOURSELF WHEN YOU DO THIS!! A huge piece of advice to all of you included in SALES process for your business including CEO’s, MD’S, SALES Directors, Client Directors, Head of Sales, EVP’s, VP’s, SVP’S…I think you get the drift. If your business is taking part in an official RFP process and the RFP states the lines of communication to be used (which it will) i.e. people you should contact (probably a #Procurement person or maybe a Stakeholder)…then abide by it! Now sometimes during the RFP process you may learn of other more senior people who may have an impact on the RFP outcome. This may be via demos or chemistry sessions, or your senior people already know and have a relationship with senior people in the business… BUT please, no matter how desperate or brilliant you think you are…. DO NOT CONTACT THOSE SENIOR PEOPLE DIRECTLY (unless requested to by the contact in the RFP!) It may in your mind seem like a smart thing to do, as you can influence the outcome and get advantage…and I get that is the SALES person in you, and you’ve seen it pay off sometimes… But here’s what actually happens: If the Procurement team are valued and are in charge of doing the official RFP - then take it as given!! All that will happen by your actions is that the senior person will reach out to the Procurement team and tell them…. and guess what that does to your proposal…? Don’t think for one second, your proposal goes to the top of the pile. IMHO, IT’S A HUGE BLACK MARK! What your actions have actually managed to achieve are: 1.     You will have annoyed the Procurement person managing the RFP 2.     You will have annoyed the CPO or Head of Procurement 3.     You will have annoyed the Senior stakeholder who is sponsoring the RFP 4.     You will probably annoy the Senior person you contacted… after all there’s a Procurement function to deal with this stuff! So, SALESPEOPLE…no matter the temptation, do yourself a favour and abide by the RFP rules of communication. You have been warned! _________________________ 😃 Hi I'm Steve Walton. I help companies to fully realize the value procurement brings in terms of cost savings, risk mitigation, supplier innovation and sustainability. DM me if you’re ready to move procurement beyond a tactical purchasing function, and need consultancy and training. 💸📉📊

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Catie Ivey, CRO of Walnut, recently joined me on The GOATS of Growth to discuss the differences between selling in today's environment versus selling just a few years ago. Of course, as a GTM recruiter, the thing that stuck out most to me was what she says in this clip below about the level of talent required on the go-to-market team when budgets are tight. There's a big difference between great sellers and CSMs and everyone else--and it's never been more apparent. We also talked about: -Creating buyer-centric experiences -Unit economics and KPIs she tracks -Her transition from VP to CRO -Traits she looks for when hiring -Much more Access to the full episode will be in the comments, or just search for The GOATS of Growth online or in your podcast app. Catie, thanks again for joining me! Please follow Catie for more great content.

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CEO and CoFounder Rob Khazzam joined BNN Bloomberg The Street this morning to discuss Float's Q1 2024 SMB spending trends report. Watch the clip to learn: 💡 Why the number of customers spending on AI has doubled YOY 💡 How AI and automation can address Canada's productivity issues 💡 How Float is helping the Canadian economy get back on track https://lnkd.in/guV5Qsu7

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🍁 Michael Hyatt on the Future of Canadian Entrepreneurship🍁 After building and selling companies worth over $1 billion, Michael Hyatt is still driven by the entrepreneurial spirit. Now, with his next venture—data security platform DataStealth.io—he's sharing his thoughts on what Canada needs to fuel its entrepreneurial future. In the latest #TechExitNOW issue, Michael outlined three key policy changes that could ignite prosperity and innovation across the country: 1️⃣ Streamline foreign-educated immigrants' entry into relevant fields—Canada should shed its economic protectionism and create faster pathways for skilled immigrants to contribute to our economy. 2️⃣ Entice investment with a capital gains deferral—By encouraging reinvestment into Canadian companies, tax policy can play a vital role in fostering business growth. 3️⃣ Focus government spending on infrastructure—Rather than picking winners and losers, taxpayer dollars should be directed toward building the backbone of our economy. 🏗️ Michael may be short-term anxious, but he's long-term optimistic about Canada's future. Ready to learn more about the policies that could shape our entrepreneurial landscape? Read the full interview: https://lnkd.in/gDjjpKxh

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INDOCHINO Sets Their Sights on Data Driven Brand Development as Pathway to Accelerating Growth. The addition of Ryane Askew as Vice President of Marketing is an exciting investment in this next phase of profitable growth. VANCOUVER, BC, Dec. 11, 2024 /CNW/ - INDOCHINO, the global leader in made to measure apparel, is excited to announce its strategic focus on brand development as a key driver for growth in 2025. The company is committed to expanding its presence in the retail industry by enhancing its brand story and customer journey. In line with this ambition, INDOCHINO has appointed Ryane Askew as the new Vice President of Marketing, a move that signals the company's commitment to deepening its connection with consumers and accelerating its growth trajectory. "INDOCHINO has experienced remarkable growth over recent years, and we are now entering a new chapter where brand development will be central to our continued success," said Drew Green, Chief Executive Officer, and President of INDOCHINO. "Ryane Askew brings a wealth of experience and a forward-thinking approach to marketing, making her the perfect fit to lead our efforts in shaping the future of the INDOCHINO brand. We are confident that her leadership and deep understanding of analytics and data will help us forge deeper connections with our customers and bring our vision to life in a bold and compelling way." Ryane is a seasoned and dynamic growth leader with over 15 years of experience delivering impactful growth for globally recognized brands. Ryane's most notable results during her time at Pier 1 Imports, Blue Nile, and Nordstrom were driven by her unwavering customer focused leadership style. Throughout her career, Ryane has built and scaled high-performing teams across a variety of functions, including marketing, e-commerce, analytics, and technology. "I am thrilled to join INDOCHINO at such an exciting time in the company's journey," said Ryane Askew. "The INDOCHINO brand has always stood for quality, craftsmanship, and personalization, and I look forward to leading the team in building a stronger connection with our customers. Together, we will elevate the brand experience and create new opportunities for growth as we approach 2025 and beyond." As INDOCHINO looks toward the future, the company's focus on brand development is expected to encompass a variety of initiatives, including refining its digital presence, expanding marketing efforts across channels, and enhancing the overall customer journey. With the appointment of Ryane Askew, INDOCHINO is confident that these initiatives will not only strengthen its position in the market but also solidify its reputation as a leader in custom apparel. Matthew Berglass Ryane Askew Vanessa Pillay (CA)SA, CPA BC Alex Buhler Sean Wrenn Morgan Whitney

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🔜 Next week, join our investor Manpreet Deol for an insightful Venture Capital Association of Alberta (VCAA) webinar on B2B SaaS Metrics for Private Companies! Explore essential benchmarks and performance indicators crucial for startup success. 👉 Don't miss this opportunity to gain practical insights into measuring and optimizing performance. Register now to secure your spot: https://lnkd.in/e3JiSGbm #B2B #SaaS #Metrics #CompanyBuilders

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The greatest threat to startups today is playing it safe. Maria Pacella spoke with Isabelle Kirkwood of BetaKit recently about enterprises fearing risk and defaulting to "playing it safe". “Startups need to stabilize financially, yes, but cutting costs can’t be the only focus. They have to think about focusing on that long-term growth opportunity. That’s what really counts at the end of the day.” Read the full article 👇

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EV slump, not Canada! Q2 2024 plug-ins market share was 13.4%, BEVs 9.9%. Quebec represented 50.8% of Q2 2024 Canadian plug-ins registered. Quebec's success is due to the combined impacts of Quebec having incrementally more stringent EV annual sales mandates, North America's lowest electricity rates, plus EV rebates. But the $7000 maximum rebates only go up to the end of 2024, will be phased out beginning 2025 at $4,000, $2,000 in 2026, and totally eliminated in 2027. Hence, 2024 Quebec EV sales will be boosted to avoid the 2025 rebate reduction. By comparison, the U.S. plug-in market share in Q2 2024 was 10%. https://lnkd.in/e4j7ybSP

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Last year CEO Will Zhang spoke with Tyler Chisholm on Collisions YYC on Using AI to predict sales demand. In this episode, Will reveals how technology can assist home builders in gaining a precise comprehension of each customer’s motivations, psychology, and requirements, leading to robust products and people. As technology continues its rapid progression, these insights will prove valuable for every industry. Listen now 🎧

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It appears to me that the need for competently managed, high-IRR, early-stage Canadian micro VCs is becoming acute. https://lnkd.in/gi2uuspE

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Take Back Control of YOUR Data & Privacy! Meet Reklaim (MYIDF: OTCQB) (MYID: TSXV) ▶ Offers compliant, zero-party data to fortune-500 brands ▶ Clients: T-Mobile, Microsoft, HP ▶ Building The Spotify of Personal Data ▶ Over $4 Million in 2023 Revenue #dataprivacy #data #privacy #smallcaps #pennystocks #smallcapstocks #smallcap

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I get asked lately who is AltaML? Over the past five years, AltaML has partnered with Canada’s leading companies to deliver powerful AI and Machine Learning solutions. Our track record in operationalizing use cases demonstrates significant business impact, having worked on 400+ unique AI opportunities with 90+ clients. This makes us Canada’s largest pure-play Applied AI Studio. Our deep ties with global AI research leaders like the University of Alberta ensure we attract top industry talent, with over one third of our team holding advanced degrees. Our achievements have been recognized with prestigious accolades including Deloitte Technology Fast 500 (71st), Deloitte Canada Technology Fast 50 (13th), and we were honored by the Vector Institute’s AI20 for our transformational impact on business through AI and Machine Learning expertise. Join us in shaping the future of AI! Let me help you understand more about how we're driving innovation and creating lasting business value. #AI #MachineLearning #TechInnovation #AltaML

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Sellers who have "need for approval" from their prospects are 35% less effective (RAIN Group). It's not your job to make your prospect feel "good" all the time and here's a prime example: When Spencer Ivey is asked for a discount, he simply nods his head and says "....Okay..." He doesn't jump to justify his pricing. He doesn't immediately start negotiating. He lets the silence linger. No doubt, this makes the prospect who just asked him for a discount feel somewhat uncomfortable (Ironic, since that's what they were trying to do to HIM when they demanded a discount!). 𝐓𝐡𝐞 𝐟𝐚𝐜𝐭 𝐭𝐡𝐞𝐲 𝐝𝐨𝐧'𝐭 𝐰𝐚𝐧𝐭 𝐭𝐨 𝐩𝐚𝐲 𝐟𝐮𝐥𝐥 𝐩𝐫𝐢𝐜𝐞 𝐢𝐬𝐧'𝐭 𝐡𝐢𝐬 𝐩𝐫𝐨𝐛𝐥𝐞𝐦 𝐭𝐨 𝐬𝐨𝐥𝐯𝐞, 𝐢𝐭'𝐬 𝐭𝐡𝐞𝐢𝐫𝐬. Salespeople that want their prospects to like them (need for approval) will immediately jump to problem solving mode when they get asked for a discount. But the best? They're ok with a little discomfort, even if it means they're less "likable". They know that the discomfort will compel the other party to justify their ask with more information (information is your greatest ally in a negotiation).  

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🪁💸🫖Join me next week at Intrinsic Innovations talking about Cash Flow Strategy, part of Platform Calgary’s #innovationweek! All those emojis will start to make sense as we evaluate what makes cash really flow for a startup and making sure the finances do measure what matters. Register below! ⬇️👇 #RBCxPowersBOLD #yyctech #innovation #prairiestech #SaaSmetrics #measuringwhatmatters #businessgrowth

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An excellent overview (and some of us know about these debates) - Canada needs a Digital vision and that includes modernizing laws. It's encouraging to see that a number of politicians also think so. EU, UK are so far ahead. Where does that leave us??? Ohhh, Canada! #digital #privacy #bigtech #canada #datadriven #era #vision #modernization

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🌌 Imagine IT so seamless, it feels like a glimpse into the future. No constant troubleshooting, no firefighting—just a system that operates quietly and lets you stay focused on what lies ahead. Our managed services are built to keep things simple, secure, and ready for anything. For teams that want to focus on progress, not problems. Discover more about our approach to managed services at Delvetek.com. #FutureProof

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Leverage the power of AI & automation in your contact center. Watch as experts from TELUS Digital and guest, Forrester, share how AI-driven tools like agent assist can boost efficiency and elevate CX: https://lnkd.in/guKeCgHb

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