DJ Cahill

Last week, we presented Knock to the Scale Venture Partners EIR team. It was an amazing opportunity to present to the top GTM leaders , such as , Ryan Azus, Lauren Vaccarello, Roy Eitan, Maria Pergolino, Craig Rosenberg etc. Besides all the amazing feedback on Knock, some of the topics we covered were: - Demand and the results everyone is having: it’s clear that the current methods aren’t working anymore, and a change must happen. In the demand gen side, it’s mainly around forms and website chatbots, which are a thing of the past. It’s amazing that we are in 2024, and issues raised 9 years ago with the no-form movement are still being used and discussed today. - Marketing and experimentation: due to #1, we shouldn’t be hesitant to test everything due to operational issues. You must be creative, as you never know which method will lead you to success with your audience. - Personalization and scale: how do you handle those together? On one hand, provide your leads with the right attention, speed, and focus, while being able to do it with a large scale of SDRs/AEs. The right mix of AI in the backend for qualification and a human in front will be the key to success. I definitely left the discussion with a lot of great insights and could keep on going for another hour. Thanks, Craig Rosenberg, for having us! and thanks Sol Weinreich for the introduction! Onwards and upwards 🚀

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Highly relevant, this article further validates FuseIT's #Send2CRM platform. Integrate any and all of your various website technologies with your #Salesforce CRM/s and other #martech stack components with FuseIT.

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Rev Ops.....has 'efficient growth' replaced 'growth at any cost' for you? Do you know which people and teams are most productive and most efficient?...Lative can help with this! The past two decades saw businesses striving for growth, often overlooking efficiency. Now, it's time to change the narrative. Discover how Lative supports a shift towards sustainable revenue and cost-efficient growth using data-driven insights. 📊 Request a demo today! 👉

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For Revenue Operations Directors, staying on top of market trends is essential. With the rapid growth of sales technology, evaluating RevOps tools has become more important than ever. A valuable resource for this is the HG Insights IT Spend Report, which helps identify spending trends and make data-driven decisions. In this article, key takeaways from the Sales and Marketing section of the report are highlighted, emphasizing the importance of investing in RPM software like Xactly. Read on: http://spklr.io/6043Q0w1

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Friday morning thoughts before traveling to #Ireland attending SaaStock next week: as a sales person, if I am going to be sited next to a representative of the low cost airline I am using, but I don't know anything about their industry and I still want to start a conversation, address an area of interests, and build rapport with him or her, what can I do? As a user of SalesOMMO I can instantly (just before take off) identify challenges in their industry: 1. increased competition in the airlines/aviation industry 2. the negative impact of the COVID-19 pandemic on travel and tourism 3. the need to continuously improve and adapt their technology and digital platforms to meet customers' changing expectations and demands Not too much we can about the first two points, therefore I must think more about how can I help them get more customers, or improve travel experiences for existing one. If I would use the onboard Wi-Fi service during the flight, my integrated virtual companion could offer me additional suggestions, so here it is: "SalesOMMO can provide sales and marketing solutions to help Ryanair increase revenue, enhance customer acquisition and retention, optimize sales processes, and improve overall sales performance. SalesOMMO can offer data-driven insights and analytics to identify new sales opportunities and target the right customers effectively. SalesOMMO can also assist in implementing customer relationship management (CRM) systems, sales automation tools, and lead generation strategies to streamline sales operations and drive growth for Ryanair." My Goodness, now I know why we decided to use AI just to provide suggestions to humans, and not start automatically stupid conversations by letting AI hallucinate about things the are still on our secret roadmap, or have never been on our roadmap. Luckily low-cost airlines are not in our idea target customer profile, and definitely we shall train better our agents. Better start the conversation by talking about the weather storms above Europe today. C U in Ireland next week SaaStock, meet us on booth B15, we can discuss about challenges you have meeting new people from industries that you are not familiar with, and how you can uncover insights and build rapport with them. #SaaStock2024 #seeyouatSaaStock #Sales #Research #Automation #People #WinMore

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The top decile enterprise sales leaders I’ve met enable their reps with one thing in particular, that the bottom 90% neglect. Across the several hundred revenue, sales, and value leaders I’ve spoken to as we’ve built Minoa, there’s a recognition that proving value and ROI is tough. Now, hand that responsibility over to a rep too busy dealing with admin, and you’ve got yourself a recipe for miscommunication and lack of customer buy-in. We get this question all the time - “how do I get reps to adopt our value selling initiative”? This frames it as an issue related to rep discipline, when the problem has nothing to do with this. It’s not that reps don’t see the point - they just don’t know how to navigate communicating the quantitative impact of your product’s value. The very best sales leaders empower their reps with clear frameworks of how quantitative impact (be it for revenue, cost, time etc.) maps to value drivers and use cases. Proving value can be hard, but having the power to communicate and match product value to measurable business outcomes in a long and complex sales cycle cuts through the noise. At Minoa, we help set up the value frameworks, calculations, and guardrails that give every single rep the ability, and more importantly the confidence, to use data and quantitative impact to sell on value.

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What an insightful #firesidechat we had at Wayflyer last month hosting Stripe's Barbara O'Beirne. We delved deep into the evolving nature of a woman's career across different decades. From shifting priorities and goals in our 20s, 30s, and 40s to navigating major life changes like balancing work and family responsibilities while advancing professionally. 👩‍💻 A key lesson learned: Success isn't served on a silver platter; it's about proactively carving your own path and seizing opportunities. 'Sharpen those elbows' and pave the way to your own progression! 💪 #CareerInsights #WomenInBusiness #ProfessionalGrowth

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Why did we go all in as a Zendesk partner? And what’s the future for us? Zendesk just dropped an interview with me from our Partner Days in Dublin back in September and I’m pumped to share it with you all! 𝗟𝗼𝗻𝗴 𝘀𝘁𝗼𝗿𝘆: - 12 years partnering together (one of the first 6 partners globally) - 100% focused on Zendesk - 1000+ happy customers - Team of 30+ who love Zendesk - Sales offices in 🇧🇪 🇳🇱 🇫🇷 🇬🇧 🇵🇹 🇩🇰 - Onboarding capabilities in Dutch, French, German, Portuguese, Spanish & English. 𝗦𝗵𝗼𝗿𝘁 𝘀𝘁𝗼𝗿𝘆 It's an awesome time to be a Zendesk partner and our future is looking very bright 💜 𝗖𝘂𝗿𝗶𝗼𝘂𝘀 𝗮𝗯𝗼𝘂𝘁 𝗵𝗼𝘄 𝗣𝗿𝗲𝗺𝗶𝘂𝗺 𝗣𝗹𝘂𝘀 𝗰𝗮𝗻 𝗵𝗲𝗹𝗽 𝘆𝗼𝘂 𝗺𝗮𝘅𝗶𝗺𝗶𝘇𝗲 𝘆𝗼𝘂𝗿 𝗭𝗲𝗻𝗱𝗲𝘀𝗸 𝗶𝗻𝘃𝗲𝘀𝘁𝗺𝗲𝗻𝘁? Check out the video, then head to https://welovezendesk.com/ to see what we’re all about #Zendesk #CX #PremiumPlus #FutureOfCX #welovezendesk

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A CS Leader we spoke to recently did an amazing job in summarising the critical foundations an #AccountManager or #CustomerSuccessManger needs to grow their accounts and portfolio... Let's start with the goal in mind - what puts you in position to grow an existing B2B Software account? 🟢 Relationship with the right stakeholders 🟢 Clarity on their goals and pain points 🟢 Realised value / tangible ROI 🟢 Positive user experience 🟢 Shared understanding of future value / roadmap alignment ... etc. For an #AM or #CSM to get there can be challenging in practice - there is an art and timing to it that comes with experience. And the pressure of a SaaS business usually adds extra complexity and distortion - so great account owners stick to the basics and get it done through a mix of great timing and well laid foundations: 1. #Relationship 2. Sh*t is not on Fire 🔥 3. #CustomerEducation 4. #Optimization Going into detail on these would be another post, but two quick points - if the account is on fire, do not pass go. And optimization is about optimizing for value - the key to growth. 🔑 The key ingredients... work + timing. 🔴 Bad Example: An Account Manger pivots their attention to a somewhat neglected account with potential, currently on fiiiiire 🔥. After performing internal heroics the #AM, under significant pressure to meet target, pitches the current stakeholder a new product similar companies are buying. After some brief informal discussion in the client org, the idea is 'put on the back burner'. Now, not only is the AM struggling to target, but they have more internal inertia to overcome next time and it will be harder to gain further understanding. 🟢 Great Example: After their account saving heroics an #AM assesses where they are at, now they are out of the woods. Identifying usage and educational gaps, establishing a relationship of trust with multiple people, optimising and building a case for value. Not only working to the clients timetable, but looking for levers to create urgency and establish shorter timelines that align with the client and value. Striking at the right time, with a much clearer understanding of the client's needs and a watertight business case. 💡 Experienced #CSMs and #AMs always take a step back to assess where they are with an account according to these foundations. The great ones can become as important to a client as the product and sustain growth even when there are issues. & Happy Thanksgiving to all 🙏

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I’m often asked “What do your successful Solutions Partners look like?” Well they look like the team at RevOdyssey. In just 4 months of being a HubSpot Solutions Partner, they have hit a milestone many struggle to hit, Platinum tier! Huge congrats to James Byrne and Michael Greene on this amazing achievement 🔥 My thoughts on what it takes to grow in the partnership is below, but maybe James Byrne wants to share his secret recipe too?! 🤘 🚀 Consistency - always be looking for ways to build your pipeline with a mix of inbound and outbound sales strategies. Don’t solely rely on referrals (but they’re great too!). 🚀 Trust - build trusting relationships with your clients by setting expectations and delivering on said expectations. 🚀 Expertise - always be learning! Keep up with industry trends, product updates, and leverage your project experience when doing discovery with prospects. 🚀 Determination - set goals and have an attitude of doing whatever it takes to hit them. Adopt a growth mindset! #hubspot #hubspotpartner #platinum

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I’m thrilled to announce Vanta will be running a joint event in Dublin with Dogpatch Labs and Solidroad at 12:00PM on the 31st of October, where we will be joined by Vanta's CRO Stevie Case and CEO of Solidroad, Mark Hughes. Whether you’re a founder, CTO, or startup leader, navigating compliance can be a game-changer for your growth journey—especially with regulations like SOC2, ISO 27001, and GDPR becoming essential for scaling businesses. Join us for an insightful session where you'll: Learn how to streamline compliance with automation Hear from industry leaders and compliance experts Network with like-minded peers at Dogpatch Labs Don’t miss this opportunity to learn how automating compliance can not only help you meet regulatory requirements but also drive growth, improve operational efficiency, and mitigate business risks. 🚀 Link to register is in the comments 👇 #Compliance #StartupGrowth #Vanta #DogpatchLabs #Solidroad #SOC2 #ISO27001 #GDPR #Trust #Dublin #Ireland

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Learn about driving value selling across the sales team

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At our 2nd meeting on Leadbay with Milan, we agreed: “If we succeed, we’ll buy out Salesforce. If we lose, Salesforce will buy us out” So when Andreessen Horowitz titled “Death of a Salesforce”. I booked a flight to San Francisco and New York to try to understand what was happening at Salesforce Tower. After meeting key leaders, customers, innovators in the US, I can now title back to a16z “Death of Salesforce, birth of Leadbay”. TL;DR ▶︎  Support reps don’t mean replacing reps, ▶︎  AI accuracy in B2B sales versus AI hallucinations, ▶︎  Time for traditional sales teams to finally catch up with technologies for growth (Growth, Data Scientist, SDR, Data providrer - all in one tool: Leadbay). Agree ? Add your thoughts. Access the full article here: https://lnkd.in/gi-dFTJ5

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The average RevOps team size has doubled in the last 4 years according to OpsStars and 75% of the highest growth companies will deploy a RevOps model by 2025 according to Gartner (I would have assumed it was actually more than that!!) I attended a great panel event at Salesloft offices that really showed the importance of what we are doing here at Lative! Key trends in RevOps are consolidation, automation and attribution....we help with improving data quality, eliminating manual processes, providing reliable insights, better strategic decisions, mapping to strategic KPIs, measuring leading and lagging indicators and help you to iterate early and often!! Lative is a RevOps tool and we help companies to build and achieve their sales plan to meet company objectives in the most profitable and efficient way! Huge thank you to Allison Kavanagh, Will Eves, James Peacock of Salesloft and also the great panel - Jonathan Fianu from Thunes, Molly L from Dext and Valeriu Ionescu from Datamaran

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It's been incredible spending some time with Stevie Case, CRO at Vanta, during my visit to our Dublin office this week 🇮🇪 In the 2.5 years Stevie has led our GTM org, she's taken us from $30M ARR to north of $100M+ ARR 🚀 Here are some of the things I've picked up in the short time working with her 📣 TRANSPARENCY - Stevie shares everything with the leadership team: what's working/not working, what experiments are we testing, what are we seeing in the competitive space, which parts of our business are/aren't pacing in the direction we need. She arms us with deep data, and empowers us to use it in our day-to-day execution 🤝 OWNERSHIP - Stevie wants her leaders to feel empowered to make decisions (with data), and own their own P&L. This decentralised structure allows her leaders to go and make their own choices, and celebrate/double down on the wins and course correct/learn from the losses. 💡 IDEATION - Stevie can operate a mile wide, but also a mile deep, being able to quickly jump into any part of our business and deeply analyse a specific deal in our sales pipeline, or a specific decision we're making in our channel business, or a specific product/feature we're looking to release, and can quickly provide her perspective and guidance. Feeling even more pumped about the future here! And guess what, we're #hiring like crazy at Vanta. Come and join us! 💪

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Sick of hearing that your CS team is not ‘strategic’ / ‘commercial’ / ‘proactive’ enough? We’re hosting a session at Customer Success Snack about how you can incentivise your team to drive impact for every customer & predict churn and upsell potential. You’ll go away with: -> A clear methodology to drive impact -> An improved bonus framework -> A template to build account plans -> A list of prove impact drivers that your team can execute -> Learnings of how Joram Schuurman used the impact driver methodology at -> Altura to translate OKR’s to clear customer outcomes. You can sign up here: https://lnkd.in/eEw7PMgm. Thanks for hosting Fauve Smeets and Contentoo - Quality Content at Scale I have a couple of discount codes left - please DM me if you’re interested.

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The countdown to SaaStock Europe in Dublin is on! Catch me alongside Rafael at UJJI AI ✨'s Booth B8 💜 where we’ll unpack the transformative power of AI in Sales Enablement and Customer Success. We often discuss the future of work, but how many are actually leveraging AI to drive meaningful change in these areas? Sales teams can no longer rely on traditional training methods; they need tailored, data-driven insights that empower them to navigate the challenges of today’s sales ecosystems. 📈 And for customer success? ⚙️ It's about more than just retention—it’s about creating advocates who are genuinely excited about your product. I invite you to challenge the status quo with me—how are you currently leveraging AI in your operations, and what barriers are you facing? Swing by Booth B8 to chat about pushing boundaries in AI and training. Looking forward to connecting in Dublin!👋 #SaaStockEurope #AI #SalesEnablement #CustomerSuccess

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Last year was given a book at the Gainsight Pulse 2023 event - Customer Communities, written by Nick Mehta, CEO of Gainsight, and Robin Van Lieshout, Chief Strategy Officer. Ive finally got round to reading it - within a few pages i read a stat about loneliness and it got me thinking. Onboarding new employees should be more than just a handshake and a tour of the office kitchen. Its like being thrown into a pool without knowing how to swim. That’s exactly how many new hires incliding mysefl in my early career feel when onboarding is treated like a mere formality rather than a way to set you up for success and integrate you into the business/org. Here is the stat from the book - Research has shown that loneliness can have a severe impact on health, equating to the damage caused by smoking 15 cigarettes a day. When employees start a new job, they are especially vulnerable to feelings of isolation and disconnection. This is why a well-designed onboarding process is so crucial—it’s not just about equipping new hires with knowledge and tools, but also about creating a sense of belonging and community that can literally be life-saving. It’s your first real opportunity to demonstrate your company’s culture, values, and expectations. Most importantly, it’s your chance to make new employees feel connected and valued right from the start. More stats - a well-structured onboarding process can reduce employee turnover by up to 82% and increase productivity by over 70%. But when you skimp on this crucial phase, you risk leaving your new team members feeling lost, unsupported, and, worst of all, lonely—a state that could severely impact their well-being and lead them to question whether they made the right choice in joining your company. Employee onboarding is pretty much my day job recently - for people who don't know, i joined Cognexo as Head of Customer in January after being a customer of theirs for a year previous. We launched Cognexo Connect this year and now most of our conversations with customers are around protecting employees, supporting their well-being, ensuring they're integrated into the business through onboarding within Cognexo. Some of our customers have it down! some of the onboarding flows i see on the daily are just lightyears ahead of some i've had in the past (like being given my windows password on day and left for the week and this was one of the better ones). Don’t let your new hires sink—give them the support they need, give them the structure they need, give them the community they need! and for those responsible for managing attrition, it makes you look good too ;) #Onboarding #EmployeeExperience #WorkplaceWellbeing #EmployeeEngagement #CompanyCulture #EmployeeRetention #WorkplaceLoneliness #Attrition

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How do you get AEs to prospect more? Turns out, a simple driver might be...streaks? We added a small, almost accidental feature in AccountAim - a daily activity map, inspired by GitHub’s contribution tracker. It’s become a huge driver of AE prospecting output. 🔥 Reps don’t want to break their streaks 🏆 Visible competition motivates the whole team 📈 Activity leads to impact - reps can easily sense the correlation between activity and opps created when presented visually Combine this with prescriptive targeting, and many of our customers have more than 2x’d AE prospecting activity. It’s no wonder gamification has taken off in all of the consumer apps, it’s actually a game-changer. Credit to Brett, our CTO, for this one!

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