Greg Head

Join us for an exclusive event, "Agents of Pipeline Growth: An AI Cocktail Networking, Fireside Chat & Dinner for Sales & Marketing Leaders! Why Attend? ✨ Network with C-Suite Executives and thought leaders during our cocktail session and build meaningful connections in an engaging and dynamic environment 💡 Gain insights into practical strategies to deliver Business Impact from a fireside chat with industry leaders Sean Regan & David Williams 🔓 Exclusive Access: Be among the first to experience AI tools redefining GTM, with hands-on access to these game-changers Spaces are limited, so don't miss out! Register now to secure your spot and be part of this AI transformation! We look forward to seeing you there! RSVP link in Comments. #AI #AIAgents #AIGTM #FutureofWork #AIinBusiness #CMO #CRO #SalesLeadership #MarketingInnovation #CustomerSuccess #GTM #AINetworking #TechLeadership #ClinchAGI

12

4 Comments

🎙️ Still buzzing from my appearance on the Quiet Light Podcast! 🚀 In the episode, I shared game-changing strategies for SaaS companies to scale their sales operations and achieve sustainable growth. I discussed the benefits of fractional sales executives and the importance of standard operating procedures—insights that are a must-listen for any SaaS CEO looking to break through growth barriers. Catch this episode to learn how to streamline your sales processes and focus on what truly matters in your business. 📈✨ https://lnkd.in/eAKagw8C #SaaS #SalesExcellence #FractionalLeadership #BusinessOptimization #Podcast

7

𝐂𝐡𝐞𝐜𝐤 𝐢𝐭 𝐨𝐮𝐭 - 𝐅𝐑𝐄𝐄 𝐒𝐋𝐄𝐃 𝐆𝐓𝐌 𝐆𝐮𝐢𝐝𝐞 I just revamped our SLED GTM Strategy Guide. Check it out and let me know what you think.

2

2 Comments

I am so looking forward to this great discussion on THURSDAY. Join us! WEBINAR: C-Level Perspectives – The Art and Science of Value Selling 🎓📊 Event Date & Time: June 6, 2024. 1 PM Eastern Time (US and Canada) B2B buyers aren’t looking for sales pitches; they demand tangible insights that can drive their next steps towards significant improvements. They need to understand exactly how your offerings can assist in achieving measurable business value outcomes. 🔍📈 Join Aloysius Boyle, CEO of risk management and compliance platform provider Caveonix 👤, Dan Sixsmith, Value Leader for sales enablement firm Mediafly 👤, and hosts Tom Pisello (the ROI Guy) and April Morley - Value Storytelling of the Value Coffee Talk podcast 🎙️, Enterprise Value Collective and value enablement consultancy Genius Drive, as they explore the art and science of value selling. This session will equip you with the best practices to: 🔑 Understand and address the critical ‘value gap’ in B2B sales 🛡️ Tackle common challenges in selling complex solutions, like security 🚀 Drive adoption and enhance the effectiveness of your programs 📈 Scale your strategies to ensure sustainable success 📅 Determine strategic next steps for growth Don’t miss out on these essential strategies that can transform your approach to B2B sales and drive your business forward. 💼 Signup to attend now: 📝 https://lnkd.in/eVQVN-JG #CRO #valueselling #salesenablement

4

Managing projects in a startup environment versus a corporate setting can feel like two different worlds. Here’s how to navigate both effectively.

27

Watch the replay of our latest webinar, "The Role of AI in Cultivating Tomorrow's Leaders." Josh Bersin, founder and CEO of The Josh Bersin Company, shares insights on Heidrick Navigator and the power of leveraging a leadership intelligence platform to manage and create robust pipelines for senior leaders, paving the way for unparalleled growth and success: https://bit.ly/3JfTUYg.​ Josh Bersin Academy #HeidrickNavigator #Leadership #FutureLeaders #AI ​

20

At Vanilla, we ❤️ listening to customers and building solutions that deliver value to advisors, planners, attorneys, and their clients. Client onboarding is an area that we’ve iterated on in the last several months. Earlier in the year, we launched Collaborative Onboarding, allowing advisors and planners to invite clients to enter all or parts of their profile in a rich, visual, and intuitive way. Last week, we launched Estate Health Check 🩺, which is a short (<5 mins) survey that lets an advisor quickly triage and have an initial client conversation. Both of these are powerful tools in a suite of onboarding capabilities that we offer. And we have some cool ideas 💡on how to continue to delight customers which we’ll share in the coming months. Stay up to date on product updates and other material at our blog at https://lnkd.in/gjrzE9AK.

68

https://lnkd.in/gDPEDrN5 Great quick article for any #CMO of a startup or #privateequity backed tech company. "Which is why business leaders talking to data-driven board members stick with what can be measured – marketing’s contribution to the near-term pipeline. However, that only tells half the story, and honestly, it does marketing (and the value of your board) a disservice." What if you could tell the other half of the story in financial terms that board members do understand? Revup Marketing, Inc. #MarketingROI

6

If you’re curious about new ways to simplify your workflows, the Intuit Connect App Academy on November 6 has a lot to offer. With short, focused demos from leading ISVs, you'll see practical solutions that can save you time and reduce complexity in your practice: Yooz: Automates your accounts payable process for faster, more accurate financial operations. StanfordTax, Inc.: Helps collect tax info more efficiently by generating questionnaires from prior year data. MakersHub: Streamlines AP processes with AI-powered data extraction and QuickBooks integration. Avalara: Automates sales tax compliance to help your clients avoid costly errors. Human Interest: Offers a fully integrated 401(k) solution with payroll sync and compliance support. Plus, you’ll learn how each of these ISVs’ partner programs can help you grow your services and revenue. It’s an informative session designed to help you keep improving—whether or not you attended Intuit Connect. 👀 Check it out and see what’s possible. https://hubs.li/Q02V4rvK0 #AppAcademy #QuickBooks

7

If your #Community has a paid partner program, you should be… — Prepared with a plan on how to measure and report on the various engagements offered in their partnership package — Prescriptive with the process for partners to follow for each activity, as well as on how you report on them and the KPIs too. — Intentional with how you share insights and learnings with your partners to inform content and any other relevant decisions. — Constantly communicating with them on the status/plan of the various engagements for their partnership; plus, generally to build the relationship across all levels of folks involved in making the partnership successful and valuable. These are a few learnings from ~$60K (and counting) of partnership deals be shaped one way or another through my work with 2 communities. #CommunityManagement #CommunityManager

37

10 Comments

NEW episode of Inspired Execution with Jeff Frick, founder of Menlo Creek Media and host of the "Work 20XX" podcast!! Read on for learnings... Key Takeaways: 🕴 To succeed as an entrepreneur, you must start with deep conviction about your venture. Then focus on learning from each experience and working with great people. 👩‍💻 The shift to remote work has exposed the need for managers to provide clear direction and focus on outcomes. A remote/distributed work model hinges on granting employees agency and flexibility. In-person interactions should be reserved for trust-building and problem-solving, while routine tasks and meetings are best handled asynchronously through digital platforms. 🤖 The challenge of making AI models explainable and auditable is significant, given their complexity and constant evolution. Ensuring transparency is essential for trust and accountability. Despite governance and ethical concerns, engaging with AI technologies every day is crucial. Key Quotes: ➡ On advice for aspiring entrepreneurs: "You've got to feel like you have to do it. Because if you have any type of concern or you're just not that interested, you're going to get tired and worn out, and you're not going to be successful." ➡ On AI governance: "What concerns me is audit and explainability. I have a real hard time understanding how we're going to get to explainable AI if the models are constantly learning and evolving and the number of inputs are so large and dynamic." ➡ On the future of work: "Distributed doesn't mean never together."

22

3 Comments

When we first envisioned #AuditCue, we knew the journey wouldn't be easy. Our incredible investors turned challenges into stepping stones, fueling our GTM strategy. Here's how their support shaped our success: - **Discovery Phase**: With our investors' backing, we sketched ideas freely, exploring and innovating with confidence. Their industry insights guided our first steps. - **Market Quest**: Delving deep into the risk management landscape, our investors' networks connected us with key industry leaders, offering invaluable feedback. - **Innovation Boost**: Empowered by market knowledge, we pushed boundaries with cutting-edge technologies, creating extraordinary solutions. - **Strategic Launch**: Our investors' strategic guidance was pivotal in crafting an adaptable GTM plan, ensuring effectiveness in dynamic markets. For startups: Seek investors who believe in your vision, partners who stand by you in every triumph and challenge. #GTM #B2BStartups #InvestorImpact #Innovation #Leadership #RiskManagement #StartupJourney

17

Ranging Probes – A Novel Discovery Probing Technique! When doing discovery, Ranging Probes are a wonderful solution when dealing with “squishy” information or situations where your prospect’s answers might span a spectrum. Acting like a prism, Ranging Probes can separate intertwined answers into individual colors! Let’s follow an example conversation… You ask, “What’s your typical sales cycle length?” Your prospect replies, “Ummmm….” Your prospect is struggling to condense several possible situations down to a single choice. They’re thinking, “Well, it depends on the market and product…” You cleverly rephrase, realizing that your prospect isn’t sure how to answer, “Okay, tell me, what are your fastest sales cycles, what are your longest, and what might be a typical average?” Your prospect responds, “Oh, the shortest run a month, the longer cycles can be a year to eighteen months, and the average is around six months…” Notice that you just been rewarded with three pieces of information on this topic: That’s an unanticipated advantage of Ranging Probes. Now you know much more about your prospect’s sales cycles than just a simple average. Be prepared to rephrase a question as a Ranging Probe whenever there is potential flexibility or squishiness in the response. A long, “Ummmm…” from your prospect is often a good indicator of this situation! You’ll find many more practical tips like this in Doing Discovery. https://lnkd.in/g28PXx55

1

Tired of being held back by high Early Termination Fees (ETFs)? It's a common hurdle, with many agreements demanding 100% of the remaining term's fees if you decide to part ways early. But did you know you have negotiation power? Learn how to leverage your position to get more favorable terms, like opting for a shorter contract with the possibility to renew at a lower rate. Discover how to turn the tables on ETFs and create more flexible, fair contracts. Have you ever successfully negotiated around ETFs? Share your experience or tips👇 Full Episode: 🔗 How to Enforce Business Boundaries and Navigate Breakups Using Contracts 🎧Listen: https://loom.ly/cfQipHA 📹Watch: https://loom.ly/Gb3OiBQ ITBroker.com #businesstips #tech #CEO #cfo #cto #techbusiness #enterprise #techcommunity #techcommunity #productivity #providers

6

Come hear me talk about myths & truths about the board journey!

26

Some valuable leadership lessons from one of the most influential women in business. Indra Nooyi the former CEO of PepsiCo, is widely recognized as one of the most powerful women in business. I loved this conversation on Adam Grant’s podcast with Indra, in particular where she shares three key leadership lessons. 👉 As a woman of color in leadership, Indra emphasized that your different perspective can be your greatest asset. She turned what could have been perceived as disadvantages into strengths early on in her career. 👉 Indra earned her seat at the table through sheer competence. In the face of bias, Indra's strategy was to be "a walking computer”, and she ensured she had every number at her fingertips - always. 👉 Lastly, Indra stressed the importance of women supporting each other in the workplace. She urged women to work together to call out unacceptable behavior and push for necessary changes in companies. In addition to being a remarkable business leader, Indra is authentic, honest, and easy to understand. Give their conversation a listen and let me know what you think. https://lnkd.in/exE6Xpsf CC: TED Conferences #WomenInLeadership #TechLeadership #DiversityInBusiness #Leadership #Resilience #WomenInTech #CareerGrowth #DiversityInLeadership

5

Just had a great session on Strategycast with host Lori Jones, where we explored the evolving landscape of go-to-market strategies and sustainable revenue growth models. Whether you're a startup or scaling up, the practical insights and challenges are universal. Loved Lori's perspective on decreasing conversion rates, narrowing funnels, and the benefit of enabling data-driven GTM teams. #RevenueLeadership #MarketStrategy #StrategyCast

19

4 Comments

Enjoyed this conversation with Derin McMains, CMPC for the #NoShowDogs podcast. Success in business and in life often comes down to not stopping when things get difficult. It's really simple. Sometimes it hurts, that's part of it. I appreciate DMac's perspective on the "quit button" in sports, we see it all the time in business. People give up too soon. The most successful people are often just those who didn't stop. #entrepreneurship is a mindset.

60

1 Comment

Check out this survey from our friends TSIA

5