Greg Head

We are seeing a tremendous amount of dialogue around replacing SaaS solutions with AI. Elementum is helping lead the way with easy to build AI Workflow apps that can be deployed in weeks. Cloud replaced On-prem. SaaS replaced traditional software. AI is rapidly replacing SaaS. Buckle up.

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Join us today for the Uncapped webinar: Apply MEDDICC+ to Enterprise deals with John Kuhns. This content was purpose-built for people already in enterprise B2B sales in some capacity and people that want to be in enterprise B2B. One of the feathers in John's cap among many, is that he closed Gong's largest new business enterprise deal in 2023. Today he will share how he achieved that through the use of MEDDICC+! If you can't make it but want to watch the replay, go ahead and register as well! https://lnkd.in/gcyMpR2v

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For this episode of Open Window Strategies' podcast at WRKdefined, “Small Talk Window,” Jocelyn King, SHRM-SCP, #CEO and founder of VirgilHR, joins me to discuss the #Texas-based court’s recent eleventh-hour effect on the hotly debated ban on non-competes by the Federal Trade Commission. A key, looming deadline #HR departments faced -- Wed 9/4 -- suddenly became no more, and many say this #federalregulation is essentially DOA. Seeing as we're posting on Tues 9/3, consider this your PSA. Against the larger backdrop of #HCM in general, the entire saga was almost like a caricature of the the daily chaos, inefficiency and uncertainty that HR faces with everything #compliance-related. Thank you, Jocelyn, for providing your take on these recent, dramatic developments.

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Check out the sneak peak of our next Sales Fusion Podcast episode on pipeline diversification - a very important piece of a growth strategy for startups.

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Business model innovation around Retrieval Augmented Generation from O'Reilly -- they have indexed all the content on Safari and are using it to provide answers grounded in vetted and credible content (their unique sauce). Another innovation here is to credit/compensate authors for the fraction of their work used in a generated answer. While this is progress, the more well-grounded the summaries look, the more dangerous the inevitable mistakes will be -- irrelevant documents will still lead to misleading summaries, and there will still be hallucinations because of interpolations with the text used to train Llama. At least based on the article, I don't see them employing self-checks or guardrails. I hope those are coming. https://lnkd.in/gqqHiR2D

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Catch up on Adam Robinson's journey on The Force & Friction Podcast as he discusses scaling a SaaS company from $20M towards $50M ARR. Watch the full episode here: https://bit.ly/3YzjaBH "It’s a game of different rules at each stage". #ForceAndFrictionPodcast #RevOpsLife #GTM #SaaS #B2BGrowth #EntrepreneurJourney #ScalingUp

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🔨Featured in the latest issue of REI INK, the Verisk Remodel Index reports a 4.1% increase in home repair and remodeling costs from Q1 2023. Learn how these trends could impact your region. Reading the full article in REI INK: vrsk.co/4c6VrfN #HomeRepair #PropertyEstimating #Verisk

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Dear Partners, Are you excited to learn about what we have in store as Microsoft Partner Incentives to accelerate your growth?! If so, please listen to Meera Venkatesh and Jeff York as they share their insights at MCAPS Start for Partners! Links below.. #msadvocate #mspartnerincentives #ai #copilot #FY25 #lookingahead

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Dealing with "Just Show Me a Demo?" Seven (Gentle, But Firm) Methods to Move into Discovery Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive discovery conversation. But how do we convince prospects to make this change? Here are seven ideas! Prospect says, “Just show me a demo…” 1.    You respond, “Terrific! Let’s schedule eight hours for the demo, because it will take that long to go through our offering. Or we could invest thirty minutes to discuss your situation so that we can focus on what is most important for you and the resulting demo will likely last well under an hour.” 2.    You offer, “You are investing a great deal of time and energy in finding and implementing a new system. Let’s ensure that investment pays off for you by helping us understand your situation/goals/needs/etc. fully before we present a demo.” 3.    You say, “Oh! This is exactly like having a severe headache and going to the doctor and the doctor says, ‘You have a headache? Great! Go down to the pharmacy and try each of the 1000 drugs we offer and then let me know which one works best…!’ We can continue on that pathway or, if you allow me to be your ‘physician’, I can ask questions that enable an accurate diagnosis and a focused demo prescription.” 4.    You respond, “I’m presuming you don’t want to pay for capabilities that you don’t need so instead of guessing, and likely wasting your time and mine, let’s invest a few minutes to discuss your actual needs. The demo can then focus specifically on those capabilities.” 5.    You offer, “If I were a doctor, would you prefer that I grab a scalpel and open you up or would you prefer that I ask a few questions first?” 6.    You counter, “Imagine you just sat down for a meal in a nice restaurant and I’m your waiter. Should I simply guess what you might want to eat and start bringing out dishes or would you want me to offer you a menu?” 7.    (My favorite!) You say, “Fine…” and move (gently but firmly) into a Vision Generation Demo both satisfies your prospect’s desire to “see what’s possible” while moving delightfully into a discovery conversation. (See Chapter 11 in Great Demo! Third Edition) Any other ideas to suggest?

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It all about networks and relationships!

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Entrepreneurs tend to be stubborn. But when is it Persistence or Obstinacy? This article from Paul Graham from Y Combinator highlights the critical distinction between persistence and obstinacy: https://lnkd.in/gsXgGfEi Persistent individuals adapt, seek solutions, and leverage feedback, driving towards their goals with resilience and good judgment. Obstinate people, on the other hand, resist change and stick to their initial ideas despite contrary evidence. Here are other key takeaways: Adaptability: Be open to changing your approach based on new information. Goal Focus: Maintain a clear vision but be flexible in your methods. Resilience & Imagination: Persist with creativity and energy, finding innovative solutions. Rational Decision-Making: Use good judgment to differentiate between useful persistence and harmful obstinacy. Success often lies in knowing when to pivot and when to push through. Embrace the right kind of stubbornness! The best way to think of this: We can be stubborn about vision but flexible with the details of getting there. Picture Credits: I was at the Genghis Khan Equestrian Statue in Ulaanbaatar, Mongolia, 2017. #Persistence #Adaptability #PaulGraham #startups

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As a Board Director and consultant to executives, I have the opportunity to work with leaders who want to drive a change in company culture often to fuel new business growth. Culture is truly about saying what you do and doing what you say. You must set example as the leader and reward examples of the new culture, so employees understand what the new behaviors look like. Finally, never forget your hidden business partner in Marketing and Communications as communication in many formats will significantly help create the change you want as a leader and grow your business.

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Check out this survey from our friends TSIA

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Every business owner knows that there are three things that they need to care about: How do I Grow my Business? How do I Increase Efficiency? How do I Remove Risk from my business? Today's Partner Value Framework (#PVF) video features Rewst. When everyone else is telling us to "Do More with Less", they like to remind us that its all about doing it better! Businesses all across Asia aiming for efficiency and growth, Automation is key! It's with this in mind that Rewst comes in. Listen as Jim D'Espinosa helps to explain how Pax8 Partners should be utilizing Rewst in their business. https://lnkd.in/ghaE3MRr Nathan Svec, Mike Burgard, Patara Yongvanich, Danni Munro, Chelle Morgan, Mel Storey, Kevin Gritsch, Chris Butler, Craig Donovan, Lane Brannan, Harald Nuij, Nick Heddy, Matt Dewsnap, Alen Nadarevic, Tan Gooi Lee, M. Iskandar Myrza, Jowie A., Kasem Pornananrat, Cheryl Wu, Vivian Tan Thank you to the Studios team Harrison Bloomfield, Lisa Goldsworthy, Zack Littlefield, Nick Yardley for leaning into this series with us. For more information on Rewst and how Pax8 can help you drive efficiencies in your business at https://lnkd.in/gJ6cBGp4

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“Every company in the world… will be reengineered in 24 months.” - Bill McDermott, CEO, ServiceNow AI is changing everything. If you believe AI isn’t affecting your business today … think again. If you believe you can “wait and see what happens” … you’re too late. AI will bring down the cost of business processes through automation. It will reduce labor costs by requiring less manual intervention in work. Goldman Sachs estimates AI will increase global GDP by 7%. It will eliminate millions of jobs. And create millions more. AI is changing everything. What are you doing to prepare? #AI #FutureOfWork #Founder #Entrepreneur #Career *** My passion is to help global founders become happier their life and more successful in their business through our weekly newsletter, The Founder's Journey Podcast and The Founder's Collective community. Join me. Links in comments and featured posts.

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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

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Killer presentations include 3 things: Emotion, Logic and Audience Needs. Learn more in James Ontra presentation on Founderpath https://lnkd.in/g3pNzSdP #Shufflrr #PresentationHell #SalesPresentations #PresentationManagement

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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

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Tradeshows and conferences. A vital part of lead generation and market engagement. But 70% of marketers admit they fail to maximize the value of their event content!!! Great article here from our Zngly partner BroadVent and how we are transforming the event space.

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