Noah Logan

📊 It’s not just about having data; it’s about having the *right* data. That’s what Hive found by adopting Gong Engage and Gong Conversation Intelligence. This powerful duo surfaced insights and next steps for John Furneaux and Hive’s sales team. They can now breeze through deals, navigate discovery calls with ease, and uncover more opportunities. The result? A 44% increase in meetings booked and 30% rise in sales opportunities. And that’s not even the full extent of Hive’s wins! Read about the rest here: https://lnkd.in/gh-7X7jG 

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Always great to chat with innovative colleagues from the HigherEd industry. Mark has been ahead of the curve with much of his adoption of technology, to help him scale efficiently, and effectively. #HigherEd #StudentEngagement #StudentRecruitment #EdTech #Podcast #TalkWithFriends #Colleges #GraduatePrograms #University #StudentAdmissions

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Today’s CRO has two main responsibilities: (1) Predictably hit the company’s revenue number every time. (2) Boost the productivity of revenue-impacting employees. AI cuts across both of these responsibilities. Predictive AI unlocks revenue forecasts with pinpoint precision. This enables CROs to hold their team accountable down to the dollar. Generative and Descriptive AI offer critical opportunities to boost productivity. With the right balance of features, reps and leaders can accomplish more than ever. The bottom line: An AI strategy is essential.

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There is often considerable overlap between Revenue Operations (RevOps) leadership and the Chief Revenue Officer (CRO) roles due to the interconnected nature of strategy and execution in driving revenue growth. This signifies a move toward a transformation in Revenue executives where decision-makers combine strategic foresight with operational expertise that drives sustainable revenue growth. The opportunity for senior RevOps professionals to take on these executive roles is more relevant than ever. Here is my advice on considering this move: https://lnkd.in/eEp263QR

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An enterprise sales kickoff (SKO) is critical for aligning the sales team with the company’s strategic objectives, energizing the team, and setting the stage for a successful sales year. Beyond alignment of company goals, product and service education, motivation and morale boost, skills development, networking and team building, marketing and competitive insights, goal setting and accountability, inspiration and vision, strategic planning, and a feedback loop from the field, there are also several consistent mistakes/NOT-to-do many organizations ignore before, during, and after their SKOs! Here is my latest post on Ten Sales Kickoff Insights shared by GTMnow - https://lnkd.in/eQxQrKuJ GTMfund Sales Community #SKO #SalesKickoff #GlobalKickoff #KeynoteSpeaker #RelationshipEconomics #CoCreate #CurveBenders #ConsequenceOfAI

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Re-reading "The Bezos Blueprint" by Carmine Gallo page 17, references Bezos commencement speech to the 2010 Princeton Class. "What I want to talk to you about today is the difference between gifts and choices. Cleverness is a gift; kindness is a choice. Gifts are easy -- they're given after all. Choices can be hard. In the end, we are our choices." "Six years after his speech at Princeton, Bezos revisited the theme in taking pride in your choices, not your gifts. "This is something that's super important for young people to understand, and for parents to preach to young people. It's really easy for a talented young person to take pride in their gifts. 'I'm really athletic,' or 'I'm really smart,', or 'I'm really good at math.' That's fine. You should celebrate your gifts. You should be happy. But you can't be proud of them. What you can be proud of is your choices." Did you work hard? That's a choice. Did you study hard? That's a choice. Did you practice? That's a choice. "The people that excel combine gifts and hard work, and the hard work part is a choice." Bezos said. (The Bezos Blueprint, page 17 Carmine Gallo) Profound, simple, and true. #thebezosblueprint

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Sr. Principal Product Evangelist Ami Arad is coming to the Gartner CSO & Sales Leader Conference. Don't spend days – or even weeks – on account prioritization and territory planning! Ami will show you a better way. Ami's session – complete with props and lots of laughs – will contrast the old-school ways sellers prioritize their accounts vs. using buyer intent and predictive models. Get the deets (plus a Gartner ticket discount code) here: https://okt.to/i5SfTE

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"An innovation juggernaut"..."A leader"...a couple of the things I love about Cresta's recognition on the Forrester Wave for Real-Time Revenue Execution. (Getting the highest score in 15 of the 31 evaluated categories is also pretty sweet). My favorite one though from this wave was a statement about our customers. "Customers validated that its innovative platform is delivering results." Businesses are driving results with the Cresta platform, today...this isn't something far out into the future. Fortune 500 customers are using Cresta to drive more revenue, improve agent productivity, make their managers more effective, and supply insights to the leadership team that propel their business forward. MASSIVE thank you to our customers and to all Crestans who make it possible....still lots more to do...it's always Day 1. To get a complimentary copy of the Wave and read more about it, check out our blog: https://lnkd.in/dj-hfYMt

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hey RevOps - wanna help us define the future of the RevOps role and the RevOps path the C-suite? 🤔 That's exactly what we're doing with our #RevOpsAF Executive Think Tank event series, Getting 25+ RevOps leaders together in the same room to: 🗺️ Define what RevOps should be in every organization ⛔ Figure out what’s standing in the way of a unified revenue operations function 🤝 Determine how to convince CEOs to respond and adapt to evolving market conditions by adopting a comprehensive revenue operations charter 🚀 What the RevOps path to the C-Suite looks like Our first Think Tank event will take place in San Francisco on August 22nd at 2pm PT. 🌉 So if you're a RevOps leader in the Bay area, then join us. 👋 We've already got RevOps leaders confirmed from companies big and small, and everywhere in between. Seats are extremely limited and we are limiting entry to senior leadership with deep experience in the field of operations. Learn more 👉 https://hubs.li/Q02F3M0X0 A huge thank you to our sponsor at Subskribe for making this event possible. 🫶 #revops #revenueoperations #salesops #salesoperations #marketingops #marketingoperations #csops #cxops #gtmops #alltheops

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Great research from 6sense about the modern B2B buyer experience. The most interesting stat in this report: 💡 83% of buyers select a preferred vendor before engaging a seller. This underscores the importance of having a wide range of compelling content that enables a self-guided customer journey. https://lnkd.in/eKvPB6fK #marketing #6sense #b2b

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I help oversee marketing at a lot of companies and support a lot of CMOs. By far, it's the most misunderstood function in B2B software. This causes companies to underperform their potential, especially now that so much of the buyer's journey is self-driven by the prospective customer. The influence of sales has diminished. However, Marketing doesn't play the role that it could/should because: 1. CEOs don't fully understand marketing (but they think they do) 2. Finance doesn't know how to think about marketing investments or evaluate them 3. Sales has a mixed relationship - they need marketing desperately but don't fully understand it and go hot/cold 4. Post-sales teams (CS, ProServ, Support) could/should leverage marketing to help manage the customer journey, but there is limited contact 5. Few CMOs really understand the full domain in what is the most heterogenous function in a business (inbound, outbound demandgen, product marketing, corp marketing, customer journey, marketing operations, etc) 6. Not enough CMOs have full/strong business acumen and they know how to educate their exec peers + CEO/board on the function and influence them. Btw, because of the above, I love working with CMOs. So much upside for the marketing function to add more value in companies. I came up on the Sales and CS side, but in my PE gig, I spend more time on marketing than anything else. It's the biggest value creation lever. I've learned so much in the last 4.5 years. For this reason, I'm a big fan of what Shiv Narayanan is doing with How To SaaS. He's written a great book (Exit Ready Marketing) on the SaaS marketing function and now he's launching a C-Level Marketing training program. It's not just for marketers, it's more for those seeking to understand the function and leverage its full potential. Check it out.. https://lnkd.in/geBkVHgR I haven't taken the course, but I've read the book and reviewed the detailed syllabus. Really looks good. Encourage people to check it out. Shiv, btw, I can name a few new chapters/modules to add! Rebecca Carr, Sabra Jan Willner, Amy Love, 🦄Pablo Dominguez, Manish Goyal, Lauren Shleifer Goldstein, 🐶 Jacco van der Kooij, Kathleen Booth, Sam Jacobs, Vinay Bhagat, Bob Wright, Mike Linton, Cathy Benko, Alfonso Pulido, Chris Dent, Gail Moody-Byrd, Sara Varni, Sari Green, Alison Wagonfeld, Katrina Wong, Lisa (Ramirez) Ames, Nipul Chokshi, Jon Miller, Luanne Tierney, Deepak Bahree, Cynthia Gumbert, Micheline Nijmeh, Michael Londgren, Claire Darling, Sydney Sloan, Paul D'Arcy, Meagen E., Craig Rosenberg, John Common, Rajiv Parikh

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A wave of consolidation is sweeping through the sales tech industry. I recently listened to a brilliant episode from the Topline podcast, featuring Salesloft CEO David Obrand, that shed light on the current state of the GTM tech landscape. As highlighted in the episode, key players like Clari, Gong and Outreach are expanding their offering to boost their TAM and offer more comprehensive solutions. Whilst the trend is understandable, the danger is long-standing partnerships start to fray as overlapping functionalities emerge - partnerships that were once the lifeblood of the sales tech ecosystem. For us, it begs the question. In a world of all-encompassing GTM suites, is there still a place for specialized, best-in-breed solutions? I believe the answer is a resounding yes - but only if they can offer extraordinary value. To thrive in this new era, point solutions must not only deliver great results but also seamlessly integrate into a company’s core tech stack and existing workflows. At MultiplyGTM, we’re laser-focused on providing planning intelligence that complements rather than competes with the everyday solutions revenue teams rely on, and goes deep in addressing a critical need - empowering revenue leaders with the confidence and clarity to achieve their goals. Whilst we may lack the resources of larger players, our goal is to provide unparalleled planning intelligence and insights that drive revenue, while growing sustainably and delivering immense value to our customers with our domain expertise. We're on the cusp of announcing some game-changing partnerships too that will extend our reach and impact, while maintaining our focus on delivering the revenue planning capabilities that drive profitable efficient growth. Stay tuned! 🚀

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GTM efficiency has become a key topic in 2024 and will be front and center for CRO’s and CMO’s as planning begins for 2025. SDR effectiveness and productivity is a significant problem. At The Pipeline Group we built ground up the right talent, data quality, best practices and tech stack to break through the massive digital noise and to not just CREATE pipeline but to help PROGRESS it. Get ahead of the brutal 2025 plan and let us show you how we can take out costs and drive efficiency. I know you have all had a bad experience with outside agencies but we are proven and different! You have nothing to lose, I won’t waste your time and if we can’t help it will be stated in the first 15 mins. DM me or Ken Jisser

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How do you stay connected with your team? Being accessible, curious, and plugged into team members is crucial for any leader. In my team, we rotate the 'Coffee with Andrew' series, mixing up attendees to talk openly about anything. These sessions provide valuable insights into how team members are feeling and what they're interested in. Sometimes, we discuss pets, vacations, and binge-worthy shows, offering a moment to just 'be' and take a break in the day. How do you foster team connections? Share your strategies below! #sap #saplife #culture #leadership #team

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New-to-brand growth should be one of your primary metrics. Why? It’s one of the closest directional indicators to incrementality. We're hosting a webinar on Sept. 12 at 11am PT that will walk you through the strategies to specifically grow new-to-brand sales. AMC is driving success here, giving brands insights into customer behavior and ad performance like never before. But are you using it to its full potential? What You’ll Learn: - Best practices for leveraging AMC to boost campaign efficiency. - How to connect the dots between ad spend and sales performance. - Real-world examples of brands that have transformed their advertising strategies with AMC. We will walk you through the tools and tactics that can elevate your Amazon marketing game. Whether you're new to AMC or looking to optimize your current approach, you'll leave with actionable insights. We'll see you there! Register here: https://lnkd.in/gK5Rp9ka #AMC #NewToBrand #Ecommerce

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GTM exemplified. When a love ❤️ brand like Gong gives an emphatic high-five for your solution across their GTM teams it's a story worth telling...Shantanu tells it better, his smile is contagious, so watch at your own discretion 😁 watch here >> https://lnkd.in/dY3VWYKw #salesprocess #scale #GTMevolution

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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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