584 Photos and videos
Revenue is math. Spend more time on demand generation. If you need $1M, the equation is Revenue / ACV / Close Rate = Opportunities. If ACV is $250K and Close Rate is 20%, you need 20 Opportunities. Growing revenue means increasing opportunities, not close rate. #sales
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Open headcount bleeds revenue. Every day a role is open is a day competitors gain ground. Stop waiting for the right candidates to apply. Stop waiting for recruiting to source. Use AI to find the right candidates. Everyone is a builder. #AI #Recruiting
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Jun 12
Accomplish the mission and take care of your people. Mission first, people always. It is not results or people; it is results and people. #leadership
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Jun 9
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Jun 7
The future of cybersecurity is agentic AI: telemetry, context, recommendation, and action. Security is evolving from detecting threats to deploying agents that understand context, recommend responses, and increasingly take action on behalf of security teams at machine speed. #AI
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Jun 7
Low and middle performers are not being replaced by AI. However, when they leave or are managed out, they are not being replaced because of AI. Organizations will hire less people, but the people they hire will be far more capable and productive. #AI
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Jun 6
Train like you sell to sell like you train. Customer meetings and closing deals are the ultimate test of training. #sales
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Jun 6
82 years ago today, nearly 160,000 Allied troops stormed the beaches of Normandy on D-Day, launching the liberation of Europe.
We are free because they were brave. 🇺🇸
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Jun 4
The future of security is agentic. AI agents increasingly serve as force multipliers, helping detect threats faster, investigate incidents more thoroughly, and remediate risks at machine speed. #AI
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Jun 2
The Challenger Sale is having a resurgence in the AI era. Why? Buyers have information. What they lack is clarity. Stop asking buyers what they need through discovery. Teach them what they need. #AI B2BSales #Challenger
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May 31
Companies should be rebuilding their post-sales model with AI to compound retention and expansion. AI is doing what most Customer Success teams are not: engaging in daily CS rather than quarterly reviews. #AI #CustomerSuccess #GTM
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May 29
LThe most effective leaders move to where they are needed most. Always at the rear, you lose touch with reality. Always at the front, you lose the bigger picture. A fixed position is a vulnerable position. #leadership
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May 29
Hiring hunters is hard. They are rare. Assessing them is a specialty. Big company names, large customer logos, and big deal sizes often cloud the judgment of hiring managers. If a hunter is aligned to your company values, hire them. #b2bsales
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May 28
Most sales organizations are not allocating headcount. They are preserving history. Every AE and CSM is capital the business expects to compound. Deploy them toward the highest-value opportunities, not the path of least resistance. #B2BSales #CustomerSuccess #GTM
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