Gong

Several tools integrate directly with the calendar to synthesize real-time data and automatically deliver a one-page exact brief on buyer intent right before you join the call.

Celebrate ’26 is coming up, and it’s shaping up to be a great two days for anyone thinking seriously about revenue growth and the role of AI. We’ll bring together GTM leaders to share what’s working, what’s changing, and how teams are putting AI to work. Expect new ideas, real customer stories, practical takeaways, and plenty of conversations with people tackling the same challenges. For more details, and to register, visit: https://lnkd.in/es_Hni_F

Most reps send the same email to 200 people and wonder why nobody replies. The ones booking meetings aren't working harder. They're personalizing smarter. Here's the Clay workflow you can use to send 10 emails in about 30 minutes total: Pull target list into Clay and run a waterfall that finds: → A recent LinkedIn post from the prospect (their words, not mine) → A company initiative or announcement from the last 60 days → An open role that signals a pain point they're actively trying to solve → Any shared connection or company overlap in my background Then use Clay's AI column to draft the first two lines of each email using that data. Not "I saw you're in sales." More like: "You posted last week about going to market with a new product for the first time. That's exactly the problem we help revenue leaders solve before it becomes a board conversation." That's not personalization for the sake of it. That's relevance. 10 emails. 10 different openers. All sent the same morning. The reply rate difference is not subtle. #ClayPartner

The best thing I ever did for my pipeline was add an "Unfortunately Nope" category. Not every account deserves your energy. The hardest skill in enterprise sales isn't opening deals. It's having the discipline to deprioritize the ones that aren't going anywhere so you can go all-in on the ones that are. I built a visual account planning template with color-coded statuses: → Closed Won → Active Opp → Hot Lead → In Sequence → Nurture Plan → Pause → Unfortunately Nope One glance at my dashboard and I know exactly where my 50 accounts stand. Full template here: https://lnkd.in/gwjX9Nya All on ClosedWon.xyz

“I’m sorry - our demo environment is a little wonky.” Great way to zap momentum in a call. Every org has buggy / outdated demo spaces. Blaming it on the environment is lazy. 𝗛𝗼𝘄 𝘁𝗼 𝗮𝘃𝗼𝗶𝗱 𝟵𝟱% 𝗼𝗳 𝗶𝘀𝘀𝘂𝗲𝘀: -Write out the exact click path in notes -Walk through the click path, start-to-finish -Pre-load a few screens/pages on to other tabs -Never click anywhere, that you don’t know what it’ll show And if you REALLY need to click somewhere you didn’t prepare. Pause your screen share and test it out real quickly. Definition of control what you can control 💯 P.S. Closing in on 10K... give me an add on X: https://lnkd.in/g__8Urpw

Little office renovation ✅

The irony of the enterprise AI market is that as building AI products becomes quicker, easier, and more cost-effective, evaluating their value is only growing more complex. The hard part is no longer finding AI solutions for a given task, but rather avoiding expensive noise that doesn’t deliver meaningful value. A few principles I’ve found useful when evaluating AI investments: • Start with the job, not the demo. If you can’t define the operational problem with precision, no amount of model sophistication will get the job done. • Utility beats novelty. A product should create measurable leverage: less manual work, faster decisions, better outcomes. “Interesting” is not a KPI. • Accuracy is a feature, not a detail. Enterprise AI that produces wrong answers is just technical debt with a chatbot UI. Businesses must insist on accuracy. • Trust is infrastructure. Security, transparency, governance, and data boundaries are no longer procurement checkboxes — they’re adoption prerequisites. The companies that win will be the ones most disciplined about what they acquire AI to do – and how they retain it. My latest thoughts on evaluating enterprise AI investments without regret are here in @Forbes Technology Council: https://lnkd.in/dTUQ__Xx

Happy to share Gong is ripping! Customers include Anthropic, Google, Cisco, Rippling HMU if you want to learn more

$3M in pipeline built this year - a little secret about my entire outbound strategy. The entire foundation to my outreach, relies on my 1st touch. The catch: most prospects never see the 1st touch, so you need to repurpose it over and over. The center of my outreach is building a strong, 1st email with a relevant observation. 𝐇𝐨𝐰 𝐭𝐨 𝐟𝐢𝐧𝐝 𝐚𝐧 𝐨𝐛𝐬𝐞𝐫𝐯𝐚𝐭𝐢𝐨𝐧: - Spend ~5 min on research - Try: LinkedIn profile, company LinkedIn recent posts, Google News “company name,” website, recent website blog posts 𝐄𝐱𝐚𝐦𝐩𝐥𝐞𝐬: -“Came across the recent new product launch that went live in January…” -“Saw *company* is now expanding into a new industry vertical in…” -“Recently read your CEO Anne’s announcement that the team…” 𝗡𝗮𝗶𝗹 𝘁𝗵𝗶𝘀 𝟭𝘀𝘁 𝘀𝘁𝗲𝗽 𝗮𝗻𝗱 𝗻𝗼𝘄 𝗿𝗲𝗳𝗲𝗿𝗲𝗻𝗰𝗲 𝘁𝗵𝗲 𝗼𝗯𝘀𝗲𝗿𝘃𝗮𝘁𝗶𝗼𝗻 𝗶𝗻 𝗮𝗹𝗹 𝗲𝗻𝗴𝗮𝗴𝗲 𝘀𝘁𝗲𝗽𝘀: - Cold calls... this observation should be your pitch, you pull up on the fly - Voicemail... this observation can be your hook, to get them to read your email - LinkedIn Direct message... this observation will be your hook, to have them respond Now if you do get them on the phone... These have been my go-to openers: https://lnkd.in/gdPP_D8J Happy hunting!! 💜