Guy Rubin

How much do you invest per rep in productivity and insights tools? And how much do you actually invest in their skills and growth? For most, when adding up the platforms and tools that 'help' reps productivity - revenue intelligence, sales engagement, sales enablement etc etc, it's a multiple of the investment in skills and growth. Those investments may all be great investments with strong ROI. And some may argue 'these tools help with skills and growth too' - sharing best practices, role play automation, scoring of calls. It can ring true, especially for the most driven to self-develop. The proliferation of tools can compete with investments in skills and growth. Budgets are finite. The promises of tools - 'replicating your best sellers', 'increasing revenues by xx%' 'improving win rates by y%' are compelling. And often justified, I'm not pitching against them. We use plenty of great tools. But when skills and growth becomes underinvested in due to the proliferation of great tools, you end up with an underperforming, well-equipped army.

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THE JOB OF THE CRO HAS CHANGED Today, our CRO Shane Evans is stepping into a new role at Gong: 𝐂𝐡𝐢𝐞𝐟 𝐑𝐞𝐯𝐞𝐧𝐮𝐞 𝐀𝐫𝐜𝐡𝐢𝐭𝐞𝐜𝐭. For years, growth meant pushing harder — more headcount, bigger quotas, more pipeline. That old playbook isn’t enough anymore. Revenue today isn’t something you simply “own.”  It’s something you design. That’s what a Revenue Architect does: Design the system. Embed intelligence. Make growth predictable. And this shift goes beyond one leader. We’re evolving our Customer Success team into Revenue Architects, backed by a 12-week accreditation program in AI workflow design, operational consulting, and change leadership — so customers don’t just adopt software, they transform how they work. 👉 Read more on our blog: https://lnkd.in/gcAcPEna Let’s architect the future of revenue together. 🚀

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My #1 priority when joining LaunchDarkly was to improve pipeline generation. Three tactics we used to improve by 142%: Tip One: “Bucket Your Buyers” Most companies sell to a few different personas. All companies sell to different levels of those personas. If your list “scrambles” them altogether, you are putting yourself into constant context switching. Instead, keep similar personas grouped together so you can get in the flow with value drivers, customer stories, and use cases.   Tip Two: Dig for Gold We don’t make all calls with the intent to set a meeting. Sometimes, we are just looking for a “nugget” we can use to set a meeting with an above-the-line contact. When we get “gold nuggets” like project names, executive KPIs, or even just current tooling challenges we use them to nail our calls to “decision makers” where we want to spend more time. Tip Three: Problems, Not Product Our messaging used to be all about us: "We are a feature flagging platform that allows developers to separate deploy from release, toggle features on or off..." Now, we lead with problems we solve: "I'm reaching out because I noticed your team's focus on AI-driven development to increase velocity. A lot of engineering leaders we talk to are sharing the challenging trade-off between speed and risk: more code with less time for testing means more potential for things to go wrong at release.” What’s more likely: Your prospects are facing the problems you solve? Or Your prospects are actively shopping for what you do? Message accordingly, and conversion will increase. I partnered with Nooks to build out a deep dive into how to do these three things really well (including examples). We love using their platform for dialing, so collaborating on best practices was a no-brainer. You can get the full guide two ways: DM Giano Fiore 👨‍🚀 OR Comment “guide” - Giano will be monitoring the comments to make sure you get it. Do either of the above, and the Nooks team will reach out and get you the full guide! _________________________ This is a sponsored post. I only endorse brands where I believe in the technology and the people - I turn down 90%+ of sponsorship offers as I only work with brands that I actually use and get value from. 

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What does it take to go from writing code to leading customer conversations at scale? Josh Hicks, Senior Technical Sales Engineer at Jumpmind, joins us to talk: 🚀 Scaling to 70K databases and 20M changes/hour 🌧️ When data goes sideways (and how to fix it) 🔁 How to keep engineers engaged as companies grow 💼 What technical sales actually looks like From building SymmetricDS to supporting retailers like Petco and Build-A-Bear, Josh has done it all, and still finds time to write code. If you’ve ever asked "What’s next after dev?", this one’s for you. Links are in the comments section 👇

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We’ve seen SDR teams doubling their results with AI tools and workflows. But, for those who have achieved the best results, 2 things have been true. 1. They are amplify SDR talent and success. A team already performing multi-channel outreach well, now being accelerated by the heavy-lifting of research, personalisation, signals and intent. It multiplies and compounds their talent, not replace it. 2. Mindset shift. Telling an SDR they can double results needs a managed mindset shift, taking them with you on why higher expectations from team and self are justified, fair and in their personal interests (career, earnings and personal growth). Many throw AI at an underperforming SDR team and hope for the magic pill, missing both these steps.

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Cold calling in 2025 isn’t dead. But it has evolved. And in our latest live training, we had one of the biggest turnouts to date. Why? Because SDRs, AEs and even seasoned sales leaders are realising something: Email is drowning in noise. But voice? It still cuts through. → You can sound confident → Build trust → And go from “stranger” to “solution” in a few mins But most cold calls still fail. Not always because of a weak opener. But because the rep didn’t prepare. → No research. → No customer story. → No clear value. That’s why we broke it down, step-by-step, in this article: https://lnkd.in/eDFhK_yQ The 5-part cold call framework that’s driving 10X more meetings (literally): 1. Permission-Based Opener 2. Plant the Problem 3. Short Discovery 4. Tell a Customer Story 5. Soft Close Simple. High-converting. Here’s the other thing: → Most reps don’t practice. → They wing it. And wonder why they’re stuck. The truth: Sales teams don’t have a tech problem. They have a skills problem. ❌ 70% of reps never receive formal sales training ❌ 65% say they’ve never been coached on cold calls ❌ 84% miss quota That’s why we built Sales University, 400+ lessons combined with 1:1 sales coaching Not just scripts. Not just theory. A system that builds sellers. Want the script? DM me “SCRIPT” and I’ll send you access.

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30% of deals will run through Digital Sales Rooms by 2026 Is your sales team ready for this shift? Companies using DSRs are already seeing two HUGE benefits: ✅ Significant reductions in admin time ✅ Faster deal progression 🎺 Rory Sadler reveals why Digital Sales Rooms aren't just nice-to-have – they're becoming essential. Get the complete playbook in our 2025 B2B Sales Trends Report: https://bit.ly/3CY8hAz #B2BSales #SalesTech

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What really separates an average SaaS salesperson from a great one? It is not just a bigger pipeline. The best sellers go beyond features, focus on outcomes, build visible trust in their markets, and adapt quickly when adoption cycles drag. The real difference is knowing why a prospect is buying and matching your solution to that business challenge. 👉 Sales leaders, what traits do you see as non negotiable today?

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Too many SaaS companies rely on tactics before building the fundamentals. Without a defined ICP, a repeatable sales process, and disciplined pipeline management, growth stalls. This guide breaks down: 🔹 How to lock in your ideal customer profile 🔹 Demand gen strategies that actually work 🔹 Pipeline and forecasting best practices 🔹 Leadership and team-building moves that scale revenue Built from real-world SaaS sales leadership experience — and built to be used. Access it here: https://bit.ly/3Uvxjg4

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💥 PE Firms Are Rethinking Outbound GTM 💥 The old playbook of full-time hires, rigid agencies, and bloated costs is out. Today’s winning PE firms are going lean, fast, and flexible: ✅ SDR-as-a-Service > Headcount – Replace SDRs with a dedicated in-market team tailored to your GTM motion. ✅ Focus on selling – Our SDR-as-a-Service includes all the outbound tech, data, and management so your team can focus on closing. ✅ Centralized Visibility – Our best-in-class reporting helps you spot GTM issues before they hit revenue. ✅ Proven ROI – 3.5x return, 9x outbound volume. Real results. Why? Because growth and EBITDA don’t wait. If you’re looking to scale outbound without scaling costs, this is the shift. 📊 Outbound GTM isn’t dead. It just got smarter. 🌐 Check out the latest blog on our website for the full playbook. #PrivateEquity #GoToMarket #OutboundSales #RevenueGrowth #ScalableGTM

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When every channel is enabled through consistent, reusable processes, partner activation moves faster and scales effortlessly. What once required manual coordination becomes a repeatable motion that accelerates revenue. Allowing insurers to empower every partner - big or small - without added lift. Mozart DistributionPro makes this possible by transforming partner enablement into standardised, ready-to-deploy workflows. Learn More: https://lnkd.in/gWACgB7A #Insurance #InsurTech #InsuranceIndustry #InsuranceInnovation

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The real unlock in the deal process? A leadership team that thrives even when you step back. In this snippet from the High Growth Leadership Podcast, Rory McKeand, CEO of TSG, breaks down one of the harshest realities of scaling under investment: if your senior team is already at full capacity, layering a six-month deal process on top can push the entire organisation to breaking point. Rory explains the real benchmark for preparedness, and it’s higher than most leaders realise: “Do you have deputies? Could all your deputies run a board meeting, and you’re not even there? That’s kind of the bar you need to get to.” For Rory, growing from a £40m business to £100m+ isn’t just about revenue. It’s about building a leadership bench strong enough to absorb pressure, maintain momentum, and keep the business running seamlessly while the C-suite is deep in diligence. 🎧 Watch the full episode for more insights on leadership capacity, building deputies, and preparing your business for high-stakes moments. https://lnkd.in/eigVe-_f

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One of the coolest ways to use SalesNav (I’ve only just found out about it) 🤝 Me and my BDR are working on a new tactic: 1. Set up a handful of filters 2. Focussing on ICP personas 3. Within focus industries & territories. But there’s a new dropdown in SalesNavigator It’s called 'Category Intent'. It really refines who in your target audience By demonstrating intent in your product category Which cuts down big target lists nicely! I’m then using Lusha To pull contacts through directly to a sequence. You can try Lusha out via the link: https://lnkd.in/erevTfkn We'll let you know how we get on! SalesNav is still on of the most underutilised tools... How else are you using it in 2025? ♻️ Repost to inspire someone in 2025 Follow me → Scott Finden for more

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40% of ARR now comes from expansion revenue. Churn isn’t just a leak - it’s lost growth, pipeline, and valuation. And for SaaS teams in 2025, retention is becoming the real battleground. This report breaks down what's shifting, why it matters, and what forward-thinking teams are doing differently. Full download here ⬇ 🔗 https://lnkd.in/dZhVApNM

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𝗪𝗵𝗮𝘁 𝘀𝗶𝗴𝗻𝗮𝗹𝘀 𝘁𝗲𝗹𝗹 𝘆𝗼𝘂 𝗮 𝗦𝗮𝗮𝗦 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗶𝘀 𝗿𝗲𝗮𝗱𝘆 𝘁𝗼 𝗶𝗻𝘃𝗲𝘀𝘁 𝗶𝗻 𝘀𝗮𝗹𝗲𝘀 𝗹𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽, 𝗻𝗼𝘁 𝗷𝘂𝘀𝘁 𝗲𝘅𝗲𝗰𝘂𝘁𝗶𝗼𝗻? Oli Clarkson, Senior Consultant at ZEREN offers his insight into building high-performing sales teams, evolving from product-led growth to a commercial engine, and knowing when it’s time to invest in sales leadership. In this clip, he outlines the patterns that indicate a business is ready to make the shift and what some founders can underestimate when they try to scale without dedicated sales leadership in place. Connect with Oli directly to discuss your hiring needs and how ZEREN can support your growth with the right leadership. Read the full interview here: https://lnkd.in/gvTjAeX4 #sales #saas #growth #leadership #founders #hiring

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