Podcasts about Gong

Imagine doubling your close rate and cutting your sales cycle in half. That's not a hypothetical. It's exactly what Pieter Leenhouts and his team did at Tax Guard, a Cogency Global company that sells to banks and financial institutions. Pieter walked me through exactly how they pulled it off, and it wasn't magic. It was math, structure, and a relentless focus on the front end of the pipeline.Why Their Sales Cycle Was So Long To Begin WithTax Guard's solution was new to the financial institutions they sold to, so reps had to spend real time educating buyers before those buyers even understood why they needed it.That education requirement, combined with deals that stalled out with the wrong contacts, created a long sales cycle and a lower close rate.Fixing it started with the pipeline itself, not with pushing reps to work harder.Give Every Rep the Right Size Pipeline, Not Just More DealsPieter's team found that around 120 opportunities was the right pipeline size for most of their account executives, though the number flexes based on how efficient a rep is.Instead of leaving reps to self source every opportunity, the team loads a portion of that pipeline for them, so reps spend more time working real opportunities and less time hunting for net new business.Their market of five to ten thousand financial institutions is well defined, which makes it possible to plan pipeline size with real precision instead of guessing.Split the Pipeline: 70 Percent Pre-Handraiser, 30 Percent Post-HandraiserOf those 120 opportunities, about 70 percent sit in the pre-handraiser stage, where reps are still working to connect with people.The remaining 30 percent sit in the post-handraiser stage, where there's already an active, ongoing conversation with the customer.That split keeps reps focused on outreach without starving the deals that are already moving.Marketing and Sales Load the Pipeline TogetherPieter is careful to point out that loading the pipeline isn't a sales-only effort. It's a collaboration between sales leadership and marketing leadership.Marketing helps identify and prioritize which accounts and departments actually fit where Tax Guard's solution applies.That partnership is part of why the team can hand reps a healthier mix of fast cycle and slow cycle opportunities instead of leaving it to chance.Why They Kept AEs on the Full Buyer Journey Instead of Handing Off to BDRsBecause their solution requires ongoing education, Pieter's team decided against using BDRs or SDRs to book appointments and hand off to AEs.The same person a buyer starts talking to needs to stay with them as a trusted advisor through the entire education process.Pieter is clear that this only makes sense because of how complex and unfamiliar their solution is. A more transactional sale can absolutely work with a BDR handoff.The Cadence: 17 Touches Over 70 DaysEach opportunity in the pipeline follows a defined cadence, roughly 17 touches over 70 days, with three to five contacts tied to each account.That structure turns follow-up into a math exercise. Once you know the number of opportunities, steps, and contacts, you know almost exactly how many activities a rep needs to complete each day.The cadence isn't automated. Reps still show up and do the work themselves, which keeps the process personal instead of robotic.Personalization Is What Makes the Math WorkPieter gets five to six hundred pitches a day himself, so he knows exactly what gets ignored: generic, unpersonalized outreach.His team uses AI to gather background information quickly, but the personal touch, referencing where someone went to school or what they care about, still has to come from the rep.That combination of structure and personalization is what actually breaks through the noise instead of just adding to it.How They Catch Reps Who Are Gaming Activity NumbersTo catch reps who rack up huge activity numbers without real substance, like hanging up before voicemail or blasting the same email to everyone, Pieter's team looks past raw activity totals.They review call recordings and email engagement to see whether real conversations are actually happening, not just whether the activity got logged.The goal isn't to catch people doing something wrong. It's to find the reps who are getting real engagement and figure out what they're doing differently so the whole team can replicate it.Weekly and Monthly Rhythms Keep the Team AccountableEvery rep gets a weekly one on one that covers both big strategic issues, like what's happening in the market or with competitors, and specific opportunities that need a plan to close.Once a month, Pieter's team reviews the front end metrics as a group: how many people are in cadence, how many emails are opening, how many real conversations are happening.They also track Net Promoter Score to measure how the sales experience actually felt to the buyer, not just whether a deal closed.Their Tech Stack: Salesforce, Gong, Gong Flows, and DelightedSalesforce is their core CRM, and Pieter says most of what makes it powerful is what gets plugged into it.Gong records and analyzes sales conversations, which lets the team track things like how often pricing objections come up and coach reps faster than they could otherwise.Gong Flows adds structured outreach sequences with AI built in, and Delighted measures NPS so the team can see how the buying experience felt from the customer's side.The Numbers Pieter's Team Watches Every WeekClose rate and pipeline velocity are the two headline numbers Pieter checks first, since they show whether the whole system is working.Underneath those, his team tracks how long deals sit in each of their seven pipeline stages, with alerts when something sits too long.They also watch the quality of the opportunities reps are given and how well each rep prospects into the right people, since strong activity numbers mean nothing if they aren't pointed at the right accounts."Activities create opportunities, opportunities create sales. The only thing we control is our activity level." — Pieter LeenhoutsResourcesConnect with Pieter Leenhouts on LinkedIn.Learn more about Tax Guard, a Cogency Global company.Keep track of your sales activity and boost your results with the Prospect Pro sales tool.Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.Visit Blue Mango Studios for help creating podcast production content.Join our LinkedIn cohort and learn to prospect the right way.Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast,

Covenant community and covenant belonging bless our students to believe, belong, and become. Who you are—and the disciple of Jesus Christ you are becoming—guide and inspire us all to become BYU. Gerrit W. Gong, a member of the Quorum of the Twelve Apostles, delivered this university conference address on August 24, 2026. You can access the full talk here.See omnystudio.com/listener for privacy information.

Send us Fan MailWhere should AI stop and a human step in? Rebecca Stone has spent 20 plus years finding the line.Rebecca Stone, Chief Customer and Marketing Officer at Plume, joins Yanique Grant to unpack why clean, centralized data is the real foundation of customer experience, and where AI should augment the journey versus where a human relationship has to show up. From the name problem that makes one customer look like four, to using AI to carry context across every support tier, to building high performing teams, Rebecca shares practical moves any leader can use.In this episode:- The first move to make when your customer data is messy - Where AI ends and human connection has to begin - Using AI to carry customer context across every support tier - The tools Rebecca can't live without: Claude, Gong, Salesforce, Marketo - Building high performing teams with The Five Dysfunctions of a Team - The Colin Powell quote that keeps her on trackFeatured resources:Book: Made to Stick by Chip Heath and Dan HeathBook: The Five Dysfunctions of a Team by Patrick LencioniClaude (AI for building presentations and freeing up time)Gong (conversation intelligence and customer context)Salesforce (CRM and customer data)Marketo (marketing automation)Connect with the guest:LinkedIn: Rebecca Stone, connect and send her a messageCompany: PlumeFollow the show: X @NavigatingCX and join our private Facebook group, Navigating the Customer Experience Community. Hosted by Yanique Grant.

durée : 00:53:30 - Grand bien vous fasse ! - par : Ali Rebeihi - Yoga, Qi Gong, Taï Chi : simples pratiques de bien-être ou véritables leviers thérapeutiques ? Un médecin yogathérapeute, un spécialiste de médecine chinoise et un neuroscientifique décryptent leurs effets sur notre corps et notre cerveau. - équipe : Étienne Bertin, Joseph Hascal, Anna Massardier, Noé Brabant, Nathalie Poitevin Vous aimez ce podcast ? Pour écouter tous les épisodes sans limite, rendez-vous sur Radio France

This is a moment to reflect on Christ's gift of comfort, as Elder Gerrit W. Gong teaches how we can share this gift with those around us.

What happens when AI stops being impressive in demos—and starts helping us fight cancer, transform how companies operate, and attract hundreds of billions of dollars in investment?That shift may already be underway. This week brought some of the strongest signals yet that AI's impact is moving beyond better chatbots. From personalized cancer treatments and dramatically earlier detection to autonomous business workflows and AI-powered scientific research, the conversation is increasingly about measurable outcomes.For business leaders, there's an equally important takeaway: the competitive advantage may no longer come from choosing the “best” AI model. It may come from giving AI the right context about your business.Anthropic's own sales team provides a striking example. By connecting Claude to systems including Salesforce, Apollo, Common Room, and Gong, the company reports cutting manual work by 70%. The lesson is simple: smarter models help, but AI becomes dramatically more useful when it understands your data, workflows, processes, and preferences.And that's only the beginning.In this session, you'll discover:Why new developments in personalized mRNA cancer treatment could represent an important milestone for AI-assisted healthcare.How AI is helping researchers detect and understand cancer earlier and with greater precision.How Anthropic is using AI workflows to reduce manual sales work by 70%.How AI systems are beginning to learn the way people work and turn repetitive activities into automations.How increasingly capable open models could dramatically change the cybersecurity threat landscape.How AI is accelerating drug discovery and complex scientific analysis.How AI-assisted coding and agentic development continue to change software creation.Why an extraordinary amount of capital is flowing into AI infrastructure and applications—including a proposed $500B financing platform around NVIDIA infrastructure, Databricks' $5B raise, and major funding rounds across the ecosystem.About Leveraging AIMulti-Agent Orchestration Course: https://multiplai.ai/multi-agent-orchestration-course/YouTube Full Episodes: https://www.youtube.com/@Multiplai_AI/Connect with Isar Meitis: https://www.linkedin.com/in/isarmeitis/ Join our Live Sessions, AI Hangouts and newsletter: https://services.multiplai.ai/eventsIf you've enjoyed or benefited from some of the insights of this episode, leave us a five-star review on your favorite podcast platform, and let us know what you learned, found helpful, or liked most about this show!

This is a moment to reflect on how we abide in Christ, as Elder Gerrit W. Gong teaches how Christ is the way.

Every leader eventually faces a moment when the numbers stop making sense.For Amit Bendov, Co-Founder and CEO of Gong, that moment came during what he calls "the quarter from hell." Sales were collapsing, investors were asking tough questions, and every report looked normal. The CRM had data—but none of the answers.That painful experience sparked an idea that would become Gong, one of the world's leading AI-powered revenue platforms, now generating more than $500 million in annual recurring revenue.In this episode of Lead the Team, Amit shares the leadership lessons behind that defining moment and explains how AI is changing the way leaders understand customers, coach teams, and make better decisions.In this episode:Why "the quarter from hell" became the origin story of GongThe leadership blind spot that almost every executive facesWhy traditional CRM systems fail when leaders need answers mostHow AI helps leaders spot problems before it's too lateThe operating rhythm used by elite sales organizationsThe hiring traits Amit looks for in future leadersWhy ownership and curiosity separate great leaders from everyone elseWhether you're a CEO, founder, executive, sales leader, or entrepreneur, this conversation offers practical lessons on leading through uncertainty, building better teams, and using AI to create a lasting competitive advantage.-----Connect with the Host, #1 bestselling author Ben FanningSpeaking and Training inquiresSubscribe to my Youtube channelLinkedInInstagramTwitter

Audio-File der Darshan-Meditation zum 15. August 2026 (Sri Aurobindos Geburtstag) mit Texten, Musik und einer stillen Meditation (die mit einem Gong endet).

Wenn der Gong zum Einsatz ertönt, muss alles ziemlich schnell gehen. Feuerwehrmann Bernhard Peschke zeigt Jakob den Ablauf: von der Rutschstange, zur Ausrüstung, rein in die Einsatzfahrzeuge. Wie bequem so ein Feuerwehrhelm ist und was der coolste Platz im Löschzug ist, erfahrt ihr hier!

Upon exploring a random Gamelan station on Apple Music, Jay heard a song that reminded him of a song from the Nintendo Switch game, Mario Odyssey. That got him thinking about other video game music that sounds like songs we know and love, so he's bringing it back a classic segment! This is 8-bit.Songs:Gamelan Degung - “Gara Gara Cinta”Sonic 3 Ice Cap Zone sounds like “Hard Times” by The Jetzons (there maybe a good reason for that)Nobuo Uematsu - “Dancing Mad, 4th Movement (Final Fantasy VI)”Nick had a great staycation last week and brings back some songs to share on a Three for Thursday. YHWH Nailgun released a 10-track, eleven minute album that's somehow weirder than their last, Gong is still being explored, and 50 years ago this week, a little ditty by Herman's Hermits took the #1 spot on the charts.Songs:YHWH Nailgun - “Magazine”Gong - “Percolations Part I & Part II”Herman's Hermits - “I'm Henry VIII, I Am”This Heard It Through the GREGvine starts off with a detour to Where's One Tho? Then we learn about Henry Rollins and Ian Mackaye's mission to resurrect the music of their childhood heroes, The Cramps.Songs: Rush - “Limelight”Black Crowes - “Sting Me”Rolling Stones - “Start Me Up”The Cramps - “Goo Goo Muck”The Cramps - “Human Fly”Charlie Puth - “Attention (Tiny Desk Concert)”

   We had some more wild communist primaries Tuesday night and Hong got the Gong in Wisconsin... unless there is a recount.  We'll go over the winners and losers as former sportscaster Michelle Tafoya cruises for the GOP in Minnesota.    A new ad popping up everywhere just blasts Pastor Adam Hamilton for supporting BLM, repenting because he's white and having his church pay for draq queen story hour.  Oh, this is so good.    The Air Force One report that President Trump was not on the plane as it left Turkey last month has taken a predictable turn.  The left wing media are upset they were not told what was going on.  Of course it's about them.    Our little pup Cabo was adopted  through www.pawsitivetailskc.org ... a group that just won a national award from a famous country singer!    Rashee Rice meets with the media and I'm ready to give him one more shot this year.  I'll explain why.  Indiana's WNBA coach has a total meltdown after she failed to support her own player.   A High School football player has a dangerous problem with his helmet.  I had lunch with a Rock N Roll Hall of Famer Tuesday and something happened in a golf tourney at Trump's course nobody has ever seen before.

After dropping 5minutes off her personal best in Boston, Maryann Gong is shooting for an OTQ in Chicago.With a 2:38 marathon PB she is right on the cusp of qualifying for the Olympic Trials. She takes us through her training, mindset, and prep for her OTQ attempt at Chicago.She also shares about her injury history and her decision to get surgery on her Haglunds Deformity. She is also a founder of a run coaching app called Toga. Toga is a personalized run training app for serious runners who are chasing PRs while balancing a busy life. It builds you a custom plan tailored to your goals and history with running, strength and prehab that adapts based on your real workouts, schedule and life. Whether you're looking for a full coach or just a copilot, Toga can help you reach your goals. Syncs with Garmin, Coros, Apple Health, Strava, and more. Available on iOS.: https://apps.apple.com/app/apple-store/id6758282443?pt=128052523&ct=d3glorydays&mt=8Follow her on Insta for more updates: https://www.instagram.com/maryanngong/Tailwind Nutrition is sponsoring today's episode. Whatever your training looks like turn to Tailwind to fuel you.Complete Nutrition Made Simple - Tailwind offers easy-to-digest, all-in-one fueling, recovery, and hydration for endurance athletes. Made for Athletes, by Athletes - Born out of real experience on the trails and refined with customer feedback. Get 20% off your first order when you used code GloryDays20 at ⁠⁠⁠⁠⁠⁠tailwindnutrition.com/GLORYDAYS⁠⁠⁠⁠⁠⁠BoulderthonAre you looking for your next race? You hear Noah talk about how much he loves running in Boulder and now's your chance to see why he loves it so much. is Boulder, CO's signature downtown marathon series taking place on September 27, 2026!Boulderthon has it all. From the 5k to the marathon, there is a race for everyone. Believe you can and you will!Boulderthon is offering $20 off to our readers for the Half or Marathon. Use code D3GloryDays at boulderton.orgHow to Support D3 Glory Days:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠THE NEWSLETTER!⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠D3 Glory Days Venmo⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠We launched a Patreon!⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Subscribe and leave us a review on Apple Podcasts⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠,⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Twitter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ and⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Strava⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Episode SummaryDan sits down with Kevin Bogner along the Chicago River for a candid conversation about his 30+ year sales career: from 18 years at Microsoft to Philips, a CRO stint at a Vista Equity portfolio company, leading global sales at Outreach, and now building the SMB and commercial sales organization at Stripe.Key Topics & TakeawaysThe "How" vs. The "What" in SalesKevin's longtime mentor Geoff Nyheim (now a sales professor at DePaul) instilled a foundational principle: the what you do is table stakes. It's the how you do it that differentiates you and advances your career.What the Best Sellers Do DifferentlyCuriosity – Always-on learners who use technology, listen to Gong calls, and constantly sharpen their craftCross-functional orchestration – The best AEs are "resource brokers," pulling together CSMs, specialists, professional services, and executives to deliver valueMulti-threading with sequence in mind – It's not just who you involve, but in what order. Kevin shares how he sent daily stakeholder updates on his biggest deal, scripting who talks to whom and whenAuthenticity over improvisation – Thinking on your feet includes being comfortable saying "I don't know, but I'll find out"Motivating a Team of 125 Early-Career SellersKevin created a program called "Time to Shine": a weekly one-on-one walk to a shoe shine station near the Chicago Merchandise Mart with a top performer nominated by managers. He records a short best-practice interview, shares it on Slack every Friday, and fosters healthy competition. Simple, creative, and effective.The Challenge of Staying Present as a LeaderKevin is candid about his personal challenge: carrying energy from one back-to-back meeting into the next. He's actively working on showing up fully in every conversation, whether it's a FY27 strategy discussion, a deal close, or a career conversation.AI in Sales – Where It's Making the Biggest ImpactStrategy and ICP targeting – Using AI to monitor deal patterns in real time (fastest activation, highest usage, fastest close) and identify emerging verticals like GLP-1 distributors, cannabis, and gamingLookalike prospecting – The best sellers use AI to find the next customer that looks exactly like their last great winInterview signal – Kevin asks every candidate how they're using AI, both to assess their skills and to learn from themStructure vs. Freedom in Sales MethodologyKevin's take: structure matters, especially early in a career. But AI tools like Gong and Outreach are surfacing MEDDIC elements naturally from calls and emails, freeing sellers from checklist-style questioning and enabling more human conversations.Value Selling at StripeStripe has a proprietary methodology called The Stripe Way, rooted in value selling. It includes AI-powered tooling that scores calls, emails, and decks against value-selling criteria, generating deal health scores and seller performance dashboards.Notable Quotes"The how we do what we do as sellers is what really advances your career.""The best sellers are resource brokers. They bring all the best people to the table.""I value authenticity. Thinking on your feet includes being able to say 'I don't know.'""Football teams don't hit the field with just the first play. They hit the field with the entire drive."Note from the Host: This was Sales is King's first on-the-go recording. The iPhone ran out of storage and cut the interview short. Dan plans to reconnect with Kevin for a follow-up episode!

Don’t miss the AI partnership revolution Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ In this episode, Vince Menzione sits down with Amit Sinha from WorkSpan and Marc Monday from ServiceNow to dissect the rapid evolution of AI-native partnerships and the shifting dynamics of the channel ecosystem. They explore how the hyperscaler co-sell model has transformed into a complex strategy of asymmetrical collaboration that demands unprecedented speed, simplicity, and scale from publishers. By integrating AI agents to orchestrate workflows, manage high-risk renewals, and automate low-dollar deals, companies can activate their sellers and drive explosive, exponential growth in their partner programs. https://www.youtube.com/watch?v=ZP4cFBcCI9Q Key Takeaways The partner channel is no longer just a piece of the strategy; it is the entire strategy for winning in 2026. Modern co-selling is an asymmetrical collaboration where publishers must often do more than fifty percent of the heavy lifting. Implementing AI agents within partnerships can lead to massive revenue impacts, such as a 24% higher lift on renewals for companies like Boomi. True scaling requires moving beyond traditional time-and-materials consulting toward outcome-based frameworks for customers. Activating sellers through continuous AI-driven account orchestration is the ultimate key to unlocking exponential ecosystem growth. The market is moving faster than ever, necessitating that partner enablement and roadmaps shift to agile, sprint-based cycles rather than long-term rigid plans. If you're ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community. At Ultimate Partner® we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins. Key Tags AI native, ecosystem shifting, hyperscalers, Work Span, ServiceNow, lifecycle incentives, cloud native, consumption led, DocuSign, Gong, Boomi, workflow orchestration, asymmetrical collaboration, CRM integration, marketplace private offers, high propensity, seller activation, agentic solution, outcome based consulting, LLM control tower. Transcript Amit Sinha and Marc Monday Audio Episode [00:00:00] Marc Monday: We have to be soup drop dead simple and we’re gonna talk about that nice. In this world. It has to be simple. Even though under the covers it’s very complicated, [00:00:10] Vince Menzione: you can feel it happening. The ecosystem is shifting beneath us. The way Hyperscalers are partnering, how AI is remaking the channel and what it means to win in 2026. [00:00:21] Vince Menzione: Welcome to the Ultimate Partner Podcast. I’m Vince Menzi, own your host. And each week I sit down with leaders at the intersection of technology, partnerships and outcomes. The voices shaping how ecosystems actually work. We talk about what’s real, what’s changing, and what it takes to lead in this era where the partner channel isn’t just part of the strategy. [00:00:43] Vince Menzione: It is the strategy because being in the room [00:00:46] Marc Monday: changes everything. Let’s start. [00:00:52] Vince Menzione: And, uh, two incredible friends up on, uh, up on stage. But I think I’m just gonna have my, one of my first friends come up. Amit Sinha from Work Span, a great, great friend and supporter. We’ve been together since the beginning, since the very first ultimate partner in Dallas when we commandeered Microsoft facility. [00:01:12] Amit Sinha: Yeah, [00:01:12] Vince Menzione: you have a little bit that you’re gonna share first and then we’re all gonna come join you. [00:01:16] Amit Sinha: Absolutely. And [00:01:17] Vince Menzione: then we’re gonna have my other great friend, mark Monday on us on stage with us as well. So yeah, [00:01:21] Amit Sinha: what a privilege. Uh, what a privilege. Vince, you do an amazing job as a community and, uh, incredible. [00:01:27] Amit Sinha: Shout out to Alexandra. Uh, we work together at Cisco talking about lifecycle incentives across the whole lifecycle. So amazing work done there as well. So. Very quickly, I’m gonna talk to you about AI native partnerships. A quick motivation. That’s me. Of course, we are using Nano banana to cover that. [00:01:45] Amit Sinha: That’s me looking up a Yellow Pages. I will date myself. That’s, uh, McDonald’s coming to India and me looking up, uh, the nearest McDonald’s, right? And this is me now booking Uber Eats Ma and I had this real experience yesterday night. I flew in from Sapphire in Orlando and I was hungry. Ma said, let’s, let’s get Uber Eats. [00:02:06] Amit Sinha: And we had a great. De this is digital native, right? We had no idea the world would transform this way, but completely new ways of working. Okay. Um, and, uh, another great experience that Mike, my co-founder and CEO seated the back half, I spent a decade at SAP, uh, doing hana, which was a database product, but it was on premise. [00:02:28] Amit Sinha: We had these racks and our whole gig was actually take an amazing HANA database with this server mounted, deployed. Wow. The CIO and the CFO, that this is the most amazing thing. And they would not say, Hey, you can’t take that box away, because it’s such a good insight that I get for my, uh, analytics product, right. [00:02:47] Amit Sinha: So that’s the old way. And look at us. We are all cloud native, right? Cloud has gotten to a place where it’s not just about infrastructure, running things and meters and stuff like that in a scalable way. It is a also source of innovation. New capability, new business model, consumption led business model. [00:03:07] Amit Sinha: Whole new way of working, right? So this comes to the new world now, what does AI need to look like? We heard all the amazing speakers talk about, uh, you know, the promise of ai, right? But you have a choice. Uh, you have a choice to do it yourself or, uh, especially as partnership professionals, right? When you do it yourself, you have this chat bots and stuff that you get from all the major. [00:03:33] Amit Sinha: You can always get more productive, but that’s about half an hour saved. The bar is too low there. So this is an amazing piece of, uh, research put together by all the experts. Vince, thank you for doing that. Uh, we had Jay McBain lend his voice as well. We had Rob Moyer with all his, uh, decades of, you know, insight and wisdom as to what would the future with AI look like, uh, encapsulate in that. [00:03:57] Amit Sinha: So go ahead, take a picture. Uh, this is not gated. Um, beautiful piece of content has also new insights from leading firms. AI native, I would dare say frontier firms who are like DocuSign or Gong who are really pioneering AI native partnerships, Boomi, and how they’re powering their renewal business case across AWS Google and Microsoft Marketplaces. [00:04:21] Amit Sinha: Uh, this really talks about that. And here, uh, this is the thought leadership that we bring to the table. And again, this is not a vendor pitch. This is, you know, as you elevate from the low bar about making yourself productive where you’re cut and paste, uh, into a chatbot, your context so that you can get a better co-sell email out there. [00:04:40] Amit Sinha: You DIY, this thing. But if you think of working with works span, these are three things that you should think about. First is imagine instead of cut and paste, you have your entire partnership context right there. And because the context is there, the right better together story, the right case study, the right partnership documents, the right opportunity and accounts that intelligence not only informs you, but also your team in a, in an extended way, and even your partnership in an extended way that’s fully automated. [00:05:13] Amit Sinha: Second is it’s not just informing you or sensing you, it is also acting. And I think this is where there are, you know, death by a thousand cuts if happening in the world where all this time gets taken up, right? But if you have an agent that scales in ly, whether you are big mature partnership, you got lots and lots of accounts and opportunities to cover, the agent can do that. [00:05:36] Amit Sinha: Or if you’re a new partnership, how do you get to market quickly? With the right assets, the right get to market content. This can work both ways. And lastly, how do you secure this partnership is done in trust. So you should have an agent for every partnership, uniquely your partnership with Microsoft, your partnership with ServiceNow, your partnership with uh, AWS and Google. [00:05:59] Amit Sinha: They all get a different agent. And the point here is these agents can work in a circle of trust and the boundary that gets established. So via work span, come talk to us outside. And with that, Vince, let’s uh, bring Mark along. Come on, mark. [00:06:17] Vince Menzione: Alright. I am gonna have you and then Mark, uh, yeah. Want mark in the middle? [00:06:22] Marc Monday: Oh, uh oh. [00:06:24] Vince Menzione: So, uh, let me move over so I get back to the picture slide. Look at those two handsome gentlemen up there. Uh, thrilled to have you Mark as well. Uh, for those of you who don’t, because you’ve been, you were just in Boca with us this Yeah. This winter. [00:06:39] Marc Monday: That’s right. [00:06:40] Vince Menzione: And, uh, tell us about your new role at ServiceNow. [00:06:43] Marc Monday: Well, I have the absolute privilege of leading the partner channel at ServiceNow. Yeah. Um, it’s comprised of our partner programs, our program gives and gets, and importantly our five routes to market, our consulting and implementation partners, our resell partners, our service provider partners, our hyperscaler partners, and importantly our build partners. [00:07:03] Vince Menzione: I love it. I love it. So let’s talk about the partner programs and why they’re so critical to ServiceNow right now. [00:07:08] Marc Monday: I think in this world scale is everything, and so this profession has always been a bit mercurial and a little bit of a black box for organizations. What does the partner team do? What does that look like? [00:07:21] Marc Monday: But what we have to continue to do is explain, this is your force multiplier. Working together in collaboration helps you scale beyond your individual numbers. And that’s really the thing that we’re focused on is how do we drive that? And I have three big things that we have to focus on is we have to be sup, drop dead simple, and we’re gonna talk about that [00:07:40] Vince Menzione: nice. [00:07:41] Marc Monday: In this world, it has to be simple. Even though under the covers it’s very complicated. We have to be incredibly fast. Agility is the key in this very moment. And then as I said, with that becomes the scaling element and the force multiplier. [00:07:56] Vince Menzione: And you have spent many, you, well, we both worked at Microsoft together. [00:07:59] Vince Menzione: It’s [00:07:59] Marc Monday: true. [00:07:59] Amit Sinha: Way back way. [00:08:00] Marc Monday: I feel like you’re punking me having me right before lunch. Like I remember back at Microsoft, you did something to me, so I’m gonna have you right before lunch. [00:08:07] Vince Menzione: It’s, no, it’s really terrific to have you. But, uh, so yeah, you, you mentioned about like the change and the specificity and the clarity around it. [00:08:16] Vince Menzione: Amme you have, uh, broken the model, so to speak, working with ServiceNow, right? Yeah. You went from being a traditional. I’ll call it co-sell Engine Marketplace Company. Uh, tell us, tell us, tell us about the innovation that’s going on in the room. We’re working with ServiceNow. [00:08:31] Amit Sinha: Absolutely. Uh, when you think of co-sell, the first mine goes to just co-sell with the hyperscalers, right? [00:08:36] Amit Sinha: Because they kind of pioneered and started this in a unique way. We, of course, got started with Microsoft eight years ago, doing not just co-sell and P two P, but since then AW S and Google right. You would be surprised to know that we do about 10% of AWS sales through work, expand co-sale. Right. Just [00:08:53] Vince Menzione: wow. [00:08:53] Amit Sinha: But that’s where we started. Where we ended up is really looking at all partner types and all motion types and. Mark and I disagreed and he, he really pushed me hard on this. Yeah, and the point here is if you look at your build partner motion, it’s also a co-sell. You build, then you co-sell and go to market, [00:09:11] Vince Menzione: right? [00:09:12] Amit Sinha: If you think about your services partners, right? You have a product. They have amazing last mile services and digital transformation. Uh, capabilities, and again, there’s a coastal motion there. So where we world works span eventually was not just coastal with hyperscalers, but across all partner types. And Mark, thank you for pushing us on that. [00:09:31] Amit Sinha: Yeah. And being a pioneering partner on works span with us. I really appreciate [00:09:34] Marc Monday: this. It was a fun rumble we got there. [00:09:37] Vince Menzione: So why does it matter now for ServiceNow specific? [00:09:40] Marc Monday: Yeah. I mean the reality is, um, I’m gonna say something provocative. We’re, we’re all friends. Yeah. Um, Cosell iss probably a misnomer. It’s not a 50 50 coequal relationship. [00:09:53] Vince Menzione: Yeah. You don’t walk in together holding it back. [00:09:55] Marc Monday: It’s asymmetrical collaboration. I love that. And I want to put the stake in the ground. The co-sell motions that have been created by the hyperscalers are wonderful. The pipe has been opened, but the reality is the publisher. Has to do a lot of the work and the systems are there, but the key is not just connecting into partner center as an example. [00:10:16] Marc Monday: Yeah. But building your own infrastructure and processes. That’s where the magic comes together, and that’s where we really drive scale. And so if we approach co-selling is asymmetrical collaboration and recognizing that you probably need to do more than 50%. When a, when a a team collaborates on co-authoring a book, it’s not like someone’s writing every other word, and it’s exactly 50%. [00:10:40] Marc Monday: Or if a pilot, a co-pilot is with a pilot on a plane, they’re not doing exactly 50% of the work’s, [00:10:46] Vince Menzione: right? No. [00:10:47] Marc Monday: This asymmetric approach requires that we do a lot of the work on our side. Yeah. And that’s where AM and team have really helped us a ton. [00:10:55] Vince Menzione: And ServiceNow was known as a ticketing solution back in the day. [00:10:58] Vince Menzione: Right. And you’ve kind of, I mean, it it, it started that way. [00:11:01] Marc Monday: We have a wonderful heritage 20 plus years Yeah. Of workflow orchestration. Yeah. And in a diggen world, what are we really doing? We’re orchestrating workflows, and importantly, we need to govern those workflows and we need to sequence them in a meaningful way. [00:11:17] Marc Monday: And so our vision of a control tower across any hyperscaler, any LLM, any workflow, any system of record, any time, that’s the key to everything. [00:11:27] Vince Menzione: And so now you’ve taken the work span approach and driven it across what I see, like taking, taking this. This stack, we’ll call it. Yeah, the tower. Yeah. And then applying all of the methodologies and best practices on what we’ve called co-selling and ecosystem orchestration, essentially is what it really is. [00:11:46] Amit Sinha: Absolutely. [00:11:46] Vince Menzione: Yeah. [00:11:47] Amit Sinha: Yeah. And we are thrilled to partner with ServiceNow on this. So ServiceNow, as you guys know, uh, release their CRM product. So we got in at the ground floor on that opportunity and with the now assist agents as well. What we’ve really built is an integration between work span as a platform. [00:12:03] Amit Sinha: And ServiceNow, CRM as well. So if anybody is using that all the way from ServiceNow opportunities to Marketplace private offers, you can a genetically do that. Of course you can do it on Salesforce Hub, spot and Dynamics, but now ServiceNow is an additional option on that. I wanna really double click though, mark, on your point around asymmetry around this, when we say six to seven partners are gonna surround the end customer, right? [00:12:27] Amit Sinha: Yes. They will come at different points in time. Yes. Right? And they will also have different roles to play. So just as you think of a team, right? A soccer team for that matter, or a football team, pick your analogy right. Not everybody’s equal. Right? There’s always a qb. There’s always somebody who holds the prime on the deal. [00:12:45] Amit Sinha: There’s always a role to play. [00:12:46] Marc Monday: Yeah, [00:12:47] Amit Sinha: and I think what’s beautiful about our partnership here is when you look at it applied to services partners, it’s about building billion dollar businesses around ServiceNow, using their competency, but knowing the kind of joint accounts you need to go pursue in order to. [00:13:03] Amit Sinha: You know, burn down their inventory or, or co-sell alongside. If it’s the build partner, it’s about attacking an industry vertical or a joint account there. Right? So knowing very intelligently who to partner with and when to bring them on is the AI orchestration that is key in this partnership [00:13:19] Vince Menzione: here. Yeah. [00:13:19] Vince Menzione: So important. ’cause you, it isn’t single threaded this, this asymmetrical approach. [00:13:24] Amit Sinha: Right. So [00:13:25] Vince Menzione: incredible. You just ha you just finished your big event. I was hoping I did spare Share with us a little bit of your perspective on what’s been changing and how your ecosystem is evolving. Uh, I had Jen Odes in the studio. [00:13:38] Vince Menzione: That’s right. As you know, back in the fall. Fall, go back and watch it again. Yeah, it’s available. Great. Great podcast interview. Yeah. And you’ve been on stage at our events before and we’ve had that as a podcast, but take us how things are changing from the partner type perspective. We have MSPs in the room. [00:13:53] Vince Menzione: I know MSPs are, I know again, hands on the steering wheel. So important, right? Yeah. This technology is so complex. How are you thinking about ecosystem in your role? [00:14:03] Marc Monday: Yeah, I said earlier it’s about simplicity, speed, and scale. Yeah. Last week we had our big customer event knowledge, and on the first day we had our partner event. [00:14:13] Marc Monday: I think the biggest thing that’s happening right now is the pace of change is a bit overwhelming at times. And keeping pace with that is super critical. So what we’ve tried to do and what we announced last week was a lot of investment in giving our channel partners the exact same tools that we use in our business, right? [00:14:32] Marc Monday: So we were really focused on. Um, delivering business value. And so we took our, the solution that we use or the tools that we use for, um, delivering, uh, business value through our partners. It’s an assessment tool. Um, we’ve syndicated that to our partners. We’ve made that available. We also put a little bit of a stake in the ground around what do customers expect right now? [00:14:56] Marc Monday: Um, the time and materials business is gonna be under a tremendous amount of pressure. Some studies are predicting that it could be. Compressed by as much as 30% customers are looking for outcome based. Yeah. Um, they may stop on that journey and, and have something that’s fixed fee. But the reality is everyone is expecting value from the, the technology that they buy, and particularly from an agent perspective. [00:15:21] Marc Monday: We really leaned in on that and published what I think is a pretty good framework mm-hmm. For, um, outcome-based consulting. And we had a couple partners co-author that with us, which was really wonderful. Nice. Um, and it was a nice piece of co-creation and I think I’m seeing more and more of that where we’re co-creating with our partners in ways that we’ve never done before. [00:15:41] Marc Monday: And then I think importantly, security and reliability, um, and managing risk increasingly will be important. In an agentic world, we call it a control tower. We made two fairly big acquisitions in the last several months in terms of both the front door and the back door in terms of securing with the calls that are going into that agent or from that agent. [00:16:04] Marc Monday: To your various data sources. And so for us trying to bring that all together with our strong history of workload flow, orchestration, and then importantly, governance, security, and risk, uh, in the environment today, when you have the potential for hundreds of thousands or even millions of agents touching your core systems of record, [00:16:24] Vince Menzione: how are you thinking about both tiering your partners and also enabling your partners? [00:16:30] Marc Monday: Yeah, I think this is also an, an an area where I’d love to benchmark with y’all, um, because, you know, historically most of us built a fairly robust learning plan for our partners. You’d have a certification and then you would have a competency, and then you, maybe you’d have a wrapper around that competency. [00:16:48] Marc Monday: And it would take a long time, maybe 12 or 18 months to get to that highest level of certification. And it was incredibly robust and that’s wonderful. But when the roadmap is moving so fast that we’re releasing weekly, monthly, and every 90 days, does that type of training still hold water? So I’m proposing that we have both a volume view of how many trained individuals can we get as quickly as possible, and then value. [00:17:16] Marc Monday: And so we don’t want to lose this rich history, what I would describe as the rear view mirror, how we got here, but we also need to approach the windscreen, the windshield, where are we going and what is that opportunity? Yeah, so we have to go a little bit faster when it comes to enablement, [00:17:32] Vince Menzione: so. You, you were in a partnership, you, you call it a built on partnership. [00:17:37] Vince Menzione: Is that, is that the approach that [00:17:38] Amit Sinha: Yeah. ServiceNow has an ISV program called The Built On Partnership. Built On [00:17:41] Vince Menzione: Partnership, yeah. [00:17:42] Amit Sinha: Uh, so we sign onto that program, great accelerators to build lot of coaching and help to build on the ServiceNow platform. It’s not just the CRM integration, where it’s the opportunities and orders. [00:17:54] Amit Sinha: And by the way, this is the best platform or order management out there. So if you think of, uh, of your, if you are a MSP or consulting partner, building orders for your customers, now you want them to land on the marketplace, right? You wanna build that highway. Think of work span, right? So that’s where we came in and we said that if we look at the large number of channel partners, MSPs, who need to do that and are using ServiceNow as a platform to do it, can they genetically do it right from the now CRM? [00:18:24] Amit Sinha: Yeah, so that’s why we came in. The three big use cases we saw, number one was renewals. You talked about Alexandra doing it. Renewals is so [00:18:31] Vince Menzione: important. Yeah. [00:18:32] Amit Sinha: Oh my goodness. If you think about the renewals playbook [00:18:34] Vince Menzione: was so huge, [00:18:35] Amit Sinha: six months, nine, you know, uh, 90 days out, you wanna build that playbook. Mm-hmm. In an agent way when you reach out. [00:18:43] Amit Sinha: And by the way, you heard, uh, die Talk about 462 billion of uncontested Cloud commits out there. Yep. You want your high risk renewals to go against the high propensity to buy accounts. Right. So imagine that matchmaking, if you were to do it humanly, it’ll take you days. If you had an agent to do it like the now assist agent, it can just be done like that. [00:19:06] Amit Sinha: So that was the first use case we went after. Nice. The second one was the low dollar automation. We all have businesses that we land, right? Sub 50 K deals, so we have inside sales teams calling on those customers all day long. So now imagine a Gentech solution where you take all those low dollar deals and again, tie to the marketplace. [00:19:26] Amit Sinha: How can you have express private offers, right, from your opportunities? So those were the two use cases that we went after first and boy, uh, we got some amazing results, [00:19:36] Vince Menzione: I bet [00:19:36] Amit Sinha: for one of these companies, Boomi, we showed that 24% higher lift on renewals. That’s like hundreds of millions in impact just in one year alone. [00:19:46] Vince Menzione: And using AI internally as obviously you’re an AI company. Yeah. How are you thinking about how’s the impact of AI helping the partner function within ServiceNow? [00:19:54] Marc Monday: I, I think there’s this really wonderful opportunity right now where in the short term, we’re taking busy work out of the partner management profession. [00:20:05] Marc Monday: Um, partner managers historically have spent a lot of time chasing data and chasing information and really acting as an ombudsman for the partner within the organization. That work is very quickly. Getting identified. That’s phase one. The thing I’m actually a little more excited about is when it can expand the horizon to have different types of conversations, expanding the partnerships, expanding the multi-partner oppor opportunities. [00:20:29] Marc Monday: That, for me is the next phase, but we, I believe we are the most progressive when it comes to using AI on ourselves and really trying to take the profession to the next level. [00:20:40] Vince Menzione: Nice. Well, I was gonna, I was gonna, I want to go back to the platform again. ’cause you, you’re, you’re starting, you, you mentioned renewals, you’re mentioning some of the success. [00:20:50] Vince Menzione: What else can you point to on the success side, [00:20:52] Amit Sinha: there’s some, uh, amazing research that Sam here has done, uh, with all the data that Wepan has. So we looked at close to a million opportunities and, uh, looked at all the companies doing well. And we actually tabulated how many sellers are engaged on co-sell, not the partnering team, but how many end sellers. [00:21:11] Amit Sinha: This shows the extent of the transformation that the company has gone through, and what we found was amazing. If more than 50% of your sellers have engaged on 10 or more deals, your ecosystem is exponential. It doesn’t need the kind of the doctoring or the prod or the push to kind of say, Hey, use partners. [00:21:31] Amit Sinha: The sellers get it themselves, right? So we, we did this analysis and found like, wow, how can we then get sellers to activate? And the bottleneck that we found was. That there are not enough partner managers to assist every seller in the world. I think that seller activation is the unlock that AI can do. [00:21:50] Amit Sinha: Imagine if you have a partner agent sitting on every account and every opportunity 24 by seven, right? As the world changes, as the world evolves, as the solutions come in. As you know, market events happen. These agents are listening, positioning the right. One of those six partners, or all six partners for that matter, in front of people. [00:22:10] Amit Sinha: So I feel like that that big unlock is seller activation. Yeah. So if all partner managers do with ai, next is one. Of course, get yourself skilled up and yourself productive. But next, direct it to your own internal sales teams and get them activated on your partnerships because that’s where you will move the revenue lever the fastest, in my opinion. [00:22:30] Vince Menzione: Fantastic. What advice do you have for whether they be ISV partners or other partners in the room? ’cause we have partners of all types here. Yeah. What would you have, what would you say to them that need to do differently or better? [00:22:43] Marc Monday: Yeah. [00:22:44] Vince Menzione: Starting today, [00:22:46] Marc Monday: I, I don’t wanna be a broken record, but I would just say go faster. [00:22:48] Marc Monday: However fast you think you’re going, it’s not enough. Yeah. Um, the reality is I think Bill McDermott says like, the market’s never been this fast before and it will never be this slow again. Oh. The reality is this is the pace we run at, and the only way we can run at this pace is if we have the agents doing much of the work for us. [00:23:09] Marc Monday: So I would say go faster. The second thing I would say is automating a bad process is a bad process. So really go and interrogate the workflow that you’re actually thinking about identifying. I’ve seen too many instances from partners and partnerships where you’re taking a bad process and you’re trying to build automation. [00:23:29] Marc Monday: Go back and deconstruct it or start fresh blank piece of paper. Um, again, to my metaphor of the rear view mirror and the wind screen, like it’s, we should honor the past. We’ve done a wonderful job in the last 30 years of building all of this stuff. It’s just not built for this speed. So we need to really stay focused on what’s in front of us. [00:23:49] Vince Menzione: We talked a little bit earlier in one of the other sessions about the playbook and the three year plan, and then maybe moving to sprints. That’s right. How are you, how are you thinking? Are you thinking along the same lines? A [00:23:59] Marc Monday: hundred percent. Uh, we need to move at the pace. Sorry, I’m, we need to move at the pace that the roadmap is moving. [00:24:05] Marc Monday: So if we’re doing weekly, monthly, and quarter releases, we don’t wanna whipsaw the channel. We have to be careful of that. But the reality is, if we’re pivoting our product strategies or release strategies on a quarterly basis. We have to have that same level of agility. That’s where the people who’ve grown up in this profession taking really complicated stuff and making it simple is so critical. [00:24:26] Vince Menzione: Ami, you touched on AI’s role in the partner function. But let’s expand on that. What, what’s it gonna look like in two years? If AI becomes, will it replace the partner function? What, what do you see happening? [00:24:38] Amit Sinha: Absolutely not. I think, uh, we are seeing this evolution and, and you can see the parallels in the engineering organization. [00:24:44] Amit Sinha: When Claude Cursor came along, you saw engineering completely transformed as to how products are now built. How they are, how product managers write PRDs, how engineers actually code this, you know, code the scaffolding all the way to the user experience, how it’s tested. Everything has fundamentally changed. [00:25:01] Amit Sinha: So if you went and asked the engineering leader, how will your role change? Right? Imagine answering that question today, right? It’s fundamentally different. I feel like it’s coming to every function. Whether you want it or not, it’s coming to every function. And the partnership leader will look like the partnership operator that Rob talks about. [00:25:19] Amit Sinha: Yes. It’ll be about orchestrating real time relationships at the account level, at the opportunity level, and being a hands-on person. Uh, i, I would say even at the leadership level or down to partner managers, how can you cover the breadth of accounts and opportunities that’s out there to, for you to prosecute? [00:25:36] Amit Sinha: It’ll not look like I’m managing a partnership. It’ll not look like, Hey, I have to offer an MDF. It’ll not look like, Hey, let’s do A QBR, you know, and get all the teams engaged because that’ll be too late essentially. So this operator perspective is what’s gonna change just as it changed in engineering, it’s gonna happen in partnerships [00:25:56] Vince Menzione: perspective as well. [00:25:57] Marc Monday: Big plus one on what Rob’s talking about. I, I, I’m a big fan of that and I love this idea of using what’s happening in the developer world as an analog for where we’re going. Yeah. Um, I met a product manager last week and she was saying that she was producing 30 or 40 product requirement docs every week. [00:26:14] Marc Monday: Um, that’s remarkable output and she can only do that because of the way she’s leveraging ai. The same will be true for a partner manager, a 10 x, a 20 x, a 30 x on each individual once we get to that stage, and it will happen very quickly. [00:26:29] Amit Sinha: Yeah. Imagine putting a hundred joint account plans together in a day. [00:26:33] Amit Sinha: Yep. [00:26:33] Vince Menzione: Right. Incredible. [00:26:34] Amit Sinha: Imagine putting like five connections on an opportunity just surrounding your deal right now. Right. Doing that. [00:26:41] Vince Menzione: I couldn’t even, I, I couldn’t even imagine. I know you couldn’t even imagine when we were back in the days we were running PAMs and Yeah, totally. Those resources, what they had to do and what’s all totally automated today. [00:26:52] Marc Monday: It. It’s true, it’s true. I was, um, I was bemoaning this, I’ve been on the road a lot lately and I was like telling my wife, like, I long for the days where you have one meeting and you go, you know, you go to New York and you do a two hour QBR and you go to a nice dinner and then maybe you walk around Central Park. [00:27:06] Marc Monday: The reality is you’re doing a hundred of those every single day. It’s a different era. That’s where we need to get the tools to work for people. [00:27:15] Amit Sinha: Mark, I love your analogy around the rear view mirror versus the windshield. Mm-hmm. You have to see through the windshield. [00:27:20] Marc Monday: We do. We do. It’s amazing. Don’t be afraid. [00:27:23] Marc Monday: I, I mean, I would just say do not be afraid. Be excited. We in this room, get to lead the path. Yeah. It is an absolute privilege. [00:27:32] Vince Menzione: So insightful, gentlemen, you’ve been incredible to be on stage with today. Uh, I we have a le a little less than a minute. I was hoping maybe if there was like one question we could take. [00:27:42] Vince Menzione: I got John with a mic and then it’s lunchtime after this, so [00:27:48] Marc Monday: ask on because he can be more pithy. [00:27:50] Vince Menzione: Yeah. [00:27:55] Vince Menzione: Well, you’re both are gonna be around here. I hope [00:27:57] Marc Monday: we will be here. [00:27:58] Vince Menzione: Mark didn’t have you got to sleep in your own bed last night? [00:28:00] Marc Monday: Uh, yeah. It was a long day, but yes. I thank you for, it was very late. Thank you so much. Let’s put this on the record. Marks down. We’re having the event in Bellevue. That was great. [00:28:09] Marc Monday: We’re gonna [00:28:09] Amit Sinha: bring it back. We’re gonna bring it back to Bellevue. [00:28:12] Marc Monday: Seven mile commute is the best trip that I’ve had in many, many weeks. [00:28:17] Amit Sinha: Thank you. Well, thank you, gentlemen. It [00:28:19] was [00:28:19] Marc Monday: incredible. [00:28:20] Vince Menzione: Thanks for listening to the Ultimate Partner Podcast. If today’s conversation resonated, share it with a partner leader in your network. [00:28:28] Vince Menzione: Subscribe where you listen, and head over to the Ultimate partner.com for show notes related content and the resources for this episode. And if you haven’t already, now’s the time to register for the Ultimate Partner Live event in Reston, Virginia, [00:28:44] Marc Monday: October [00:28:45] Vince Menzione: 26th through October 28th. Until next time. Keep showing up in the rooms that matter because being in the room changes everything.

In questo episodio di Gong discutiamo insieme della strategia comunicativa adottata da Rockstar per GTA VI fino a questo momento, dato anche l'annuncio di ieri riguardante l'evento di presentazione dedicato al gioco che verrà trasmesso in première su Netflix.

Dans ce huitième épisode de la série de l'été, retour de compétition avec Micaela : mains nues, épée, deux médailles d'argent, et un juge qui décortique chaque faute au degré près. Le 90 est ici bien réel : c'est l'angle exact que doit former l'épée avec le poignet — et c'est aussi le nom de l'enchaînement qui a donné son titre à toute cette série ! A real weekend of kung-fu competition, told right after crossing the finish line – medals, mixed feelings about a mistake at the end, and a genuinely fascinating moment: sitting down with a judge who explains, move by move, exactly what she scored and why. It's a rare, precise glimpse into competitive martial arts vocabulary, wrapped in a very human, very tired post-competition voice. There's also a nice full-circle moment here: the routine at the center of this episode is the same ‘90' sequence that inspired this entire summer series. This summer, no pen, no notebook – just listening and speaking. Subscribers receive a podcast letter with this episode: a question to think about before pressing play, cultural markers to go deeper into the episode, a technical passage worth practicing out loud for its rhythm, and a comprehension question to answer once you've heard the whole story. A different way to make progress in French,. D'autres épisodes à écouter aujourd'hui :  Cours d'essai kung-fu
https://onethinginafrenchday.podbean.com/e/cours-dessai-kung-fu/ 1486 — Entorse de l'orteil
https://onethinginafrenchday.podbean.com/e/1486-entorse-de-lorteil/ 2221 — Championne de France
https://onethinginafrenchday.podbean.com/e/2221-%e2%80%94-championne-de-france-%e2%80%94-lundi-20-mars-2023/ What is kung-fu wushu competition scoring like? What is the ‘90' sequence in kung-fu? French vocabulary for martial arts and sports How are wushu competitors judged? French podcast about sports and competition What is Gong-bu in kung fu? Real French sports conversation podcast French expressions for describing mistakes and feedback Women in competitive kung fu France French podcast for advanced learners 
kung-fu · wushu · compétition · épée · mains nues · 90 degrés · french podcast · real french · spoken french · sport en français · vocabulaire technique — kung-fu girl — wushu girl

Nick's away on vacation this week, but Greg and Jay manage to fill an hour with a show and some much needed guitar talk.Greg has a Three for Thursday featuring a song from Gong, Boards of Canada, and a clip from the Red Not Chili Peppers live at House of Blues, Orlando from July 31, 2026. You can check that whole show out over at the internet archive - https://archive.org/details/red-not-chili-peppers-2026-07-31 Songs:Gong - “Sleepy”Boards of Canada - “Peacock Twin”Red Not Chili Peppers - “Aeroplane (Live in Orlando)”Jay shares an unfolding story about a D'Addario guitar string advertisement containing, according to the internet, AI generated music. This got Jay thinking, can we really tell if a song is AI anymore? He puts Greg to the test.

'Holy Water & Living a Simple Life | Retreat Day 7' - A Dhamma talk given by Ajahn Gong on 17 Jul 2026, translated from Thai to English. To join Ajahn Anan and the Wat Marp Jan Community online for daily chanting and meditation, you may register at https://watmarpjan.org/en/live/ for a unique link. Daily live sessions at 7.15pm - 9pm, Indochina Time (Bangkok, GMT+7).

In dieser Folge hörst du einen Daily Reminder von Ji Kwang Dae Poep Sa Nim über "die Welt von Gong" Teil II."In dieser Welt besitzen wir vorzügliche Kraft." DR 12414Vielen Dank Ji Kwang Dae Poep Sa NimGute Erkenntnisse,Deine Gak Duk

In this episode, you'll hear a Daily Reminder from Ji Kwang Dae Poep Sa Nim on “The World of Gong,” Part II.“In this world, we have exquisite power.” DR 12414Thank you very much, Ji Kwang Dae Poep Sa NimMay you gain deep insights,Your Gak Duk

Cracker Barrel has a new CEO. Domino's is doing another discount. And Gong Cha is going big in Texas. Join us at FSTEC 2026!⁠ https://informaconnect.com/fstec/?utm_source=content&utm_medium=referral&utm_campaign=fstec26&utm_content=podcasts⁠

According to Salesforce, sales professionals spend up to 40% of their time searching for the information and knowledge they need to do their jobs. For go-to-market teams stretched across multiple products, multiple acquired businesses, and a sprawling tech stack, that number can feel like a conservative estimate. So how does a solo enabler cut through the chaos and build something an entire go-to-market organization actually uses and actually trusts? Riley Rogers: Hi, and welcome to the Win/Win Podcast. I’m your host, Riley Rogers. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Heather Darling, senior sales learning and development manager at HSI. Thanks so much for joining us today, Heather. Super excited to have you here. Wondering if you can kick us off and just tell us a little bit about yourself, your background, and your role. Heather Darling: Yeah, absolutely, and thank you so much for having me, Riley. Appreciate it. My background actually started on the customer side. I spent a few years in customer success at HSI, working directly with our customers, building relationships, identifying growth opportunities, and helping them drive product adoption. So over time, I realized I really loved helping teams get better at that work and not just doing it myself. So I got my master’s, and I moved into the sales learning and development role, where I now design onboarding and ongoing learning for our sales reps and CSMs. And a big focus for me is practical application, so I spend a lot of time building programs around how to position our solutions with buyers, how to teach reps about our solutions without overwhelming them with information that they don’t need. Recently, I’ve been focusing on how AI can help sales teams show up more strategically with customers, so I’m really focused on how you turn enablement into something that actually changes behavior. And because I came from customer success, I think a lot about the full customer life cycle. So a lot of my work is in helping teams connect the dots across sales, onboarding, and long-term success. In enablement, I just think it’s important to focus beyond training and think about how we build a culture where people are continuously improving. RR: Your intro tells me we’re going to have a great conversation about how you’re bringing all of that to life. But before we do, I’d love if you could maybe give us just a little high-level view of HSI, just so we have a little bit of a framework as we’re going into the conversation. HD: HSI is a workplace safety training and compliance company in the environmental health and safety space. Ultimately, our goal is to help companies operate safer, smarter, and with less complexity. So we sell to SMB and enterprise organizations across a wide range of industries. Within those companies, our buyers are typically EHS leaders, HR and L&D teams, and operations leaders. So basically anyone who’s responsible for tracking workforce performance, compliance, and risk. RR: Love it, and that is, to your point, just about every company aims to do that, so broad customer base to serve, broad prospect base to target. One thing that you mentioned to me when we spoke last was that HSI’s growth has come from acquisition. So can you tell us a little bit about what’s challenging about working in an environment that’s constantly changing and trying to enable your teams through that change? HD: Honestly, it’s a tough environment to run enablement in. Growing through acquisition, you’re constantly dealing with new products, old branding, different messaging, new systems, and even different workplace cultures converging. So, it sometimes feels like nothing is ever fully standardized. You’re always evolving, working towards a moving target, and the teams are always needing to absorb new information. So you’re trying to help reps understand what to sell, how it fits together, and how to tell a simple story even when the business itself is still getting aligned. On top of that, priorities are shifting with a moment’s notice, products are getting rebranded, positioning is evolving. So enablement needs to stay really plugged into the business and be flexible. There’s long periods of waiting to bring a new product to market sometimes, and then suddenly it’s go time, and you need to be ready, and you have to get everyone else ready. At the end of the day, it’s just a balance between driving consistency and accepting that some level of change is always gonna be your reality. So if you wanna be successful without driving yourself crazy, you work to have a structure in place to bring consistency to your own role in those moments. RR: I would love to know what your personal process for creating consistency amid that chaos is. I think that’s something that’s often challenging to do. HD: That’s a good question. I spend a lot of time meeting with our leaders. I touch base with them at least once a month. I go to team meetings when I can. I just try to stay as plugged in as possible to all the different things that are happening within the organization. For me personally too, I have a mission, vision, and values for my team of one, and so it’s a touchstone for me to go back to. Like, “Hey, am I meeting the goals and the principles that I’ve set out for myself?” Make sure that we’re doing the things that are not out of scope, but also that we are doing the things that we need to be doing to address what’s happening at the moment. RR: I think that’s one of the things that’s really hard, and something that when you talk to solo enablers is probably one of the hardest things, is that wherever you are, enablement is a game of change. It’s a never ending project. There’s always new things for people to learn, always new things for people to do. But when it is just you, and when things are changing fast, staying true to those north stars and that scope that you’ve set, beginning of the year, beginning of fiscal, gets hard. So I really appreciate those tips for how to maintain structure, how to not go crazy, and how to keep yourself on a path that supports your work and the business. So thank you for that. You alluded to a little bit of this in your introduction. Acquisitions aren’t easy. They add new product lines, they add new collateral, they add all sorts of different branding, messaging, et cetera. So what are you seeing that cause for reps? HD: For reps, I think the biggest challenge is just suddenly they’ve got a bigger portfolio of things that they can sell, but it’s not always clear how the pieces fit together, what they need to lead with. If you’re not on top of that as an organization, rep’s confidence drops, your sales cycles get longer. You tend to see people fall back on doing and selling what they already know. People can be reluctant to bring up a new solution that they might feel like they don’t fully understand. And so again, I think that’s where it’s really important to make sure all those pieces are in place as much as possible before you bring the reps in, because they don’t fully understand something, they don’t feel confident in talking about it, so sometimes those new solutions, they don’t get brought up as much as they should. That’s definitely a challenge. For the broader go-to-market team, it creates a lot of inconsistency too. We’ve got different messaging, different positioning, overlapping collateral. It’s really easy for marketing, sales, and customer success to get slightly out of sync, and that shows up pretty quickly in the customer experience. Your risk really with that is not a lack of resources, it’s almost in having too many. It makes it hard for people to find or trust what’s relevant. So you might have reps sharing old collateral with legacy branding because they feel comfortable, they feel like that’s something that they trust. They’re measured on results, so when something is working for them, they don’t wanna risk messing that up. And so change can feel like it really slows them down or it puts deals at risk. So when you’re introducing new products, new positioning, or new tools, especially all at once, that can create some hesitation. Reps are gonna tend to default back to what they know, what they trust, what they’re comfortable talking about. RR: Hearing all of those challenges and also some of those questions that you asked, when there are so many priorities swirling around, so many new things coming in, how do you find that clarity, and how do you create that clarity? And I think one of the things that you shared was an answer to that was, “We needed some tooling.” And so you started looking for some tools to help with that, that problem of reps don’t feel confident with our new solutions. And so I think you were looking initially maybe for something more aligned to an onboarding tool, and then you wound up here with a sales enablement platform. HD: Yeah. Yeah, it was an interesting shift because early on I really was thinking about this as an onboarding problem. So how do we get new reps ramped faster, especially with how complex our business has become? But as I got deeper into it, I realized that the bigger issue wasn’t just onboarding, it’s ongoing development, coaching, creating and tracking certifications. So the challenge doesn’t stop after those first 30, 60, or 90 days. The business is still changing. We’re adding new products all the time, messaging keeps evolving, and that can be really a struggle for reps to keep up with. So there’s just so much information coming at them about buyers and products, and not to mention our internal processes that can sometimes change on a moment’s notice. So my thinking shifted from how do we ramp people to how do we continuously enable reps in a way that makes it easy for them to consume and keep up with the pace of the business? I didn’t really know, I think, that enablement platforms were something that existed. Turns out that in addition to hosting ongoing learning and coaching, an enablement platform could help us centralize content, which is something that we were really struggling with actually. So it really became clear that what I thought I wanted was actually not what I wanted. RR: So when you did land here, and you found there is a tool that will support not just the initial ramp-up on a difficult business to learn, but also will keep our reps continually enabled, everboarding as things change, and then also able to access all of the content, resources, et cetera, that they need. So you found something that worked, but that’s only step one. The next one is getting approval, getting the internal buy-in that this is the right choice, and it sounded like there was some degree of internal skepticism. There was a worry that it wouldn’t work. So how did you make the case for enablement platform and say, “We need this. It’s worth it. I promise you, it’ll, it’ll work out the way we want it to”? HD: We’ve had some challenges with platform adoption in the past, and so there was definitely some skepticism in the organization. And it’s always tempting to, we have a problem, let’s throw a tool at it. So I think for us, the turning point was reframing the problem. So instead of just, “Hey, we need a new tool to address this,” it was a focus on what the leaders were already feeling and seeing, which was longer ramp times, inconsistent messaging and branding, reps struggling to navigate a more complex sales cycle and complex sales processes. So we were incredibly lucky to find an internal champion, somebody high up and respected in the organization who also saw the problems that the sales org was facing firsthand. He believed in the impact that Highspot could have and really helped us connect the dots across leadership teams, and that made a big difference in building internal momentum and credibility. When we could confidently say, “This helps us ramp reps faster and has the potential to increase cross-sell by even 10 or 15%,” that conversation shifted pretty quickly, and at that point, it was about solving a real business problem. RR: Yeah, and there are a couple of really, I think, compelling things that anybody who’s trying to make a business case really for anything but for an enablement platform, expanding an enablement platform, anything like that. One, have a champion. That’s so huge when you have somebody who can speak the language of everybody else that you need to get bought in. Two, be able to reframe it to the value to you, as opposed to, yes, we have problems, but what would it look like in a future state if we didn’t have those problems? And so once you did have that, that buy-in, you had that moment where everybody was like, “Okay, we see the vision. Let’s move forward.” How did you drive adoption? HD: We, like I said, we’ve had a history of challenging or failed software adoptions, so I think that goes back to the idea of sales reps being a little allergic to change. So we definitely had some skepticism. And I got that. I was nervous about it. I had put myself on the line. So knowing that, I was just really intentional up front. I spent a lot of time organizing things the right way, building out Spots, overviews, Sales Plays, and Digital Room templates so that when our reps got in there, it actually made sense and it felt cohesive to them, like something that they understood and that they could use. So I created pages that, as much as possible, mirrored a lot of our internal and external resources, so it looked familiar. We used team homepages that linked to a lot of the other sites outside of Highspot that they use in their daily lives. We were integrated with Gong and Salesforce, which added a lot of value for them. So it was something where you could come in in the morning, you could open up your Highspot, you could have your links out to some of the other resources that you need, and you could start your day there. I also didn’t just blast it out to the entire organization at once. I launched to a small group of reps and got their feedback, made some adjustments based on that, and then after about a month, I started rolling it out more broadly. I spent some time with each team, walked them through some of how to use Highspot, answered their questions, got them set up linking all of their accounts and setting up profiles to make sure everything was ready to go, because I wanted to make it easy for them to engage with it and to be ready to use it to engage with their buyers. We started off slow, but reps started to see the payoff. So it was easier to find what they needed. That was really helpful. And at the same time, we gave them the ability to see how their prospects were engaging with content that they shared. That’s when I think it clicked for a lot of them. And at the same time, we reinforced that internally. So I trained our internal teams, like marketing, finance, sales ops, to point reps back to Highspot. So anytime they were asking for help locating content or processes, I asked them, “Hey, instead of giving them the answer, please let them know that it’s in Highspot and that they can easily find it.” I started to feel the shift a few months in. We would be in meetings, and people would say things like, “Hey, make sure that document you just showed us gets into Highspot.” Like, “Can you drop this PowerPoint deck in Highspot?” That’s when I knew we had crossed a line. It stopped being something that I was pushing, and it became the source of truth that sales team had been missing. RR: Can you walk us through what you built, what the platform looks like today, and then what you would point to as some of the things that have contributed to the success you’ve found so far? HD: The platform today is the central hub for how our go-to-market teams operate. We’ve got structured Spots with clear overviews, Sales Plays for all of our solutions, Digital Rooms that they’re using directly with customers. It’s really become the place where a lot of work happens. So as far as what’s driven the success, I think the biggest thing for me is having the right mindset. This isn’t a set it and forget it project. If you go in, I guess, thinking like, “Hey, I’m gonna be done with this at some point,” it’s not gonna work. It gets easier to manage over time, for sure, but it should always be evolving as your organization evolves, because you really have to keep refining, updating, and listening to your internal stakeholders. That ongoing care and feeding is what actually makes it stick and provides ongoing value. RR: And that’s, I think, the bitter truth of enablement, is that you’re constantly driving to all of these goals, new objectives that come up, and you hit one and you go, “Great. We’re done.” And then there’s a new one that comes in, and all of a sudden, again, you have that bomb of Sales Play training, Digital Room template that I need to build and equip my reps to get out there and drive that new initiative. So I think you’re 100% right to say that that is the right approach. And I would be curious, just because it sounds like in our conversation so far, you’re a firm believer that enablement is the connective tissue between marketing, sales, some other go-to-market functions that you called out. And you mentioned being in team calls and keeping a good pulse on the organization, but how have you built such strong connections between all of these teams and the leaders behind them? HD: Yeah, that’s a great question. A lot of what enablement does is really connect those dots across the business. And so for me, it just comes down to staying close to the work. I’m regularly attending team meetings. I’m joining product updates. I’m meeting with sales leaders on a monthly basis. I try to spend time one-on-one with our reps as much as I can, just to understand what they’re dealing with day to day. And that builds trust, but it also keeps me grounded in what they actually need and not just what I think they need. More importantly, I’m just thinking about how it can solve real problems for the different teams. So whether that’s helping marketing get their messaging in front of reps or giving sales ops and finance a better way to communicate priorities, it becomes a shared tool. Not just a sales tool, but a way for everybody to get things in front of sales when they need to have their attention or they need something that’s going to live somewhere people can easily access it. And I think that’s really where the connective tissue happens. When those stakeholders see Highspot and enablement more broadly as a way to amplify their own work and reach across teams, they lean in, and at that point, it stops feeling like enablement is a separate function, and it starts to just feel like part of how the business runs. RR: I really appreciate that call-out that you have to be able to put yourself in the shoes of your partners, understanding what they’re prioritizing, understanding what their KPIs are, what their goals are, what they’re driving towards, and then how can I serve that? It sounds like you’ve gotten to a point that you can be proud of, and I would really love to hear a little bit more about what business impact or achievements are you proudest of? HD: Yeah. This past year has been really exciting for us with Highspot, just to see the level of adoption and to see how often people refer to it. When we first rolled it out, our goal wasn’t just adoption. It was actually to change how our reps sell and how our buyers experience us, and we’re really starting to see that come to life. We have reached 100% adoption across our North American team, which is great, but what I’m most proud of is it’s not just surface level usage. The reps who are leaning in the most are seeing real results. So for example, reps who complete our learning path certifications are winning 15 to 20% more often. They’re generating more revenue because they’re creating and closing more opportunities. There’s a similar story with our Sales Plays. So the reps who use them are consistently outperforming. And on the buyer side, we’ve completely changed how we show up. We’ve had over 6,000 external shares this year, including more than 2,000 Digital Rooms that have gone out, and those are not only sales meeting follow-ups. Reps are using them for everything from onboarding new customers to supporting partners to running webinar follow-ups and supporting platform migration campaigns. Reps are seeing exactly how buyers are engaging with what they’re looking at, what’s resonating, and that helps them coach their champions internally. So it’s a much more informed, more intentional way of selling. Overall, it feels like we’ve built a system that’s actually driving better selling behaviors and better outcomes. RR: I think the thing that’s most powerful about what you shared just there is when you were talking about how did we earn buy-in. And you walked us through how you made that reframe, and you showed here is what is possible. And I think you threw out something there, like, “What if we could improve cross-sell by 15%?” And you can look at your data today and say, “Our training is actually increasing the number of opportunities we can create.” So that initial stretch goal that you set to earn buy-in on the vision, you have achieved, and you can prove it out, which is crazy, and I hope feels very gratifying. So with a strong environment in place, high adoption, less content chaos, an easy way to get folks ramped up, what’s next? HD: Yeah. I mean, we’re in a good spot right now. I’ve been able to start to have some fun with things because the foundation is there. Adoption is pretty strong, so the focus right now is really shifting to impact. So a big area for me right now is expanding learning, and that’s what I set out to do over a year ago. So I’m building structured learning paths with certifications so reps can prove readiness across different parts of our solution set. So ironically, my project had to take a bit of a backseat to building out the other areas of the platform, but I think that had to happen first to drive that learning portion and to see success there. So we’re also starting to scale globally. We are bringing our EMEA team into Highspot in a way that aligns with how HSI as an organization operates but also still respects the differences in their processes and products. We’ve started to explore the AI coaching functions, which is really exciting. So the goal there is to help reps tighten up their messaging faster, especially around product launches, and to support both onboarding and ongoing development. And at the same time, a lot of the focus is just continuing to evolve what we’ve already built, finding new ways to add value, keeping content fresh, refining Digital Rooms, making sure content stays aligned with the business. So I’m always diving into analytics to determine some new ways to deliver value and prove impact. I think it goes back to the idea that this isn’t a project with a defined endpoint, so our Highspot will always be evolving in the same way our products and our sales org is evolving, and I think that’s what makes it such a successful and valuable resource. RR: Such a full circle point to end on. There’s a lot to look forward to, and the one truth and the one consistent factor is that it’s gonna change, and you’re going to adapt. So who knows what’s coming next specifically, but it sounds like you’re ready to face it when it does come. Heather, it has been so wonderful to hear about your journey, the work that you’ve been doing, the way it’s showing up for HSI, so thank you so much for taking the time to come and share, and give us a little bit of a peek into your world. HD: Yeah, absolutely. So happy to be here. Thank you so much, Riley. RR: No, thank you. And to our listeners, thank you for tuning into this episode of the Win/Win Podcast. Be sure to tune in next time for more insights on how you can maximize go-to-market success with Highspot.

In dieser Folge hörst Du einen Daily Reminder von Ji Kwang Dae Poep Sa Nim über "die Welt von Gong". Du kannst aus deinem negativem Karma herauskommen.Vielen Dank Ji Kwang Dae Poep Sa Nim.Hapchang,enjoy,Gak Duk

In this episode, you'll hear a Daily Reminder from Ji Kwang Dae Poep Sa Nim about “the world of Gong.” You can come out of your negative karma.Thank you very much, Ji Kwang Dae Poep Sa Nim.Hapchang,enjoy,Gak Duk

Want the playbook, not just the conversation? Subscribe for deep-dive, actionable breakdowns from every episode at unchurned.substack.com.He built the dashboards. Now he's questioning if they'll even exist in two years.Ziv Peled just added "Chief AI Officer" on top of Chief Customer Officer to his title at AppsFlyer. In this episode, he breaks down what that actually means: not a figurehead role, but hands-on rebuilding of workflows, architecture decisions, and the mindset of an entire org. Josh and Ziv chat about how AppsFlyer built their own $20/month AI pipeline on top of Gong instead of replacing it, why "build vs. buy" isn't the binary everyone thinks, what happens to your AI costs, and why "50x ROI" claims are mostly noise; plus the line that stopped the whole conversation: "When is the last dashboard?"---What You'll Learn- What a Chief AI Officer actually does day-to-day - Why AppsFlyer upsold into Gong instead of churning- Why most AI ROI metrics ("10x, 50x") don't hold up- What's changing with AI vendor pricing/consumption limits- How to think about AI security risk without a rulebook to follow yet---Timestamps0:00 - Preview & Intro1:30 - Meet Ziv Peled, CAIO at AppsFlyer 4:40 - How the CAIO role came to be6:50 - Build vs. buy: Salesforce, Gong, and AppsFlyer's own MCP9:25 - Why AppsFlyer isn't churning off Gong (they upsold)12:20 - What is Mythos? (and the quantum computing tangent)13:50 - The 90-minute video, 2-minute AI analysis story14:42 - How AI is changing competitive advantage16:10 - What it actually takes to become an AI-native company19:33 - Rapid fire: adoption, measurement, expense, security---Josh is writing a book on building customer relationships. Follow his journey and insights at www.joshschachter.com---Where to Find the GuestZiv Peled: https://www.linkedin.com/in/zivpeled---Where to Find the Hosts: Josh's LinkedIn: https://www.linkedin.com/in/jschachter/Unchurned Substack: https://unchurned.substack.com/

The Undertaker makes his presence felt, Punk and Hardy battle for the belt, Cena and Orton get interrupted, DX clashes with Legacy, and more as Joey takes a look at SummerSlam 2009. Paypal Patreon Email: cupofjoewrestlingshow@gmail.com Twitter

Lo scossone all'interno di XBOX è avvenuto, scombussolando la compagnia che si vede costretta a effettuare una vera e propria operazione di reset. Tra centinaia di licenziamenti e diversi studi ora tornati indipendenti, affrontiamo la questione e il quadro generale della situazione in casa Microsoft in questo episodio di Gong.

Ghazi Masood, Chief Revenue Officer at Replit, joins Sam Jacobs and Asad Zaman to break down the company scaled from $2 million towards a North Star of $1 billion in revenue in about two years, with roughly 350 employees and a 75-person go-to-market team. Ghazi gets specific on the operational cadence that replaced the quarterly SaaS playbook, why more than 90% of reps overachieved in H1 and why he believes $2 million per rep still isn't the ceiling, and how Replit built its own CPQ, Clari, and Gainsight equivalents on top of Salesforce. Plus, the shift from inbound to outbound pipeline generation, why AI-native orgs run leaner on entry-level headcount and a Quiz Pro Quo on how AI-native companies are structured. In short: a fantastic episode if you want to see how hyper-growth companies are operating, warts and all. Key Takeaways: - The AI-era operating cadence compresses from quarterly to weekly. As Ghazi Masood, CRO at Replit, put it: "forget monthly. We're literally driving a weekly rhythm to the business," with weekly forecast calls, weekly Gong reviews, and a company-wide Friday all-hands they call weekly wins. - Ghazi argues the SaaS-era rep productivity ceiling is gone. Asked whether $2 million per rep is a lot, he said "I would say no… you can do a lot more," after more than 90% of the team overachieved in H1 and enterprise reps blew past $1.5 million in the first half of the year. - Replit keeps a minimal purchased stack and builds the rest on itself. Ghazi described the tools they buy as "HubSpot, Gong, and Salesforce. And that's kind of it," then added "everything else on top of that is Replit. We built our own CPQ on Replit. We're building our own version of Clari on Replit," plus a homegrown Gainsight-style customer health dashboard. - Scaling the team fast, Ghazi made enablement one of his first hires. As he put it, "the very first hire I made was somebody to run and help me build enablement," and that leader built a two-week bootcamp where reps earn a certification before they get a territory.   Connect with the Hosts & Guests:   Host: Sam Jacobs, CEO at Pavilion - https://www.linkedin.com/in/samfjacobs/ Host: Asad Zaman, CEO at STA - https://www.linkedin.com/in/azaman1/ Guest: Ghazi Masood, CRO at Replit - https://www.linkedin.com/in/ghazi-masood-09195a2/   Topline is more than a YouTube Channel:   Subscribe to Topline Newsletter: https://toplinemedia.substack.com/ Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech: https://www.joinpavilion.com/topline-podcast Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast: https://www.joinpavilion.com/topline-slack Chapters: 00:00 Introducing Ghazi Masood 02:20 Scaling $2M To $1B In Two Years 03:16 The Weekly Operating Rhythm 08:55 What Replit Actually Is 10:21 Building An Outbound Motion 11:29 The SaaS Replacement Wave 19:04 Competing With Claude And Cursor 22:57 Brand And ICP Discipline 25:57 Betting On Model Breakthroughs 28:10 Quiz Pro Quo 44:54 Hiring And Enablement At Speed 52:34 The $2M Per Rep Question 57:41 CRO Versus VP Of Sales 1:00:52 Bulls VS Bears 1:06:50 The GTM Tech Stack  

Finally get to Play MY Favorites at an event AND remember to record it.. Track List : Rasta Nuh Gangsta  Samory I Deliverance Protoje Nyquill (Spliff A Light Spliff)  Yaadcore X Richie Spice Black Cinderella Protoje Strolling (ft. Protoje) Alborosie Stylin' Protoje Bubblin' Protoje 40 Days & 40 Nights Salaam Remi & Stephen Marley Out Deh Chronixx Flight Plans Protoje Protection (ft. Mortimer) Protoje Self Defence Protoje Who Knows (ft. Chronixx) Protoje Skankin' Sweet  Chronixx Legend  Chronixx Break Free Loyal Flames Look On My Face Christopher Martin Dreams Of Brighter Days Busy Signal & Rc Better Than The Stars Christopher Martin I Still Believe Walshy Fire, Jason Julian & Alta Ouses Get Free (ft. Amber Coffman) Major Lazer Where I Come From (Get Free Rhythm ft. Chronixx) Major Lazer Roll Some Mo (ft. Chronixx & MediSun) Lucky Daye Tell Me Now Chronixx Bout Noon Protoje Like This Protoje Good Times Jah-Lil Blessed (ft. Damian "Jr. Gong" Marley) Wizkid Grown & Sexy (ft. Stephen Marley) Damian "Jr Gong" Marley I Can Chronixx

Era nell'aria, ma ora è stato reso ufficiale: Bungie affronta un taglio di centinaia di dipendenti. In questo episodio di Gong facciamo un riassunto delle ultime mosse dello studio di sviluppo post-acquisizione da parte di Sony, partendo dal supporto a Destiny 2 non andato esattamente secondo i piani fino ad arrivare a Marathon, che non ha minimamente soddisfatto le aspettative in termini numerici.

The marketing funnel you've built your whole strategy around? It never described how people actually buy. It was a tidy oversimplification, and in a world of zero-click search and AI-saturated channels, it's never held up worse.In this episode, Amber sits down with Udi Ledergor — Gong's first marketer, now Chief Evangelist, author of Courageous Marketing, and the guy who ran a Super Bowl ad and coined a category on the way to $500M in ARR.Udi's argument cuts against the "hack-everything" reflex of modern GTM: brand isn't a vibe, it's trust, and trust is the only thing that makes a buyer go straight to you instead of crawling through a funnel. What this episode covers:Why brand comes down to one thing, trust, and how raving fans replace the funnel entirelyThe unconventional bets behind Gong's brand: the Super Bowl spot, the bulldog, the 2021 enterprise rebrandWhy Courageous Marketing never mentions AI on purpose, and what makes a marketing principle timelessThe two-headed dragon: what actually fixes sales and marketing alignment (hint: do you know how your CRO takes their coffee?)Why a marketing team not working from the same data as sales is committing a crime against its own companyHow AI agents now prove marketing's hard impactThis episode unpacks exactly why the companies winning right now are the ones people demand their employer buy.-----------------------------------------------------

#429 In this podcast episode, Guy talked with Viola Rose about the collective sense of change happening in the world and why she believed people were being called to live more from the heart. Viola explained how the mind often created reality through duality, while the heart offered a path toward unity, love, and deeper inner peace. She shared practices for moving awareness from the head into the heart and described how this helped people heal trauma, quiet the mind, and live with more ease.  They also discussed the Merkaba, sound healing, the power of the voice, and how nature, vibration, and frequency supported personal transformation.  By the end, Viola reflected that while she did not claim to know all the answers, she had chosen to live with love, service, joy, and trust in the mystery of life. About Viola: I am a "Transformational Sound Artist" and have been combining Music and Healing as "Sound-Healing" in my own inspired way for over 25 years. A Multi-Instrumentalist and inspired Vocalist, I enjoy playing Handpan, Gong, various Flutes, Shamanic drum, Sansula, Didgeridoo, and more. Yet, for sure, my favorite instrument is my voice.  I am a facilitator for Drunvalo Melchizedek's "School of Remembering". I completed my Teacher training with Drunvalo in 2012. Since then I have taught about 100 4-day Awakening The Illuminated Heart workshops to well over 1000 people all over the West coast and Hawaii, and over the last 3 years online as well. I have also shared this information at many transformational festivals and events.  I am also a Certified Gong Practitioner - through Gong Master Metab Benton's school. A Certified Holistic Health Coach - through the Institute of Integrated Nutrition, and a Certified Laughter Yoga teacher - through Laughter Yoga International. Key Points Discussed:  (00:00) - Awakening the Illuminated Heart! (01:18) - Why This Moment Feels Like a Spiritual Precipice (02:18) - Learning to Relax Inside the Tension of Change (03:28) - Why the Heart Matters More Than the Mind Right Now (04:00) - The Mind Creates Duality — The Heart Creates Unity (06:12) - Are We Creating Reality From the Wrong Place? (07:32) - Why Trying to Fix Duality Keeps Us Spinning (08:42) - How to Move Your Awareness From the Head Into the Heart (10:02) - The Mind's Trick: Thinking You're in the Heart When You're Not (11:18) - Living From the Heart Instead of Just Visiting It in Meditation (13:10) - When Life Stops Feeling Like a Rollercoaster and Becomes Grace (14:12) - The Fear of Following the Heart When Your Life Was Built by the Mind (15:00) - The Mind Is a House of Cards Pretending to Be the Master (16:18) - Why Fighting the Mind Can Become Another Trap (18:12) - Guy's Heart-Breathing Breakthrough That Changed Everything (19:32) - LIVE IN FLOW — Experience This Work in Person (20:38) - What the Merkaba Really Is and Why It Matters (22:28) - The Difference Between a Mind-Based and Heart-Based Merkaba (27:00) - Why the Heart May Be the Root of All Healing (36:08) - The Voice as a Direct Transmission of the Soul (38:08) - How Sound Reminds the Body of Its Original Blueprint (40:08) - Protecting Your Frequency in a World That Pulls You Out of Alignment (42:12) - Why "Be in Joy Anyway" Might Be the Simplest Spiritual Practice How to Contact Viola Rose:dreamthenewdream.blogspot.com www.youtube.com/@ViolaRose beyondbeinghuman.org/viola-rose   About me:My Instagram: www.instagram.com/guyhlawrence/?hl=en Guy's websites:www.guylawrence.com.au www.liveinflow.co

This week on Mormon Stories News, we take a closer look at the people, controversies, and events making waves across Mormonism.We begin with the story of a disturbing abuse case involving a former LDS Priest Quorum Specialist accused of sexually abusing his nephew. The case has prompted conversations about trust, access to youth, safeguarding policies, and whether church members are adequately trained to recognize and prevent abuse within families and congregations.We also examine a rare public apology from General Authority Seventy Kyle McKay. McKay recently acknowledged that previous statements he made regarding Church history were offensive and offered a correction. We discuss what was said and why the apology matters.Can AI replace God? That's the question Elder Gerrit W. Gong recently addressed in a viral Church-produced video. We break down his comments, the Church's growing concern over artificial intelligence, and whether AI is becoming a competing source of information, guidance, and authority for members navigating faith questions.Next, we turn to the appointment of Jay Jorgensen to the Utah Supreme Court. Jorgensen's nomination has sparked discussion because of his employment with The Church of Jesus Christ of Latter-day Saints and his statements regarding whether he would recuse himself from Church-related cases. We examine the concerns surrounding judicial independence, conflicts of interest, and public confidence in the courts.We dive into the growing controversy surrounding Jeff Strong's book Torn. Strong's work has generated significant discussion among Latter-day Saints by examining why many members become disaffected or leave the Church. Recent responses from prominent LDS commentators argue that Strong's research methodology is flawed and that he misrepresents faithful members' experiences.We finish with a brief snippet from Rebecca Bibliotecca about the ongoing temple drama in Fairview Texas. What are your thoughts on this week's stories? Join the conversation in the comments.___________________YouTubeAt Mormon Stories we explore, celebrate, and challenge Mormon culture through in-depth stories told by members and former members of The Church of Jesus Christ of Latter-day Saints as well as scholars, authors, LDS apologists, and other professionals.  Our overall mission is to: 1. Facilitate informed consent amongst LDS Church members, investigators, and non-members regarding Mormon history, doctrine, and theology2. Support Mormons (and members of other high-demand religions) who are experiencing a religious faith crisis3. Promote healing, growth and community for those who choose to leave the LDS Church or other high demand religions

Maitri Sheth is Senior PMM at Hubspot, previously PMM at Gong. We discuss:From B2C to B2B marketing, me too! How has b2c shaped your approach to b2b product marketing;Previously Gong, now Hubspot. What did you do in your first 90 days;One PMM workflow that you're excited about;Do you feel like you have a good grasp on how AI workflows tap into meaningful business results;Marketing is using creativity to solve business problems. Share how you infuse creativity into your work;Hubspot is 12k+ ppl! How do you get the rest of the org to adopt the same story;How do you approach writing with AI in your role.Jump in:03:04 The Importance of Listening in PMM06:06 B2C thinking in B2B09:06 First 90 Days at HubSpot12:00 Understanding Customer Needs14:46 Pattern Recognition & Beyond Patterns17:59 The Value of Direct Customer Engagement21:08 Streamlining PMM Workflows with AI24:03 Navigating Rapid Product Engineering Releases26:45 Evaluating AI Tools and Their Impact on Business Results32:56 the problems with "Blank Slate"35:13 The Role of AI in Productivity38:43 Creativity in Marketing41:30 Balancing AI and Human Creativity51:19 Effective Messaging Across 12,000 people Subscribe to Building With Buyers on Apple or Spotify or wherever you like to listen, tell me what you're listening to, and don't forget to leave a review if you're lovin' the show.Maitri on LinkedIn: www.linkedin.com/in/maitri5Hubspot: www.hubspot.comAnna on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠linkedin.com/in/annafurmanov⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Website: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠furmanovmarketing.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Newsletter: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠One Insight⁠⁠

Getting ghosted usually is not the buyer's fault. It is what happens when nobody agreed on a date, an owner, or what happens next.James Buckley sat down with Hannah Ajikawo, CEO and founder of Revenue Funnel, and Elmer Lopez, founder of Contento. Hannah's opening question resets it: are you being ghosted, or reacting to ambiguity you created?The exercise worth doing todayHannah called this hundred-thousand-dollar coaching. Take a sheet of paper, draw a line down the middle, write research on the left and review on the right. Plot every open deal by the language the buyer actually used.Research sounds like exploring the market, figuring out our needs, a few internal meetings. Those people cannot buy. Review sounds like we shortlisted four vendors, we tried building it ourselves, we tried AI and it did not work. Those are your real deals.Her recent loss went dark three and a half weeks. She knew it was research, and when she sent a breakup message they said Q4, because they need to try it themselves first.Elmer's critical event testSame filter, different angle. No critical event, no close. A merger means two messy CRMs, so a data tool becomes urgent next month. A conference makes a badge scanner urgent. Without one, he questions opening the opportunity at all.The breakup email that keeps workingElmer's, and he says it gets him hate mail. Subject line: giving up on this project? Body: I have tried text, email, and calls and cannot reach you, are you giving up on this project? That is the entire message.He starts a new thread rather than replying into the dead one, because the subject line does the work. James's reaction was the tell. He would not want to be the person who gave up on a project.Send something with no ask attachedElmer ties the value send to whatever happens next inside their company. Taking it to finance? Send the ROI calculator. Hannah has sent prospects a competitor comparison including where rivals are genuinely strong, which saves the buyer real work and occasionally costs her the deal.You are probably not being ghostedSeventy-two percent of deals are lost to no decision, so you are usually in the majority rather than singled out. Hannah's caveat: many were never deals. Her old manager told her the big logos she kept meeting liked her and learned from her, but were never qualified.Her closing line: stop asking why you are being ghosted, start asking why the buyer thinks it is fine not to reply.Resources mentionedSymbiotic Free GTM templates Turn your LinkedIn into a revenue funnel with ContentoThe Speakers:James Buckley, Host, Sell BetterHannah Ajikawo, CEO & Founder, Revenue FunnelElmer Lopez, Founder, ContentoCatch The Daily Sales Show liveFollow Sell BetterExplore our YouTube ChannelWatch the replayThank you to our sponsors: Highlevel, Gong, Expertise.ai

In recent years, artificial intelligence has moved from being a concept illustrated in science fiction books and movies to being something that many individuals use on a daily basis. Elder Gerrit W. Gong of the Quorum of the Twelve Apostles has spoken about AI to Church members, to politicians, to business leaders and to others. And he has done so in the United States, Italy, Turkey and Greece, among other locations.  The Church of Jesus Christ of Latter-day Saints published a video on Sunday, June 7, featuring Elder Gong teaching how to hear God’s voice in an age of AI.  On this episode of the Church News podcast, Deseret News reporter Tad Walch joins Church News editor Jon Ryan Jensen to talk about AI and principles he has learned while covering Elder Gong. “I've dived into AI closely with one Apostle, and it's remarkable to see the knowledge that he has about AI, the deep understanding of the technology, and also the ability to provide direction around faith to help people use AI in an ethical and appropriate way so that they can continue to be faithful members of Christ's kingdom,” Walch said. 

Geoff shares how Gong cha grew from a single tea shop in Taiwan to over 2,200 locations across 33 countries by staying obsessive about product quality, franchisee passion, and delivering a personalized guest experience at every touchpoint. He breaks down what it takes to scale a globally loved brand into the US market, how Gong cha 2.0 is redefining the in-store experience with technology and design, and why consistency from the tea farm to the handoff moment is the foundation of lasting brand loyalty. Welcome to Elevating Brick and Mortar. A podcast about how operations and facilities drive brand performance. On today's episode, we talk with Geoff Henry, President of the Americas at Gong cha. With over 20 years in the beverage industry spanning Colgate-Palmolive, Coca-Cola, and Jamba Juice, Geoff brings a rare combination of global brand-building expertise and franchise operations know-how to one of the world's fastest-growing bubble tea concepts. Guest Bio: Geoff is a seasoned executive with over 20 years of experience leading many of the world's most recognized consumer brands, including Jamba, Coca-Cola, Colgate, Dasani, Dunkin' bottled coffee, and Gold Peak and Honest teas. Adept at scaling businesses and cultivating collaborative teams, Geoff joined Gong cha in 2023 as President of the Americas region—which includes over 400 locations in the territory, and 225 in the U.S. Under his leadership, Gong cha grew its U.S. store count by 19% YOY, was ranked #1 in the Tea category on Entrepreneur magazine's prestigious Franchise 500® list for the third consecutive year (2024), and awarded category winner of Top Food & Beverage Franchises in the Global Franchise Awards (2023). Prior to taking the helm at Gong cha, Geoff was President of Jamba, where he successfully integrated the company into Focus Brands and led its digital transformation. During his tenure, he returned the brand to growth—driving topline sales, and increasing its development pipeline. Prior to Jamba, Geoff was a senior executive with Coca-Cola for over twelve years, where he oversaw the company's portfolio of water, tea and coffee brands for the U.S. He transformed their tea portfolio to capture the #2 market share position, while also pioneering the company's entrance into the ready-to-drink coffee category. Geoff received his undergraduate degree from Duke University and his MBA from Harvard Business School. He currently serves on the board of advisors for PayQuicker, a global payments platform. TIMESTAMPS: 00:59 - About Gong cha: Brand, services & history 03:14 - Geoff's career journey: Coca-Cola, Jamba Juice & the path to Gong cha 07:36 - Gong cha's North Star 15:20 - Gong cha 2.0: New store design, kiosks, & technology 21:20 - Franchise selection & site strategy 32:37 - Macro trends: Pace of innovation, social media, & AI 38:51 - What's next for Gong cha: Path to 1,000 US locations, licensing & brand expansion SPONSOR: ServiceChannel brings you peace of mind through peak facilities performance. Rest easy knowing your locations are: Offering the best possible guest experience Living up to brand standards Operating with minimal downtime ServiceChannel partners with more than 500 leading brands globally to provide visibility across operations, the flexibility to grow and adapt to consumer expectations, and accelerated performance from their asset fleet and service providers. LINKS: Connect with Geoff Henry on LinkedIn Follow Gong cha on Instagram Follow Gong cha on LinkedIn Connect with Sid Shetty on Linkedin Check out the ServiceChannel Website Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This was a terrific Wednesday crossword, with an exceedingly well timed  and executed theme, combined with some excellent cluing exsewhere, er, elsewhere.

Artificial intelligence has become such a part of our lives and our society. Everything has become connected thanks to the internet, and AI is amplifying it all. Recently, Elder Gerrit W. Gong of the Quorum of the Twelve Apostles spoke about the dangers of using AI in place of God. The Church of Jesus Christ of Latter-day Saints just released an entire series from Elder Gong that really dives into how AI affects all of our relationships. Greg and Holly discuss their favorite parts of the lesson.

We are spoiling you in this episode with two special guests, the first being Kavus Torabi of Gong ahead of their extensive tour of the UK and Europe.  He talks to Billy Reeves about their new album ‘Bright Spirit'  as well as covering important topics like snapping synapses, The Bash Street Kids, the illustrative art of 2000AD and pause to give each other a pat on the back... Then follows a conversation with Godsticks who are back after 18 months of hard work with an amazing new album (and tour) entitled ‘Void'. Darran, Gavin, Tom & Francis invited us to their south Wales HQ to explain “uncompromising”, give a terrific guide as to why the scene has exploded (as discussed in ep. 187 with Stef Broks of Textures), the influence of Duke Ellington's Bulgarian arrangements!

Elder Gong shares the lessons we have the opportunity to seek after now, so that in the future we can grow closer to Christ in understanding and love. Click here to view the speech page. See omnystudio.com/listener for privacy information.

"Let me think about it." Every salesperson has heard it. Most accept it. Almost none of them know what it actually means.In this episode, Dave and Regan break down the most feared phrase in sales — why it almost always signals something you did wrong earlier in the conversation, and the one vulnerable move that turns a dead deal back into a live one.What you'll learn:→ What buyers actually mean when they say "let me think about it" in 3 different scenarios→ Why this phrase almost always means you asked the wrong questions upfront→ The deal size caveat — when it's actually okay to hear it→ Gong data: this phrase extends your deal cycle by 173%→ The calendar trick that forces a decision without pressuring the buyer→ The one phone call 99% of reps never make — and why it closes more deals than any script→ Why vulnerability and authenticity beat every objection handling technique→ The "marbles in a jar" trust framework that turns stalled deals into closed ones→ What never to do after you hear it (most reps do this immediately)If you've ever ended a call feeling like you blew it — this episode changes how you handle every deal from here.

Craig Rosenberg, Chief Platform Officer at Scale Venture Partners and co-founder of Topo, joins AJ Bruno and Asad Zaman to take on the question every founder is wrestling with: can you still build a world-class sales team when OpenAI and Anthropic are handing individual contributors $10 million equity packages? Craig argues you do not have to compete head-on, then lays out the hiring profile to chase instead, the quota-to-comp discipline that keeps packages sane, and why founder brand has become the most reliable pipeline play left as CAC keeps climbing. Topics include enterprise AE compensation, where private equity is still winning the GTM talent war, the Topo playbook for events and data-as-moat, and a bull-versus-bear debate on whether Gong goes public in the next 36 months. Plus, a Quiz Pro Quo on the real customer counts behind Salesforce, HubSpot, and ZoomInfo. Key Takeaways: - Rather than try to outbid OpenAI and Anthropic for talent, build your own farm system and develop people into the role. As Craig Rosenberg, Chief Platform Officer at Scale Venture Partners, put it: "You have to change your hiring profile to a unique profile that's unique to your business, but then you gotta coach 'em up." - A resume from a hot AI lab is not a guarantee of success at your company. As Craig Rosenberg noted, "The person that is going to do well at Anthropic may not do well at Series B," so hire for the stage and the hunger rather than the logo. - On compensation, Craig anchors the package to the role's real value: "you pay for what your wedge costs… if you feel like you have to pay $10 million, then you have a huge problem and you gotta go back to the drawing board." If the number runs away from you, the model is broken. - With CAC climbing and most channels breaking down, founder brand has become the highest-leverage pipeline play. As Craig Rosenberg said, "The value of building a founder brand, when you look at the data, it's amazing," pointing to gains in both pipeline and deal size. Connect with the Hosts & Guests: Host: AJ Bruno, CEO at QuotaPath - https://www.linkedin.com/in/ajbruno3/ Host: Asad Zaman, CEO at Sales Talent Agency - https://www.linkedin.com/in/azaman1/ Guest: Craig Rosenberg, Chief Platform Officer at Scale Venture Partners - https://www.linkedin.com/in/craigrosenberg/ Topline is more than a YouTube Channel: Subscribe to Topline Newsletter: https://toplinemedia.substack.com/ Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech: https://www.joinpavilion.com/topline-podcast Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast: https://www.joinpavilion.com/topline-slack Chapters: 00:00 Introducing Craig Rosenberg 02:34 Can Anyone Out-Hire The AI Labs? 04:33 Why Craig Isn't Worried 06:52 Enterprise AE Comp Is Climbing 08:21 Founders Overpay For Star CROs 10:53 Why AI Reps Struggle At Series B 14:00 Hire The Slighted CRO 14:42 Quota-To-Comp And Attainment 18:45 Can AI Labs Sustain Growth? 22:20 Where PE Still Wins GTM Talent 27:17 Major Runs Reshape GTM 32:36 The Topo GTM Playbook 37:55 Quiz Pro Quo 47:45 Founder Brand And Rising CAC 58:42 Bulls and Bears

Cinema Brake Pedal, Mid-Convo Hello, Freaky Good Friday, Tradie Jesus, F.Art, Ailzheimer's, Gold Rush, Brain Wipe, Robot Reality Island, Who'll Gong the Gong?You can purchase A Listener hats by emailing twointhethinktank@gmail.comCatch up on the 500th episode hereCheck out the sketch spreadsheet by Will Runt hereAnd visit the Think Tank Institute website:Check out our comics on instagram with Peader Thomas at Pants IllustratedOrder Gustav & Henri from Andy and Pete's very own online shopYou can support the pod by chipping in to our patreon here (thank you!)Join the other TITTT scholars on the TITTT discord server hereHey, why not listen to Al's meditation/comedy podcast ShusherAlasdair Tremblay-Birchall: @alasdairtb and instaAnd you can find us on the Facebook right here(Oh, and we love you) Hosted on Acast. See acast.com/privacy for more information.

  A little over a year ago I posted a mix of quiet fusion jazz tunes which I really enjoyed curating. So it was only a matter of time before I made another and here it is. This mix has some of the same artists as the first one - Mile Davis, Soft Machine, Gong, Jean-Luc Ponty, Brand X, along with new additions. Not surprisingly, most of the tracks are from the 1970s, a few from the 80s and one new track by Elephant9 released in 2024. Here's the first quiet fusion mix - https://www.mixcloud.com/lowlight/quiet-fusion/ I still plan on doing a straightforward fusion mix but for now this quiet set will do nicely. It's perfect early morning coffee music. Cheers!   T R A C K L I S T : 00:00   Hugh Hopper & Alan Gowen - Waltz For Nobby (Two Rainbows Daily 1980) 08:51   Weather Report - Morning Lake (Weather Report 1971) 13:08   Soft Machine - Snodland (Seven 1974) 14:40   Brand X - April (Product 1979) 16:05   Elephant9 - Chamber of Silence (Mythical River 2024) 18:36   Jean-Luc Ponty - Ethereal Mood (Cosmic Messenger 1978) 22:23   Frank Zappa - Zoot Allures (Zoot Allures 1976) 26:13   John Scofield - Gil B643 (Still Warm 1986) 32:40   Gong - Mireille (Gazeuse! 1976) 35:28   Miles Davis - Ascent (The Complete In a Silent Way Sessions 1969) 39:50   Sun Ra - Haverford Impromptu #1(Haverford College 1980 Solo Rhodes Piano 2019) 42:48   Quiet Sun - r.f.d. (Mainstream 1975) 46:00   Mahavishnu Orchestra - Nostalgia (Mahavishnu 1984) 51:45   Eberhard Weber - Quiet Departures (Fluid Rustle 1979) 57:57   Cinematic Orchestra - Flute (Every Day 2002) 64:28   end

Two major world religions are discussing artificial intelligence and how it can both work with – and against – faith and religion. Pope Leo and Elder Gerrit W. Gong of the Quorum of the Twelve Apostles of The Church of Jesus Christ of Latter-day Saints both addressed the growing influence of AI on faith. Greg and Holly discuss AI and religion, and why some say we should put safeguards on AI now and not delay any further.   

Stop burning your territory by blindly calling massive lists of leads. In this episode, Suji breaks down their exact playbook, including:

In this episode, Jason and Miram Ebrahim from Nomix Group, talk about creative plays that land meetings, nailing your first 90 days in a new leadership role, and giving fearless feedback. Check out more free content and get help with outbound at ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://outboundsquad.com.⁠