Imran Syed

Outbound isn’t dead; it’s just becoming a game of disciplined execution. I just finished listening to an incredible discussion between 📈 Jeremey Donovan and Kyle Norton on the Revenue Leadership Podcast; they both had great insights on the current "outbound is dead" narrative. The biggest surprise? Data from B2B SaaS organizations shows that top-performing companies are actually expanding their outbound sales teams, not shrinking them. But they aren’t just "spraying and praying." They are winning through what Jeremy calls "insanely disciplined execution". If you are a revenue leader looking for a practical "North Star" from this discussion, Jeremy’s #1 piece of advice for any CRO is to master the operating rhythm. Here is the 3-step "Disciplined Execution" playbook discussed: 1. Rigorous Deal Reviews: Don't just "check-in." Use a structured framework like MEDDIC or MEDDPICC for weekly, disciplined deal inspections to identify gaps early. 2. Protected Pipeline Generation: Treat "pipe gen" as a non-negotiable. It requires incredibly disciplined, carved-out time to ensure you are consistently hitting your ICP. 3. The AI "Human-in-the-Loop" Balance: While AI can automate grunt work, like synthesizing 20 hours of performance reviews into five, be careful not to let it make your reps "stupid". One observation was that when AI perfectly filled out CRM fields, reps stopped thinking critically about their deals. The takeaway: AI is a powerful augmentation tool, but it cannot replace the critical thinking required for high-stakes enterprise sales. If you're leading a GTM team right now, this conversation is a must-watch for a reality check on what's actually working in 2026. Kevin Mulrane thanks for sharing this discussion with me. Full discussion 👉🏼 https://lnkd.in/gfbTAs59 #SaaS #SalesLeadership #GTMStrategy #SalesAI #InsightPartners

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There's a lot of chatter about the future of SaaS, with some claiming, “AI can build a Salesforce clone in a weekend, so SaaS is dead.” A thoughtful pushback in the article below (unlike the AI slop we are seeing) The essence of SaaS is more than just mere replication. The true value comes from the foundational elements that are often overlooked: - Years of customer data - Established workflows - Seamless integrations - Admin muscle memory - Compliance and security reviews - An ecosystem of partners and add-ons Replacing these components isn't just about shipping new code…. it requires a fundamental reconfiguration of how a company operates and ripping out the systems from within its guts. Anyone who has lived through an ERP revamp knows this. Is some SaaS overpriced? Yes. Will some take a hit? Definitely. But…. while AI and agents will undoubtedly transform our interaction with SaaS….. and we start thinking less UI and more API…. and this may influence pricing structures (less about seats) , labeling SaaS as “dead” is misleading. More like “evolving.” More in this article below https://lnkd.in/eN4mjy92 ISG (Information Services Group)

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5 Signals an AE Will Thrive in a High-Stakes GTM Role (*based on my experience interviewing and hiring for some of the most demanding SaaS sales teams in the industry) ✔ Talks about failure with reflection - not blame ✔ Qualifies deeply before chasing pipeline ✔ Asks smart, disarming questions that build real trust ✔ Maps stakeholder webs like a strategist ✔ Doesn’t chase logos - chases alignment and impact The best AEs are thinkers and operators. They’re commercially sharp, constantly learning, and able to win trust in complex buying environments. Top performers aren’t always obvious. That’s why headhunting is personal. Hiring for a critical GTM role? Let’s talk — I can help you spot the signals that predict performance. #SaaSSales #EnterpriseSales #GTMstrategy #AccountExecutive

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𝟵𝟱% 𝗼𝗳 𝗥𝗲𝘃𝗢𝗽𝘀 𝗶𝗻𝗶𝘁𝗶𝗮𝘁𝗶𝘃𝗲𝘀 𝗳𝗮𝗶𝗹. We analyzed the RevOps stack of 100+ B2B SaaS companies, and spoke to over 50 RevOps leaders from RevGenius — the 65K+ community that Jared Robin and his team built.      👉Growth Data does not correlate due to Identity Fragmentation. It shows up like this: → GTM tools use a 𝘭𝘦𝘢𝘥_𝘪𝘥, 𝘤𝘰𝘮𝘱𝘢𝘯𝘺_𝘪𝘥, 𝘤𝘰𝘯𝘵𝘢𝘤𝘵_𝘪𝘥 → Web tracks a 𝘷𝘪𝘴𝘪𝘵𝘰𝘳_𝘪𝘥 → Product logs a 𝘶𝘴𝘦𝘳_𝘶𝘶𝘪𝘥, 𝘨𝘳𝘰𝘶𝘱_𝘪𝘥 → Billing assigns a 𝘤𝘶𝘴𝘵𝘰𝘮𝘦𝘳_𝘪𝘥 Each system tracks the same person, same company… but calls them something different. So when it’s time to answer simple questions like: → Who became a customer after the webinar? → Which features drive expansion revenue? → Who’s at risk of churn next month? 𝗬𝗼𝘂 𝗴𝗲𝘁 𝘀𝘁𝘂𝗰𝗸. The data doesn’t connect. The dots don’t line up. And your team ends up spending $𝟰𝟬𝟬𝗞–$𝟴𝟬𝟬𝗞/𝘆𝗲𝗮𝗿 trying to force it all together. The problem isn't the data. It's that no one agrees on who the user is. That’s Identity Fragmentation. And it’s the hidden tax on every RevOps team. Fix that, and suddenly: → Funnels make sense → Playbooks work → Customer signals show up before it’s too late Until then? You're flying blind. ❓𝗛𝗼𝘄 𝗮𝗿𝗲 𝘆𝗼𝘂 𝘀𝗼𝗹𝘃𝗶𝗻𝗴 𝗶𝘁 𝘁𝗼𝗱𝗮𝘆? Share it in comments #RevenueGrowth #RevOps #B2BSaaSGrowth

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So in the middle of all the AI buzz, I sat down with Camela Thompson for a real talk about AI in RevOps. Camela is the OG — she's been managing systems even before they were "real" systems. Most recently she heads RevOps at Phunware (Nasdaq: PHUN) and leads marketing for the 19K+ strong RevOps Co-op community. We got into where AI is actually hitting the nerve in RevOps — what's working, what's breaking, and where the real opportunities are hiding. If you're in GTM and want to hear how practitioners are actually using AI (not just the hype), this one's worth your time. 🎙️ Watch on YouTube → https://lnkd.in/gC2eJMMU 📖 Read the blog → https://lnkd.in/gHADQJ4z

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The evolving B2B tech landscape makes competitive displacement the default path for GTM teams. Simultaneously, it adds new layers of organizational risk, internal scrutiny, and emotional complexity for buyers. We created The Definitive Guide for Competitive Displacement to give GTM teams a smarter way forward—rooted in precise intelligence, not spray-and-pray ABM. Inside, you’ll discover: ▪️ Why traditional competitive intelligence leaves Sales, Marketing, CS, and Product flying blind ▪️ The exact data signals that show which accounts are truly ready to switch — and which never will ▪️ A step-by-step campaign framework for turning competitor intelligence into pipeline ▪️ GTM best practices from strategy to execution ▪️ How to fuse data, content, and activation into a single displacement play The switching window opens for buyers when the cost of staying exceeds the risk of moving. This guide helps you locate that window and act before it closes:

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