Education
Honors & Awards
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Smartsheet President's Club
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2017 Salsify President's Club
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2015 LogMeIn President's Club
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2014 LogMeIn President's Club
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2013 LogMeIn President's Club
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2012 LogMeIn President's Club
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2011 LogMeIn President's Club
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2010 LogMeIn President's Club
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Other similar profiles
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Nicholas W.J. Biron
Kyle James makes a great observation about how GTM teams are approaching platforms like Gainsight today. What looks like hesitation is often discipline. Teams are taking time to pressure test workflows, data, and ownership before committing to a platform. That behavior does not diminish the value of Gainsight. In many cases, it increases it. When teams arrive with clearer intent and operational readiness, adoption improves and outcomes compound faster. The signal here is not about building instead of buying. It is about earning the right to scale with the platform once the foundation is actually in place. https://lnkd.in/emF9ZvCQ
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Dwight Delap
Preparation wins deals. Now there’s a smarter way to practice sales conversations anytime, anywhere. 💬⚡ The Sandler AI Roleplay Coach® tool delivers adaptive, real-world scenarios and instant feedback to help sellers improve fast. It’s an effective way to build confidence, consistency, and coaching at scale. Anytime, anywhere. 🎥 See it in action! #SalesRoleplay #SalesCoaching #SalesSuccess
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The Customer Success Pro™
Want to close more renewals without chasing them? Start showing value. Not just doing work. Most CSMs miss this. They focus on activity, not outcomes. The 3-step CS Revenue Framework helps CSMs move from reactive firefighting to proactive revenue creation: 1️⃣ Align with customer goals 2️⃣ Share impact data consistently 3️⃣ Recommend next steps with confidence This is the system that turns CSMs into revenue drivers, not just support resources. Anika is teaching the full framework in her FREE Masterclass: 📅 September 10 at 1pm ET 👉 Reserve your seat here: https://lnkd.in/g62GshbU If you’re ready to be seen as a strategic partner your company can’t afford to lose, this is for you.
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Dalia Modlin
Is your CPQ capable of supporting separate sales motions? Mary Wike, VP of Sales Ops at Quilt Software, scaled quoting operations while preserving the unique GTM motion of two parallel brands. With DealHub.io CPQ, Quilt were able to create a shared, scalable quoting foundation that adapts to each brand's needs. Read the full story here 👉 https://lnkd.in/d-zjUbMJ #SalesOps #GTMmotions #CPQflexibility
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CoachEm
Most sales kickoffs create energy but rarely change outcomes. Every January, sales teams leave SKO energized and aligned. By March, most of that momentum is gone. That does not mean the strategy was wrong. It means SKO was asked to do a job it was never designed to do Real performance change happens in the weeks that follow, when managers are under pressure and reps fall back on habit. Without a coaching system to reinforce priorities, even the best strategy fades fast. I wrote this piece after watching the same pattern repeat across sales organizations year after year. The difference between teams that compound and teams that reset is not motivation. It is reinforcement. If your Q1 always starts strong and ends flat, this is for you. Why Sales Kickoffs Fail: https://hubs.la/Q03-NzZS0 #SKO #SalesKickoff
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Martin Pietrzak
Not every idea deserves a webinar. I spoke with Amy Avalos from Zendesk on the #PinchOfSeries to go over what makes a partner webinar actually work. Amy’s take: Your message is just noise without clear, actionable value. Partners have options... and short attention spans. If you're filling calendars without a real purpose, you're losing mindshare. Subscribe to the Pinch of Newsletter for other #PartnerMarketing best practices. https://lnkd.in/gVEhevzB #B2BMarketing #WebinarStrategy #MDF
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3Sixty Insights
A $2B enterprise software provider just modernized its GTM stack—and the results speak volumes. With Gong (conversation intelligence), Outreach (sales engagement), Demandbase (ABM), Salesforce (CRM), and Adobe Marketo (marketing automation), they built an integrated, insight-driven revenue engine. Cross-functional alignment Streamlined MarTech Scalable seller adoption The full transformation? It’s a masterclass in strategic stack selection. Read the full #AnatomyOfADecision by Kyle James: https://hubs.la/Q03Bj__c0 #SalesTech #MarTech #B2BMarketing #RevOps #SalesEnablement #GTMTransformation
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Ali Braverman
When does base-only compensation make sense for a fractional sales leader? When the focus is on strategic leadership rather than front-line revenue generation. Here are the four most common scenarios when base-only makes sense: 1. Sales Infrastructure Building If the priority is designing comp plans, setting up CRMs, or writing playbooks, a commission structure doesn’t apply. You’re building the engine — not racing it, yet. 2. Coaching and Team Development If the goal is to coach and mentor the existing sales team, you’re also not necessarily the front-line closer. Your value lies in elevating the team’s long-term performance, which fits best with a flat fee. 3. Working with an Early-Stage Startup Pre-revenue or pre–product-market-fit startups need strategic leadership above all. In this phase, a fractional sales leader helps shape the GTM strategy, define ICPs, and lay the groundwork for future growth — well before any deals are closed. 4. Testing the Waters Base-only comp can also work well for trial engagements, especially if the contract doesn’t align with the sales cycle. If you’re doing a 2–3 month contract, but the sales cycle is six months, commission won’t fairly reflect the value you’re bringing. A base ensures you’re compensated for upfront work like pipeline planning, positioning, and early discovery calls. The bottom line: Not every sales role is about closing deals. Sometimes, the impact comes from building systems, mentoring teams, or laying strategic foundations. In those cases, base-only compensation can be the right fit — especially when the focus is leadership, not frontline execution.
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