Rammy Johal

Join us on December 11th to learn more about creating a true omnichannel approach!

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Referrals are GOLD...Treat Them Accordingly! To any seller closing out the year and looking to build pipe for Q1 or anyone job hunting: here's a helpful reminder from my mentor, Jim Eberlin (founder of Gainsight, Host Analytics Inc and TopOPPS | Now Xactly Forecasting). His advice? Etiquette matters—referrals and relationships thrive on respect. Quick disclaimer: This isn’t a flex or a “look at me” post. Jim’s insights come from someone with real credibility—a career connector, leader, buyer, entrepreneur with 3 successful exits—so it’s worth sharing to counter some of the harmful advice out there. Plus, rather than the "I spoke with a 3x founder of a company that was acquired for a billion dollars..." type of post, I had to go with the "pics or it didn't happen" approach. Why share this? Bad takes like “stop thanking people for their time because it gives up power” are floating around and it's hurting good people's chances. In the history of the world, a grand total of zero people, have lost a deal or job by showing gratitude. Ever. (Source: Planet Earth, 4.5 billion B.C.- 2024 A.D.). All kidding aside, Jim highlights how messages land with decision-makers: Always show appreciation—it’s noticed, even if not explicitly stated. When asking for a favor, don’t unintentionally create extra work for them (e.g., asking them to find time on your calendar might be perceived differently than you have intended). This is about building trust and making it easy for them to fulfill the ask. Small gestures matter. Check out the screenshot for Jim’s insights—straight from someone who knows what resonates.

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💬 Over 15,000 conversations captured. 5,498 leads generated. 💬 In just the last 30 days, Vendasta’s AI Lead Capture has had a 35.7% lead conversion rate — that's how AI is transforming lead generation. Don’t let leads fall through the cracks! At Vendasta Connect, we’ll show you exactly how AI tools like this can help your agency convert more leads and never miss an opportunity. 🎯 Ready to take your lead gen to the next level? 👉 Register today, see link in comments. #LeadGeneration #AI #SalesAutomation #AgencySuccess #VendastaConnect

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Next year, Lightspeed Commerce will exit its teenage years and turn 20. What does that maturity mean? For me, it’s all about shifting from simply a growth mindset to one of profitability. I sat down with Gus Papageorgiou, our Head of Investor Relations and host of the Inside Lightspeed podcast, to discuss this cultural shift, where we’re heading, and how my role as CEO will guide this moving forward. When Lightspeed first started, we were all about seizing opportunities — whether it was moving to the cloud early on, expanding into new markets, or launching payments. These bold moves have driven us to where we are today. Now, as we approach this new chapter, we're putting an emphasis on: - Doubling down on areas where we can truly excel and deliver the most value to our customers. - Making profitability our new North Star and ensuring that every move strengthens our foundation. - Staying true to our core mission: helping SMBs thrive. But now, we’re doing it with a sharper focus on long-term success. Had a great time reflecting on Lightspeed’s past, as well as discussing our vision for the future. Check out the full podcast here: https://lnkd.in/gF3vG-Qn

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Here are some takeaways for founders and sales leaders from Lightspeed's 2024 Sales Benchmark Report: 1️⃣ Improved Revenue Attainment: Companies missing revenue targets by over 20% are projected to decrease from 35% in 2022 to just 10% in 2024, with 65% expected to meet or exceed their targets this year. 2️⃣ Rebounding Sales Performance: Sales reps meeting their quotas increased from 33% mid-2023 to 51% by year-end, continuing into 2024. 3️⃣ Deal Slippage Challenges: New deals experience a 41% delay rate, typically 2-3 months; only 62% of these eventually close. 4️⃣ Remote Work Success: 92% of sales teams are fully or partially remote; notably, 88% of high-performing teams operate remotely. 5️⃣ AI Adoption Hurdles: 63% of companies introduced new AI features in 2023, but only 39% of customers use them, and just 33% report these features as margin-positive. These findings underscore the importance of realistic goal-setting, effective deal management, embracing remote work, and strategic AI implementation for sustained growth. Find more details by following the link in the comments. #salesleader #startups #founder

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Breaking through buyer fatigue is a challenge for marketing and sales teams as we move into 2025 [and 2024 and 2023 and 2022... ] #patternrecognition Buyers are overwhelmed, and outreach often ends up being more noise than signal. Most outreach still feels like a push, not an invitation to engage at least if you’re to ask the prospect. Leading GTM teams are shifting focus toward conversations, not just meetings. The idea is simple: understand what the buyer actually cares about before moving them to the next step. That means less emphasis on volume and more on thoughtful engagement. Here are some of the key questions teams are starting to ask: • Are we trying to get buyers into meetings before they’re ready? (almost definitely yes) • How do we create meaningful engagement without overwhelming accounts? (what do they want, not us) • What’s the most natural next step after someone engages—(do we have the right process in place to make that easy? Pushing people (prospects or sellers)  harder isnt’ the effort where you should be focused. GTM leaders who take this approach will see clearer paths to conversion because they’re offering value at the right time.  Peel helps make this possible. By focusing on real engagement and insight, we help teams build trust with less noise. https://www.getpeel.ai/

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Can fragmented customer data hinder business growth? It's certainly not going to help. Yesterday, I spoke with a Canadian manufacturer with offices across North America who was pondering this same question. Their team was spending a lot of time in internal meetings, gathering this fragmented information to be prepared to meet with customers. Except when they didn't, which meant they were going in blind. Yikes. Their vision was to have one central location for all customer data -- and make it super accessible to everyone on the team. They were looking for AI to automatically integrate data from Microsoft Great Plains, emails from Office 365, and videos from Teams calls into a unified CRM system. This would not only streamline operations but also ensure that every customer interaction was backed by complete and up-to-date information. Imagine the difference it would make for their sales reps on the road, who could quickly pull up customer histories and order details from their mobile devices, without having to dig through multiple systems or make frantic calls to the office. With this centralized CRM, they could focus more on building relationships and less on administrative tasks. The AI-powered features would automatically log interactions, summarize calls, and provide actionable insights, making their jobs easier and more efficient. Ultimately, this shift would help them grow their business more effectively, ensuring no customer falls through the cracks and every opportunity is maximized. Does this sound familiar?

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I’ve been on hundreds of calls with Canadian businesses this year. Here are the most common objections I’ve heard about moving customer payments online… 💡 Customer resistance to change. So many business operators worry that their customers won’t adopt online payments, especially in industries where pen-and-paper processes are still the norm. Yet adoption is often easier than expected. ⚙️ Complexity in set up. Shifting to an automated system can seem overwhelming, but the long-term benefits far outweigh the effort to implement these processes. 📃 Dependence of offline processes. Industry norms “the way it’s always been done” make it hard to break away from tradition, but success often comes from innovation. While these concerns are definitely valid, the reality is that a significant percentage of Canadian consumers already pay their personal bills online. We all do it – from our hydro bills to renewing insurance. The idea that your customers can’t—or won’t—make the shift is one of the biggest misconceptions businesses face when it comes to payments. The truth? Businesses that embrace online payments and automation are growing faster than their peers. I’ve seen it firsthand: companies who adopt these processes see a significant reduction in day sales outstanding and position themselves for long-term success. Moving payments online is more than a process change. It’s a step towards faster payments, less manual work, and a stronger foundation for growth.

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Do companies really need a Chief AI Officer? ❓ We know it by now: ⚡ AI is disruptive ⚡ The disruption is happening in lightspeed ⚡ AI is here to stay I have not met any leaders saying that they (in sail terms) "weather" and wait until the storm passes by. Everyone understands the importance, but when it comes to the how, less people know what to concretely do. Depending on the company culture you can see nuances of these two extremes: 🚨 Companies with “individual test labs” and a laissez-faire attitude without any boundaries where literally everything is possible and allowed and the idea is to let creativity flow in order to detect the right AI for the jobs. Biggest Concern: Data privacy 🚨 Companies who are very rigid in their guidance on what is and isn´t allowed in order to honor data privacy as the highest good to protect.  Biggest concern: Pace of innovation As a result of this “wild west situation with companies racing to find the best gold claims” you can see the rise of a new C-level role: the Chief AI Officer. Why would companies appoint such a leadership role in contrast to deploying crossfunctional center of excellence across the existing functions that decides on a strategy together?  I personally see the biggest benefit in avoiding silos and duplication and by establishing the right focus. By having a dedicated leader for this transformation the company makes sure to have enough room and dedication for it. What are the must do´s when deploying a CAIO so that you set this role up for success 💡 Crystal clear Roles & Responsibilities between the C level positions such as COO, CIO, CMO, CCO, CDO  💡 Clear and explicit expectation laid down on the goals to achieve; how does success concretely look like 💡 Clear budget and resource allocation (and these resources should ideally not be taken away from other C-level pockets) 💡 Selection of the right leader. A CAIO needs to have strong change management skills and needs to be able to lead through influence. This role will need to convince other organizations to adopt and change and will have to overcome internal resistance to change. CAIOs should have a good overview of internal and customer facing processes e2e as disrupting the ways of working with AI requires the business to fundamentally transform. I personally think the CAIO role makes sense to appoint during the transition to embrace AI technology. This role will make sure that a company has an e2e strategy not a quilt and patchwork. In addition it will setup the structure and framework for this AI enhanced way of working  and will ensure the proof of generating a proper ROI. I cannot foresee yet if this role is here to stay or if the benefit for it will deteriorate over time and with the development of more profound knowledge of how to best incorporate AI into the day2day business. Time will tell. and for now: Let´s GOOO... Picture: Dall-E with my female-biased prompts 😎

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RevOps leads - is leadership tasking you with AE-sourced pipeline initiatives? As companies use this channel to close gaps in 2025 pipe coverage, many RevOps leads struggle to operationalize the goal. Why? Even with a fancy tech stack, prospecting gets deprioritized when AEs go deep on active deals, and without a structured process, the habit breaks entirely. The most effective RevOps teams tackle this head-on by embedding prospecting into the daily workflow. They make it simple, manageable, and aligned with their broader revenue strategy. Here are a few tactics helping RevOps teams drive AE-sourced pipeline: Manageable daily lists: Reps receive 2–5 high-priority accounts in their inbox each day, based on historical signal and ICP performance. Contextual alerts: Insights from enrichment and signal data surface clear reasons to engage, cutting down necessary research time. Streamlined sequences: Pre-built outreach tied to each account’s context minimizes research and effort. Streaks: Gamifying daily prospecting with streaks and leaderboards, while simple, goes a long way in maintaining the prospecting habit. Manager-level reporting: Clear metrics empower leaders to drive accountability and reward engagement with spiffs. In summary, RevOps should strive to eliminate all friction for AEs, create a daily prospecting habit, and maintain leadership focus on the initiative with data. Without this process and attention, AE-sourced pipeline initiatives usually fizzle out for most AEs. RevOps leaders, what’s working for you to ensure AEs hit their pipeline goal?

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🚨🎟 Countdown to Pavilion’s Montreal Event: Only 10 Spots Left! 🎟🚨 #Montreal’s GTM leaders, the clock is ticking!⏰ We're just days away from what promises to be one of the standout professional gatherings of the year, right here in our own city! 🌟🍁 📆 Event Details: Date: Thursday, May 30th - 5@7 Location: Stay22 Offices, Montreal Join us as we dive into the cutting-edge topic of "#GenerativeAI in GTM Content" with peers, notably with my Co-Chapter Heads Vyara Ndejuru & Sylvain Bergeron! It's your chance to explore what’s working, uncover new strategies, and participate in rich discussions with peers who are shaping the future of our field. 🤖💼 DM or email me at [email protected] to RSVP 🔥 Why You Can’t Miss This:👇 - Exclusive #Networking: Connect with top GTM professionals and broaden your industry contacts. - Insightful Discussions: Bring back valuable #insights that could change how you approach your strategies. - Complimentary Refreshments: Enjoy snacks and drinks on us—perfect for casual chats between the engaging sessions. (if the weather cooperates, we'll hit the terrasse!!) ☀️ 👥 This event is designed for GTM leaders looking to push the boundaries of what's possible in their careers and organizations. Whether you're a Pavilion member or not, this is your opportunity to be part of an elite community focused on networking, learning, and excelling together. 🚀 Spaces are filling fast, and with only 10 spots left, now’s the time to claim your seat. Don’t miss out on the chance to be part of this dynamic gathering. Secure your spot and be ready to get inspired! #PavilionMontreal #GTMLeaders #GenerativeAI #NetworkingEvent #MontrealProfessionals #Stay22 #BusinessGrowth #TechInnovation

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You could be saving $500,000-750,000 in Shopify storefront management fees this year. If your store is: → Built on an expensive headless solution → Requires an agency to make any changes → Built on a cobbled together custom theme → Requires 10+ expensive 3rd party applications to operate → Is currently being managed by 3rd party developers or contractors Then you're likely (and unnecessarily) spending many 5-figures a month to manage a storefront. All those costs eat into your profits and kneecap your ability to re-invest into growth. What you need is a storefront that is: → Scalable → Cost-effective → Reduces your dependency on 3rd parties → Empowers your team to make changes, whether they are technical or not That's exactly why we built Platter. We have a number of case studies in the pipeline that demonstrate how 8-figure brands have saved hundreds of thousands of dollars by switching to our theme & app bundle. Interested to learn more? Drop me a DM and we can provide you with a free storefront audit.

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Ready to transform your customer success strategy with cutting-edge insights? Dive into this episode of Scale Your Sales, where Emma Lo unpacks the latest trends in customer success and AI-driven personalization. Emma, the onboard czar at Noibu and leader of Canada's thriving CS in Focus community, shares golden nuggets on predictive analytics, the importance of customer advisory boards, and the true meaning of personalization at scale. You don't want to miss this episode; it's a blueprint for game-changing growth! https://lnkd.in/ehqgZB7R #scaleyoursales #customergrowth #techleadership #technology #AI #sales

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We are hiring a Marketer to join the Exit Five team now. Just opened this position yesterday. Exit Five is hiring a Marketing Assistant. Salary $75,000/year. Remote, but US and Canada only. This is an entry-level position—but it’s not your typical entry-level job. We're building a small team of athletes. People who can do more than what their job description is on paper, as we build Exit Five into the top community for B2B marketers (already is that) but also the Media Company (events, content, courses). You'll join me, Dan, Matt, Anna, Danielle and become the sixth member of our small and powerful team. We'll do $3M in revenue in 2025. We're putting on four in-person events. 25 virtual events. We're creating loads of new website content to help marketers. We launched a new CMO club. We're profitable and bootstrapped and work remotely. This is an awesome place to join and begin your career in marketing and learn at an accelerated rate if you can handle the pace and style of work (but if you can, a lot of freedom/flex are possible, with a lot of upside to begin your career). We don’t care what your previous experience looks like, where you went to college (or even if you went to college). You will be trained, coached and learn the skills you need to be successful in the role. What we do care about these three things: - You’re smart, self-aware, and have a team-first mindset. - You’re hungry to prove yourself and learn B2B marketing. - You’re a leader—regardless of job title, age, or years of experience. To apply, go here: exitfive.com/join-the-team

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Inspired by a recent post by Kevin Jurovich: Top acquired companies with small teams. How much did the acquirer value each employee? Twitch: 100 employees @ $970M acquisition → $9.7M / employee Waze: 100 employees @ $1.1B acquisition → $11M / employee YouTube: 65 employees @ $1.65B acquisition → $25.4M / employee Oculus VR: 75 employees @ $2B acquisition → $26.7M / employee Minecraft: 40 employees @ $2.5B acquisition → $62.5M / employee Instagram: 13 employees @ $1B acquisition → $76.9M / employee WhatsApp: 50 employees @ $19B acquisition → $380M / employee!! For reference, historically, the median valuation per employee for tech M&A deals is closer to $0.7M / employee. Goes to show, it's better to have a few gems than a pile of stones. 💎

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Jason M. Pereira from Woodgate Financial Inc. said it best: interVal is giving business owners a realistic understanding of their value and the key metrics to help them grow. It’s always exciting to hear how our platform is helping advisors drive real results for their clients! #WealthPlanning #EnterpriseValue

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I’m always interested in where industry leaders are investing their resources. Remi Dubreuil, Director of Sales at Uniphore, has shared his strategic allocations for 2024, and it’s insightful. 10% in marketing-led growth 30% in community-led growth 30% in partnership-led growth 20% in customer-led growth 10% in event-led growth Remi says that partnerships are key to staying top of mind. These partners can introduce Uniphore to new markets and opportunities. Community and customer focus are equally important.  When prospects come into the pipeline already warm, the conversion rates are significantly higher. Remi leans heavily into referrals and building strong community ties to ensure a steady flow of warm leads. On the episode, Remi also shared his 2024 strategy for getting hyper-specific with intent data. Remi's full episode is packed with actionable tips. If you’re in B2B sales, you need to check it out 😊 TO WATCH 👀 → Click the link in the comments TO LISTEN → Find "B2B Pipeline Pioneers" on Spotify and Apple #b2bsales #communitygrowth #partnerships #intentdata

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It's been nearly 3 months for me here at Rivo! One thing I've learned is truly how important adding loyalty is to your Shopify store! Don't overlook the power of loyalty! 🌟 If you're a Shopify merchant with a growing brand, fostering customer loyalty is crucial for long-term success. Here's why: - Repeat Customers are Gold: Loyal customers are more likely to make repeat purchases, driving steady revenue and increasing the lifetime value of each customer. - Word of Mouth Magic: Satisfied, loyal customers become your brand ambassadors, spreading the word and bringing in new customers through referrals. - Cost Efficiency: Acquiring new customers is often more expensive than retaining existing ones. Loyalty programs can help reduce marketing costs while maintaining a strong customer base. - Trust and Connection: Building loyalty goes beyond transactions. It’s about creating a trusted relationship with your customers. They appreciate personalized experiences and feel valued, leading to stronger brand affinity. - Feedback Loop: Loyal customers are more likely to provide honest feedback, helping you improve your products and services continuously. Implementing a well-designed loyalty program can significantly enhance customer retention and brand loyalty. Whether it's through points, rewards, exclusive offers, or personalized experiences, the key is to make your customers feel special and appreciated. Interested in leveling up your loyalty program, let's connect! 🚀 https://lnkd.in/dRi5YniE #Shopify #Ecommerce #CustomerLoyalty #BrandBuilding #BusinessGrowth #CustomerRetention #LoyaltyPrograms #Rivo

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