Adam Boushie

Interesting stat from the Gartner CSO on compensation as a driver of B2B sales people. I don’t know what this means just yet, but I have a feeling that it’s got big implications for commercial leaders.

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The real strategy? Focus on what sets you apart At VTEX Day in São Paulo, I sat down with Ramanujam Theekshidar, Chief Digital Officer at U.S. Electrical Services, Inc. (USESI), and walked away with a notebook full of insights every B2B leader should hear. Rama’s mindset is the blueprint for modern commerce: courageous, human-driven, and growth-obsessed, rooted in lessons that apply far beyond distribution: - People > tech: Technology comes second; people come first. - AI as an amplifier: Use it to stand out and drive growth, not just reduce costs. - Serve the job: In distribution, fill rate matters more than inventory turnover when contractors need parts now. - Win like a team: Play for the championship, not the MVP title. Conversations like this remind me that the real competitive advantage in B2B isn’t just tech, it’s the mindset that builds an ecosystem where people, tools, and strategy work together to create value that lasts. If you’re shaping digital solutions for distribution, manufacturing, or retail, this is one worth hearing. 🎧 Full episode link in the first comment. #B2BCommerce #AIAgents #Leadership #VTEX

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Most PE-backed teams do not lose deals because of pricing. They lose them because quoting takes too long. Across PE portfolios, quoting has quietly become a value-creation bottleneck. Not because teams lack tools - but because enterprise CPQ projects were built for complexity, not speed. In diligence and post-close, the pattern looks the same: • Quoting cycles measured in weeks or months • RevOps buried in approvals and rework • Sales teams waiting - or going off-system The real cost is not the software. It is delayed revenue, margin leakage, and lost momentum in the first 100 days. That is why PE operators are moving toward AI-driven quote automation that: • Generates accurate quotes in ~45 seconds • Embeds into existing workflows • Goes live in weeks, not quarters Same outcome focus. Very different time-to-value. If quoting speed is a constraint in your portfolio, comment "QUOTE" for a demo

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Your portfolio company has a revenue problem. 📉 📌 The sales team lacks structure. 📌 Pipelines are inconsistent. 📌 Forecasts are guesswork. 📌 And the clock is ticking on your hold period.

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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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In my recent conversation with Nick Tidd Tidd, Global Head of Channel at Zoom one point stood out clearly: execution > promises. Nick outlined four foundational pillars behind Zoom’s channel GTM strategy: Transform systems and tools Accelerate channel within Zoom Simplify the partner program Lay a foundation for scalable growth At first, the channel community was skeptical— “We’ve heard this before.” But 11 months in, the results speak for themselves. Proof matters. And Zoom is delivering. #ChannelLeadership #Zoom #GTMStrategy #UCaaS #PartnerEcosystem #Zoomtopia

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🔎 5 Power Moves Every CRO Should Make Before 2025 Ends Sales leaders are under pressure to deliver, fast. But the smartest ones aren’t trying to do more. They’re doing what matters.   Check out our latest article on the five power moves every sales org needs to drive performance in the second half of 2025.   ➡ Sales team structure ➡ Smarter hiring ➡ Real-time coaching ➡ Data-backed process ➡ Repeatable execution   Read the full article → https://lnkd.in/dZtHzQsQ   #KFSalesEffectiveness #MillerHeiman #KFSell

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Underperforming or unfocused, under-managed, and mis-motivated? Reset or replace your sales team? 1-Refocus on Real Outcomes -->Qualified appointments set that lead to qualified proposals and closed revenue 2-Raise & Hold the Standard -->Weekly deal planning in private, scorecards and performance reviews in public If the actions of your team members rise to the clarity of your new expectations, keep them. If not, find people who will. Reset or Replace. #SalesLeadership #ScalingSales #RevenueGrowth

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🚀 CIO buying cycles do not start with cold outreach. They start with shortlists. If your team needs enterprise pipeline, stop chasing replies and start booking vetted CIO meetings with buyers who have real priorities in motion. ✅ You bring the solution. We bring the room. 📅 Want CIO meetings that help you close faster? 👉 https://lnkd.in/ddpsG8sD #TheLeadershipBoard #CIO #EnterpriseIT #B2BTech #PipelineGrowth

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