John Black

🤝 Pumped to officially share our Consensus partnership with Gong 💨 Sales teams want to move fast. Presales teams need consistency and control. Too often, those goals compete. This partnership fixes that. 🕣 We are creating intent and buying signals across synchronous and asynchronous buying motions like never before! 🔗 With Consensus + Gong, reps can build and send personalized, presales-approved demos directly inside Gong—and everyone gets visibility into what buyers actually engage with. 🚦Less friction. Better signal. Stronger follow-up. 🙌 This is what a modern revenue workflow should look like. Excited for what this unlocks for our teams and our customers. Huge thanks to Patrick Burke and the whole Gong team for their collaboration, imagination and a genuine desire to deliver the revenue engine of the future. I’m delighted Let’s go Deirdre Sweeney

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The best sales reps don’t just sell—they solve. They… Master the customer’s business like it’s their own Bring clarity to complexity Anticipate objections before they happen Drive internal alignment with precision Obsess over outcomes, not just activity Top reps aren’t chasing quotas—they’re engineering value. And when you do that consistently, the numbers always follow. #SalesExcellence #EnterpriseSales #SalesLeadership #CustomerObsessed #StrategicSelling

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2025 marked a shift. Many RevOps leaders were treated as true C-suite leaders, part of boardroom conversations with CEOs, CFOs, Sales, and Customer Success. If you think this suddenly happened in 2025, you’re wrong. This has been building for years in SaaS. What changed from 2024 to 2025 was visibility. Over time, more companies quietly realized they needed someone who could see the full picture. Sales optimizing for quota. Marketing optimizing for pipeline. Customer Success optimizing for retention. Finance optimizing for efficiency. Everyone doing their job well, yet the system still felt fragile. RevOps emerged to connect those dots. At first, it was operational. Then analytical. Now, it’s strategic. That shift shows up clearly in how companies are structured today. The numbers back it up. ↳ Nearly 73% of companies now have a dedicated RevOps role operating at the C-suite level, working closely with COOs, CEOs, and CFOs. ↳ 94% say RevOps is getting more attention from executive leadership, and 98% say the scope of RevOps has expanded over the last few years. At some point, boards stopped asking for more reports and asked a harder question: “What’s actually going on here?” RevOps could answer that, because it’s the only function that sees targets, territories, compensation, process, and outcomes together. That’s how RevOps entered boardroom conversations and that distinction matters. In all these years, many RevOps leaders built credibility by surfacing problems clearly. Incentives that pushed the wrong behavior. GTM structures that looked good on paper but broke in practice. Too much dependence on hero performance. That work mattered. Now in 2026, it goes deeper. Boards won’t be satisfied with diagnosis anymore. They’ll want decisions. Not “we’re tracking it better.” But “this is what we’re changing.” That means touching compensation. Rethinking territory design. Simplifying GTM structure. Making tradeoffs. Owning the consequences. In 2026, RevOps will be measured on both sides of the coin: by how well it explains the system, and by whether the system actually behaves differently in favor of the business. That’s the role now.

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Couldn’t be more excited both for Simon Frey and the shift that this signals at Gong. AI is uniquely capable of actually delivering outcomes - instead of just providing software. That means we need to raise the bar in the customer experience - walking in with more context, delivering best practice prescription, and proactively supporting. Stoked for this next chapter!

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Hate to break it to you, but your sophisticated routing system may have just cost you another deal. During our monthly RevOps Peer Group that took place last week, someone mentioned their lead routing creating 2-3 day delays between form fill and first call. Round-robin by vertical. Adjusted for deal size. Balanced by pipeline load. Filtered by certification. Weighted by performance scores. Meanwhile, the prospect already signed with the competitor who just called them back in 4 hours lol. The routing logic looks amazing. In reality, every layer of "optimization" adds friction. And friction kills deals. Here's the actual timeline: - Monday 2pm: Lead submits form.  - Monday 2:45pm: Routing engine finally assigns "optimal" rep.  - Tuesday 9am: Rep sees notification (was out of office).  - Wednesday 11am: Rep makes first call attempt.  - Wednesday 11:02am: Prospect says "we already signed with someone else Tuesday." One person on the call stripped their routing back to geographic territories and rep availability. That's it. Response time dropped from 2.8 days to 4 hours. Win rates up 23%. All just because routing got faster. Your buyers don't give a shit about your internal optimization. They want someone to call them back before they forget why they filled out the form! The best routing system is the one that gets leads to live humans fastest. Simple beats smart when speed matters.

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☠️Is SaaS dead — or just moving up the value chain? There’s been a lot of debate lately about AI agents replacing SaaS. What stood out to me in Sasan Goodarzi’s interview wasn’t disruption — it was a reframing: companies are shifting from delivering software capabilities to delivering business outcomes. 🧠That changes how we should think about entire categories: • Influencer platforms → partnerships that perform • Data enrichment → qualified conversations • Insights tools → better decision making In an agent-driven world, the “product” becomes a combination of software, context, and expertise that produces a measurable result. This has a bigger implication for go-to-market than for product. 🛒The harder shift isn’t on the selling side — it’s on the buying side. Most procurement processes are still designed to compare features and pricing. But when value is tied to an outcome, comparison breaks down. 📋The vendors who win aren’t the ones with the longest checklist. They’re the ones who can clearly define how the customer gets to the result. 👂That changes the role of sales: • Less workflow demoing • More operational understanding • More context setting for AI and services • Earlier alignment on success metrics 🤝Relationship building still matters — but now it’s grounded in domain expertise and accountability for outcomes. SaaS isn’t disappearing. It’s becoming accountable. #SaaS #Sales #AI

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High-performing RevOps teams don’t just manage systems. They create alignment. As Rosalyn Santa Elena and Jamie Miller shared, the real difference comes down to three things: clear communication, transparent goals, and a roadmap everyone can see. When the whole org understands what RevOps is solving for (and why) it changes how teams work together. This one’s a must-watch for anyone building trust and accountability across GTM: https://lnkd.in/dAMeyR53

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