Best AI Employers From Talent Density Rankings
Companies I'd consider going to if I ever had the urge to try something new. 1 Thinking Machines Lab 2 OpenAI 3 Anthropic 4 Cursor 5 Applied Intuition 6 Modal Labs 7 Decagon 8 Voyage AI 9 Cohere 10 Glean 11 LangChain 12 Ramp 13 Together AI 14 Fireworks AI 15 Cognition 16 Harvey 17 Scale AI 18 Warp 19 Hebbia 20 Rogo 21 Augment 22 Parallel Web Systems 23 Baseten 24 Brain Co. 25 Linear 26 Mercor 27 Mistral AI 28 Nuro 29 Adept 30 Vanta 31 Traversal 32 Metronome 33 ElevenLabs 34 Factory 35 Anyscale 36 Vannevar Labs 37 Abridge 38 The Browser Company 39 Reevo 40 Chalk 41 Nominal 42 Cartesia 43 Pinecone 44 Hex Technologies 45 Merge 46 Whatnot 47 Eventual 48 Faire 49 Arena 50 Bedrock Robotics List courtesy of Paraform's Talent Density Rankings. https://t.co/IvPW3sir9U
Automated Emails That Feel Human Boost Sales
When a prospect opens an email in 2026, they quickly scan it to answer one question - is this AI slop... or was this written for me? It's much harder to tell with short emails and less characters if it was...
Sharing Leads Creates Karma and Closed Deals
Passed along 72 leads to other SDRs or AEs over the past year. Over 10 turned to closed won deals. Each time, I look up to see if the account exists & who owns it. Now that I’m in Enterprise, it never...
AI Voice Drafts My Pitch in Minutes
I have a massive vision for Closed Won Club but really struggled with articulating a concise value prop for it. Boiling it down to 4 sentences or a short elevator pitch. Every time I tried to write it I got...
Think Like an AE: Master TAM, CAC, ABM
The fastest way to earn your AE seat, is to start thinking and talking like one. It's not about closing harder. It's about thinking differently about the business you're selling into. SDRs book meetings. AEs navigate complex enterprises. And that navigation requires...
Ask Why “Good Enough” Isn’t Enough to Drive Change
Had a new point of contact, who I knew was very against changing platforms to us. 10 total people were on the call. I led sharing: “Hey Kevin - it’d be way easier to not move to us. Your solution today works....
Reached 1,000 YouTube Subscribers, Expanding Multi‑Channel AI Sales Content
We did it - crossed 1,000 subscribers on YouTube. Began video content on YT for the first time to start 2025. With a goal of extending beyond X and LinkedIn to be more multi-channel. Dropping more gold on how to use...
Focus on Few High-Value Accounts, Not Many
I used to want (sometimes beg) for more accounts. Ironically, I've found the best reps are most successful when they have LESS accounts. Your strategy would be vastly different if you had 10,000 accounts versus 10. If you had only 10 amazing accounts,...
AI Writes Customer‑voice Business Cases in Minutes
The best business cases are written in the customer's words. Most reps write them in their own words. See the problem? AI Builder in Gong can build them in minutes. Based on what the customer shared through an entire cycle. 𝗛𝗲𝗿𝗲’𝘀...
Own the Mistake, Ask, and Land $70K Expansion
Noticed a customer was using 7 more seats than they paid. Two weeks later - we turned it into a $70,000 expansion. Normally, our platform prevents overrages. This was actually a mistake on our end. 𝙷̲𝚎̲𝚛̲𝚎̲'̲𝚜̲ ̲𝚑̲𝚘̲𝚠̲ ̲𝚒̲𝚝̲ ̲𝚞̲𝚗̲𝚏̲𝚘̲𝚕̲𝚍̲𝚎̲𝚍̲:̲ 𝗠𝗲: I sent my main customer...
AI Winners Accelerate Revenue, Losers Cut Guidance
$NOW dragging down other tech stocks like Rubrik, Crowdstrike, Snowflake, etc. means investors haven't yet grasped how this works. There are winners and there are losers of AI. Those decelerating/cutting revenue guidance - losers. Those accelerating revenue YoY - winners. Easier...
Curiosity‑driven Voicemails Generate Replies without Callbacks
You are very, very unlikely to get a call back from a voicemail. But I still leave them on almost every single call. My CTA on every voicemail is not asking for them to call me back. Instead, I tease the email...
Ask for Recommendation, Then Prescribe Confident Next Steps
6 most powerful words to close out any call. (started using this 3 years ago) Main part of call ends. 𝗠𝗲: "Are you open to a recommendation?" 𝗧𝗵𝗲𝗺: "Sure." Now you have the right to prescribe next steps with confidence. 𝗠𝗲: "Given you shared...
Ask Better Demo Questions, Close More Deals
Discovery does not stop once you start the demo ❗❗❗ Here are 3 poor questions you ask, and 6 powerful questions to replace them: Pulse Check: ❌ Any questions? ✅ What has stood out the most so far? ✅ What else comes to your mind...
Weekend Work Sprints Boost Weekly Productivity and Clarity
Waking up & getting tf after it. Love a good work sprint on a Saturday/Sunday. Those ~3 hours make the week way better. And gives me a clear head on the weekend. Monty loves it too. https://t.co/8vTogysPao
Embrace Competitors in Deals to Boost Win Rates
I actively try to get competitors -included- in the evaluation. For almost all sales teams, win rates are lowest when it’s you vs. status quo. Win rates actually go up in competitive deals as it means the buyer is committed to...
Discovery Is a Continuous, Coachable Sales Superpower
The most important skill in sales is discovery. I also believe it's the most teachable and coachable area one can improve at. No one was born being great at discovery. The biggest mistake sellers make is thinking...
AI Generates Business Cases in Minutes, Not Hours
New video dropped. How I'm using AI to build 1-2 page business cases in minutes, not hours. https://t.co/iUJ5ZDK1ua
Demo Success: Hook, Line, and Sinker Framework
I run every demo using my “Hook, Line, and Sinker method.” Here’s how it works: 𝗧𝗵𝗲 𝗛𝗼𝗼𝗸 Start with their top priority. Reaffirm what they care about most, connect it to a critical metric, and highlight the potential ROI. This sets the stage...
AI Builder Clones Top Rep’s Winning Battle Cards
There's a rep on your team who absolutely owns one specific competitor. You want what they have. AI Builder now lets you clone it. Workflow → Go into AI Builder "create content with ai" (see in video) → Filter to their calls with “call...
Personal AI Clone Answers Like Me, Everywhere
The best comments. I built an AI model trained on all my content. Ask Brian & it answers exactly like I would. “This is unreal. I literally use this for everything.” 💜💜💜 https://t.co/MoWuATxXQ9
Turning Loom Videos Into Multi‑Channel Customer Education
Going to make it a mission that every customer knows and learns our top capabilities in Gong. Like everything we've rolled out the last year. Spent 2 hours this afternoon: -10 Loom Videos -Queue'd up Loom Videos on YouTube Series -Took Transcripts from...
Newsletter Hits 21k, Seeks 22k Milestone
It’s wild to blink and now have 21,586 people subscribe to my newsletter. That’s 4x the following of my X! Feels like yesterday (Jan 2023) when I was ~outbounding my dad, family and friends to subscribe. Each week: -Content of the week (top...
Salesforce Halts Updates Since 2017, Citing Overpowering Features
JUST IN: Salesforce says updates to their product have been “too powerful” to be released to the public, has halted updates since 2017 to ensure sales reps still have to do data entry.
AI Uncovers Real Customer Voice Across Every Conversation
Most companies say they "champion the voice of customer." And by "listening to their customer," they mean paying for occasional interviews with <1% of their customer base. Or relying on what a sales reps enter in a CRM following calls. Requiring...
Self‑Source Your Pipeline: Adopt an SDR Mindset
At Gong, 60-75% of my revenue each year is self-sourced. I've been a user of Outreach. Used Groove prior. Before, only an Outlook account. Now I use Gong. The platform doesn't matter. Sales engagement solutions help you stay organized but...
FedEx Joins Closed Won Club, Marking Biggest Logo Yet
The biggest logo to date has been won for Closed Won Club. The FedEx sales team is joining on Monday. I envisioned CWC most for individual sellers but have loved the interest from enterprises / teams to explore group rates....
Frame Meetings Around Buyer Value, Not Just Calendar Slots
Having a next meeting on the calendar is not enough. You'll still get no showed and rescheduled on. It all comes down to one concept. Value... for the buyer. And framing the 'reason' for the meeting, accordingly. Else they'll wonder "can't this just be an...
Deep Persona Insight Drives Real Meeting Bookings
You won’t book meetings until you deeply learn each persona. Prospects are people. People are busy. Very few busy people take meetings for fun. People take meetings because they are intrigued and they think you can help make their life easier/better...
One Big Clawback Can Drive Sales Reps Away
Long standing sales theory of mine. Every rep is one large clawback away from leaving their company. If you were forced to pay back the largest deal you closed last year, you’d be out of there. Am I wrong?
Replace Inflated OTE with Real Median Earnings Data
Everyone loves a $350K+ OTE… until they realize it’s mostly fiction. I’ve spent the last year mulling on a solution. No April Fools joke here. I'm dead serious. Here's the dirty secret with OTE (on track earnings) assumes you hit 100% of...
Invest $1K to Win Tier‑1 Account and Impress Leadership
A second Tier 1 account booked. Became an actual customer of theirs through Closed Won so I could 1) champion them 2) see how their process was ran. Cost me $1,000 but VP of Sales was blown away. Let’s make this happen.
Stack Needed Tasks Between Two Rewards for Productivity
I've read Atomic Habits 3 times. Chapter 8 unleashes a real productivity hack It uses habit stacking + temptation bundling to crush your day: 𝗙𝗼𝗿𝗺𝘂𝗹𝗮: 1. After {current habit}, I will {habit needed} 2. After {habit needed}, I will {something I want} 𝗘𝘅𝗮𝗺𝗽𝗹𝗲: 1. After drinking morning...
Hyper‑personalized Gifts and Cold Calls Land Tier‑1 Deals
Just booked one of my top Tier 1s with a hyper personalized gift and a cold call to follow up. Adrenaline rush is hitting good.
Turn Real‑Time Signals Into Daily Prospecting Wins
Lot of talk about signal-based prospecting without any strategy into how to work them into your daily workflow. Start by identifying the types of signals that matter most for your business. These will depend on your industry, ideal...
More Pipeline, Higher Win Rates and Disciplined Selling
You're not you when you're hungry. You're also not you, when you're desperate for a deal. My observations in both situations. 𝗪𝗵𝗲𝗻 𝗜 𝗵𝗮𝘃𝗲 𝗮 𝘀𝘂𝗿𝗽𝗹𝘂𝘀 𝗼𝗳 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲: -Disqualifying properly -Keeping stronger price integrity -Holding the line on our buyer process -Spending my time on the most...
72‑Hour Fast Completed: Low
The 72 hour fast is complete. Cut it from 96 to 72 after hearing from others to not do 4 days for a first one. Wednesday - easy, locked in. Thursday - Similar. Breeze. Friday - felt a lack of energy...
Keep Discovery Alive During Demos with Open‑Ended Questions
Most obvious learning, that I didn't realize my first year as an AE. DISCOVERY DOES NOT STOP during your demo. Demos aren’t your opportunity to put together the best show and tell and then get feedback at the end. It's about continuing the...
Day 1 of 96‑Hour Fast: No Hunger, Full Energy
24 hours of the 96 hour water fast are now complete. Been super easy so far. Shocked at how I’m not hungry. Good workout this morning still + a long walk after. LMNT, sparkling water, & black coffee have helped for...
Warm Introductions Outrank All Other Prospecting Methods
On my Mount Rushmore of top prospecting techniques, nothing beats #1. Warm introduction from someone in your network. Imagine if your old colleague or close friend introduced you to someone. You'd feel pretty damn compelled to at least respond. And I'd be more...
96-Hour Water Fast: Gut Reset, Mental Challenge
Began my 96 hour water fast today with my last meal at lunch. Why am I doing it? Sounds like a fun challenge. Feel like I often eat when i’m not hungry but it’s something to do. It’s a physical reset for...
Transparent Negotiations Won’t Survive Last‑Minute Discount Demands
Procurement entered at the the 5 yard line of my largest Enterprise deal ever last year. We ran discovery on their procurement process. Learned what mattered most: -Short-term contract vs. longer-term agreement? -Total price vs. price per seat? -Cash flow for billing? We were transparent about...
Add a P.S. to Boost C‑Level Email Replies
The average C-Level exec gets 121 emails a day You get ~6 seconds …worth reading or automated? Step #3 in my "Opps framework" makes it scream human: O - Observation P - Problem P - P.S. S...
Research Before Calls: Stand Out From Bad Sales Reps
Bet - The prospect joining your call, has experienced some awful sales reps before. Reps who don't understand their business, know how they make money, or even pronounce their name right. Unfortunately, the bar is very low in sales. You need to set...
Executive Alignment and Clear Success Criteria Drive Pilot Wins
I’ve ran over 100 pilots (trials) in my 4.5 years at Gong. With a win rate of over 90%. 4 biggest lessons. 1. 𝐄𝐱𝐞𝐜𝐮𝐭𝐢𝐯𝐞 𝐀𝐥𝐢𝐠𝐧𝐦𝐞𝐧𝐭 Never begin a pilot without executive alignment. Ideally, the economic buyer has already been engaged through demos / the...
Ask Key Questions First to Personalize Your Demo
"Hey Brian, can you just show us the demo?" Old me: Rollover, say yes, and hop in so I would be 'buyer-centric.' But I'd also know I lost all control of the call and the demo would fall flat, without knowing what...
Proactively Leverage Raving Fans as Mid‑Cycle Champions
Pivot for 2026 - will be setting up my prospects and customers with more references. I’m lucky - I’ve worked to bring on 110 net new logos and work with 30 existing customers. We have raving fans here...
Adulting: Treating Texts Like Email with Bulk Replies
Adulting is treating text more like email where you respond 2-3 times a day to all messages, in bulk. And use iPhone’s send later 💜
Address Deal Risks Directly to Accelerate Wins
Here’s one area I worked on with my Enterprise Sales leader on to start 2025. We strategize in deal reviews the biggest risk and our action plan. And oftentimes the best strategy is simple. Call out the elephant in the room. We often know...
Turn March Madness Alumni Data Into 50+ Sales Meetings
I've booked over 50 meetings from my March Madness template since starting it. And you can scale it with Sales Navigator. 68 different universities make the tournament. Odds are, at least one of your prospects went to 1 of those schools. Zero sports knowledge...