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With over 15 years of experience as co-founder and CEO of Ring.io, I empower sales teams…
Artículos de Sam
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The future of CRM
The future of CRM
I've been kicking in my head the sensationalistically titled but otherwise clairvoyant post by a16z partners Zeya Yang,…
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Blockchain & Cryptocurrency Reading List
Blockchain & Cryptocurrency Reading List
I host a Blockchain & Cryptocurrency Meetup in DC. Our study group is made of technologists retraining into blockchain…
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7 Steps for '15 Sales & Mktg success
7 Steps for '15 Sales & Mktg success
If you're like me, you have a big target on your back for next year's revenue growth. Hopefully you're using the quiet…
6 comentarios
Actividad
4 mil seguidores
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Sam Aparicio ha compartido estoThe human interface design of LLMs is one of the major contributors to their wild success. Put aside what they know and how they can reason, and you still have the brilliant innovation of imagining interfacing with synthetic intelligence as a 1:1 chat between the user and the machine. If you don't believe me, consider that the model that powered ChatGPT's first version had been available for a year via API and it got nowhere. Once the designers made it more conversational and available through a chat UI it took off. Check out the recounting from Jan Leike: > "The same basic models had been available on the API for almost a year before ChatGPT came out. In another sense, we made it more aligned with what humans want to do with it. It talks to you in dialogue, it’s easily accessible in a chat interface, it tries to be helpful. That’s amazing progress, and I think that’s what people are realizing." (From https://lnkd.in/e9-nqNq9) Chat is one of the most direct ways of communication. It removes distractions. It has a high tolerance for ambiguity. In chat, the user can take the interaction where they want with minimum overhead. Chat has one of the lowest learning curves in UX. The history of chat is as old as the history of the internet. If you want to know how LLMs will evolve, look for clues in how chat has evolved. One of the most telling pieces of information that emerged from the analysis of the recent OpenAI attack on HuggingFace infra is that one of the first things the agents did was to organize themselves through chat rooms. At Ring.io we think of ourselves as engineers who translate technical innovation into tools that normal people can use to empower their work. Many times that translation is in the UI domain. When I design software, I always try to keep in mind that form is an equal partner to function. Just like with the "chat" in "chatGPT".The inside story of how ChatGPT was built from the people who made itThe inside story of how ChatGPT was built from the people who made it
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Sam Aparicio ha compartido estoI see so many revops leaders struggle to reason about this one.Sam Aparicio ha compartido estoEveryone wants a cheaper dialer. Almost nobody asks what that cheaper dialer actually costs. If your team makes the same number of calls but: • connects with fewer prospects • spends more time managing numbers • gets flagged as spam more often …did you actually save money? The cheapest line item on your software budget can become one of the most expensive parts of your sales process. We broke down the hidden costs that don’t show up on your invoice—and why looking only at monthly license fees can be an expensive mistake. Read the full article here: https://lnkd.in/edyiW-Nq #Sales #RevenueOperations #InsideSales #OutboundSales #SalesTechHow Much Is Your Cheap Dialer Actually Costing You?How Much Is Your Cheap Dialer Actually Costing You?
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Sam Aparicio ha compartido estoI've been in sales tech for 15+ years, and one thing has always bothered me: every dialer claims to be the best, and nobody shows their data. So we decided to show ours. All of it. Updated daily. Today Ring.io's stats page is public: https://ring.io/stats What it shows right now: * 11.6% of calls on Ring.io reach an actual human. The industry average is 5.4%. * Our top 10% of teams connect at 29.4%. That's not a case study we hand-picked. It's live production data — including the days we dip. Why publish it? Because "trust us" isn't a metric. If we're going to tell sales teams we help them have more real conversations, we should be able to prove it on any given Tuesday. The page updates every day. Go check it, and check it again next month. https://ring.io/stats
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Sam Aparicio ha publicado estoI'm looking for recommendations of AI agent & AI workflow frameworks for building and maintaining sales and marketing automations. (Lead qualification & research, lead engagement, content hyperpersonalization, signal & intent identification) What tools are helping your team define, organize & monitor these flows?
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Sam Aparicio ha publicado estoI come back to the question of how to think of LLMs that I visited a few months back. Until now it has been most useful to think of them as amplifiers of human intelligence. And we have to understand that we use LLMs in a variety of patterns: casually, then more formally, then for extensive deep work, and my interest is in the last 2 patterns. I add 2 open questions: 1) Are humans amplifiers of LLM intelligence? It has felt that way as well in the last few months. Sometimes when you use an LLM you are fencing it, rerouting it, expanding how it thinks, helping it identify flaws in its reasoning. And surely the companies behind the models are feeding all of that back into newer iterations of the model. If you fast forward that feedback loop, one wonders where it will take us. 2) Are LLMs amplifiers of human stupidity? In other words, it feels as if current LLMs are eager to produce output, no matter how poor the human inputs are. Most humans would be best served by a more finely tuned response that has first sought to clarify the context, that iterates over the question... just like an expert would do if you were to ask them that question. In any case, I am grateful that I get to see and participate in this stage of evolution of the information revolution!
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Sam Aparicio ha compartido estoIt helps to think of current LLMs as amplifiers of human intelligence. From https://lnkd.in/dWacXhUn by Ignacio de Gregorio Noblejas
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Sam Aparicio ha compartido estoPost-pandemic SAAS valuation reality check: should be called the Rule of 20. (data from an excellent report from Aventis Advisors) - https://lnkd.in/dpGQNMEG
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Sam Aparicio ha publicado estoI marvel, in awe, peppered with a little jealousy, at anyone who can make a 10-year plan, then see it through.
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Sam Aparicio ha compartido esto#helpmedontsellme Love Mor Assouline.Sam Aparicio ha compartido estoI coach an SMB AE that’s making $10,000-$12,000 in commission every month. His secret: → your prospect should never feel like they're being sold to They should feel like you've been hired on retainer to give them the best advice (hard to do when you have a quota) I've been teaching this concept for years when I was a 2x VP of sales. That's how my AEs were closing 50-75% of their demos. Here are 5 evergreen strategies you can do to build trust with your prospect so you can close more by 'unselling' 1. ASK TO DELAY: When a prospect tells you their timeline is "this quarter" don't move onto the next question. Instead, consider 'delaying' their timeline. When you do this properly, the prospect will convince you on why they need it sooner.. E.g. "Mike, you mentioned you'd like to implement something sometime this quarter, curious..why not later?" 2. PROMOTE STATUS QUO: If your prospect has been using X solution for a few years but it's time to look into something else because of certain problems, push back on the change. You'll come across not desperate for their business and the prospect will convince you on why the problem is worth solving with your solution. E.g. "Even with those problems you're having, seems like you've been managing your pipeline pretty good and it's kinda working...why not just continue doing what you're doing vs switching to a solution like ours?" 3. LET THE COMPETITION WIN: If the prospect tells you that your competitor is cheaper and then asks how you're different, let them win. Nobody expects you to praise the competition and when you do, it's disarming. E.g. "If you're #1 goal is to find the cheapest solution on the market, I'd say go with ACME, because they'll beat us 10 out of 10 times." 4. ASSUME YOU'RE NOT A FIT: Most salespeople tell prospects they've come to the right place and they can solve their problems. But that's way too biased. Instead, tell prospects you may not be the right company for them. (side note: make sure you do this early on before you dive into discovery) E.g. "I'm not sure we'd be a right fit for you..too early to tell and I would hate for you to use a solution that doesn't do at least 85% of what you need..." 5. UNSELL FEATURES: After you show a feature, don't ask them if they have questions. Don't ask them if they liked what they saw. Ask them what they didn't like. You're looking for signs that will prevent the deal from closing by assuming their are concerns. E.g. "Based on what I just showed you, what do you feel isn't 100% aligned with what had in mind?" The best salespeople are unselling. They're pulling instead of pushing. P.S. here are 24 top discovery questions 6,000+ sellers are using (free): https://lnkd.in/edAVrn2v #helpmedontsellme
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Sam Aparicio ha reaccionado a estoSam Aparicio ha reaccionado a estoI'm thrilled to announce the launch of a new company: TERRX (Terrestrial Risk & Resilience in Agriculture). I came away from last year's New York Climate Week very frustrated. I heard many conversations advocating risk reduction as a bridge to new financial vehicles to support improved soil health. But no one (that I talked with, at least) had a good answer about what data could be used or how the risk reduction could be quantified. I've spent the last year working on answering that, alongside an impressive and growing group. TERRX quantifies risk and resilience in ag in two ways: 1. We offer physical risk analysis services on farmland, facilities, and supply sheds. Physical risk analysis is standard in the built environment with a known framework: hazards (e.g. wildfire) times exposure (e.g. the value of a home) times vulnerability (how susceptible the building is). This approach holds tremendous promise in ag. 2. We're conducting research, through our Two Fields initiative, to quantify dynamic soil function for financial risk modeling. Soil types are ubiquitous in ag finance, but they don't reflect soil's dynamic function. For instance, two fields with the same soil type can have wildly different water infiltration rates and holding capacity. We're setting out to measure soil's physical response to stress events using satellite data. Our goal is to support actors throughout ag finance and supply chains. I'd love to talk with you if you'd like to hear more about our work and approach, or schedule an intro call: terrx.co I can't wait to share more here about the work we're embarking on. And if you're going to be at NYCW this upcoming week, let's talk about the financial materiality of physical risk and soil function.Quantifying physical risk and resilience in agricultureQuantifying physical risk and resilience in agriculture
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Sam Aparicio ha recomendado estoSam Aparicio ha recomendado estoI would like to automate almost everything an SDR does. This is not because I dislike SDRs; it's quite the opposite. It is because we have somehow taken bright, ambitious humans with functioning judgment, curiosity, empathy and occasionally excellent senses of humor, and asked them to spend a significant portion of their working lives clicking “Enroll in Sequence.” This is a little like hiring a chef and asking them to spend six hours a day using a can opener. Automate the research. Automate the enrichment. Automate the prioritization. Automate the CRM hygiene, the call notes, the task creation, the follow-up drafts, the signal detection, the meeting prep and the dozens of tiny administrative rituals sales organizations have accumulated over the years because apparently nobody had the courage to say, “Why on earth are we doing this?” Automate as much of it as possible, but leave the human part alone. You can automate process but you can't automate relationships. You can give a machine 14,000 data points about a prospect and ask it to explain what they mean. But sooner or later somebody still has to decide: - Is this person worth calling? - Why now? - What do I actually think is happening inside this business? - What should I say that won’t sound like it was assembled in a laboratory from the remains of 600 LinkedIn posts? And, perhaps most importantly, when the person on the other end answers the phone and says something unexpected, what do I do next? That is the job. Which is why I think the SDR role is about to get considerably better. The old version was too often a sequence-enrolling button pusher with a headset. A cold-call gremlin, scurrying through the CRM, feeding activity metrics into a dashboard so that somewhere a VP could feel briefly reassured. The new version should be something closer to a strategic prospecting architect. Someone who figures out who matters, why they matter, what changed, what the hypothesis is, who else is involved and what the last ten conversations should teach us about the next hundred. Let the machines eliminate the friction. Let the human create the connection. AI doesn’t make great SDRs less valuable. It gives us the opportunity to stop making great SDRs do work that never required a human being in the first place.
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Sam Aparicio ha reaccionado a estoSam Aparicio ha reaccionado a estoI've built, scaled and exited companies before. I grew a telecom technology company to $40M+ in revenue and 800 people before selling it in 2012. I watched another company have a big exit without me because I chose to stay on the sidelines. And then there was Motionsoft. We grew and successfully exited the company in the fitness industry, giving me a front-row seat to how this industry operates, where technology helps and, more importantly, where it doesn't. Those experiences taught me something: Being early isn't what matters. Being big isn't what matters. Building something people actually need does. So when we started looking at what was next in fitness, we didn't start with a product. We started by listening. We sat with club operators and asked a simple question: What's actually breaking? The first thing we built wasn't fancy. It was a workflow to catch members at the moment they were trying to cancel. Within months, it was live across 400+ locations. That was our signal. Operators didn't want another piece of software to manage. They wanted the moment handled. So we kept building. Concierge. Click2Save. Collections. Member Audit. And eventually an orchestration layer that allowed AI agents to work together across the member journey. By the end of 2025, that vision had become OMAP®. We launched it at the The Fitness Technology Summit. A few weeks later, the traction was strong enough that I picked up the phone and called Al Noshirvani: "Should we combine forces?" On February 1st, we did. AltaDX was born, and OMAP® became the focus of the company. Now we're working toward deploying 10,000 agents by 2027. Not because 10,000 sounds impressive. Because there are thousands of operators still losing members, revenue and opportunities in moments nobody is watching. I've spent a good part of my career building technology businesses. Now we're building for an industry I already know, with a problem we've seen firsthand. That's what makes this one different. See what we're building at www.omapagents.ai AltaDX #OMAP #AgenticAI #FitnessTechnology #AI Ron Benamor Sherehan Ross Chris Hogan Harshil Shah Tara Levitt
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Sam Aparicio ha reaccionado a estoSam Aparicio ha reaccionado a estoToday, I’m celebrating 25 years with KPMG. ❤️ I began my professional services career with the Cayman Islands member firm, where I spent 7.5 years before transferring to the Houston office in 2008. I’ve had the privilege of partnering with senior leaders, supporting high-impact initiatives including our marquee Global Energy Conference, and contributing to work that has shaped our business. I’m grateful for the leaders and colleagues who have challenged me and supported me over the years. I’m also excited about what the future may hold. New chapters can be both uncertain and full of possibility, and I’m looking forward to seeing where the next chapter leads.🤩
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Sam Aparicio ha reaccionado a estoSam Aparicio ha reaccionado a estoAfter nearly a decade at Twilio, I’m excited to announce that… I’m starting a new role at Twilio! Year after year, role after role, this company continues to find new ways to challenge, invest in, and develop me. My hot take? There hasn’t been a better time to be here. Between the massive tailwinds in AI and infrastructure, combined with recording our highest revenue and gross profit growth in over three years, the momentum is undeniable. What keeps me fired up after a decade? The people. From our customers to my team and my peers, I’ve made lifelong friends along the way. You push me to think bigger, lead human-first, and have fun doing it. Starting today, I’m taking on my most exciting role yet: Chief of Staff to the unstoppable Libby MacNeil, SVP of Global Sales. I can’t wait to help take this organization to the next level and solve critical customer challenges on a global scale. Day One. Again. LFG! 🚀
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Sam Aparicio ha reaccionado a estoSam Aparicio ha reaccionado a estoWe just reported Q2 earnings and Twilio had an exceptional quarter! We drove $1.5 billion in revenue, accelerating organic growth to 17% year-over-year while non-GAAP gross profit growth also accelerated, to 18% year-over-year. There’s tremendous momentum building across Twilio. Our next-generation conversational platform is live, our refreshed Console is driving adoption, and our customer momentum has never been stronger. Let’s go! 🚀 Check out our Q2'26 Earnings Presentation on our Investor Relations website at investors.twilio.com for our full results and non-GAAP reconciliations.
Experiencia y educación
Experiencia de voluntariado
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Board Member
AMERICAN SCHOOL OF GRENOBLE
- 1 año 5 meses
Educación
ASG is an independent international school based in Grenoble, France. Founded in 1993, its mission is to empower students to become 21st century change makers who can think globally and act effectively across cultures. My focus on the board is strategy.
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President
Nova Labs
- 2 años 11 meses
Ciencia y tecnología
Nova Labs is a makerspace in Reston, VA. We help people of all ages rediscover the joy of making things through classes, practice and projects around programming, engineering fundamentals, building and using 3D printers, drones, laser cutters, Arduinos, robots, CNC machines; also fundamental engineering and prototyping skills such as wood working and carbon fiber mold making.
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Vice President
MindShare Inc.
- 2 años 1 mes
Potenciamiento económico
The Mindshare Alumni Network is a community of 800 DC-based Tech Entrepreneurs with a passion for growing the tech ecosystem in DC. I helped found the alumni association and get the activities of the the Board going.
Idiomas
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English
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Spanish
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French
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