Artiklar av Wala Liliana
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Fantasy Forecast: Why Sales Managers Are Guessing With Confidence
Fantasy Forecast: Why Sales Managers Are Guessing With Confidence
"Do you know what fantasy football is? That's basically what forecasting is." He said it and I smiled.
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Why most leadership initiatives fail?
Why most leadership initiatives fail?
As the tech industry continues to rapidly grow around the world, it's estimated that there are currently around 144…
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Startup Sales Pitfall & How to Avoid It
Startup Sales Pitfall & How to Avoid It
The mindset of startup sales Being a founder is not easy, and one of the most challenging aspects is driving sales in…
2 kommentarer
Aktivitet
5 tn följare
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Wala Liliana Loubani har delat dettaAfter dozens of conversations with revenue leaders and now that forecasting season is here, I wrote the tactics I learned from some of the best managers. It's a long(er) read, maybe close to 6 minutes. So you can save it, read it when you have time. I'd love some thoughts on it. Is this how sales goes from guessing to actually knowing? Reminds me of a scene in Moneyball: "He's a great hitter." "Then why doesn't he hit good?" "...he's got a great swing." Most forecasting still runs on that logic. A lot of life runs on the same logic. We gamble on important things without really reading the risk. Getting better at that, in sales or anywhere else, might be the actual skill worth building. What am I missing?Fantasy Forecast: Why Sales Managers Are Guessing With ConfidenceFantasy Forecast: Why Sales Managers Are Guessing With Confidence
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Wala Liliana Loubani har omdelat dettaWala Liliana Loubani har omdelat dettaEmil took Neo4j from $2,000 in the bank to over $200M ARR, a 1,000-person company and a valuation over $2 billion. How did he do that? When he started, the category he was building didn't even have a name. So he made one up. A few weeks later, at a party in Malmö, he tried it out on a stranger. "Graph databases? Really cool technology, I played around with them a lot in college," the guy said. But Emil had invented the word only weeks before. Neo4j went on to raise $325M, the biggest round in the history of the database industry, and today 84 of the Fortune 100 are customers. Wala and I wanted the details behind that story. So we sat down with Emil and asked him what every scaling CEO, sales leader and enablement lead I know is trying to figure out: 1- How do you go from a messy, hard-to-explain problem to something specific and easy to understand? 2- When do you stop relying on founder instinct and build a sales org that works without you? 3- How do you set one standard for how managers coach, when every team does it differently? 4- How do you find out what's not working, why, and how to replicate what does work? His answer to the last one made Wala and I ook at each other... because it's the exact reason we built Karzone. What I love most about this conversation is the storytelling, the resilience, and 19 years of value compounding day by day. An absolute joy to talk to Emil!! Full episode drops next week on Coffee with Revenue Leaders. (link in comment) A big thank you to Caroline De Souza, Nariné Tchintian, Adrianna Dyczkowsky, Harriete Mullard and André Frisk for making this happen. Thank you 🙏 And... we're putting together a playbook with the core learnings, for every sales leader and every rep. Which of these 4 is the hardest in your team right now? We'd love to hear the stories so we can priorities and share learnings in a playbook.
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Wala Liliana Loubani har delat dettaEmil took Neo4j from $2,000 in the bank to over $200M ARR, a 1,000-person company and a valuation over $2 billion. How did he do that? When he started, the category he was building didn't even have a name. So he made one up. A few weeks later, at a party in Malmö, he tried it out on a stranger. "Graph databases? Really cool technology, I played around with them a lot in college," the guy said. But Emil had invented the word only weeks before. Neo4j went on to raise $325M, the biggest round in the history of the database industry, and today 84 of the Fortune 100 are customers. Vince and I wanted the details behind that story. So we sat down with Emil and asked him what every scaling CEO, sales leader and enablement lead I know is trying to figure out: 1- How do you go from a messy, hard-to-explain problem to something specific and easy to understand? 2- When do you stop relying on founder instinct and build a sales org that works without you? 3- How do you set one standard for how managers coach, when every team does it differently? 4- How do you find out what's not working, why, and how to replicate what does work? His answer to the last one made Vince and me look at each other... because it's the exact reason we built Karzone. What I love most about this conversation is the storytelling, the resilience, and 19 years of value compounding day by day. An absolute joy to talk to Emil!! Full episode drops next week on Coffee with Revenue Leaders. (link in comment) A big thank you to Caroline De Souza, Nariné Tchintian, Adrianna Dyczkowsky, Harriete Mullard and André Frisk for making this happen. Thank you 🙏 And... we're putting together a playbook with the core learnings, for every sales leader and every rep. Which of these 4 is the hardest in your team right now? We'd love to hear the stories so we can priorities and share learnings in a playbook.
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Wala Liliana Loubani har delat dettaWhat does it take to scale sales and grow revenue? Over the past year, at AI Oresund, we've facilitated more than 600 conversations with people building companies across Öresund and we discussed sales, in the different stages. One thing stands out: Scaling is where it gets hard. In a study of around 47,000 sellers at software companies, more than half missed their target last year. Forecasts and targets are constantly missed. Hiring more experienced sales people isn't the easy answer either. In a recent analysis of 68 AI companies, more than half of the enterprise sales roles asked for at least 7 years of experience. There aren't enough of those people to go around. And honestly, I've seen great salespeople struggle in the wrong setup. So even when you have the right people, how do you help them grow? That's why we're bringing together CEOs, founders, sales managers, directors and VPs for an evening of panel talks, roundtables and networking. Together we'll discuss: – How to hire – How to grow skills from onboarding and beyond – How teams keep improving when managers have little time to coach – Which tools and where can AI really help (+ what to avoid) We have room for two more panelists. If you know someone who is great at hiring, skills development, tooling or processes, tag them below. We're keeping the group small so everyone gets to take part. If this is on your mind, don't wait too long. Talk to Arlon, den Teuling, Claudia S. Baronescua or me for requests. Link in comments
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Wala Liliana Loubani har delat dettaWe talked to Greg about how he took Criteo from 0 to $12m (€9m) in 1 year and how he took it from $12m to $471m in 3 years and how Criteo listed on Nasdaq at $2.4bn. In this week's conversation, Vince & I talked to Gregory about the path for a small french startup to take a global stage. Now Gregory is President and General Manager for Snap Inc.France after a career at Swile and Yahoo. The core topics are around building growth engine for sales with the right leadership capabilities, enablement function and sales rep skills. What would you ask him? Full conversation here: https://lnkd.in/eg4s_AQZ ***** A video in collaboration with Karzone, AI- native revenue automation platform Visit our website ( karzone.io ) to request limited early access, limited spaces available. Sign-up with Google to join waitlist (for sales managers and reps) to be of the first to know of the new updates
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Wala Liliana Loubani har omdelat dettaIf we anchor hiring decisions on what people know how to do today, we limit what we let ourselves see as their potential tomorrow. We should be far more interested in a candidate's capacity for curiosity, for learning, for trying new things. You can listen to me say this and lots of other sage stuff in this conversation with Wala and Vince (2x speed) but this one's been sitting with me because it's about to matter a lot more. CRMs are going to start updating themselves. No more manual data entry. That part's easy to see coming and it's just one example of the harder question around what it does to how we build teams. When the mechanical parts of the job disappear, the skills you're hiring for change too. Credentials and current tool-fluency matter less. Adaptability matters more. Full conversation with Wala Loubani (Coffee with Revenue Leaders) here: https://lnkd.in/eyMUr8MP What do you actually screen for when you're trying to hire for potential rather than a résumé?
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Wala Liliana Loubani har delat dettaMark was my manager at Google. Later he became SVP at HubSpot responsible for 3,000 HubSpotters across EMEA, and before that, he led expansion at Stripe when it grew by 30x. At Google, our team was one of the fastest-growing at the company, 6x growth. So we asked him: what actually drives revenue, and where is sales heading as AI takes on more of the work? We talked about CRMs updating themselves soon, no more manual data entry. But the more we talked, the clearer it became: that's the small shift. The bigger one is what leaders will need instead. Full recording here: https://lnkd.in/eyMUr8MP When I joined Mark's team, we were 9 people. 15 months later, we were more than 90, and I walked out of Google having broken records and won awards for overachievement. How a leader acts plays a huge role in how results show up. Curious to know: how do you tell which deals on your team are actually real? Huge thanks to my co-host Vince, who not only did over 6000 coaching hours but that also helped managers at top ors like LinkedIn, Twilio, Skillsoft and many more Things we learn as Karzone is being built and grown.
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Wala Liliana Loubani har omdelat dettaWala Liliana Loubani har omdelat dettaOver the past 12 events, with 5 partners and with more than 600+ face to face conversations across the region, one topic keeps coming back louder than anything else: Go-to-market and sales. Founders and revenue leaders keep asking the same three things: ➤ How do you actually scale sales with AI, not just talk about it? ➤ Where does AI create real acceleration, and where is it just noise? ➤ What's actually shortening sales cycles right now? So we're considering to bring revenue leaders from across Oresund into one room in Copenhagen to work through this together. Before we lock anything in: what's the single biggest bottleneck in your sales cycle right now, and have you found anything (AI or otherwise) that's actually helped? Drop it below, it'll shape what we build. Thank you to the partners behind our last 12 events: TechBBQ, Cursor, Supabase, Innovation Skåne, AiFounders, Milo AI 🧢 AI. And to the companies and members who opened their doors and shared their learnings over this first year: GetAccept, Lightbringer, The Ground, Reinvent Matrikel1, BIMobject, Shine and everyone who showed up to talk. Arlon, den Teuling, Wala Liliana Loubani, Erik J, Jay Lindquest, Sorana-Stefana Lehene, Olga Safonova, Furat Jajjoka and a huge thanks to Nibras Stiebar-Bang for co-kickstarting, arranging and leading with us and to Anton Frisk for arranging one of the best events and making everything so well organised. 🙏
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Wala Liliana Loubani har delat detta"Share what you learn in a series of interviews," someone said to me. "Social media, nah. That's not for me." I've avoided social media for most of my career, I said. "Maybe you get your water from a well," he said. Haha, yes, I do and I've got the evidence. Then a few months later, I talked to Vince, who actually uses social media daily. He has over 350 thousand followers across media channels, great content on leadership and his videos get millions of views. I got curious and I asked: Vince, what's the biggest leadership issue you keep seeing? That question turned into a friendship, then a partnership. And now, a series of interviews with some of the most inspiring leaders we know. Global leaders who've built and changed organisations at scale. We wanted to learn how they actually think, not tactics but the strategy and judgment behind their decisions and to share that. What do great revenue leaders do? Where is sales heading, whats with AI and sales? That's because most of that thinking gets flattened into a framework, or it just stays in one person's head in the same way a sales manager's best instincts often do. We learned from best sales managers habits, of that process to secure pipeline accuracy, we know of the CRM analysis and updates... I told Vince, you've got the audience, they're asking this questions, we've got the leaders with the answers, and we're building the solution (karzone.io) , so maybe we can learn together. For sure, he said, camera on, mic on.. And so there's a funny thing about that well story because people pulled water from it for thousands of years. Then in one generation, pipes and then taps. Now barely anyone thinks about it. So change happens slowly, then all at once. The first episode is coming next week. If you've ever learned something from a leader that no book or course ever quite captured, what would that be? / what would want to know more about. And, an important and, if you know a strong female revenue leader who should be part of this series, send her my way, or tag her below. ---- You can follow us here- Karzone , connect with Vince Sanderson
Wala Liliana Loubani har svarat på en kommentar
17 h
Claudia S. Baronescu the more data the harder it is to make decisions :) agree on science perspective for sure 😊
Wala Liliana Loubani har svarat på en kommentar
17 h
Jose Luis Latorre super inspiring indeed and you can hear the full interview when we release it next week. So much knowledge and wisdom in what certainly felt and was a short 40min conversation. Here's the link to the channel and I'm happy to ping on the day: https://youtube.com/@wloubani?si=eHv8ukt-yGGTcCnW
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Wala Liliana Loubani har gillat dettaWala Liliana Loubani har gillat dettaLast night I spoke at a Women in Revenue EMEA gathering in Ghent. The gap between marketers and salespeople who use AI to change how business gets done and those who use it superficially (writing LinkedIn posts, for example 😏) is getting bigger. It's become very obvious to me over the past few months. In a small poll last night it also became apparent that not everyone is already leveraging the power of Claude/OpenAI Skills and Lovable. Another interesting insight: marketers and sales are most interested in research and intelligence solutions. So last night, I talked about what the people on the right side of that gap do differently. I opened with a real day. 10:00: "We'd like to launch a new vertical." 14:00: I get the input: 9 slide decks with dozens of slides each. 14:30: a v1 ICP playbook and messaging grid for 15 subverticals is ready. 15:00: a first landing page draft in our tone of voice, with our own data points and cases, is ready. One hour. One hour for what used to take weeks. That only works because the groundwork is there. At ML6 we have 93 'approved' skills, reviewed by an internal AI-native team before they go company-wide. A blog audit now takes 30 minutes instead of 4 hours (and reading times almost doubled!), and writing a customer case now takes 10 minutes instead of 4 hours. Chain a meeting transcript, ICP documentation, a proposal storyline skill, and a tone-of-voice skill, and an accurate proposal lands in the customer's mailbox within the hour. Each time it works -and the quality is there- I'm always mesmerized myself. It's kinda magical. It's compounded expertise, now leveraged. At ML6, we build what we can't buy (or is too expensive to buy ;)). Like a personalized sales agent on top of HubSpot that tells you which accounts to focus on and whether you are on track to hit your targets. And let me tell you: you are sleeping on Lovable when it comes to creating branded animations! What I took away from building all this: 👉 Experiment a lot: most skills fail the first time. Tweak until they run every week. 👉 Chase bottlenecks instead of quick wins: A post saves twenty minutes. The proposal, the monthly report, ICP documentation: those eat whole days. 👉 Keep a human in the loop. AI gets you to 70% fast. The last 30% is judgment. But that 70% helps you leverage your team's expertise much more. 👉 And honestly, design is still not great (brrr Claude Design). Speed over perfection, for now. Great talks too from Ceren Şimşek (RFP and presales agents, fed by Confluence), Sukerti Van Schoorisse (Why the classic marketing team no longer holds and what their internal agent Franky ("Frankenstein") has been up too ;-)) and Hanne Page (a deep-dive into the markdows of her market-mapping agent). Karien Pype, thanks for hosting! And Nieves Canada for taking the initiative! Which task does your team dread every week? Have you tried handing it to an agent yet? #WomenInRevenue #AINative #B2BMarketing #GoToMarket #SalesEnablement
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Wala Liliana Loubani har gillat dettaWala Liliana Loubani har gillat dettaA warm thank you to Sonia Kaurah (Founder & CEO of Tala Thrive) for sharing her insight into what it takes to raise your first million with the Activator community. With experience as both a founder and investor, Sonia brought a valuable perspective to fundraising, covering everything from how to approach investors to structuring a raise and building an effective pitch. If you're an Activator resident and interested in more practical startup insights, our next HUBday session will focus on another essential part of building a business: the legal foundations. Join us at the end of the month to hear from Nathan Lu from Allied Legal to unpack legal essentials like funding and IP to contracts, commercialisation and founder disputes. Find out more about our residency program here: https://lnkd.in/gkVeMKJR #RMITActivator #Startup #Fundraising #Entrepreneurship #Founders
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Wala Liliana Loubani har gillat dettaWala Liliana Loubani har gillat detta“One platform for all of hiring” has been the pitch for a decade. But most TA teams already have that platform, their ATS. The hardest part still happens before the ATS: finding the right people, knowing who actually fits, reaching them, and getting them interested enough to talk. That’s what Talentium does. Search across relevant sources. Evaluate every candidate against the role. Reach out in your own voice. Turn it into an interview-ready shortlist that flows straight into your ATS. Today, 2,200+ companies across 40 countries are already using Talentium. From “we need to hire” to people ready to talk. We’re building Talentium alongside some of the world’s best recruiting teams and soon, we’ll show you what we’ve been building.
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Wala Liliana Loubani har gillat dettaWala Liliana Loubani har gillat detta“Relevance never goes out of fashion.” H&M har sammen med Voyado gjort sin onsite-søgning mere intentionsdrevet. I stedet for kun at matche søgeord tager søgningen også højde for blandt andet kundeadfærd, lagerstatus og produktnyhed. Resultaterne taler for sig selv: • 50 % færre søgninger uden resultater • 30 % færre exits fra søgningen • 80 % færre soft exits Et stærkt eksempel på, hvordan bedre forståelse af kundernes intention kan gøre shoppingoplevelsen mere relevant. Måske er det værd at overveje, om jeres søgning hjælper kunderne med at finde det, de faktisk leder efter.
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Wala Liliana Loubani har gillat dettaOne of the most exciting Web Manuals webinars of the year! 🚀 Featuring some major developments that are changing how aviation documentation teams work: 👉 A completely rebuilt Compliance experience — designed to massively drive efficiency and make compliance management more streamlined. 👉A powerful XML Editor — giving you the confidence to work with OEM documentation, even without a technical background. 👉An even more robust built-in AI — helping everyone become more effective documentation experts. Join us on October 1!Wala Liliana Loubani har gillat detta📅 Webinar: XML without the XML Expert | October 1 Company manuals in one system, OEM documentation in another, compliance mapping in a spreadsheet. Sound familiar? In this live webinar, we'll show you what happens when all of it lives in one platform. Join Stefan Bundgaard, Director of Product, and Tobias Nilsson, Vice President Commercial, for a live demo of three features already in service: ✈️ Native XML Editor – import, edit and revise OEM documentation alongside your company manuals, with no second system needed ✈️ Amelia AI – get answers from your own documentation in seconds and speed up technical writing ✈️ Compliance Libraries – keep the regulation and your evidence connected in one place, so you're ready when it's time for an audit We're running two sessions, so you can join at the time that suits you best: Session 1: 06:30 UTC (08:30 CEST) Session 2: 14:30 UTC (16:30 CEST) 👇Save your spot: [find registration link in the comments]
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Wala Liliana Loubani har gillat dettaWala Liliana Loubani har gillat detta𝗜𝗧’𝗦 𝗢𝗙𝗙𝗜𝗖𝗜𝗔𝗟: 𝗡𝗢𝗢𝗥𝗟𝗬𝗧𝗜𝗖𝗦 𝗛𝗔𝗦 𝗕𝗘𝗘𝗡 𝗦𝗘𝗟𝗘𝗖𝗧𝗘𝗗 𝗔𝗦 𝗔 𝗪𝗜𝗡𝗡𝗘𝗥 𝗢𝗙 Ø𝗥𝗘𝗗𝗘��’𝗦 𝗘𝗠𝗘𝗥𝗚𝗜𝗡𝗚 𝗧𝗘𝗖𝗛 𝗣𝗥𝗢𝗚𝗥𝗔𝗠! 🏆 I’m incredibly proud and still taking this in. Noorlytics AI Tech began with a clear conviction: organizations should be able to benefit from AI without losing control of the sensitive code and data that make their systems valuable. Being selected for Øredev Emerging Tech Program signals that private AI has a meaningful place in the future. As AI adoption grows, so will the need for solutions that combine innovation with security, privacy and organizational control. I can’t wait to bring Noorlytics to Øredev and demonstrate what we are building. The future of AI will not only be more capable. It will also need to be more trustworthy. #Oredev2026
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Wala Liliana Loubani har gillat dettaWala Liliana Loubani har gillat detta10 years of experience doesn’t necessarily mean 10 years of experience. I think we put way too much emphasis on time when we talk about experience. Experience isn't about how much time you've spent working. Its about how you've spent that time. Two people can have the exact same job title for 5 years and come out with vastly different levels of experience. One might have worked long hours, taken on difficult problems, made a lot of mistakes, worked with brilliant people and constantly reflected on how to get better. The other might have spent those 5 years doing roughly the same things, in the same way, without being challenged much. Same number of years. Very different experience. In the right environment, I genuinely think someone can learn 5x as much in a year as someone in a similar role somewhere else. Thats also why I've become increasingly skeptical of using years of experience as a shortcut for seniority. Of course, time matters. Some things simply require repetition and perspective. But I'd much rather understand what someone has done with their 5 years than just know that they've had them. Time measures how long you've worked. It doesn't measure how much you've learned.
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Wala Liliana Loubani har gillat dettaWala Liliana Loubani har gillat dettaBest wishes to all those working away at closing out Q3. I know this is an intense time. Rooting for you all. Cheers.
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Wala Liliana Loubani har gillat dettaWala Liliana Loubani har gillat dettaWe are growing in the Nordics, and are now looking for two people to join our commercial team: Client Success Manager, Copenhagen You will work with some of Denmark's largest advertisers and media agencies, from onboarding through campaign strategy and performance. Solid experience with digital or programmatic advertising, real interest in client relationships. Business Development Manager, Oslo You will build new business and grow our existing portfolio in the Norwegian market, working closely with media agencies and brands. Background in B2B sales or ad tech, good knowledge of the Norwegian media landscape. Link to the job ads in the comments, feel free to apply or share! 🙂
Erfarenhet och utbildning
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Stanford Intellectual Contribution Award
Stanford Graduate School of Business
Design Thinking, testing and implementing
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Most Valuable Employee - Challenging Status Quo
Apsis
Challenging the status quo by introducing new concepts & team development processes
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Google EMEA Impact Award- Best Sales Person
Google
Growth driver leading to 350%+ year on year growth
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Google Impact Award on Northern European level
Google
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One of the top 3 highest performers at Marin Software
Marin Software
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