Helps organizations scale their learning culture | Learning Expert | Developing my SaaS superpowers

A career pivot into SaaS sales during the pandemic followed over a decade in hospitality, where creating great experiences and solving problems in real time were part of the job description, not bonus points.

At Docebo, the journey started as a BDR, leveled up into an ISR, and now continues as a Mid-Market Account Executive. Today, partnerships are built with organizations during their Docebo evaluation, focusing on solutioning to real learning needs and helping teams clearly see the value and impact learning can have on their business. Less feature tour, more “this actually solves our problem.”

The work centers on understanding current learning strategies, aligning solutions to learner needs, and connecting learning initiatives to measurable outcomes. If learning transformation had a utility belt, this is where it stays stocked.

Core values include curiosity, coachability, long-term customer success, and having fun while doing meaningful work. Dad jokes included at no extra cost.

Outside of Docebo, time is split between bartending at Jacobs & Co Steakhouse, attending concerts, and treating a great TV series like a long-term commitment.

If your organization is evaluating how learning can better support people and business outcomes, happy to connect and compare notes.

Ashley Farina

Saad Khan

B2B Sales & Marketing Intern

Sales Director @Aligned | GTM Consultant

I sell the way I buy. 

Human and high performing sales leader - or at-least, I try to be.

Director of Sales And Business Development

250% Increase in Pipeline 
140% increase in Qualified Pipeline 

Apparently Hubspot CEO just found out about signal's. Thats cute - i've been doing signal sales before it was even called that (Ask for my 2022 QBR), additionally I was one of the first sales leaders that build a signal sales engine/playbook before it was glamorized by the likes of Clay etc. 

Whats the point of all of "signals"? The days of locking in your TAM are over. It's all about getting to who your SAM and how to use data to hit deals that are ready to be hit. Talk to people ready to talk and move deals along with data-backed insights vs guesswork. If you want to improve speed-to-lead, the real lever is knowing who is actually worth moving fast for.

For my team, that came from stacking signals, not treating any one of them as intent on its own. Here’s what we looked at:

1. Website visitor signals
Using website visitor deanonymization tools is a game changer.
Not only does it save time, it reduces guesswork. If all you see is a company name, you still have to dig through contacts to figure out who might matter. Knowing who is actually on the site and what they’re looking at gives you clearer starting context and makes it easier to create the right talk track.

2. Product signals
For PLG companies, signups are a weak signal on their own.
Roughly 40% of freemium users never activate or fully understand the product, which means treating every signup as sales-ready wastes time. So instead of looking at signups, we focused on what people actually did inside the product:
- Inviting teammates
- Hitting the paywall
- Reaching power-user behavior
- These actions told us who was getting past the activation hurdle.
- Then we layered in one more signal: return visits to the website.

Most users never came back BUT the ones who did were usually returning to log into the product, not to browse content.

That overlap mattered because it showed active evaluation (people moving between the product and the site as they tried to make it work).
Those were the accounts worth prioritizing.

3. Content signals
Another unique signal layer was content engagement. We cross-referenced those same people against our social content that explained the category and the pain we solve. That helped us see who actually understand (and are interested) in what we do.

At that point, we weren’t guessing anymore.
We could see who was active, who understood the product, and who was actually evaluating a purchase. This essentially create a lead funnel that enable use to focus on the accounts that were most likely to close.

I talk through this approach in more detail on Agents of Revenue with Spara.
How are you looking at intent signals to prioritize leads?

 Read the full write up on my playbook for winning inbound today in the comments below

#sales #khantent #management

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Saad Khan

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The Battle

Ashley Farina

Saad Khan

Followers

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Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Saad Khan's LinkedIn Performance

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