AE @ Gong | Closed Won 🦙 | 5x President's Club

Creating raving fans @ Gong. Founder of Closed Won. Dad to Monty 🐾 

Brian LaManna

Seeing my name on a NY Times Square billboard is not something I had on my 2026 bingo card... but nor was baby monkey Punch... so here we are. 

Huge thank you to the team at trumpet 🎺 for making that happen.

(The NY Times Square billboard... in case that needs clarifying)

Beyond the surreal moment, I want to give them a genuine shoutout for what they actually helped me accomplish this year.

I used Trumpet in every single enterprise deal I ran. Every one. Deal rooms became a core part of how I sell.

The results backed it up:
-Win rate went up
-Sales cycles got shorter
-Average sale price grew

That's the trifecta. 

And a big piece of that came down to having a professional, organized space where buyers could engage, internal champions could sell on my behalf, and nothing got lost in a 47-message email chain.

2025 was a proud blowout year for me, and Trumpet was part of that story. 

Grateful for platforms that actually move the needle.

Thanks, Trumpet 🎺

Brand partnership • AE @ Gong | Closed Won 🦙 | 7x President’s Club

6 non-negotiables for me to uncover in every sales cycle.

Without it, you're likely to lose often to 'no decision.'

And no - this is not MEDDIC.


It's the concept of 'why change' and why an investment is required.


1. 𝐈𝐝𝐞𝐧𝐭𝐢𝐟𝐲 𝐚 𝐜𝐨𝐦𝐩𝐚𝐧𝐲-𝐬𝐩𝐞𝐜𝐢𝐟𝐢𝐜 𝐨𝐛𝐣𝐞𝐜𝐭𝐢𝐯𝐞

How to ask:
↳ "Gong aside, what are the top 2-3 strategic priorities you're most focussed on."
↳ "What company-specific objective does Gong align most to, in your eyes?"


2. 𝐀𝐫𝐞𝐚 𝐨𝐟 𝐎𝐩𝐩𝐨𝐫𝐭𝐮𝐧𝐢𝐭𝐲 𝐈𝐝𝐞𝐧𝐭𝐢𝐟𝐢𝐞𝐝 𝐖𝐢𝐭𝐡𝐢𝐧 𝐈𝐭

How to ask:
↳ “For this new launch, through your lenses, what's the biggest single risk to making this a success?”


3. 𝐓𝐡𝐞𝐢𝐫 𝐂𝐮𝐫𝐫𝐞𝐧𝐭 𝐒𝐭𝐚𝐭𝐞

How to ask:
↳ "What metric is that most affecting today?"
↳ "Where is that at today?"


4. 𝐓𝐡𝐞𝐢𝐫 𝐈𝐝𝐞𝐚𝐥 𝐒𝐭𝐚𝐭𝐞

How to ask:
↳ "In an ideal world, where would you want to get that to?"


5. 𝐐𝐮𝐚𝐧𝐭𝐢𝐟𝐲 𝐭𝐡𝐞 𝐑𝐎𝐈

How to ask:
↳ "If you bridged that gap, have you done the math on what that would be worth?


6. 𝐖𝐡𝐚𝐭 𝐭𝐡𝐞𝐲'𝐯𝐞 𝐭𝐫𝐢𝐞𝐝 𝐭𝐨𝐝𝐚𝐲 𝐚𝐧𝐝 𝐰𝐡𝐲 𝐭𝐡𝐚𝐭 𝐝𝐨𝐞𝐬𝐧'𝐭 𝐰𝐨𝐫𝐤.

How to ask:
↳ What have you already done to try and solve that?



Uncover these 6 and stop status quo from eating you alive.

But you won't uncover all 6 of these on the first call

Discovery is a never-ending process

Not just a sales stage


P.S. Closed Won Club is opening back up in  10 days !!! Be on the waitlist for the full discount: https://lnkd.in/gRwyxSti

AE @ Gong | Closed Won 🦙 | 7x President’s Club

Software stocks just got crushed. $400B wiped out in a week.

ServiceNow down 50% from peaks. Salesforce off 40%. Even Palantir down 30%+ despite crushing numbers.

What happened? New AI models released from Anthropic changed the narrative overnight.

For the first time, investors are asking: "What if AI replaces software altogether?"

Here's the fear: Companies now have three options instead of two:

1. Buy your SaaS software
2. Evaluate 2-3 competitive options
3. Build their own / use AI agents

But here's what most miss:

As a fast growing company, would you rather pay $100K annually for best-in-class software… or divert your finite engineering resources to build, maintain, train on, and secure your own tool. 

Instead of using those engineering resources to focus on your own product/offering.

Similar to COVID, this is a moment where the strongest SaaS companies get stronger, and weaker ones fall off. 

The companies at risk? Simple point solutions with seat-based pricing that's easy to replicate.

It'll be easy to identify the "winners" a few quarters from now. 

Companies that show YoY revenue is accelerating. They are AI beneficiaries . 

Those slowing down? Their stocks will get decimated. And their down fall will become sell fulfilling. 

Exposing which companies actually have a moat, and which were just renting one all along. 


P.S. Think we see this trickle through to the private markets next... funding will dramatically slow for Software companies and "ChatGPT wrappers."

I've spent 2.5 years selling to CRO's and VPs of Sales

If you can't hold your own negotiating, you'll get eaten alive.

Here's my always / never rules for negotiating:

𝐀𝐥𝐰𝐚𝐲𝐬:
-Confirm you are vendor of choice
-Be consultative + work together
-Require a live phone / Zoom conversation
-Still schedule a next meeting after finalizing
-Share levers for better pricing (users, products, longer term, etc.)


𝐍𝐞𝐯𝐞𝐫:
-Negotiate before the 1-yard line
-Try to negotiate over email / text
-Negotiate with a non Decision Maker
-Assume that pricing is the most important
-Use discounting as a crutch for a bad business case



Negotiating is all about learning what's most important to your prospect

That is only learned through strong discovery with the right person

It's not a you vs. them situation 🤝


P.S. Buzzing the 1st masterclass today for Closed Won Club, with Palantir's previous Head of Commercial Sales (ksa) speaking to us... waitlist here for spots in March: https://lnkd.in/gRwyxSti

I’m not sure I would have been successful in 2018 as an SDR if it wasn’t in office. 

Fresh out of college, I had no idea what I was doing. How to open Salesforce, make a dial, what to say, how to handle an objection. 

We learned from screwing up together, laughing, and following each other around when we had one live. 

When we went remote in March 2021, I was pissed. I LOVED being in office. 

A few months later, I LOVED being remote. 

I had an extra 90 minutes. I started working out daily, eating healthier, and got way more done. 

It hit me how much time I was losing between the commute and office chit chat. 

I joined Gong in 2021 in big part because it was remote. I’d never consider mandatory in-person. 


2023 - we opened up a Chicago office for Gong. I went 1-2x a month.

2024 - I started going 2x a week. Was great to see people, grab lunch, and “mix it up.”

2025 - I go every single week. Sometimes once. Sometimes 4x. 

I love hybrid. Never being forced to be in office…

But having that option should you wish. 


Can anyone else not make up their mind between in-person and remote?

Or just keep flip flopping like me? 


P.S. No real point to this post other than sharing things aren’t always black and white. And it’s OK to change your opinion. OG Chicago BrightEdge crew photo below.

Nice guys finish last in sales too.

Being a pushover or a happy ears seller is a good way to get walked all over.

Selling is a 2-way street that is flow of gives/ges.

You have to respect yourself for:
-Your expertise
-Time you prepare for each meeting
-Knowledge in how best to help buyers actually buy
-Time that could be going towards another prospect or customer.

I recently had a prospect go dark for 30 days after committing to an April timeline.

When we got a meeting for early May, most sellers would just be happy they are back online and roll over.

I decided instead to call out the elephant in the room.

A few (real) questions I shared:

“Last time we spoke was April 3rd. We mutually agreed on a timeline to finalize in April and put forward a proposal that reflected that. Why did we not hear from you until early May?”

“Timelines change and we understand that… my ask moving forward is you communicate with us, just as I will with you. Is that a fair ask?”


Respect your time and expertise as a seller.

Because if you do not, no one will.


P.S. Closed Won Club opens up again in <7 days... waitlist just crossed 300+ here: https://lnkd.in/gRwyxSti

Relias team - thank you for inviting me to your Sales Kickoff!

I’ve been lucky enough to work with them for the last 2 years and they are some of the best humans you will meet. 

I got to lead an hour session on leadership deal inspection + coaching. 

And how to leverage amazing platforms like Gong to work smarter, not harder. 

Special thank you to Michael Miller Lara Badanes, MBA Taylor Seus Candace Wallace

Hope to be back in the future for 3 years in a row! :)



 P.S. The healthcare workforce is stretched THIN. That's why 14,000+ healthcare orgs turn to Relias for education, training, and workforce enablement solutions. Awesome people doing amazing things ❤️

Most painful (lost) deals I remember.

-One that had a DocuSign out for signature around March 15th, 2020. The team took a few extra days to look it over... COVID hit... and they never ended up signing.

-6 month evaluation, decided they were going to move to us from a larger competitor, and then not realizing they had an auto-renewal. I take fault for not pressing harder on this.

-21 month deal cycle that continued to push quarter after quarter for a variety of excuses, despite promising interest. Nothing as painful as a super long deal cycle with twists and turns. Eventually turned it Closed Lost.

-Running a successful evaluation with someone who told me "I am the decision maker and signer on this" ... when it came to sign, someone else blocked it from happening. Lesson learned... if someone blurts out "I am the decision maker" .... they are most definitely not the decision maker 🤣


Quickly learned to never celebrate a deal until it's signed.

Time really does kill deals sometimes.


P.S. Redesigned the website around Closed Won Club at https://closedwon.xyz/ ... how do we like it?

One of my favorite workflows right now involves Gong + Clay + Salesforce — and it's solving a problem every sales organization faces. 

Someone new joins a call. They're clearly a stakeholder. Maybe even the economic buyer. And they never make it into Salesforce.

It happens constantly. You want the right contacts attached to your deals. 

Here's the fix:

Gong's SFDC managed package already lets you push new contacts from a call directly into Salesforce. That part alone is huge. 

But here's where Clay takes it to the next level...

Once that contact hits Salesforce, Clay can enrich it. 

Verified email, accurate title, LinkedIn profile, company data — all automatically appended to the record. 

No bad data. No half-filled contact records sitting in your CRM.

Your buying committee is complete. Your data is clean. And you stop losing threads on your most important deals.

If you're running multi-threaded enterprise deals and not using this combo — it's worth 30 minutes of your time to set up.

What's your favorite Clay workflow?


P.S. A new partnership with Clay!!  Will be sharing video content of real Gong + Clay workflows. Excited to share (anonymously) how my most strategic customers are using both together.

In Year 2 of being a solopreneur, I’ve gone back to back on 6 figures in revenue.

Here’s my tech stack as a Creator (in order of cost)...

Digital Consultant
Video Editor
ConvertKit (email list, automations)
Kajabi (Closed Won Club)
Delphi (AI self)
Senja (testimonials)
Pay Kickstart (checkout)
Unbounce (landing pages)
Quickbooks
Zapier 
Wordpress
WP Engine
Video Shoot
Tax Professional
ChatGPT
Claude
ZenBusiness (Annual LLC Filing)
X
Squarespace / Google Domains
Google Workspace
Google Storage


Solopreneur over here - and an army of consultants + tech around me. 

Wild how quickly this list grows 😅 

Any thing I'm missing?

At my last company, we were required to fill out a field “NSTW” prior to every call. 

Hated having to do the admin work. But it trained my brain.
 
NSTW: Next Step to Win

This is your ideal outcome / next step from the conversation, plus 1-2 backup options. 

Now, I do it in every deal in my own notes and add it to a Mutual Success Plan.

I'll jot out all steps we've done so far to show mutual time invested.

Then I'll add the next 2-3 ideal steps in the process.
 

𝗪𝗵𝗲𝗻 𝗜 𝗽𝘂𝗹𝗹 𝘁𝗵𝗶𝘀 𝘂𝗽, 𝗜 𝘀𝗮𝘆: 
"Hey Shane - I spent some time last night building a mutual success plan to keep us fully aligned and wanted to get your thoughts on something if that's cool."
 

Plant this seed at the beginning of your call and come back to it at the end. 

Critical: Do not show more than 2-3 next steps to avoid overwhelming.

It’s a compass for what success looks like, not a full roadmap.


Great backdrop (sharing your screen) for your discovery of their decision process too.

MSP template: https://closedwon.xyz/msp/

Happy Friday all.

GTM Leader with AI super powers. Deployed Sales agents in over 40 businesses. Closed 50mn in Revenue till date.

I’ve been in sales since I was 12.

I come from an entrepreneurial family. My father led one of India’s largest newspaper dailies, and my mom built a B2B cosmetics distribution business across Asia by importing cosmetics from London.

I was their unpaid intern early on, learning cold calling, negotiation, and finances before most people even start their first job.

In my school hostel, I charged ₹2 per minute to help friends call their families. That turned into flipping shoes, used cars, and tutoring, anything that taught me business fundamentals and margins.

That early hustle evolved into a career. I sold 250+ cars during my mechanical engineering degree (Triumph, Volvo, Harley), and after graduating I joined Toppr (an IIT Bombay initiative), where we scaled from 0 to $15M ARR with a 1,000+ person team.

Since then, I’ve helped scale high-growth companies, built teams, and contributed to growth strategy across multiple startups.

To strengthen my analytical and product foundation, I pursued my Master’s in Business Analytics at Saint Peter’s University, New Jersey.

Today, I work as a Product Analyst at BrandMultiplier, focused on product insights, customer behavior analysis, funnel optimization, and turning data into clear product decisions that drive growth.

If you’re building a product-led business and want to improve activation, retention, and revenue through better product analytics, let’s connect.

Aviral Bhutani 🧘🏻‍♂️

We’re Hiring: Product & Project Roles (AI Products)

We’re expanding our product team and looking for smart, driven individuals who thrive in fast-paced environments and want to work on cutting-edge AI products.

If you enjoy building, shipping, and improving real products - we’d love to hear from you.

Open Roles-> 

1️⃣ Product Manager (2+ Years Experience)
 📍 Bangalore

We’re looking for a Product Manager who can take ownership of AI-driven products from concept to execution.

What we’re looking for:
 • 2+ years of experience in product management
 • Ability to translate ideas into clear product requirements
 • Strong understanding of AI products, workflows and AI-powered platforms
 • Ability to work in a fast-moving startup environment
 • Strong communication and problem-solving skills


2️⃣ Product Manager Intern
 📍 Bangalore

This role is ideal for someone who wants hands-on experience building AI products.

What we’re looking for:
 • Strong interest in AI, startups, and product building
 • Ability to think structurally about product problems
 • Comfortable working with fast iteration cycles
 • Strong ownership mindset and willingness to learn

3️⃣ Project Manager Intern
 📍 Bangalore

We’re looking for someone who can help manage projects, coordinate teams, and keep product development moving smoothly.

What we’re looking for:
 • Strong organizational and communication skills
 • Ability to track tasks, timelines, and deliverables
 • Comfortable working with cross-functional teams
 • Interest in AI products and startup environments


⚡ What You’ll Get
 • Work directly on real AI products
 • Fast learning environment
 • Exposure to product strategy, development, and launches
 • Opportunity to grow with a winning team

📩 How to Apply
Comment " INTERESTED" and the role you want to apply for - and our HR will contact you.

#hiring
#internships

Aviral Bhutani

Founder and CEO at WeLaunch AI. We Launch AI systems for your business.

Hiring: Head of Marketing

Not hiring a marketer.
Hiring someone who owns growth.

You should know positioning, demand, and revenue, not just campaigns.
You’ve built marketing for international SaaS and scaled it.

This is not a remote leadership role.
Full ownership needs full presence.

Comment “Marketing”
OR
Tag someone who’s built before
We will reach out to you personally.

#Hiring #Marketing #WeLaunch

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I guarantee you 20+ sales for your B2B business using AI agents.

Founder at WeLaunch AI. We Launch AI systems for your business.

Zach Tanner and I are on top of Vegas.

We just finished a tradeshow.

And there’s a certain kind of confidence you feel
when you know you’re not there to “sell”…

You’re there because you actually built something that works.

Most franchisors we met are still running heavy teams:

Ops managers.
Support coordinators.
CRM admins.
Follow-up staff.

We built an AI Concierge that handles almost all of it.

It speaks like the CEO.
It manages franchise communication.
It runs CRM workflows.

It follows up. Tracks. Escalates. Reports.
24/7.

No lag.
No dependency on one person.
No operational bottlenecks.

The numbers are wild:

• 90% reduction in operational cost
• 85% increase in productivity

Franchisees don’t have to wait for “office hours” anymore.
There’s always a manager available.

And the fun part?
It’s the same AI agent running operations and CRM.

One system. One brain. Across the entire franchise network.

Vegas was great.

But watching franchisors realize they don’t need a bloated ops team anymore?

That was better.

If you run a franchise system and still rely on people to manage people…
We should talk.

New York will humble you in under 20 minutes.

At 8:40 PM
I’m sitting at a tiny counter while a chef serves me omakase.

No menu. No decisions.
Just a “trust me” look from the chef.

And OMG, then the bill comes out to ~$1,000.
For 14 PIECES OF FISHHH. That is CRAZY.

For about 45 minutes, I am just having the food like " is this lowkey worth it?".

And then at 9:25 PM 
I’m in the New York subway.

Holding a metal pole.
Next to someone eating a $2 slice of pizza.

Same city.
Same night.
And yet the shift from luxury to normal was fast.

And that’s honestly why I love this place.

You can feel on top of the world for an hour…
And then you’re waiting for the downtown train like everyone else.

There’s something very grounding about that.

Also, taking the subway home after a $1k dinner feels slightly illegal.
But I would absolutely recommend it and do it again!

#newyork #metaglasses #life

PS: This is how I looked with my Meta Glasses on in the subway that night 😂

I am now looking for a Senior Technical Guy and a Senior Product Guy to partner with us. 

We have successfully built multi agent systems. 

Now, it’s time for us to have a CPO and a CTO at our firm. 

If you are in Miami, nothing better than that for the US office. 

And, if you are in Bangalore, India that’s good too. 

#cto #cpo #hiring 

P.S. we are cooking agents everywhere in Miami

No alternative text description for this image

I went to IFA 2026 in Vegas.

Not for the parties.
Not for panels.

I went to see who’s actually making money in franchising.

And this is what I saw at the International Franchise Association event:

Same 5 businesses. Repeated 200 times.

• Finance dashboards
• Lending companies
• SEO agencies
• Reputation management
• Territory/field mapping tools

Different logos. Same pitch.

And that's when I realised 

Most of these companies are $5M–$50M businesses sitting in their own little bubble.

They don’t realize the bubble is artificial.
Because one AI layer can sit on top of all of them.
That’s what we’re building with Scarlet.
Not another tool.

A concierge that connects marketing, ops, reporting, follow-ups - everything.

Walking that floor made one thing clear:
Franchising isn’t under-digitized.
It’s over-fragmented.

If you’re a franchisor stitching together 7 vendors and calling it “tech stack”…
You’re duct-taping your future.

If you run a franchise brand and you’re serious about AI,
Comment “AI” or DM me.

I’ll personally connect you with my team, and we’ll map out what this looks like for your business.

Dinner with a few killers from the franchise space.

No agenda.
No pitch decks.

Just people who actually build and operate.

Somewhere between the starters and the main course, the conversation turned serious.

Not about lead gen.
Not about new territories.

About pressure.
Hiring pressure.
Ops pressure.

Scaling without breaking things.

And then someone asked,
“So what are you guys actually doing with AI inside these companies?”
That’s when it got fun.

Because the best use case we’ve seen so far isn’t flashy.

It’s integrating AI across the entire business.

Not one tool.
Not one assistant.
A suite of AI agents.

Think about it like this:

Instead of hiring 5 more people…
You deploy:
 – An AI ops manager
 – An AI CRM head
 – An AI follow-up machine
 – An AI reporting brain

They don’t sleep.
They don’t miss handoffs.
They don’t forget.

And when you wire them across a group of companies?

Margins change.
Speed changes.
Control changes.

You stop building teams just to hold things together.
You start building systems that scale clean.

The franchisors at that table got it immediately.

Do you see AI as a tool…
Or as your next set of employees?

The market is about to crash. 

Companies are doing the same or more revenue with lesser headcount. 

January 2026 is where 16 people were fired per employee hired in white collar industry. 

We at welaunch are enabling business growth through AI. 

If you are looking for an opportunity, learn AI hands on reach out. 

I would love to help 5 people and show them how AI is been implemented on businesses. 

#ai #layover #jobs #hiring #business 
P.S. Jist finished demoing AI agents in the IFA 2026 in Vegas and didn’t miss on my cardio.

WeLaunch is hiring a Paid Ads / Performance Marketing Specialist.

If you just “run ads,” this isn’t for you.

If you understand CAC, LTV, funnels, creative testing, and scaling budgets responsibly,let’s talk.

Meta + Google experience required.
Meaningful budgets handled.
Ownership mindset.

Comment " Ads" and we will reach out to you, talk to you and get you onboard in the next 24 hours.

#hiring #Ads #performancemarketing

Hiring: Clawdbot Engineer

Welaunch | AI Revenue & Ops Systems

This is not a theory role.
Not a “willing to learn” role.
This is build and ship.

If you’ve already implemented Clawdbot inside a real system and can prove it, we want to talk.

We don’t care if you’re a final-year student.
We care if you can deploy.

You should have:
Real Clawdbot implementation
Live demo / GitHub / walkthrough
Production-level thinking

Can you take Clawdbot from setup → live system?
Good.

Comment " Clawdbot" and we will personally reach out to you!

#hiring #Clawdbot #WeLaunch

Something interesting hit me at IFA this year.

At the International Franchise Association conference, I kept thinking:

The founder profile that won the last 20 years… might not win the next 10.

For years, the killer operator was:

Hyper-focused.
Obsessed with one system.
Controlled every detail.
Built deep, narrow excellence.

That worked when execution was expensive.
When hiring was hard.
When follow-ups slipped.
When data lived in spreadsheets.

But walking that floor in Vegas, something felt different.

Execution isn’t the bottleneck anymore.
Clarity is.

AI can write.
AI can follow up.
AI can track.
AI can report.

The game isn’t “who executes better?”
It’s “who designs better?”

The founders who win now won’t be the ones optimizing one slice.
They’ll be the ones who can zoom out, connect marketing to ops to finance to franchisee performance, and then let tech handle the repetition.

Less micromanaging.
More architecting.

That’s why we’re building Scarlet the way we are.

Not as another feature.
Not as another dashboard.

But as connective tissue across the stack.
Because franchisors don’t run departments.

They run ecosystems.

If you’re building in franchising right now, I’m genuinely curious:

Are you still optimizing tools?
Or are you stepping back and redesigning the system?

And if you’re serious about figuring out what AI-native operations actually look like inside a franchise org, DM me.

We’re mapping this out with a handful of operators in the US right now.

The shift isn’t loud.
But it’s real.

#IFA2026  #FounderMindset #Business

I built this Claude “coworker” workflow after getting tired of using AI like a glorified search bar.

Over the past few weeks, I’ve been experimenting with turning Claude into something closer to a thinking partner, not just a chatbot.

The workflow now sits in the middle of a lot of the work we do.

Instead of asking AI random questions, it forces every problem through a structured flow:

problem → context → constraints → possible solutions → execution

A few things it’s already helping us with:

• turning messy client problems into clear action plans
• stress-testing strategies before we implement them
• mapping operational workflows faster
• turning rough ideas into step-by-step execution

The biggest difference is this:

It doesn’t let you skip the thinking part.

It keeps pushing the conversation until the problem is actually clear.

Still refining the workflow, so I’m not sharing the full setup publicly yet.

But if you’re curious how it works,

Comment “CLAUDE” and I’ll personally walk you through the workflow.

You know it when you meet someone young and they have that fire in them. 

Jacob, let’s win.

Student at Drexel’ Lebow school of Business aspiring for a business law degree

I'm excited to share that l'll be joining Cosmic Prep as a Sales Development Representative! I'm looking forward to gaining hands-on experience in B2B sales and education marketing.

Thank you to Doug Kovel, Ed.M. for giving me this incredible opportunity with your company and thanks to Erin Kovel MPS, IMC and Aviral Bhutani taking time to speak with me throughout the interview process. I'm extremely grateful to be joining the team and can't wait to learn and contribute!

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