Mark Kosoglow

Chief Revenue Officer (CRO)

Are your customers your growth engine? They should be.

As a teenager, watching 14 videos in the back storeroom on a 7" black and white TV to learn how to sell shoes at the mall was a great foundation. Running a small business with 200+ employees showed me how to be organized. Creating a highly profitable sales territory from one dead for a decade was hard work. Managing 12 salespeople across 9 states cemented my sales philosophy. Getting one of the fastest growing SaaS companies in history to $250M+ in revenue taught me how to balance scaling and delivering a world class customer experience.

Working with a customer-centric team with, by far, the best, smartest, hardest working people I've ever worked with....well, that's an honor and privilege I get to enjoy everyday.

CFO - Chief Fun Officer

Doing dad stuff, exploring interesting and fun opportunities...cookin' up something SPICY!

We are hiring a Services Sales Manager at Docebo. 
This is a critical position that we need to fill quickly.
If you are interested, please DM me!

If you clicked "See More", what you should know:

🤩 You will be leading a team of 3 awesome professionals

🤝🏼 You will work closely with our amazing AEs and AMs

🫶🏼 You have a host of dedicated partners

😍 You will report into amazing PS and CX leadership

💵 Competitive pay and great benefits

🌴 This role has potential to go to President's Club

🧠 Our GTM org is smart, hungry, and building cool stuff

🤖 We have an AI assembly line so you'll get to learn and flex those skills

🎁 An amazing product that just got better with recent acquisition

⚡ Have some fun in a great culture that knows how to have fun

Everyone has AI. Humans are the differentiators.

My newest demo technique is what I call bursts.

3-5 sections that are 3-5 minutes long.

Instead of putting on a 30-minute show.

Prepare 3-5 TikTok clips.



Our brains are rewiring.

People think movies are too long.

But those same folks will watch a whole movie if it comes in a series of 3-5 min TikToks.

Data backs this up. Consensus 2026 Buyer Behavior Report says most buyers only watch 5 mins of 15 min long demo videos.

The feeling of progress is real.

Watching a TikTok and moving to the next feels like progress.

You can fight it.

Or, you can use it.



Here’s an example with Docebo.

We just acquired 365Talents.

Our demo could easily go from 30 to 60 mins.

Uh oh.

We would be out of TikTok AND even TV episode range into feature films.

Engagement could wane and so would results.

So what if we did 4 clips like this (each less than 5 mins)?

1️⃣ How our AI creates a complete taxonomy of skills by role using job descriptions, best practices, and internal documents and data.

*Pause, converse, and assess*

 2️⃣ How we use multiple sources (including humans) to assess the skills of an employee.

*Pause, converse, and assess*

 3️⃣ How we use skill gaps to serve up individualized learning served up in the way the leaner likes to receive information the most.

*Pause, converse, and assess*

 4️⃣ How we evaluate skill mastery by using systems of record to provide data of the outcomes the skill should result in.

*Pause, converse, and assess*



That can be a 30 minute “marathon.”

Or it can be 4 “bursts” each 5 mins long.

And you ask questions between bursts to make sure the buyers are following you and converting the information into ways to apply your product to their problems.

That works.

Better yet.

Demo platforms like Consensus help you:
- create these bursts
- use them in autonomous demos
- get data on the demand of each burst
- see where you are being confusing
- do amazing followup

We are in a faster world.

One where attention is so bombarded with gratification that 4 minutes of boredom causes us to throw out 26 minutes of greatness.

Reduce that risk.

Make your demo pop with some bursts!

P.S. I got this idea organizing my 2 sons' Lego collection over the last few months. Each burst is a brick that you can add to an awesome build!

AI GTM tech is in T-R-O-U-B-L-E. 99% is just a prompt built on top of an LLM I can use for ~1% of the cost with a prompt I wrote that is ~80% as good.

10 yrs ago, would you sell Google search queries templates to get better Google search results?

No, even though few people use?
- Exclude Words: Use “-” before a word to exclude it from the search results
- Site-Specific Search: Use “site: {{URL}}” to restrict results to that specific source
- Related Websites: Use “related: {{URL}}” to find sites similar to it

Nobody paid for or even created a tool that injected those parameters into your search bar despite their making Google work better.

Yet, most AI GTM tech is a version of this.

They are a middleware that relies on a prompt to add value to a workflow that usually can be created using your current systems.

What' gonna happen in 1 year?

I think AI-natives who saw insane growth in less than 12 month will see insane churn.

Crippling churn.

Example: Jasper (based on my research)
- from 2020-2023, got to $120M in ARR
- left 2024, at $55M in ARR
- almost 100 employees today


Now, I’m a failed AI GTM tech founder so take this as you will.

Winning AI GTM tech builds SLMs - Small Language Models.

They own them. They iterate on them. They master them.

They use a HUGE set of data about a NARROW topic to train an SLM.


Examples:

👂🏼 Conversation Intelligence → what if WINN.AI takes all that valuable conversation data and build a specific SLM just for sales conversations? 

📨 Sales Engagement → what if Outreach takes all the email content data and builds a specific SLM for prospecting emails?

🗣️ Marketing Automation → what if HubSpot takes all their inbound content data and builds a specific SLM for nurture?

🌐 Visitor Deanonymization → what if RB2B takes all their website visitor data and builds a specific SLM for better identification and conversion?

👤 Contact Data → what if ZoomInfo takes all their contact data and builds a specific SLM for understanding buyer committees?


The current landscape can’t continue. 

If you are a AI GTM tech company, I’d be investigating how to turn my data set into an SLM that nobody can copy, use, steal, or compete with.

Duane M. Dufault II

CRO @ Time Doctor

I’ve spent the last decade of my life in sales. In those 10 years, I’ve been able to grow revenues by upwards of 300%. Build sales teams from scratch. Develop partnerships from zero to many, that are responsible for 25% of total revenue. 

I’ve sold everything from door to door printers, insurance, toilets, to enterprise software into the C Suite. I’ve run sales teams of 100 reps and been the head of sales for a team of 1. I’ve had just about every possible title in sales. 

Was able to scale a Saas business to an acquisition of $350 million in 3.5 years

I don’t believe there is one answer for everything, or one company is the same as another. Everything we must do for growth, requires something unique. 

What I enjoy in business: 
--Scale, develop, and or optimize top down sales programs
--Define partner programs and coach companies to scale
--Help you find your internal leader to help expand your influence. 

I love developing people and processes. People first, process second.

taplio

The Battle

Mark Kosoglow

Duane M. Dufault II

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The Battle

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Duane M. Dufault II

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