Sales Nav: Still worth it?

Q: What deserves a new spot in your stack?

I'm actually really excited about this tool. Tool's called Centralize. I've been in the go-to-market space for like nine years now and out of all the tools that have come out, I think this one genuinely addresses a really acute pain point for the frontline rep, which is manual prospecting. You put an account in there, it's using data from all these different sources: LinkedIn Sales Nav, ZoomInfo, Clay,. and you get like an account map. The biggest win for me is that I can actually put these prospects directly into a sequence immediately. The manual stuff I used to do before: go into Sales Nav, then Salesforce, then Outreach, and then execution, is just now Centralize, execution. I spent eight years selling and it's crazy that it's just in 2026 I found a tool like this.

Erdem: Dropping LinkedIn Sales Nav has been a pattern on this show. If this thing actually works and delivers, maybe that's going to be your source of truth to source leads.

The discussion we've been having is that we might replace... I think that's the goal.

Q: What renewal recently was the most controversial in the team?

I'd probably say the LinkedIn Sales Nav one. Some people are like "Hell no, don't rip that out." Some people are like, "It's okay." It's expensive. Sales Nav is really expensive.

Q: What tools have you recently let go?

So when I joined my current company, we were just transitioning off Avoma, and we're now on Gong. Gong obviously has a lot more depth and breadth. Their deal boards, the account briefs. What would be cool is they had some kind of mutual action planning in there, some digital sales rooms. Then they are a complete revenue orchestration platform.

Q: What's one tool you're desperate to try?

This tool called Actively, like AI agents prospecting. I think the more we can start using agents in our tech stack to prospect, I think that would be just a huge time saver.