Here’s How AI is Changing Sales (with Kyle Coleman) [2024-08-22]
- AI SDRs are creating more headaches than they are solving. If your AI SDR sends 40K emails this week, then you might see a little bump but you will burn your TAM to the ground. Fewer, better emails is superior.
- AI may lead to fewer SDR jobs but the jobs that remain will be much better.
- Prompting is hard. To get value out of an AI tool, you need to know what questions to ask.
- Great copywriting requires:
- Account research
- Persona research
- Personal research (their job experience & work history)
- Your value prop
- To use AI today, humans should set the strategy, AI workflows streamlining as much as possible, and then humans doing the last-mile QA at the end.
- The right GTM frame is not what is best and most efficient for us but rather what is best for the customer.
- Outsourced sales development fails 90%+ of the time. We should not expect better results fully outsourcing sales development to AI than we have seen outsourcing SDRs to the Philippines.
Returning to Face-to-Face (With Thomas Hansen, President of Amplitude)
- Once you have created that first human interaction face-to-face, working with a prospect online becomes so much easier because that emotional connection has been established. [16:00-16:23]
- To scale, complement PLS/inside sales, enterprise sales with PLG & partners.
Why Your GTM Needs a Digital Twin
(no key highlights)
5 Types of ROI (with Sangram Vajre, Co-Founder and CEO at GTM) Partners)
- 5 Types of ROI
- Attributional
- Transformation
- Efficiency
- Necessity
- Indirect
- CEO-level GTM decisions center on capital allocation decisions between
- Marketing & Sales
- NA / EU / APAC
- Buy / Build / Partner
- PLG / SLG
3 Signs Sales is Broken
- If you do SDR pairing, don’t just randomly assign SDRs to AEs. Hold a draft where the best AEs get the first picks. [7:47-8:56]