{"id":3500,"date":"2024-01-14T10:20:30","date_gmt":"2024-01-14T15:20:30","guid":{"rendered":"https:\/\/sellingsherpa.com\/?p=3500"},"modified":"2024-09-07T11:06:29","modified_gmt":"2024-09-07T16:06:29","slug":"the-revenue-formula-podcast-summary","status":"publish","type":"post","link":"https:\/\/sellingsherpa.com\/index.php\/2024\/01\/14\/the-revenue-formula-podcast-summary\/","title":{"rendered":"The Revenue Formula (podcast summary)"},"content":{"rendered":"<div class=\"nolwrap\"><div class=\"wp-block-aioseo-table-of-contents\"><ul><li><a class=\"aioseo-toc-item\" href=\"#aioseo-heres-how-ai-is-changing-sales-with-kyle-coleman-2024-08-22\">Here&#039;s How AI is Changing Sales (with Kyle Coleman) [2024-08-22]<\/a><\/li><li><a class=\"aioseo-toc-item\" href=\"#aioseo-returning-to-face-to-face-with-thomas-hansen-president-of-amplitude\">Returning to Face-to-Face (With Thomas Hansen, President of Amplitude)<\/a><\/li><li><a class=\"aioseo-toc-item\" href=\"#aioseo-why-your-gtm-needs-a-digital-twin\">Why Your GTM Needs a Digital Twin<\/a><\/li><li><a class=\"aioseo-toc-item\" href=\"#aioseo-5-types-of-roi-with-sangram-vajre-co-founder-and-ceo-at-gtm-partners\">5 Types of ROI (with Sangram Vajre, Co-Founder and CEO at GTM) Partners)<\/a><\/li><li><a class=\"aioseo-toc-item\" href=\"#aioseo-3-signs-sales-is-broken\">3 Signs Sales is Broken<\/a><\/li><\/ul><\/div>\n\n\n<h2 class=\"wp-block-heading\" id=\"aioseo-heres-how-ai-is-changing-sales-with-kyle-coleman-2024-08-22\">Here&#8217;s How AI is Changing Sales (with Kyle Coleman) [2024-08-22]<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>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.<\/strong><\/li>\n\n\n\n<li>AI may lead to fewer SDR jobs but the jobs that remain will be much better.<\/li>\n\n\n\n<li>Prompting is hard. To get value out of an AI tool, you need to know what questions to ask.<\/li>\n\n\n\n<li>Great copywriting requires:\n<ul class=\"wp-block-list\">\n<li>Account research <\/li>\n\n\n\n<li>Persona research<\/li>\n\n\n\n<li>Personal research (their job experience &amp; work history)<\/li>\n\n\n\n<li>Your value prop<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>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.<\/li>\n\n\n\n<li>The right GTM frame is not what is best and most efficient for us but rather what is best for the customer.<\/li>\n\n\n\n<li>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.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"aioseo-returning-to-face-to-face-with-thomas-hansen-president-of-amplitude\">Returning to Face-to-Face (With Thomas Hansen, President of Amplitude)<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>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]<\/li>\n\n\n\n<li>To scale, complement PLS\/inside sales, enterprise sales with PLG &amp; partners. <\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"aioseo-why-your-gtm-needs-a-digital-twin\">Why Your GTM Needs a Digital Twin<\/h2>\n\n\n\n<p>(no key highlights)<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"aioseo-5-types-of-roi-with-sangram-vajre-co-founder-and-ceo-at-gtm-partners\">5 Types of ROI (with Sangram Vajre, Co-Founder and CEO at GTM) Partners)<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>5 Types of ROI\n<ul class=\"wp-block-list\">\n<li>Attributional<\/li>\n\n\n\n<li>Transformation<\/li>\n\n\n\n<li>Efficiency<\/li>\n\n\n\n<li>Necessity<\/li>\n\n\n\n<li>Indirect<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>CEO-level GTM decisions center on capital allocation decisions between\n<ul class=\"wp-block-list\">\n<li>Marketing &amp; Sales<\/li>\n\n\n\n<li>NA \/ EU \/ APAC<\/li>\n\n\n\n<li>Buy \/ Build \/ Partner<\/li>\n\n\n\n<li>PLG \/ SLG<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"aioseo-3-signs-sales-is-broken\">3 Signs Sales is Broken<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>If you do SDR pairing, don&#8217;t just randomly assign SDRs to AEs.  Hold a draft where the best AEs get the first picks. [7:47-8:56]<\/li>\n<\/ul>\n<\/div>","protected":false},"excerpt":{"rendered":"<p>Here&#8217;s How AI is Changing Sales (with Kyle Coleman) [2024-08-22] Returning to Face-to-Face (With Thomas Hansen, President of Amplitude) Why Your GTM Needs a Digital Twin (no key highlights) 5 Types of ROI (with Sangram Vajre, Co-Founder and CEO at GTM) Partners) 3 Signs Sales is Broken<\/p>\n","protected":false},"author":1,"featured_media":3504,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_import_markdown_pro_load_document_selector":0,"_import_markdown_pro_submit_text_textarea":"","_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":false,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2}},"categories":[1],"tags":[],"class_list":{"0":"post-3500","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-uncategorized","8":"entry"},"aioseo_notices":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/sellingsherpa.com\/wp-content\/uploads\/2024\/01\/revenue-formula.png?fit=1320%2C600&ssl=1","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p9j2qV-Us","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts\/3500","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/comments?post=3500"}],"version-history":[{"count":8,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts\/3500\/revisions"}],"predecessor-version":[{"id":4166,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts\/3500\/revisions\/4166"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/media\/3504"}],"wp:attachment":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/media?parent=3500"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/categories?post=3500"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/tags?post=3500"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}