Chris D.

For a lot of startups or small companies, best practice is to narrow your ICP as much as possible. The example I use, when Facebook launched, their ICP was student with a Harvard.edu email, not all college students, no everyone, Harvard.edu. When you’re raising money, tell VCs the biggest TAM story in the world, when your trying to nail your GTM notion, find your Harvard.

Triage the unqualified opportunties. What do they have in common? often times it’s the messaging or not clearly defining and ICP / persona.

Winning by Design has a great blueprint for How to Demo. I think of the entry criteria and like this: What pain do you have? you can list this out P`, P2, P3 etc. What feature solves that pain? F1, F2, F3 What value does the feature bring to the company (emotion/rational value)? Impact - I1, I2, I3 So the rep should be able to say: P1 -> F1 -> I1 after the discovery call prior to the demo. e.g.: My prospect has a problem spending time on repetitive tasks, this is waisting 2 hours day (P1), so I’m going to show her our AI Agent automation flow (F1), this will save her 2 hours a day, relieve her frustrations, and allow her to focus on more value added task (i3 - technically, that could be I1,I2,I3). If the rep doesn’t know if the feature will solve a problem, don’t show it (save it for Onboarding)… and confirm solution fit prior to quantifying Impact the rest of exiting good stuff 🙂

Lewis C.

What kind of data are you looking for? Usually the payout depends on sales cycle / quota. Eg: enterprise is annual, smb may be quarterly or even monthly. I've paid on booking w clawbacks for churn, cancellation.

I'm more bullish on an Inbound AI SDR as people are used to voice IVRs. But until I see some actual dashboards with ROI, I just don't believe the posts. Call it health skepticism. Ever notice how it's always 10x? Always the magic number a VC wants to hear or equivalent of the mythical 10x engineer. Always a nice round number…

Also saw this post recently re: 1mind https://www.linkedin.com/posts/cariludietrich_what-if-you-could-10x-your-sales-org-without-ugcPost-7401659810733326337-DcoL?utm_medium=ios_app&rcm=ACoAAAAHz14BoAXwEADzu8AI2wd4CjWreaAikao&utm_source=social_share_send&utm_campaign=copy_link

when y'all say better (Namit J. Sourabh A.) i would like to see a dashboard that shows real data / results with cost metrics attached. Happy to DM, buy a virtual coffee or something to see how it really is working for people. I've spoken to over 100 revenue leaders and have not seen a single instance that had ROI with any of these new tools. I'm not a pessimist, I want to believe, but have not seen it.

Thanks Rajesh D., i took a look and it doesn’t do what i want. e.g.: Note that the actual comments and likers will not be exported. In an ideal world, if you were the Account owner and Liked a post on a Company in the CRM, Hubspot would record an activity: Rajesh Liked a post and have a link to that post.