Tony W.

Looks awesome! Unfortunately I'll be out of town, but I am going to see if my colleague can attend

Done!

Woohoo! I'm in Phoenix about once a month and I'm hoping to plan my next trip around tech week. I'll let you know!

Just a dialer? In HubSpot? Your best option is probably HubSpot’s dialer.

TAM and ICP are entirely different things. TAM = anyone who can buy your product or service. Marketing can get the TAM. However, sales resources should only be pointed at ICP if you want efficient and effective resource allocation.

A refined ICP is all you need. Not one based on “characteristics” alone. Characteristics are things you can filter for in a database. Instead a defined ICP that includes characteristics, behaviors, and operations of your target customers. Once companies identify who they actually solve problems for, signals are not needed

None of the above. We don't use signals in prospecting

AI will replace any mediocre output (role). So it'll impact all of these roles. Including front line managers, not listed

The way to bridge the gap is to give your reps the training and skill development they need to control the sale and move the deal forward.

There are dozens of leaders here. All of them willing to share advice when the ask is direct, and not a hidden pitch. They are happy to help in between their full time gigs of getting paid for their advice.