Tony W.

No I haven't seen that. If the company is that small, it's the founder who is doing the selling and the demo then. I've only worked with about 40 companies though

Just to confirm, SE means “sales engineer”, correct? If yes, this situation is unique to your organization. It is not common for a sales engineer to get involved in the sales process prior to opportunity creation. If the company has the role of Sales Engineer, they are typically conducting somewhat customized demos, hence need a lot of information from the sales rep prior to that.

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