We all know GenAI is having a big impact on Engineering productivity. But, how is it disrupting the sales profession?I spoke at the Product Hackers Conference this week on the future of sales.Here are the Top 3 questions on people’s minds, and a few insights:1. Is Predictable Revenue dead?If you haven’t read Predictable Revenue yet, you are late to the party.This books, written by one of the first sales team members at Salesforce, is mandatory reading for anyone building a sales function.The book can be summarized into 3 core principles:Specialise: on the importance of division of labor within the sales function: 1. Prospectors, 2. Inbound Lead Qualifiers 3) Closing and 4) Account Management.d emailing VCs: for fundraising. 💵 Iberian Deals:
I’d like to attend your Sales AI workshop. Getting an early understanding of exactly where AI is influencing the sales process, from strategy to execution, gives me a competitive advantage. And, seeing first-hand the AI apps, today, tells me where I need to invest my energies. This is going to be an awesome workshop. Thanks!
Even though sales teams in bigger companies are supposed to be more specialized (following Ross' principle), still 75% of sales rep time spent on non-selling activities.? 🫣
Adding a loom product demo is a great idea. Never thought of doing this, but it removes the synchronous component from the communication.
I’d like to attend your Sales AI workshop. Getting an early understanding of exactly where AI is influencing the sales process, from strategy to execution, gives me a competitive advantage. And, seeing first-hand the AI apps, today, tells me where I need to invest my energies. This is going to be an awesome workshop. Thanks!
Thanks Jeff!
Even though sales teams in bigger companies are supposed to be more specialized (following Ross' principle), still 75% of sales rep time spent on non-selling activities.? 🫣
Yup. It is pretty amazing. The data point comes from the founder of Gong, he mentioned this at a panel at SaaStr.