Sunday GTM

Hi there,

Question: What's all this buzz about AI replacing sales jobs?

Answer: I think it's BS. (Or it'll be on a longer time horizon)
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Here's why I say that and how I think AI will evolve in sales.
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The assumptions I base my argument on:
- AI's main job is to add leverage to sales by increasing output for the same amount of sales reps.
- Most companies are running a tight ship from start to scale-up and are looking to become more efficient and save costs in the short term.
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So here's how I see AI evolving in sales:

Stage 1:

→ startups will hire fewer reps (maybe even fire some) and use AI to get the same amount of output for less money (lower CAC - save costs)
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Stage 2:

→ Startups will start rehiring sales reps at higher speeds with added productivity per rep and more room thanks to larger margins with AI
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Right now, I think we're in stage 1, where lots of companies are saving costs and focused on improving margins BUT as CAC:LTV increases, I think we'll start to see it swing the other way and see most hire again while maintaining a more efficient movement.

Tool of the week

​Unify​
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I'm a sucker for a nice UI and Unify... hits that spot. Unify is the tool we're using to track website visitors, look up our buyer persona, and do automated outreach if they fit our ICP. Think of Unify as the inbound-led outbound tool with added AI agents.
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A few things I love about them:

• UI is awesome
• AI agents are actually good and easy to set up
• Have their own email infrastructure with warm-up
• Website tracking does the job and does it well
• Connects with G2
• Does champion tracking

Negatives:

• Pricey compared to what's out there (you can use leadinfo or RB2B + Clay and set up the same workflows)

Workflow of the week

We have 4 different types of sales on existing customers; up-sell, cross-sell, renew and.. resell.

Resell seems to be an often forgotten motion but an important one nonetheless. A resell happens when your champion leaves his company and a replacement will start using your product at your current customer - which is a very dangerous spot to be in since the chances of churn are higher when there's someone new in charge, so in order not to churn you can resell the new champion/ user on your product.

Thanks for reading!

I hope this email gave you some value!

Happy Sunday,

Laurens

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