I was a bit misled by this headline -- and expected some general framework around how AI and automation would help scale GTM motions. Based on my read, it sounds like creating playbooks based on a deep understanding of customers and using AI to support segment specific 'plays' based on signals (another way of saying scoring, IMHO) is the thrust. Isn't that more of the same with new toys? I'm not trying to troll, I'm just trying to find the delta between the new strategic approach that will come with automation and past attempts. Can you clarify?
Automations today (and LLMs for research + copywriting) are incredibly different than they were 4 years ago. Lead scoring is totally different now (in fact, I have never liked lead scoring, and still don't!)
This is incorrect "2011: Aaron Ross wrote the book on outbound: Predictable Revenue. That’s when the SDR Playbook was first popularized." .... He did write a book on outbound, but the SDR / BDR role was created first at Oracle (I was a part of that early team), and Marc took that playbook from Oracle to SFDC, where Aaron first experienced it.
I was a bit misled by this headline -- and expected some general framework around how AI and automation would help scale GTM motions. Based on my read, it sounds like creating playbooks based on a deep understanding of customers and using AI to support segment specific 'plays' based on signals (another way of saying scoring, IMHO) is the thrust. Isn't that more of the same with new toys? I'm not trying to troll, I'm just trying to find the delta between the new strategic approach that will come with automation and past attempts. Can you clarify?
Automations today (and LLMs for research + copywriting) are incredibly different than they were 4 years ago. Lead scoring is totally different now (in fact, I have never liked lead scoring, and still don't!)
Love this approach.
I wrote a little about the Vibe Sales movement here, very similar themes
https://www.linkedin.com/pulse/vibe-sales-manifesto-zachary-king-bypuc?utm_source=share&utm_medium=member_ios&utm_campaign=share_via
This is incorrect "2011: Aaron Ross wrote the book on outbound: Predictable Revenue. That’s when the SDR Playbook was first popularized." .... He did write a book on outbound, but the SDR / BDR role was created first at Oracle (I was a part of that early team), and Marc took that playbook from Oracle to SFDC, where Aaron first experienced it.
Hey Doug! Great to hear from you, and really appreciate you chiming in.
I said "popularized" the SDR Playbook (with his book), not "invented" :) (But, correct me if I'm wrong! I wasn't in the space then, so I don't know)
PS - I'd love to hear more of the history sometime, that would be super interesting, on many levels.