The jury is still out on the right way to utilize AI in B2B sales.
One thing is sure - AI and automation powered sales teams that stay lean are winning at a much higher rate than those who have gotten comfy over the last few years and have yet to figure out how to delegate gruntwork to machines.
Today’s guest is a master of sales efficiency. Over 5 ½ years, his team went from $0 - $30 million in ARR with only 4 salespeople using a truly efficient sales process, and now he’s gone all in on AI transformation for B2B sales and go-to-market as a whole.
Ryan Staley is the Founder & CEO of Whale Boss - a consultancy that helps Chief Revenue Officers & Sales Professionals leverage AI to work 10 hours less weekly and 2x their performance. He's also the host of The Scale Up Show - a top 2% podcast where he deconstructs how the top SaaS CEOs in the world grow their companies repeatedly and predictably.
During his early days as a sales leader, Ryan received quite a bit of flack for not having the right processes and systems in place to build a repeatable and scalable sales process. When opportunity struck and Ryan moved upmarket, he was determined to not make the same mistake again. His first a-ha moment came when he realized that most SaaS sales leaders don’t analyze their deal metrics enough to niche down and achieve efficient growth.
Ryan then started looking at the patterns between the biggest deals they closed and took a data-driven approach to the top 40 deals the company had closed. He noticed that certain verticals had better outcomes than others, and the real kicker was that a few of these verticals weren’t a focus point. His team then narrowed down on the few niche profiles that received the most value from their product and made it their full focus.
Tune into the full episode to learn more on how to become an efficient and effective sales org!
KEY INSIGHTS:
04:01 Going from 0 - 30$ Million with 4 Salespeople
06:22 How to find your true ideal client profile (ICP)
09:04 Which metrics should you track?
11:34 Why sales methodologies are flawed
13:57 Building a team of efficient sellers
15:47 Systemising your referral stream
17:03 How to utilize AI in B2B
20:29 Approaching AI the right way
22:29 Finding your personal AI use case
Connect with Ryan - https://www.linkedin.com/in/ryan-staley/
Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/
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