Inside a 4 Billion Dollar Company Using AI to Supercharge Sales | w/ Stevie Case | Lead Ep. 335 | 30 Minutes to President's Club | No-Nonsense Sales

In this episode of 30 Minutes to President's Club, Stevie Case, CRO of Vanta, shares three actionable leadership takeaways on leveraging AI in outbound sales. First, intelligently surface the right contacts by reverse engineering data from closed deals to identify key buyer profiles. Second, amplify human outreach by using AI to prep SDRs for meaningful conversations rather than automating content creation. Third, create a real-time feedback loop using AI to automate call scoring and provide reps with specific suggestions for improvement. Stevie details how Vanta uses tools like Clay and in-house analytics to gather data, prioritize leads, and provide SDRs with targeted talking points, emphasizing the importance of human-driven insights augmented by AI for effective and scalable outbound prospecting.

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Inside a 4 Billion Dollar Company Using AI to Supercharge Sales | w/ Stevie Case | Lead Ep. 335

30 Minutes to President's Club | No-Nonsense Sales

Introduction to AI-Powered Prospecting with Stevie Case

Human-First Approach and the Feedback Loop

Deep Dive into Identifying Ideal Customer Profiles with AI

Maintaining and Acting on Dynamic Signals

Leveraging Clay and Differentiating from Traditional Lead Scoring

Dynamic Adjustment and Real-Time Analysis

Delivering Context and Focus to SDRs

Contact Volume, Phone Focus, and Outbound Success

In-Person Team Building and the Feedback Loop Process

Real-Time Feedback and Human-Driven Thinking

Call-Heavy Culture and Activity Metrics

Customized Images and the Magic of Opportunity

Recap and Actionable Steps

Inside a 4 Billion Dollar Company Using AI to Supercharge Sales | w/ Stevie Case | Lead Ep. 335

30 Minutes to President's Club | No-Nonsense Sales

00:00Introduction to AI-Powered Prospecting with Stevie Case

Introduction to AI-Powered Prospecting with Stevie Case

02:01Human-First Approach and the Feedback Loop

Human-First Approach and the Feedback Loop

05:54Deep Dive into Identifying Ideal Customer Profiles with AI

Deep Dive into Identifying Ideal Customer Profiles with AI

09:09Maintaining and Acting on Dynamic Signals

Maintaining and Acting on Dynamic Signals

12:25Leveraging Clay and Differentiating from Traditional Lead Scoring

Leveraging Clay and Differentiating from Traditional Lead Scoring

14:56Dynamic Adjustment and Real-Time Analysis

Dynamic Adjustment and Real-Time Analysis

17:25Delivering Context and Focus to SDRs

Delivering Context and Focus to SDRs

20:56Contact Volume, Phone Focus, and Outbound Success

Contact Volume, Phone Focus, and Outbound Success

23:31In-Person Team Building and the Feedback Loop Process

In-Person Team Building and the Feedback Loop Process

26:53Real-Time Feedback and Human-Driven Thinking

Real-Time Feedback and Human-Driven Thinking

29:46Call-Heavy Culture and Activity Metrics

Call-Heavy Culture and Activity Metrics

32:36Customized Images and the Magic of Opportunity

Customized Images and the Magic of Opportunity

35:57Recap and Actionable Steps

Recap and Actionable Steps