Podcast episode
How to Build a Cleaner Sales Pipeline in the Age of AI | Stevie Case
30 Minutes to President's Club3 Sept 202635 min
Description
Stevie Case breaks down how modern sales leaders can use AI, clean CRM data, and human judgment to inspect pipeline, improve sales forecasting, and rethink outbound strategy. Learn how to separate real pipeline from automated outreach “slop,” uncover what your best reps are doing differently, and build practical AI sales workflows without waiting on engineering. 🧱 Clean your data before layering on AI. Put governance around accounts, contacts, and opportunities so your AI systems are analyzing reality instead of CRM slop. 🔍 Inspect before you correct. When a rep misses activity benchmarks, figure out what they’re actually doing and whether they’ve discovered a better play before simply demanding more calls or emails. 🤖 Use AI to inspect deals, not replace sales leaders. Pull qualification evidence directly from call transcripts, surface gaps automatically, then use human-led forecasts to investigate the areas that need judgment. 🛠️ Start building instead of waiting for engineering. Block a few hours to create a simple Clay signaling or pipeline workflow yourself. The fastest way for sales leaders to become competent with AI is to actually use it. You're one step closer to President's Club! 🏋 30MPC Training 🛠 Weekly Tactical Breakdowns 📚 Things you can steal and use today
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ICP. You can build a basic ICP score with clay. You can go identify accounts that fit into that ICP score and then you can do outreach. Then you can also build a clay table to get yourself basic signaling. So when somebody does something that is relevant to your business, it will flag for you “and you can reach out. That can be basic intent signals. It could be they visited your website.” It could be they hired somebody with a relevant title that's relevant to your business. This is something like I spent a day about a month ago and built a very sophisticated clay table to do this in about six hours. This is not something you need to take months to do. You don't need an
Um, what sort of guidance are you giving folks? What are you seeing work? Yeah, what we're seeing work number one is cold calling. I know everybody hates to hear that answer, but man, is it effective? I've got a whole floor here in San Francisco of SDRs and they are picking up the phone and they're smiling and dialing and it works, it works, and we are spending “a lot of time evolving their skills in this area, getting them stronger at the” talk track, getting them better at objection handling, understanding our value prop, like that cold calling does work. The math is unbelievably favorable and that has not changed at all in the last year. That remains true. Beyond that events, events is a huge winner for us right now.
I know everybody hates to hear that answer, but man, is it effective? I've got a whole floor here in San Francisco of SDRs and they are picking up the phone and they're smiling and dialing and it works, it works, and we are spending a lot of time evolving their skills in this area, getting them stronger at the “talk track, getting them better at objection handling, understanding our value” prop, like that cold calling does work. The math is unbelievably favorable and that has not changed at all in the last year. That remains true. Beyond that events, events is a huge winner for us right now. Whether that is everything from like huge conferences and really getting
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