Podcast episode
Inside a 4 Billion Dollar Company Using AI to Supercharge Sales | w/ Stevie Case
30 Minutes to President's Club16 Sept 202541 min
Description
Stevie Case breaks down how she’s building one of the most advanced outbound sales machines in SaaS—balancing AI-driven efficiency with human-first selling to achieve conversion rates that beat inbound. 🎙️ ACTIONABLE TAKEAWAYS: Reverse-engineer ICP using AI and enrichment to find signals and stack-rank leads Keep outreach human-first by using AI for prep but letting reps drive conversations Build feedback loops with AI scoring while managers set coaching standards Continuously refine by feeding win/loss data back into the prospecting engine More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC STEVE’S PATH TO PRESIDENT’S CLUB: CRO @ Vanta Vice President of Sales @ Twilio Vice President of Sales and Growth @ Layer RESOURCES DISCUSSED: Jason Bay’s Cold Email ChatGPT Prompts Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides 30MPC Training: 30mpc.com/training
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That is a rare thing, y'all, and she's going to spill the beans on some of the stuff she's doing to get that. All righty, Stevie. Welcome back to the show. We start every show with your top three actionable leadership takeaways. Let's get your three. So actionable takeaway number one is as you are building this outbound machine, number “one is you've got to really intelligently surface the right contacts.” This may seem obvious. This is something people have been doing forever, but I think AI is particularly well-suited to help do this. We've been doing some really interesting work here. Reverse engineering from our closed one, from the folks that we serve well and successfully
There are CISOs who have much more modern teams that look quite different. They've got a certain team makeup. They've got certain titles on their team. They've got a certain tech stack. It's a certain size of company. We take that data, we reverse engineer it, and we're using that to not just stack rank “who we've gotten CRM for outreach, but actually go out and do that enrichment, find those” folks in the world, and then stack rank them and make them our top prospects that get the most love and attention. Today's show was brought to you by 11X, your all-in-one digital GTM team handling, creating, qualifying, and converting pipeline across every channel. If you are still using stale triggers like congrats on the funding, you're getting blended in with everybody else.
So it's that combination of signals that's now AI driven that we have found the most effective. And are you having some AI running now that's looking for additional signals or maybe signals are dropping off in effectiveness? The list, my guess, sounds kind of long. How are you maintaining it? Yeah. “It's an evolving thing and it really varies by segment.” We sell to founders. The signals there are pretty consistent and they are very straightforward. So an example of that would be we are out crawling the web to see does this company have any representation of their compliance posture on their website? Do they have a SOC 2 badge?