How to Create Value for Customers with AI
Real world breakdown of account outreach
Recently had the chance to connect with a founder who is learning the fundamentals on outreach and GTM Messaging. I was getting asked things like:
What do you think the best tools are for outreach?
What are your thoughts on this “xyz AI tool”?
There’s so many tools out there, where do I even start?
Even as a rep, especially in a startup, you’re tasked with not only executing the work but finding tools to fill the gap. At the end of the day, most don’t matter. The tools you use are only as good if they’re used correctly, and the fundamentals are simply strengthened.
Think more along the lines of:
Do I generally understand my personas’s challengess?
Do I craft messaging in a way that hits on why xyz solution is relevant?
Do I have a point of view or business hypothesis that can provide value to the org’s initiatives?
It’s really just communicating how you can provide value. Ironically, there’s not a lot of it in the market today.
Matt Harney recently published tangible data that supports why it’s so important to provide value.
Credit: Matt Harney via Guy Rubin
Full Interview
Over the past couple of weeks I’ve been covering how to develop your business hypothesis and applying your business point of view towards multiple aspects of the sales cycle.
Since I’ve been taking the approaches outlined in the previous articles the past two weeks - I’ve been implementing slightly lower volume but getting:
Increased net new meetings that were well qualified opportunities
Pipeline progression in active and stagnant deals
Higher order value potential
Why?
Creating your business hypothesis is tied to the things that the company is focused on to generate more revenue. You can understand this by looking at annual or quarterly reports that give you a snapshot, along with recent news, and using intent signals.
It just takes time. A lot of it.
Which is why I’m an avid believer that sales reps who are compelling writers, develop narratives, and are proficient with code/AI are going to be able to approach their GTM more efficiently and effectively.
A lot of initiatives are easily found in job descriptions, financial reports, recent news, and industrial publications.
If you haven’t done it before though, it’s hard to know where to start.
Today, I wanted to provide you with some real world value and help teardown how you’d be able to create and scale relevant messaging using AI.
If you’re up for it - shoot an email over to andrew@hackingsales.xyz with the following:
Company Name
Account
Role
I’ll select one submission each week, responding to you with a breakdown of messaging and then a breakdown of how it was approached on Hacking Sales. I’ll make sure to keep all submissions anonymous (unless you choose otherwise).
This will be a fun experiment and think that you as a subscriber can get a fresh look at how research and the formulation of messaging would work.
Look forward to hearing back and as always, thanks for reading.
See you all next week
-Andrew K
Good stuff!