AI sourcing should be centralised in RevOps and delivered to SDRs as prepared data, rather than given to reps as a research tool. Listen
Greg Casale says giving each rep an AI sourcing tool does not produce the value; instead, the team pulls ICP, TAM accounts, contacts, phone numbers and propensity signals into the back office. He says the prepared data is sent to SDRs through Sales Loft, which removes human sourcing errors such as the right person at the wrong company. He says that research which used to take hours a day is now already in place when a rep makes the call.
“instead of arming each rep with an AI based sourcing tool so they can get really smart about who they're calling that's not that's not the value”
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From How to Build a Predictable Pipeline Engine Without Sales Heroics with Greg Casale.