Roni Green Head of Growth Rightbound Desmond Tsai Global Business Development Sales Leader Axonius

1. Machine vs. Human
FACE OFF
Roni Green
Head of Growth
@ RightBound
Desmond Tsai
Global Business Development
Sales Leader
@ Axonius

2. is AI
SMARTER
than you?

3. Sales Development Process
RESEARCH
INITIAL OUTREACH
CONVERSATION

4. Sales Development Process
RESEARCH ...
INITIAL OUTREACH ...
CONVERSATION ...
ICP definition
Analysis
for continuous
optimization

5. ICP Definition
FACEOFF
MACHINE HUMAN
● Gather & mine big data
● Analytics & dashboards
for analysis
● Analyze market
● Evaluate existing clients,
closed-won opportunities,
conversation rates
● Define value proposition
● Cross-team: management,
product, marketing, sales
SCORE: 20%
00 01
SCORE: 90%

6. Account Research | Prospect Research
SCORE: 90%
FACEOFF
MACHINE HUMAN
● Dozens of data sources
● Automated process is
efficient & scalable
● Data pre-organized
& segmented
● High accuracy &
relevancy identifying
prospects 1-by-1
01 01
SCORE: 20%

7. “ Automation is inevitable but the challenge is
maintaining a certain level of personalization.
Tier 1+2 High desired & Desired accounts
invest time in 1-by-1 personalization
Tier 3 Potentially qualified accounts
invest in getting attention, but not on a personalized note
Tier 4 Unlikely qualified accounts
much more automated
Automation is inevitable, but should be allocated
to tier 3&4 when selling structure is consultative
and requires the SDR's full attention. ”
Gal Ben-Avinoam
Director of Sales Development
& Operations @ GiftNow

8. Initial Multi-Channel Outreach
SCORE: 80%
FACEOFF
MACHINE HUMAN
● Volume volume volume!
● Top-of-funnel
maximization
● Minimal effort to achieve
segmentation & semi-
personalization
● Auto prioritization,
length, pace
● True personalization
of messaging
● No automation errors
“Hi %FIRST_NAME”
03 01
SCORE: 40%

9. “ As you build your revenue engine, a core
element of it will be manual outreach -- testing
messaging, testing segmentation, testing
touchpoints, and repeating until you find a
cadence and level of personalization
that works.
Once you figure that out, automation can come
into play.... because if you nail segmentation and
you understand which touchpoints need to feel
personalized, you can start to think about how to
scale it through automation.”
Tyler Calder
VP Marketing
@ PartnerStack

10. Continuous Follow Up
SCORE: 70%
FACEOFF
MACHINE HUMAN
● Run multiple sequences
with zero effort
● Timing is everything -
machine always
available for
immediate FU
● Study the person
before following up
● Accurate 1:1 FU
04 01
SCORE: 50%

11. “ It depends on the average deal size.
If it's a very transactional sale, less than a month
average life cycle of the opp, reps HAVE to be
more automated as time is everything - gotta
be about the velocity throughout their
pipeline.
The larger the deal and the longer the life cycle,
follow up needs to be 100% custom,
personalized, and building specific value. ”
Kyle Tudor
Sales Director
@ Printfection

12. Initial Conversation
SCORE: 10%
FACEOFF
MACHINE HUMAN
● 24/7 availability
● Always documented
● Full attention to prospect
● Your voice & tone is the
real deal
● Truly two-way
mutual interaction
04 02
SCORE: 95%

13. “ A human verbal interaction is 30 times better
than 50 back-and-forth written messages.
Sometimes I feel society as a whole has lost the
ability to speak on the phone, but everyone will
get more done talking than they will in
dozens of emails & texts.
Bottom line? A phone interaction will always
beat a conversational bot. ”
Casey McKeon
Senior Business Development
Manager @ RightBound

14. SQL to Demo
SCORE: 40%
FACEOFF
MACHINE HUMAN
● Auto routing
Auto tasks & reminders
Auto alerts
● Cross systems
Cross teams
● Nothing slips btwn cracks
● Human decision takes
multiple factors into
consideration
04 03
SCORE: 60%

15. Analysis for Continuous Optimization
SCORE: 90%
FACEOFF
MACHINE HUMAN
● Big data auto-analysis
● ABCD testing >
maximum optimization
● Personalization
at scale
● Smart conclusions by
manual in-depth analysis
● “Teach the machine”
with human input
05 03
SCORE: 30%

16. “ By integrating different tools, sales professionals
analyze the customer journey data to understand
how each department can improve its overall
productivity and increase revenue.
To secure SQLs pipeline, first you start thinking about
the sales funnel, then keep snapshots of your
forecast plans, and lastly create transparency.
Bottom line? Use data to drive strategy
and technology to hack success. ”
Leore Spira
Head of Revenue
Operations @Syte

17. is AI
SMARTER
than you?
AVG SCORE:
61%
AVG SCORE:
53%
neither will do on it’s own!

18. Teamwork Makes the Dream Work
“None of us is as smart
as all of us.”
- Ken Blanchard
“It takes two flints
to make a fire”
- Louisa May Alcott

19. Thoughts?
Roni Green
Head of Growth
@RightBound
Desmond Tsai
Global Business Development
Sales Leader @Axonius

20. Thanks