Field notes from the sales floor.
Notes on sales process and automation from someone still running an SDR team.
Document it before you automate it
AI sales pilots rarely fail because of the AI. They fail because nobody wrote down the process the AI was supposed to run.
Where the human stays in the loop: a decision rule for sales automation
A simple test for deciding which sales steps software should handle, and where a rep stays involved.
Find out what to automate first.
Bring one task that eats your reps’ week. You’ll leave with a first draft of what software should handle.