Mick Gosset’s Post

My learnings from Day 1 of the London Pavilion Summit. 1 - Intent signals don't work in Europe. 2 - Deal Scoring AI is not built at the client instance level. 3 - It's all about capturing the buying journeys - but no one is truly offering a solution for it except for Jointflows | more on this below. More explanations here: 1️⃣ - Intent signals don't work in Europe. GDPR laws mean you can't link a website visit to a specific end user. Signals are captured at "corporate IPs." This also means website visitors need to visit from their office to be "identified" as "Someone from Company X" showing intent. If you're targeting big companies, then it could be anyone in this office + IP identification errors. 2️⃣ - Deal Scoring AI is not built at the client instance level. If you and your competitors are using the same SEP or Deal Scoring tool, then you will most likely be recommended the next best actions and risk factors. These platforms mostly capture engagement from engaged stakeholders, creating a self-fulfilling prophecy. If you are using a mainstream SEP or Forecasting tool, chances are your competitors are using the same tool and recommended the same actions. No wonder why 69% of reps missed their quota in 2024. 3️⃣ - It's all about capturing the buying journeys. Big hype on capturing the buying journeys. No real solution for it. Jointflows remains the only solution able to deliver on this promise.

Deal progression is going to be called Jointflows. I Jointflows You Jointflows She/He/It Jointflows We Jointflows You Jointflows They Jointflows https://lnkd.in/etKdwJcq

Unless you live under a rock, you've probably seen Haris Halkic launched his LinkedIn Growth Hub Club over the weekend. 🔥 Haris has grown his followers to 24,000 in less than 6 months. He shared how he did it on the podcast. Link here: https://spoti.fi/3XOIpzz Having a strong, qualified personal LinkedIn audience is guaranteed business for a salesperson (IC or leader). But it requires authenticity and consistency, which 99% of the sales population lack in the long term (sorry, folks!). Invest in yourself and listen to episode 52 of the pod. Episode FIFTY-TWO. 52.

James Bissell is (once again) spot on. Time to close lost is the biggest opportunity to create Revenue efficiencies. Stuart Barker, Hitesh Kapadia, and I were speaking about this on Tuesday as our time to close lost is super low and our conversion rate is crazy high. Jointflows forces you to qualify the opportunities thoroughly... and to nip time wasters in the bud! 1️⃣ Whatever enters the pipeline is likely going to close. Highly qualified and "invited to sell." 2️⃣ As a result: Not much junk "enters the pipeline" - natural selection kind of law. 3️⃣ Whatever is between A and B is monitored by the platform as dying or dead very early on. Work it or kill it. Close lost is very fast as a result.

AI SDR'ing is killing the industry. And YOU are to be blamed for it. 🫵🏼 Haris Halkic, Hitesh Kapadia, and I spoke about the ill behavior these tools promote. I've been very vocal about this for a long time. I think AI SDRs are a bubble which will pop very soon. Why? Because it does two things: 1️⃣ 𝗚𝗼𝗲𝘀 𝗼𝘂𝘁 𝘁𝗵𝗲 𝘄𝗶𝗻𝗱𝗼𝘄: 𝗖𝗹𝗲𝘃𝗲𝗿, 𝘀𝗲𝗻𝘀𝗶𝗯𝗹𝗲 𝘁𝗮𝗿𝗴𝗲𝘁𝗶𝗻𝗴. It enables sales teams to virtually uncap the amount of cold emails they send. 2️⃣ 𝗚𝗼𝗲𝘀 𝗼𝘂𝘁 𝘁𝗵𝗲 𝘄𝗶𝗻𝗱𝗼𝘄: 𝗗𝗶𝗳𝗳𝗲𝗿𝗲𝗻𝘁𝗶𝗮𝘁𝗶𝗻𝗴 𝗽𝗲𝗿𝘀𝗼𝗻𝗮𝗹𝗶𝘇𝗮𝘁𝗶𝗼𝗻. It depersonalizes the outreach. The point of personalization was that someone who spent more time researching the prospect or the company would find more valuable information to leverage. Now everyone is using the same scraping tools (Clay), the same information to scrape (LinkedIn profiles, news), and the same prompts to create the content (OpenAI). But it's good.... Some random salespeople can now "hack" a workflow in no time. It makes them feel powerful. Just remember that commoditisation and value are two inverse factors. Full episode here: https://spoti.fi/3XOIpzz

John Hills like this?

How was Q2? 👀

So many big things are happening at Jointflows - it's hard to keep up... 1️⃣ We are raising on Crowdcube! And we're already pacing way above target. No minimum amount is required, but this campaign is likely to be short given the early results. Don't miss the boat! Link to the campaign in the comments. 2️⃣ We've had a special podcast episode with two of the greatest commercial minds in Europe: James Bissell and Adam Weekes. - We went heavy on LinkedIn gurus, - 1st line managers' real value (or lack thereof), - impact-less enablement, - and conversational intelligence... This episode is probably going to be discomforting for a lot of people on LinkedIn, but as Jorge "Gamebred" Masvidal would say: it was "very necessary". 𝘋𝘰𝘯’𝘵 𝘪𝘯𝘷𝘦𝘴𝘵 𝘶𝘯𝘭𝘦𝘴𝘴 𝘺𝘰𝘶’𝘳𝘦 𝘱𝘳𝘦𝘱𝘢𝘳𝘦𝘥 𝘵𝘰 𝘭𝘰𝘴𝘦 𝘢𝘭𝘭 𝘵𝘩𝘦 𝘮𝘰𝘯𝘦𝘺 𝘺𝘰𝘶 𝘪𝘯𝘷𝘦𝘴𝘵. 𝘛𝘩𝘪𝘴 𝘪𝘴 𝘢 𝘩𝘪𝘨𝘩-𝘳𝘪𝘴𝘬 𝘪𝘯𝘷𝘦𝘴𝘵𝘮𝘦𝘯𝘵.

We've received a few term sheets. What should we do?