🎙 Exciting news! I recently had the pleasure of having Stephanie Valenti on the Scale Up Show for part 2 of our conversation. We dove deep into the topic of retaining perceived value in a fast-moving market, especially with the rapid advancement of AI and technology. If you're looking for insights on how to navigate this challenge, this episode is a must-listen.

🔍 In the episode, we discussed strategies for retaining perceived value in a fast-moving market, drawing from my experience in various leadership positions across B2C, B2B, and enterprise environments. We also explored the impact of AI on client relationships and continuous value creation. 

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  



Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/

KEY TAKEAWAYS
Embrace constant creativity and think outside the box to bring value based on your organization's strengths
Understand the initial impact that made clients choose your business and continue to focus on that throughout the relationship
Leverage AI to supplement human experiences and provide consistent value to clients
Stay informed about competitors, AI advancements, and work closely with product teams to deliver value rapidly
Prioritize human elements like co-selling, sponsorships, and events that AI cannot replicate
Be proactive in client communication at the executive level to gather feedback and address any lack of value
Segment business and assign executive ownership for constant communication and proactive feedback gathering
Consolidate client feedback, identify trends, and take action to maintain and enhance value

BEST MOMENTS

"It's constant creativity on a leader's part, how are you thinking outside the box to make sure that you're bringing value based on what your organization can provide." 

"You've got to think about what is the human element that can supplement an AI experience." 

"It's the human element. It's the co-selling. It's the sponsorships. It's the events. And it's no surprise why those are at the top. It's because it's human and that can't be replaced, at least yet." -

"You generally don't know if you've lost perceived value until it's gone if you're not proactive

"Proactivity is key. After that, if you start to lose, then you're just playing catch up and that can be a really dangerous game." 

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io

🎙 Exciting news! I recently had the pleasure of having Stephanie Valenti on the Scale Up Show for part 2 of our conversation. We dove deep into the topic of retaining perceived value in a fast-moving market, especially with the rapid advancement of AI and technology. If you're looking for insights on how to navigate this challenge, this episode is a must-listen.
🔍 In the episode, we discussed strategies for retaining perceived value in a fast-moving market, drawing from my experience in various leadership positions across B2C, B2B, and enterprise environments. We also explored the impact of AI on client relationships and continuous value creation. 
Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   
Explore becoming Superhuman here: <a href="https://superhumanrevenue.beehiiv.com/">https://superhumanrevenue.beehiiv.com/</a>
KEY TAKEAWAYS
<ul>
<li>Embrace constant creativity and think outside the box to bring value based on your organization's strengths</li>
<li>Understand the initial impact that made clients choose your business and continue to focus on that throughout the relationship</li>
<li>Leverage AI to supplement human experiences and provide consistent value to clients</li>
<li>Stay informed about competitors, AI advancements, and work closely with product teams to deliver value rapidly</li>
<li>Prioritize human elements like co-selling, sponsorships, and events that AI cannot replicate</li>
<li>Be proactive in client communication at the executive level to gather feedback and address any lack of value</li>
<li>Segment business and assign executive ownership for constant communication and proactive feedback gathering</li>
<li>Consolidate client feedback, identify trends, and take action to maintain and enhance value</li>
</ul>
BEST MOMENTS
"It's constant creativity on a leader's part, how are you thinking outside the box to make sure that you're bringing value based on what your organization can provide." 
"You've got to think about what is the human element that can supplement an AI experience." 
"It's the human element. It's the co-selling. It's the sponsorships. It's the events. And it's no surprise why those are at the top. It's because it's human and that can't be replaced, at least yet." -
"You generally don't know if you've lost perceived value until it's gone if you're not proactive
"Proactivity is key. After that, if you start to lose, then you're just playing catch up and that can be a really dangerous game." 
Ryan Staley
Founder and CEO
Whale Boss
ryan@whalesellingsystem.com
<a href="https://www.ryanstaley.io/">www.ryanstaley.io</a>

How do you grow like a VC-backed SAAS company without taking on investors? What are the secrets that SAAS CEOs have that the rest of us don't? Do you want to create a lifestyle business, a performance business, or an empire?  How do you scale to an exit without losing your freedom?


Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best SAAS Founders, CEOs, and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.

This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Gina Bianchini (Founder of Mighty Networks and prior Co-Founder with Marc Andreessen) and Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin). This is where Scaling and Sales are made simple in 25 minutes or less.

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Sales, Business growth strategy, Founder, VP of Sales, CRO, Chief Revenue Officer, Technology, Leadership, CEO, Management, Hyper-Growth.

How do you grow like a VC-backed SAAS company without taking on investors? What are the secrets that SAAS CEOs have that the rest of us don't? Do you want to create a lifestyle business, a performance business, or an empire?  How do you scale to an exit without losing your freedom?
 Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best SAAS Founders, CEOs, and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.
This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Gina Bianchini (Founder of Mighty Networks and prior Co-Founder with Marc Andreessen) and Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin). This is where Scaling and Sales are made simple in 25 minutes or less.
Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Sales, Business growth strategy, Founder, VP of Sales, CRO, Chief Revenue Officer, Technology, Leadership, CEO, Management, Hyper-Growth.

The Scale Up Show

How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire?  How do you scale to an exit without losing your freedom?
Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.
This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak),  Andrew Gazdecki (Founder of Microacquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more
This is where Scaling and Sales are made simple in 25 minutes or less.

How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? &nbsp;How do you scale to an exit without losing your freedom? Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO&rsquo;s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset. This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World&rsquo;s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak),&nbsp; Andrew Gazdecki (Founder of Microacquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more This is where Scaling and Sales are made simple in 25 minutes or less.

How to Turn Chaos Into Scale with 4x Executive Stephanie Valenti Part 2

Ryan Staley sits down with Sankar Sundaresan, CEO and founder of Sky Geni, an AI-native company revolutionizing pipeline management for tech companies. Sankar shares invaluable insights on common mistakes CROs make, the importance of explainable AI in predicting pipeline yield, and how to align demand generation efforts with recent market traction. Don't miss this information-packed episode that could transform your approach to revenue growth!

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  



Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/

KEY TAKEAWAYS
Sky Genie is a growth acceleration platform helping revenue teams drive efficient and predictable growth by reverse-engineering pipeline needs and providing a GPS-like system for planning and course correction.
The biggest mistake CROs make is relying on rules of thumb for pipeline requirements without considering past execution data and the importance of having enough capacity to create and convert pipelines within the quarter.
Explainable AI mimics the judgement process of experienced CROs, capturing their expertise in ML models trained against past performance data to provide accurate pipeline yield predictions.
Aligning demand generation efforts with recent positive market traction in specific vertical segments, products, and geographies can significantly improve win rates and revenue growth.
Continuously tweaking the pipeline generation machine based on recent win-loss data is crucial for capitalizing on tailwinds and addressing competitive challenges.
A two-step approach to pipeline generation by identifying the most promising segment/vertical/geo/product combinations and then determining the best channels for those combinations leads to more efficient and targeted efforts.
AI is best applied to high-level, critical questions like predicting pipeline yield and identifying opportunities at risk of slipping based on conversational intelligence data.
Sky Genie focuses on giving CROs the tools to develop high-confidence, long-term pipeline plans that set them up for success, rather than just chasing current quarter deals.

BEST MOMENTS

"The single biggest mistake is just relying on rules of thumb. Like I need three X pipeline. I need four X pipeline because you'll be amazed at, you know, how many jobs we've seen dropping to the ground when we actually show them." 

"I think there's a huge opportunity to align where we're building pipeline with where sales teams are actually able to win as evidenced, not by people doing research on 6sense and things like that." 

"Instead of making it a one-step answer, it's really a two-step answer. You solve for it one step at a time, and therefore you get to a better, more efficient way of generating the right kind of pipe, using the right channels for exactly the type of pipe you need to generate." 

"If all you're doing is just chasing current quarter deals, I think you're just setting yourself up for failure, right?" 

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io

Ryan Staley sits down with Sankar Sundaresan, CEO and founder of Sky Geni, an AI-native company revolutionizing pipeline management for tech companies. Sankar shares invaluable insights on common mistakes CROs make, the importance of explainable AI in predicting pipeline yield, and how to align demand generation efforts with recent market traction. Don't miss this information-packed episode that could transform your approach to revenue growth!
Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   
Explore becoming Superhuman here: <a href="https://superhumanrevenue.beehiiv.com/">https://superhumanrevenue.beehiiv.com/</a>
KEY TAKEAWAYS
<ul>
<li>Sky Genie is a growth acceleration platform helping revenue teams drive efficient and predictable growth by reverse-engineering pipeline needs and providing a GPS-like system for planning and course correction.</li>
<li>The biggest mistake CROs make is relying on rules of thumb for pipeline requirements without considering past execution data and the importance of having enough capacity to create and convert pipelines within the quarter.</li>
<li>Explainable AI mimics the judgement process of experienced CROs, capturing their expertise in ML models trained against past performance data to provide accurate pipeline yield predictions.</li>
<li>Aligning demand generation efforts with recent positive market traction in specific vertical segments, products, and geographies can significantly improve win rates and revenue growth.</li>
<li>Continuously tweaking the pipeline generation machine based on recent win-loss data is crucial for capitalizing on tailwinds and addressing competitive challenges.</li>
<li>A two-step approach to pipeline generation by identifying the most promising segment/vertical/geo/product combinations and then determining the best channels for those combinations leads to more efficient and targeted efforts.</li>
<li>AI is best applied to high-level, critical questions like predicting pipeline yield and identifying opportunities at risk of slipping based on conversational intelligence data.</li>
<li>Sky Genie focuses on giving CROs the tools to develop high-confidence, long-term pipeline plans that set them up for success, rather than just chasing current quarter deals.</li>
</ul>
BEST MOMENTS
"The single biggest mistake is just relying on rules of thumb. Like I need three X pipeline. I need four X pipeline because you'll be amazed at, you know, how many jobs we've seen dropping to the ground when we actually show them." 
"I think there's a huge opportunity to align where we're building pipeline with where sales teams are actually able to win as evidenced, not by people doing research on 6sense and things like that." 
"Instead of making it a one-step answer, it's really a two-step answer. You solve for it one step at a time, and therefore you get to a better, more efficient way of generating the right kind of pipe, using the right channels for exactly the type of pipe you need to generate." 
"If all you're doing is just chasing current quarter deals, I think you're just setting yourself up for failure, right?" 
Ryan Staley
Founder and CEO
Whale Boss
ryan@whalesellingsystem.com
<a href="https://www.ryanstaley.io/">www.ryanstaley.io</a>

Explainable AI: The Secret to Predicting Pipeline Yield with Sky Geni's CEO Sankar Sundaresan

Join Ryan for part two with Mark Roberge, the original CRO at HubSpot who took the company from zero to $100 million. Roberge shares his unique insights on native AI companies versus adapted companies, offering a fresh perspective on how to effectively use AI in go-to-market strategies. 

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  



Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/

KEY TAKEAWAYS
The science of scaling framework helps boards and founders determine when to scale revenue and at what pace, focusing on product-market fit and go-to-market fit.
AI may significantly reduce development cycles and sales cycles, potentially leading to billion-dollar companies run by fewer than 10 people.
AI could enable the creation of highly customized micro-products for niche markets, allowing for a multitude of smaller, specialized companies.
Integrating AI into employees' workflows is crucial for staying ahead of the curve and capitalizing on the AI revolution.
Embracing AI tools can save employees significant time, enabling them to explore new opportunities and innovations.
The top 5% of individuals who actively learn and implement AI technologies will have a substantial advantage in the current business landscape.
Identifying real AI challengers involves assessing incumbents' access to data and considering how workflows may change in a mature AI world.
AI native companies with access to unique data sets, like AI sales coaches, have an advantage over incumbents in certain categories.

BEST MOMENTS

"When you think ahead to like a mature AI world when does, when you think about that, does the workflow change so much? That the underlying architecture of the incumbent is no longer relevant." 

"We're in a hype cycle. We're about to get the first taste of companies that had no product and revenue that raised over 100 million that are going to go out of business because there's no traction." 

"It's such an opportunity right now because the average person just gets like status quo. And the more you can push, push, push, push. That's what we're doing a lot with our portfolio.”

"Everyone's so excited. Cause we haven't felt this in like 20 years." 

"The more we get the message out, the more people we could help, the bigger, the impact we make and the bigger the community gets, which helps everybody." 

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io

Join Ryan for part two with Mark Roberge, the original CRO at HubSpot who took the company from zero to $100 million. Roberge shares his unique insights on native AI companies versus adapted companies, offering a fresh perspective on how to effectively use AI in go-to-market strategies. 
Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   
Explore becoming Superhuman here: <a href="https://superhumanrevenue.beehiiv.com/">https://superhumanrevenue.beehiiv.com/</a>
KEY TAKEAWAYS
<ul>
<li> The science of scaling framework helps boards and founders determine when to scale revenue and at what pace, focusing on product-market fit and go-to-market fit.</li>
<li>AI may significantly reduce development cycles and sales cycles, potentially leading to billion-dollar companies run by fewer than 10 people.</li>
<li>AI could enable the creation of highly customized micro-products for niche markets, allowing for a multitude of smaller, specialized companies.</li>
<li>Integrating AI into employees' workflows is crucial for staying ahead of the curve and capitalizing on the AI revolution.</li>
<li>Embracing AI tools can save employees significant time, enabling them to explore new opportunities and innovations.</li>
<li>The top 5% of individuals who actively learn and implement AI technologies will have a substantial advantage in the current business landscape.</li>
<li>Identifying real AI challengers involves assessing incumbents' access to data and considering how workflows may change in a mature AI world.</li>
<li>AI native companies with access to unique data sets, like AI sales coaches, have an advantage over incumbents in certain categories.</li>
</ul>
BEST MOMENTS
"When you think ahead to like a mature AI world when does, when you think about that, does the workflow change so much? That the underlying architecture of the incumbent is no longer relevant." 
"We're in a hype cycle. We're about to get the first taste of companies that had no product and revenue that raised over 100 million that are going to go out of business because there's no traction." 
"It's such an opportunity right now because the average person just gets like status quo. And the more you can push, push, push, push. That's what we're doing a lot with our portfolio.”
"Everyone's so excited. Cause we haven't felt this in like 20 years." 
"The more we get the message out, the more people we could help, the bigger, the impact we make and the bigger the community gets, which helps everybody." 
Ryan Staley
Founder and CEO
Whale Boss
ryan@whalesellingsystem.com
<a href="https://www.ryanstaley.io/">www.ryanstaley.io</a>

Mark Roberge Part 2 | AI Native vs. Adapted Companies: Winning Strategies for the Future of Business

Join Ryan for part one with the legendary Mark Roberge, former CRO of HubSpot and current venture capitalist. They dive deep into the world of AI companies, discussing the immense opportunities and potential pitfalls. Mark shares his unique perspective on identifying promising AI start-ups and provides invaluable insights for entrepreneurs and investors alike.

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.  



Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/

KEY TAKEAWAYS
AI is a generational technology, potentially bigger than the internet, but currently in a massive hype cycle similar to the dot-com era.
Most current AI ideas are basic integrations into existing workflows, not reimagining the workflow, and are likely to be disrupted.
Joining an AI company now provides valuable experience, even if 90% fail, as the winners will scoop up experienced talent.
The AI technology creating operational efficiency in the short term may not be the same as the disruptors redefining industries over the next decade.
Understanding prompting, the foundation of AI language is crucial for developing micro-workflows, agents, and eventually autonomous swarms.
The innovator's dilemma and appropriate beachhead selection are key concepts for AI startups to consider when building for the long-term vision.
RevOps, once seen as supporting humans, may flip to AI doing the job with humans tweaking and refining.
Technical issues like hallucinations and latency will likely be ironed out as the technology matures, revealing AI's true potential.

BEST MOMENTS

"I've never had more conviction for my students that come up to me. Like, 'Hey, what's up? Professor, like what, what should I do? Like, I want to be, I want to go into startups. Like, what should I do?' And I, I've always had like different opinions. I was like, do you have to go to AI? Like every tech company is going to, in like six years is going to be native AI. You have to get that experience now." 

"I think all the tea leaves are similar to like 1997. Let's not forget that in that time, we dialled up to the internet using AOL, launched a Netscape browser and did searches through AltaVista, right? Where are those companies? Lycos, right? Is, is, is, yeah, is OpenAI Netscape or is it Google? Like we got to figure that out, right?" 

"The AI technology that's going to create significant operational efficiency and growth this year and next for companies, especially these bigger companies that my CROs are from is not going to be the trillion dollar new company that disrupts the space." 

"I've kind of come to the conclusion that the AI companies, vendors, technology that is going to create the most operational efficiency, even for our start-ups in the next year is not going to be the same AI technology company, et cetera, that becomes the disruptor over the next decade and redefines the sales and martech sector." 

"RevOps has become huge, didn't even exist 15 years ago. And for the most part, RevOps is seen as an organization that supports the humans to do their job. And that flips with what you're saying. Is, at some point, it flips where RevOps does the job and humans there to tweak it." 

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io

Join Ryan for part one with the legendary Mark Roberge, former CRO of HubSpot and current venture capitalist. They dive deep into the world of AI companies, discussing the immense opportunities and potential pitfalls. Mark shares his unique perspective on identifying promising AI start-ups and provides invaluable insights for entrepreneurs and investors alike.
Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   
Explore becoming Superhuman here: <a href="https://superhumanrevenue.beehiiv.com/">https://superhumanrevenue.beehiiv.com/</a>
KEY TAKEAWAYS
<ul>
<li>AI is a generational technology, potentially bigger than the internet, but currently in a massive hype cycle similar to the dot-com era.</li>
<li>Most current AI ideas are basic integrations into existing workflows, not reimagining the workflow, and are likely to be disrupted.</li>
<li>Joining an AI company now provides valuable experience, even if 90% fail, as the winners will scoop up experienced talent.</li>
<li>The AI technology creating operational efficiency in the short term may not be the same as the disruptors redefining industries over the next decade.</li>
<li>Understanding prompting, the foundation of AI language is crucial for developing micro-workflows, agents, and eventually autonomous swarms.</li>
<li>The innovator's dilemma and appropriate beachhead selection are key concepts for AI startups to consider when building for the long-term vision.</li>
<li>RevOps, once seen as supporting humans, may flip to AI doing the job with humans tweaking and refining.</li>
<li>Technical issues like hallucinations and latency will likely be ironed out as the technology matures, revealing AI's true potential.</li>
</ul>
BEST MOMENTS
"I've never had more conviction for my students that come up to me. Like, 'Hey, what's up? Professor, like what, what should I do? Like, I want to be, I want to go into startups. Like, what should I do?' And I, I've always had like different opinions. I was like, do you have to go to AI? Like every tech company is going to, in like six years is going to be native AI. You have to get that experience now." 
"I think all the tea leaves are similar to like 1997. Let's not forget that in that time, we dialled up to the internet using AOL, launched a Netscape browser and did searches through AltaVista, right? Where are those companies? Lycos, right? Is, is, is, yeah, is OpenAI Netscape or is it Google? Like we got to figure that out, right?" 
"The AI technology that's going to create significant operational efficiency and growth this year and next for companies, especially these bigger companies that my CROs are from is not going to be the trillion dollar new company that disrupts the space." 
"I've kind of come to the conclusion that the AI companies, vendors, technology that is going to create the most operational efficiency, even for our start-ups in the next year is not going to be the same AI technology company, et cetera, that becomes the disruptor over the next decade and redefines the sales and martech sector." 
"RevOps has become huge, didn't even exist 15 years ago. And for the most part, RevOps is seen as an organization that supports the humans to do their job. And that flips with what you're saying. Is, at some point, it flips where RevOps does the job and humans there to tweak it." 
Ryan Staley
Founder and CEO
Whale Boss
ryan@whalesellingsystem.com
<a href="https://www.ryanstaley.io/">www.ryanstaley.io</a>

How to Turn Chaos Into Scale with 4x Executive Stephanie Valenti Part 2

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