Evolving Buyer Persona Identification Through AI

Stevie Case breaks down how she’s building one of the most advanced outbound sales machines in SaaS—balancing AI-driven efficiency with human-first selling to achieve conversion rates that beat inbound.

🎙️ ACTIONABLE TAKEAWAYS:

• Reverse-engineer ICP using AI and enrichment to find signals and stack-rank leads
• Keep outreach human-first by using AI for prep but letting reps drive conversations
• Build feedback loops with AI scoring while managers set coaching standards
• Continuously refine by feeding win/loss data back into the prospecting engine

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STEVE’S PATH TO PRESIDENT’S CLUB:

• CRO @ Vanta
• Vice President of Sales @ Twilio
• Vice President of Sales and Growth @ Layer

RESOURCES DISCUSSED:

• Jason Bay’s Cold Email ChatGPT Prompts
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