Vibescaling Podcast This Week In GTM Episode #2 (Featuring Brendan Short of The Signal) - 12/5/25
9 snips
Dec 18, 2025 
Brendan Short, a go-to-market operator and writer of The Signal newsletter, shares insights from his extensive B2B SaaS experience. He discusses Vercel's AI SDR and its potential to replace entire sales teams. Brendan explains why founders should be cautious about hiring their first salesperson and advocates for consultative selling as a means to genuinely assist customers. The conversation also covers the importance of LinkedIn for outbound sales, network-led growth strategies, and how personal content can attract both clients and ideal hires.
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Match AI SDRs To Your ACV And Account Scale
- Evaluate automation by ACV and account count before replacing SDRs with AI workflows.
- Use personal outreach for small target lists and automation for repeatable, mid-ACV motions.
Hire Sales Only After Repeatable Founder-Led Wins
- Wait to hire a full-time salesperson until founder-led motions are repeatable and revenue is meaningful.
- Use ~$1.5M ARR (or when playbooks scale) as a guide to justify a dedicated hire.
Sales As Product-Led Guidance
- Salespeople must act like product people: curious, consultative, and solving problems rather than pitching.
- The best sellers guide customers to outcomes and act as liaisons to product teams.