The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch 20VC: Why AI SDRs are BS and Do Not Work | How to Use AI in Your Sales Team and Process to Win Today | What Skills Do All New Reps Need to Have in an AI First World with Amit Bendov, CEO @ Gong
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Sep 12, 2025 
Amit Bendov, Co-Founder and CEO of Gong, shares insights from leading an AI sales platform that has raised over $600 million. He challenges the effectiveness of AI Sales Development Representatives, suggesting they often fail. The conversation highlights the pitfalls of traditional CRM systems and reveals how AI can enhance sales efficiency by automating tasks while retaining the need for human insight. Amit also discusses navigating growth challenges and the evolving landscape of sales roles in today's tech-driven marketplace.
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Conversations Beat CRM As Truth
- CRM is not the single source of truth; conversations hold the real signal about deals.
- Amit built Gong to capture conversation essence and let AI reveal what CRM cannot.
Trial Close Validated PMF Fast
- Gong coerced friends to trial the alpha and then ran a 'trial close' asking customers to pay $30–50k.
- Eleven of twelve paid, proving product-market fit quickly through direct experiments.
Founder-Built Sales Playbook
- Founders should build the initial sales playbook themselves to encode vision and messaging.
- Do this even if you're an average communicator because founders best transmit early product-market fit.