30 Minutes to President's Club | No-Nonsense Sales Inside a 4 Billion Dollar Company Using AI to Supercharge Sales | w/ Stevie Case | Lead Ep. 335
Sep 16, 2025
Stevie Case, CRO at Vanta and former VP at Twilio and Layer, shares her expertise in building a cutting-edge outbound sales machine. She discusses the balance of AI-driven efficiency and human-first selling, revealing how to reverse-engineer ideal customer profiles and utilize AI for lead scoring. Stevie emphasizes the importance of real-time feedback loops for continuous improvement and personalizing outreach strategies, ensuring that technology enhances rather than replaces human interactions in sales.
AI Snips
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Transcript
Episode notes
Reverse-Engineer A Living ICP
- Reverse-engineer your ideal customer from closed-won deals and surface non-obvious signals like team makeup and tech stack.
- Use AI to combine those signals and stack-rank prospects so reps focus on highest-propensity targets.
Use AI To Prep, Not Replace Reps
- Avoid fully AI-written outreach and prioritize human-first conversations for richer discovery and higher conversions.
- Use AI to prep reps with context and talk-track bullets, not to generate canned emails to send unchanged.
Automate Scoring, Keep Managers In The Loop
- Build an AI-driven feedback loop that scores recorded calls against a human-created scorecard and gives reps real-time coaching suggestions.
- Let managers review patterns weekly to prioritize human coaching based on AI signals.