Modern Prospecting

In this episode of Modern Prospecting, I had the chance to sit down with Santosh Sharan, founder and CEO of http://Zeer.AI , whose journey spans leadership roles at ZoomInfo, Apollo, and RB2B. With a front-row seat to the evolution (and breakdown) of traditional go-to-market strategies, Santosh shares an insider’s take on why the old playbooks no longer work—and what needs to change.We get into it all: why B2B buyers are harder to reach than ever, how http://Zeer.AI is rewriting the rules with its buyer-led model, and what founders need to understand about navigating today’s noisy, AI-saturated landscape.Santosh doesn’t just talk theory—he shares the exact LinkedIn strategy that helped him book 50+ meetings with senior execs, and breaks down why authenticity, personalization, and building your own tribe are more critical than ever.If you’re a startup founder, sales pro, or just curious about the future of prospecting, this one’s packed with practical insights and hard-won wisdom.Chapters:00:00 - Introduction00:13 "Unique Industry Insight Expertise"03:20 - GTM Playbook Broken: Seeking Solutions07:06 - Evolving Challenges in B2B Prospecting12:25 - Evolving Market Trends and Parity15:18 - AI-Driven Solution Collaboration Platform19:11 - "Startup Founder Embraces Sales Mindset"22:31 - Navigating Rising CAC in SaaS24:25 - Building Buyer Loyalty Through Tribes28:30 - Automated Engagement for Targeted Outreach32:32 - Importance of High-Quality Content35:13 - Efficient Content Creation Strategy39:57 - AI's Impact on Vendor Competition42:18 - Evolving AI-Driven Sales Tools44:36 - "Solitude Experience and Future Discussion"47:07 - Humanity vs. Machine Performance48:13 - OutroQuotes:"True transformation requires daring risks and the courage to build something new."- Santosh Sharan"The playbook is broken, but that creates space for new ideas, honesty, and innovation. The future belongs to those willing to question everything and build what’s next."- Andre YeeKey TakeawaysThe Old Go-to-Market Playbook is BrokenCustom Signals Are the Future of ProspectingFlipping the Funnel: Buyer-Led, Agentic GTMBuilding a Tribe Over Chasing LeadsLinkedIn as a Prospecting EngineThe Human Element Still Wins—But Scaled by AIPersonal Growth Fuels Professional SuccessConnect with Santosh SharanLinkedIn: https://www.linkedin.com/in/ssharan/Website: https://www.zeer.ai/Connect with the Host Andre Yee:Website:http://tiga.ai/

Casey Drake, VP of Sales at Endear, transitioned from being the company's first Account Executive to leading innovative sales strategies. He explains why his team abandoned the traditional SDR model in favor of full-cycle Account Executives, focusing on effective signal-based prospecting. Casey shares insights on measuring prospecting metrics, fostering customer relationships through technology, and the need for integrated sales strategies. He emphasizes engaging clients thoughtfully and integrating automation while adapting to the evolving landscape of sales.

In this engaging discussion, Matt Heinz, founder of Heinz Marketing and host of the Sales Pipeline Radio podcast, shares his insightful journey from journalism to B2B marketing. He emphasizes the importance of consistency and genuine value in prospecting amidst a noisy sales landscape. Matt delves into the impact of AI on sales strategies and the need for human connection. He also introduces the 'joy of missing out' concept, advocating for intentional choices that enhance work-life balance, ultimately leading to personal and professional fulfillment.

Steve Richard, SVP of Revenue and Enablement at Mediafly, shares over 20 years of sales development expertise. He discusses the evolving role of Sales Development Representatives (SDRs) and the need for adaptability in today's tech-driven market. Richard emphasizes personalized outreach to combat skepticism and shares the innovative 'three by three' research method for effective prospecting. He also explores the role of AI in sales, balancing automation with human skills, while offering actionable tips to enhance sales performance.

Join Melissa Madian, a pioneer in revenue enablement and Founder of TMM Enablement Services Inc., as she shares her journey from leading sales engineering to becoming a sales consultant. She dives into the flaws of traditional prospecting methods, emphasizing the need for refined targeting and personalized engagement. Melissa highlights the power of storytelling in sales, crafting genuine subject lines, and developing buyer-centric strategies. She also discusses the evolving role of SDRs and the importance of multi-channel communication in today's dynamic sales landscape.

Andre Yee, founder and CEO of Tiga AI, delves into revolutionizing the age-old practice of prospecting. In our debut episode, Andre shares his insights into the broken nature of the old prospecting playbook and the growing need for a fresh, modern approach. With over a decade of conversations with sales and marketing leaders under his belt, Andre highlights how traditional methods, like the "spray and pray," no longer suffice in today's dynamic sales environment. Tune in as we invite seasoned sales leaders and expert practitioners to uncover what truly works in modern prospecting, discussing everything from SDR roles to the intelligent use of AI, with a promise of practical tips and engaging discussions.