Introducing the First WbD-Certified AI Agent

we're all smart we can all see AI coming we read we listen you know the stuff about deep seek that was hitting over the last couple of days the Nvidia so we see it coming we know a trillion dollars has been put in and another trillion dollars that's going to come in and I don't I think you know this D but a trillion dollars has never gone into anything except cancer research alternative energy and space exploration we're at the four front of something amazing and in order to get through this Milestone we have to invest

a lot but just like cancer research and Healthcare there has to be stages and approaches and safety considerations but even though we can get these wow moments of like oh this is going to be completely revolutionizing it does take investment there's certain things that are happening and I would love to guide through the principles on how to think about where our involvement will be with AI and when to think about starting and as everybody sees the introduction of Jack our AI agent what does it feel like to communicate with an AI That's different than communicating

within a human in some ways I hope you see what I have felt is that it's better in many ways and in some ways it can augment a human interaction in funny way make it feel more human in the past and go to market when we needed one unit of growth we added one unit of quot which means hiring a human right either a either a salesperson or customer success person or an account manager we need one unit of growth we had one human one unit of quota we had need two units of growth we

had two units of quota we need three units of growth we had three units of quota and yeah just like you drew up there it's very linear right at the very best we're going to scale linearly but markets don't want to want us to scale linearly they want us to scale exponentially so what did we do when money was free we hired exponentially I'll have one person then I'll have 10 people then I'll have 100 people then I'll have a thousand people so that we could deliver the exponential growth that the market expected if what

we're seeing in Ai and and I'll be curious what everyone's reaction to what they see is here um plays out the way we think it will One agent properly trained and plugged into a team can scale exponentially because that agent doesn't get tired doesn't take vacations does can work 24/7 treating it like a person there's certain steps that it's not like you can hire an agent and all of a sudden out of the box it can do everything that you would need it to do and you can start replacing everybody in your team you have

to treat it like a jobs to be done hiring onboarding of course coaching is one of my favorite aspects of it because it's not going to be perfect so we got linear versus expensi kind of treating it vers of the you know more like a human what's the third element so the third thing is it's not like a human in the sense that it's exponential that's number one it is like a human in the sense that it needs to be hired on board a train man managing coach and then the third thing is completely different

than anything we've ever seen it's transforming go to market those the marginal cost of paying individual attention as long as that's delivered by an AI agent is close to zero Dan so now we can imagine all sorts of things like getting help in the middle of the night getting help in my own language getting help in a way that uh that fits my schedule as the buyer anyway there's a lot of things that are going to transform it's going to be customer Centric not seller Centric over the years we can publish videos case studies podcasts

like everything that we've ever done but we all suffer from the forgetting curve and so something I was passionate about five years ago may not be top of mind I may still believe in it and it follows the first principles that are consistent but if I can upload my entire history of insights or a company can share all of their blog articles and we can ask it we have now this different relationship with community unting and doing it in real time is also a really beautiful thing and you can imagine what it would be like

to have almost an advanced Solutions or sales architect on a call with you but now I can pull up something very quickly you've mentioned Jack many times and we've talked about who is Jack and and how did we what did we ask Jack to do how do we train him and then let's and then let's meet him many of you who are already familiar with winning by Design we recognize him immediately we've used an agent using Joo our found 's voice and likeness and uploaded all of the things that he would need to do to

be certified as a winning by Design seller and so the experience that I hope for you to see is something revolutionary this is the first agent that has been certified in winning by designs selling philosophy methodology what thousands of reps have gone through in the past hey thanks for taking the time to chat can I take five minutes to give your GTM motion some wings sure let's do it awesome what should I call you today call me Dan great to meet you Dan would you mind typing your email into the chat so we can follow

up later no I'm not ready for that I haven't spoken to an agent before no worries at all Dan so let's keep it casual if there's one thing you'd like to tackle today what would it be I'm trying to drive growth for my sales team this year got it driving growth for your sales team is a solid goal can you tell me a bit about your team structure how many reps are we talking about I have about 20 reps on my team we've done about $40 million in ARR last year and we have about a

quarter of them are acting as sdrs and the rest of them are in more of a SE field sales closing roll nice Dan 20 reps and $40 million ARR is impressive what's been the biggest challenge for your team when it comes to leveling up and hitting those growth goals I think it's a skills Gap we have kind of this Michael Jordan effect where 80% of the revenue is coming from about 20% of the team ah the classic MJ effect a few Stars carrying the team if you could wave a magic wand what's the one skill

or area you'd want to elevate across the rest of the team to close that Gap all right I am going to mute Jack I'll keep him up for a bit just so we can talk a little bit about what's going on here but already I'm getting like really great interaction feels from him there's certain like mirroring that he's doing even though I said Michael Jordan he rephrases it as MJ and because I'm familiar with our Discovery framework I can see the types of questions that he's asking let's see if we can get him to do

what we would want on a call like this which is to diagnose me efficiently and then prescribe me the solution that makes sense and then book next steps so that's the journey that we'll see if he can can go through if I had to choose one skill I'd say it's Discovery but honestly it's going to be probably a a full mix across the team from Discovery through clothes got it Dan sounds like a mix of foundational skills and Advanced Techniques would really move the needle we offer customizable training to build those fundamentals from Discovery to

closing what's been the biggest challenge so far in getting your team aligned on these skills I think it's a skills training issue we haven't really done training our business was on fire during the covid years and our growth has just hit a cliff in the last two years or so totally makes sense Dan sounds like you were sprinting during the boom and now it's time to recalibrate if your team could take one big leap forward this year what outcome would you want to see most more deals closed faster ramp times or something else I think

it's about Revenue so more deals closed yep got it more deals closed is the Northstar one way to get there is by running impact Sprints focused high impact training on key skills like Discovery or closing what's your timeline for seeing results from something like this uh that looks interesting but my gut is that my team needs more full training so maybe we do this as a follow through after to go deeper on something but what do you have for customers like me that need more sales training great Insight Dan starting with Comprehensive training and layering

an impact Sprints later is a solid plan for a team like yours I'd recommend our selling for impact course it's an 8- hour program spread over four weeks designed to supercharge skills like Discovery diagnosing needs and closing deals how does that sound for helping your team close more deals that sounds great i' love love to see results by the end of Q2 perfect Dan this course is designed to deliver measurable results quickly so you're right on track for an end of Q2 impact should we explore setting up a private team session or would you like

to start with open courses for a few reps first uh private session sounds good yeah let's set that up fantastic since you're aiming to see results by Q2 a private team session would be ideal to tailor the program to your team's needs where are you based Dan so I can connect you with the right person to get this rolling I'm based in Sunny Oakland California ah Oakland love it since you're in California Andrew is your go-to you can book time with him here schedule with Andrew what's the main takeaway you'd want him to focus on

during your chat um I'd love to hear from him about how he's helped other customers like us get to impact quickly by the way can you send me a spiced summary of our conversation today absolutely Dan I'll make sure Andrew comes prepared with examples of how he's driven impact for teams like yours here's a quick spiced summary of our chat situation 20 reps $40 million ARR last year growth has plateaued post covid pain 80 for20 Revenue split skills Gap holding back the majority of the team impact closing more deals to boost revenue and reignite growth

by end of Q2 critical event urgency to see results by Q2 to hit Revenue goals decision exploring private selling for impact training tailor to your needs anything you'd like me to tweak or add uh no you nailed it uh please send that over by email got it Dan since you weren't ready to share your email earlier feel free to drop it in the chat now and I'll make sure this spice summary gets over to you what do you think you got me there ha cya Dan drop that email in and I promise to send over

the summary and set you up for success with Andrew so in this scenario what I'm going to do I'll be a cro about 150 million AR company and I'm going to try and go up Market I have more uh strategic challenges than just getting booked on a sales training course hey thanks for chatting with me can I take five minutes to see how I can help you with your GTM challenges sure let's do it awesome what should I call you today call me Red Bull all right Red Bull I like your energy already would you

mind typing your email in the chat so we can follow up later I'll add it in later fair enough Red Bull so if there's one thing you'd like to tackle today what would it be I need my team to get better at achieving growth this year and that will come from a couple different levers from more new logos and going up market and getting in bigger ACV deals all the way through expansion and cross sell got it sounds like you're juggling a lot of levers to drive growth let's start with new logos and going up

Market can you tell me about your team structure how many reps are focused on outbound versus managing larger accounts we got about 10 reps focused on outbound about 30 GTM reps focused on our larger accounts in fact we're moving to a strategy that is more named account focus and so it's going to be a new process for a lot of the team that's a solid shift named accounts can be a game changer if done right how's the team handling the transition so far are they feeling confident about targeting and engaging these larger accounts uh some

of them are I wouldn't say that it would be consistent across the board makes sense consistency is often the tricky part with a shift like this what's been the biggest challenge so far getting the team aligned on the new process or equipping them with the skills to tackle these larger more complex accounts it's both we need better process we need to make sure that we're all speaking the same language we have a unified data model to help us make better driven decisions based on data and ultimately we need to show results through Revenue growth got

it you're aiming for alignment across process data and execution to drive tangible growth impact Sprints could be a great fit here they focus on aligning teams around one key skill or process at a time like storytelling or handling complex accounts what's one skill or process you'd prioritize first to see results faster I'm not sure I'd love how figuring that out do you have a story of a customer who's gone through something like I'm describing absolutely let me share a story about Adobe they faced a similar challenge of aligning their teams for growth their senior director

of inside sales wanted to boost win rates and scale an account-based strategy but their process was inconsistent across teams we helped them design a scalable ABM program complete with sales playbooks online learning and continuous coaching the result a unified approach that significantly improved performance and even LED to the creation of their sales Academy does that sound like the kind of transformation you're aiming for Dave it does sound like the type of transformation that I'm looking for So eventually he got there and like at first he shared something that was like ah it's not quite right

and so that quick redirect with the story and being able to tell the story with like actionable keeping it personal which aligns with our Frameworks keeping it about the impact that that customer wanted to achieve I what was that feeling like because obviously I was in it with him and so I'm like trying to participate what did it feel like from that the number one the the most beautiful part and again I'm treating him like a human which I know is not healthy but the the thing I would give him the best positive feedback on

was how is your team feeling about stepping into these new processes I love that open-ended question he's just trying to get a sense for um kind of how is it going right like how's the team feeling and that's going to get that's going to get more out of you than the than a direct closed ended question which he's doing also pretty well um for the situation but he's going after kind of emotional and rational impact which I really like should I connect you with someone to explore this further sure yeah I'm based over on in

London do you have anybody there perfect I'll connect you with Jeremy who's based in Europe and specializes in these Transformations you can book time with him here schedule with Jeremy what's the main takeaway you'd want him to focus on during your chat oh actually can you share a little bit of insight on your AI offering absolutely winning by Design's AI Le growth program is designed to help you deploy AI agents to boost efficiency and scale fast whether it's automating customer interactions assisting your reps or handling backend tasks AI can significantly lower costs while improving outcomes

it's a one-year program with four stages assess design hire and train AI integration aligns beautifully with your goals and Jeremy will be the ideal person to dive deeper into how it fits your GTM motion when you book with him just mention the AI initiative from your board and he'll tailor the conversation to that here's the link again schedule with Jeremy anything else you'd like me to prep for you before your chat do I need to do anything about AI right now um I feel like we just saw dick fosberry jump over the high bar backwards

for the first time and now we have a choice right now we can say all right he just must be a good athlete I'm going to keep doing it the way I used to do it or we can say you know what I should see if I can jump higher using The Fosbury Flop and it turns out in that example that kind of um zero day exploit ended up being the advantage for the athletes who started using The Fosbury Flop and now everybody uses The Fosbury Flop I feel like we just saw that I feel

like even if we just came through 2025 planning and we planned out all of our um you know capacity for the year there is still something to do in 2025 given what we just saw this is winning byd design.com you can go here um on your own time and you can uh right here chat with Jack that is something that you can and should do but the description here is the point like if I wanted to get started today what would I do and Jack started into that well the first thing that we had to

do was figure out where to start many people in the chat are saying hey could um could an agent train my reps could an agent roleplay with my reps answer yes yes could an agent play a different role could an agent join a call with my reps that was in the chat yes those are different use cases this is the winning by Design bowai Jack is deployed right here that's what we train Jack to do but I could also have an agent join a call and be a technical expert like an SE on the call

to whom I could ask questions while I was running a sales call I could also have an agent help with onboarding I could go all the way to the uh front of my funnel and I could have an agent writing custom copy and building micro sites for account-based marketing campaigns or I could have an agent sitting underneath here doing things like coaching prepping for calls um actually tracking adherence to a methodology which somebody asked hey how good is how good are these agents at actually note taking and populating CRM so I there are many different

use cases the first thing I got to do is pick which use case we call that a diagnostic uh we can assess with you your current go to market and figure out which use case based on your own kpis your own process your own quantitative metrics and your own qualitative uh metrics which of those use cases would be the very best where do I want to uh apply AI yeah lots of great questions um I I thought a lot around applying AI agents to different parts of the go to market um motion which I know

Dave you touched on really well um you know I think we could almost do a webinar on each stage whether it be a customer success a Solutions engineer and SDR but yes we chose in this case uh I love this this comment in there to replace the contact us form so that was our use case of hey this is a much better experience than the contact us form um and but really what we recommend is looking at your whole go to market and deciding to apply AI where it's going to make the biggest impact for

your organization and this this worked for us um but yeah U lots of questions on that lots more to to uh insights on on how to apply it to different roles but you guys all have the right idea do want to be kind of really role specific I think we I think we have a privilege to live in the time that we do I I love the I love the advances every day when I wake up and and check in I see the advances that happened literally over the previous 24 hours if it's moving that

fast now you can only imagine where it's going to be a year from now and we have and we have the privilege of leading in this environment which is just such a such a special time thanks thanks for demoing that Dan thanks for being brave Dan and Sherry for launching this uh in in a brave way on winning by Design and and we would love to work with anybody on this call who wants to do the same thank you everybody have a great rest of your week