Figuring out
sales-led growth
for AI companies
The "we use AI" pitch just stopped working
The AI companies that close (not just demo) figured out:
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GTM fundamentals really matter - what problem you solve, who you're selling to, what really matters to them.
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Differentiation that makes the buyer feel like you're the only choice for them.
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How to talk about features in a way that make buyers lean in, not switch off.
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You need to be ready for objections and stack proof points to alleviate AI doubts.
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Their sales team needs to be set up for success.
You'll get left behind if you
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Can't get inside the heads of your big-ticket buyers.
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Leave buyers to figure out why they should choose you.
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Don't de-risk the decision to invest.
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Let individual salespeople figure out the details that get people to commit.
The AI enthusiast loves your demo. But they won't stick their neck out to recommend you to their boss.
Meanwhile, OpenAI's next release could kill your company, and some competitor just became the VC darling by figuring out enterprise sales first.
What you need changes
as your GTM motion matures
