Reqord AI

@Franc0Fernand0 Absolutely...Writing code is the easy part. Understanding the problem and choosing the simplest solution is where real engineering happens...

@Cognoska @cryptopunk7213 That’s right. Then Anthropic buys a phone and tells everyone they should purchase that phone!

It looks genius… but there’s a catch. Owning distribution ≠ owning the product. If users realize the intelligence comes from Claude / GPT / Gemini, Apple risks becoming just the pipe, not the value. 30% tax works… until the models go direct. The real war is still: who owns the user relationship.

lmfao fucking genius move by Apple. Siri now becomes the #1 AI model without ever running its own model or spending a dollar on training 😂 let me explain: - Claude, chatgpt, gemini can now plug into Siri’s 2.5 billion users - so Siri becomes the default interface for AI chatbots = gets ALL the credit - Apple will likely tax 30% of all chatgpt, claude subs via appstore = more $$$$$ - Apple becomes the distribution layer for everyone else’s AI. taxes the app layer - oh and apple STILL HAS ACCESS to gemini’s model weights to build their own fucking foundation model 😂 silver lining for anthropic: they’ve been behind in consumer users - now apple gives them access to 2.5B of them 👍🏽👍🏽 the AI economy will run on ios and apple and they barely lifted a finger to do it genius

Totally agree that case study requests signal a gap in discovery depth. When a prospect asks for a case study instead of engaging on their specific problem, it means the discovery conversation didn't land which is exactly why presales teams need a repeatable system to capture and act on what actually resonates with each buyer.

in enterprise sales, anyone asking for a case study is a distraction and unqualified …

Bet - The prospect joining your call, has experienced some awful sales reps before. Reps who don't understand their business, know how they make money, or even pronounce their name right. Unfortunately, the bar is very low in sales. You need to set yourself apart as quickly as possible. Do this by calling out you did your research and showing off all your pre-call prep to kick things off. 𝗘𝘅𝗮𝗺𝗽𝗹𝗲: "I did my homework in advance of this call and was so excited to speak to Acme. As a recent Series C company, I saw your CEO Karen just started last week and you also released your new product, ACME Cloud. It seems like a very exciting time. Is generating new customers for ACME Cloud you and your CEO Karen's #1 priority over the coming months?" 𝗣𝗿𝗲-𝗰𝗮𝗹𝗹 𝗿𝗲𝘀𝗲𝗮𝗿𝗰𝗵 𝗶𝘀 𝗸𝗲𝘆: * Find relevant people observations (new hires, promotions, LinkedIn posts) * Find company observations (website, blog, news, recent product launches) Then craft a first question that shows you did your homework. Let your prospect confirm or correct you on where their priorities truly lie. Don’t do 25 minutes of prep and then hide it from them.

This is the exact moment discovery breaks down for most SE teams. When you're juggling co-creation conversations across multiple stakeholders, founder calls, and custom vision work, scattered notes and lost context between SEs kill momentum. That's where a structured discovery workflow keeps everyone aligned on what actually resonates.

in the enterprise, S-tier logos are so, so different - they want different - they want to co-create - they want an in with founder they want to be apart of the vision so, so many folks miss this and completely botch top of the pyramid

This is the playbook. What we see break down is when these mutual success plans and criteria live in email threads or docs instead of a shared systemdiscovery notes blur, success metrics scatter, and by handoff to the AE closing it out, nobody remembers what actually resonated or what was promised. The template is solid; tying it to a system of record is what scales it across your whole SE team. 90% is sweet!

I’ve ran over 100 pilots (trials) in my 4.5 years at Gong. With a win rate of over 90%. 4 biggest lessons. 1. 𝐄𝐱𝐞𝐜𝐮𝐭𝐢𝐯𝐞 𝐀𝐥𝐢𝐠𝐧𝐦𝐞𝐧𝐭 Never begin a pilot without executive alignment. Ideally, the economic buyer has already been engaged through demos / the evaluation. If not, this is a great opportunity to get them looped in as a ‘give / get’ before starting. “Before approving a pilot, we require exec alignment. I’ve learned it’s much easier to ask for 20 minutes upfront and all be aligned, than 50K at the end. How can we loop ___ in?” 2. 𝐒𝐮𝐜𝐜𝐞𝐬𝐬 𝐂𝐫𝐢𝐭𝐞𝐫𝐢𝐚 Before beginning a pilot, align on success criteria with the team + economic buyer. Always come ready with criteria proposed to help guide them as to what they should be looking to prove. Keep them simple. Under promise, over deliver. I also use the time to uncover additional risk. “Say we nail all the success criteria, you love the pilot, but the team decides not to sign on (date). What are the most likely 2 reasons why?” 3. 𝐌𝐮𝐭𝐮𝐚𝐥 𝐒𝐮𝐜𝐜𝐞𝐬𝐬 𝐏𝐥𝐚𝐧𝐬 Create a mutual success plan that outlines the success crtieria, sessions, pilot resources, etc. and share it with your POC to encourage editing. I have 3 lines that include - security, legal, and signer. 4. 𝐒𝐜𝐡𝐞𝐝𝐮𝐥𝐞 𝐚𝐥𝐥 𝐬𝐞𝐬𝐬𝐢𝐨𝐧𝐬 𝐮𝐩𝐟𝐫𝐨𝐧𝐭 If your pilot / trial process includes trainings, insights, check-ins, get them scheduled in bulk. Never have to worry about grabbing a next meeting then. Key to all 4... having a great, repeatable template to guide the buyer. Snag my (free) mutual success plan: closedwon.xyz/msp/ 🦙🦙🦙

@BrianLaManna_ What’s the plan for mapping the references pain solved to the prospects?

Pivot for 2026 - will be setting up my prospects and customers with more references. I’m lucky - I’ve worked to bring on 110 net new logos and work with 30 existing customers. We have raving fans here - and people that are more than willing to share their experience. Old me used to wait until prospects asked late in the cycle to speak with a customer. I’d shy away from it knowing the time and effort it took to coordinate as well as the chance it could slow down the deal. In 2026, I plan to use it as a more strategic play mid cycle to build stronger champions. I spent an hour and sifted through my most recent customers. Criteria: 1. Raving Fan 2. Can articulate the value of Gong + why us My list is 50+ deep. Across every persona. Allowing me to never have to ‘tap’ someone with a favor more than 2x in a year. Will look for strategic opportunities to run this play before it’s ‘needed.’ When someone is in a similar industry, facing a similar challenge, or would benefit hearing from a peer. Excited to report back on my win rate when I run this play. P.S. Super important to not ‘tap’ your raving fans too much and show extreme gratitude when they are willing. Always give them an out if they are short on bandwidth. And ALWAYS gift them afterwards as a thank you. P.S.S. We have a formal reference program too but that can be tough… you don’t always have full context and trust knowing that person, their style, their use case, etc.

@LifetimoHQ Totally right that features without workflow impact are noise. The blind spot we see in most presales tool stacks: they're built around activities (calls, demos, slides) but not around discovery itselfwhere SEs actually spend their time and where AEs lose critical context.

Been researching presales tools for SaaS sales (so you don't have to). In 2025, tools like Reprise, Homerun, and Gong are changing the game. But here's the truth: fancy features mean nothing if they don't shorten your sales cycle and boost conversions. #NoFluffSaaS

@aisalesagenthq @n8n_io Demo playbooks are solid, but they're only as good as the discovery data going in. If you're still manually pulling that from scattered notes and Slack, you're optimizing the wrong end of the pipeline.

We built the Demo Prep & Script Agent in @n8n_io. It acts as your elite, on-demand Sales Engineer. You feed it the prospect data, and it generates a minute-by-minute demo playbook. The Stack: 🧠 Gemini 2.5 Pro 🗄️ Pinecone (RAG) 📊 Google Sheets 📧 Gmail

90% of B2B sales reps lose the deal in the first 5 minutes of the demo. 📉 Why? They do the generic "Feature Dump." In 2026, buyers don't want a software tour. They want a tailored solution. Here is how to automate your winning demo script using AI.

@HIpumps Good foundation, but here's what I learned the hard way: being able to understand customer needs and being able to actually document and hand off what you learned to the implementation team are two totally different muscles. Most SEs crush the first and don't have a great handoff

What qualities make a great sales engineer? "I'm a good communicator with a background in engineering. With that, I can fully understand the needs and technical expectations of my customers." Read more: bit.ly/3THnfyq #PumpPROfiles

@MeasureSquare Love seeing SEs get recognition. After 8 years in the field she probably has strong instincts on what actually matters to customers vs what sales thinks they want.

(1/2) To kick off #WomenInConstruction Week, we’re spotlighting Kaitlan Kirkwood, Sales Engineer. After 8 years as a commercial flooring estimator & project manager, Kaitlan transitioned into #constructiontech. At Measure Square, she brings real-world solutions to contractors.

The demo and CRM layer gets a lot of attention, but we've seen teams using those exact tools still struggle because the discovery data feeding into them is unstructured. When SEs are manually synthesizing notes into requirements and personas before handing off, that's where the actual cycle time leaks happen.

Just dug into the top presales tools for 2026! 🚀 If you're in SaaS sales, having the right demo + CRM tools can literally shave MONTHS off your sales cycle. Reprise, Homerun and Gong are game-changers! Check out my full breakdown 👇 #SaaSTips #AIforSales Link in reply.

AI shouldn’t guess. It should admit when context is missing.

AI shouldn’t guess. It should admit when context is missing.

Unstructured inputs cause hallucinations. Structured workflows prevent them.

Something interesting happens when AI is allowed to draft but humans decide.

@DontCallMeDebby As in Mister

Anyone?

@DontCallMeDebby Yuk!

Go Bills!

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