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Today we're announcing a massive update to Unify for Sales Reps making us the only solution purpose built for AI-empowered sellers   In 7 months with Unify and 2.5 months on Unify for Sales Reps, Spellbook generated $2.59M in pipeline and closed $250K in direct revenue.   New features we're announcing today:   (1) Custom AI Research Prompts - powered by GPT-5 through our Observation Model, reps get instant insights on tech stacks, funding events, and earnings reports. Richer context makes personalization easier and outreach more effective.   (2) Intelligent Reply Handling - get real-time Slack alerts for positive replies our AI classification engine identifies. Reps can leverage custom AI snippets and data variables to respond more quickly and dynamically.   (3) Bulk Task Management - process many tasks at once, allowing reps to complete, skip, or reassign tasks in batches while keeping focus on high-value work.   (4) One-off Play Enrollments - lets reps add specific companies directly into campaigns from Unify or our browser extension. This eliminates the need for CSV uploads or trigger changes.   These new capabilities represent the future we're betting on: Not AI-SDRs. Not churn & burn BDR programs. AI-empowered sellers who combine human touch with AI efficiency.   If you're looking to level-up your BDR performance, I'm dropping a link to book a demo in the comments.

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How to turn your AEs into a winning team: - product positioning - Discovery training - Command of the message - Great CRM setup - Nice Sales deck - listen to Calls in Gong ^^ tasks split across marketing, RevOps, AE leader, enablement. How to turn your SDRs into a winning team: - map the TAM - learn a variety of decision maker titles - cold calling training - set up email infrastructure - buy and set up multiple data tools - learn copywriting for exec communication - learn about SMTP, DMARC, DKIM - run complex math to determine how many leads are needed - collaborate with marketing for MQL handoff - optimize sequence settings to prevent bottlenecks - validate CRM data to prevent bounce leads - learn LinkedIn strategy for messaging prospects - learn to leave proper voicemails - run discovery on inbound leads - build a variety of sequences - run the math on A/B testing messaging - pass proper notes to the AE - follow up with leads that ghosted the AE - handle phone objections different than email ones - test a variety of tools, and fight for budget contstantly - help SDRs career plan and understand comp plan ^^ worst of all, the SDR manager has to do 90% of this in their own! Then SDRs and SDR leaders are paid less than their AE counterparts. Then when things aren’t working the SDR team is cut while the AE team is trained. How does this make sense? Been saying it for years #SDRsMatter

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“Just show me a demo” is a tricky request to handle for many sellers. Here’s my (potentially controversial) advice for most* sellers: When you are on a discovery call, and someone says “I really need to see a demo,” you should be ready to show your product. Lovers of legacy sales process and sales consultants may come at me for this: “When I was selling Oracle we wouldn’t show a demo until we’d had AT LEAST 15 calls and the CFO signed off on the business case!” Ok. Times have changed - buyers can get tons of info about providers and products without talking to a salesperson. They can probably even get a demo without talking to a salesperson by going to your website, YouTube, etc. So if your “go-to” move when a buyer finally decides to talk to you is to intentionally withhold information, you may not like the results. Yes, you may be able to successfully push back: “If I were to show you a demo right now, it would likely be irrelevant and boring for you. Let’s use this time to better understand what you are looking to accomplish, and then we can schedule a demonstration.” This can work (I’ve definitely used this myself AND taught it), but I think for many products there’s a better way. Especially in an environment where prospects are less patient than ever. I think it’s possible to give the prospect exactly what they are asking for, while allowing you to: 1) Run successful discovery on the first call 2) Give your prospect context that drives engagement 3) Scheduling time with a broader audience for deeper discovery And I’ll teach you how to do it here (no cost): https://lnkd.in/gjtrFCa8 *I said most because some products just can’t be shown on a first call. But 95% of the time I hear “my product is too complex,” the AE really just needs to spend more time learning the product rather than expecting their SE to run 97% of the sales process for them.

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The SDR role should be reserved for real complexity. Let’s be honest: if your product isn’t north of £100k ARR and multi-threaded by nature, it’s increasingly hard to justify a standalone SDR motion. AI now does research faster. Tools handle routing. And buyers aren’t waiting around to be “qualified.” If you’re paying someone just to book meetings for sub-£100k deals, what you’re often doing is subsidising inefficiency. Not creating pipeline—just managing it poorly. Full-cycle AEs should own everything under six figures. They’re closer to the value, faster to engage, and more accountable to outcome. The line between BDR and AE has been stretched far too thin. There’s still a place for outbound. But the SDR function needs a rethink. Keep it for complexity. Keep it for platforms. Don’t keep it for theatre.

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30-45% of deals today can start inbound if you cut the form step. One click to chat, not “submit and wait”. In five minutes, the buyer gets answers on pricing, you confirm ICP fit, and both sides know if it’s worth moving forward. That’s the difference between closing in two weeks or losing momentum in two months. The old loop: form, SDR call, AE call, another call, was built for sellers. Buyers don’t tolerate it anymore. They expect to qualify and book on their terms, in one continuous interaction. Teams still clinging to static forms and slow email follow-ups are bleeding pipeline they never even see. The shift is here: DM Selling. Intent captured and acted on immediately. The ones doing it are pulling ahead. The ones not doing it are being left out of the AI shift in GTM. That’s exactly why we built Knock AI, to make DM Selling the default.

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