This McKinsey article, "Five Ways B2B Sales Leaders Can Win with Tech and AI," highlights strategies top-performing companies are using to grow revenue faster, convert more leads, and improve sales team productivity. From using AI to target high-potential accounts to building agile, test-and-learn sales cultures, the insights are practical and data-driven.
Is procrastination always a bad thing?
Richard White believes that procrastination can actually be an asset. Instead of viewing it as laziness, he sees it as a form of ruthless prioritization and a way to gather more information before making decisions. He has applied this philosophy effectively at his AI company, Fathom.
How has waiting and data gathering benefited Fathom?
White founded Fathom in 2020 and chose not to rush to market. Instead, his team waited for advancements in AI technology, such as the rollout of GPT-4, which allowed them to develop better features and ultimately led to a successful product that has contributed to Fathom's eight-figure valuation.
What does a deadline-free environment look like at Fathom?
At Fathom, White has implemented a deadline-free environment that allows his team to focus on prioritizing important tasks without the pressure of rigid deadlines. He encourages his team to advocate for what matters, fostering a culture of open communication where tasks can be deferred until they can be approached more effectively and with better information.
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