20VC: Why AI SDRs are BS and Do Not Work | How to Use AI in Your...

Bendov explains that the core insight behind Gong was that CRMs are not a true source of truth for sales insights, unlike customer conversations.

Bendov emphasizes the importance of founders being involved in creating the initial sales playbook, noting it's difficult to change once momentum builds.

Bendov advises hiring a hungry, scrappy VP of Sales with diverse experience, not necessarily a high-profile executive from a large company.

Bendov discusses how AI will take away drudgery from sales, allowing sellers to focus on the art of selling and creativity.

Bendov projects that AI will lead to fewer but more productive and higher-earning sellers.

Bendov explains why AI SDRs are unlikely to be effective in outbound sales due to task difficulty and risk.

Bendov details Gong's growth challenges in early 2023, attributing them to economic factors, customer buying patterns, and platform breadth, and how they plan to reaccelerate.

Bendov posits that AI's impact will shift sales tools from software budgets to human labor budgets as sellers become more efficient.

Bendov highlights that Gong's key asset is its proprietary AI models trained on vast datasets, providing a competitive moat.

Bendov states that strategy and team are paramount, with strategy being the most crucial element for a company's success.

Bendov advises young professionals to prioritize learning and company culture over immediate salary when choosing their first sales role.

Bendov believes that roles will become more blended as individuals take on multiple responsibilities with the aid of AI tools.

Bendov explains Gong's strategy to reaccelerate growth by developing needed products and focusing on customer outcomes and value engineering.

Bendov notes Gong's expansion into multiple product lines, aiming to become the revenue AI operating system for companies.

Bendov discusses how Gong's sales teams sell to the same buyer for different products, utilizing subject matter experts.

Bendov expresses respect for competitors like Salesforce and Microsoft but emphasizes Gong's focus on its unique value proposition.

Bendov shares that his Bose noise-canceling earphones are the most impactful $500 purchase, essential for his frequent travel.

Bendov identifies the ability to detach emotionally and observe situations from the sidelines as a crucial, non-obvious skill for sales leaders.

Bendov's biggest current worry is hiring, with 200 open positions despite ongoing recruitment efforts.

Bendov predicts Gong will have more engineers in 10 years due to business outgrowing AI-driven productivity gains.

Bendov's advice on marriage is to choose a partner well, viewing it as a true partnership with give and take.

Bendov states Gong's goal is to cross $1 billion in ARR before 2030 and become the revenue AI operating system for companies.

Bendov believes Gong's current bet on accelerating growth is for before 2030.

Bendov highlights that the most memorable deal win was with a customer met at a 2016 conference who later became a significant adopter after evaluating Gong and competitors.

Bendov admits that the most painful churn experience was losing happy customers due to competitors offering bundled solutions, though many have since returned.

Bendov suggests that companies not growing significantly or lacking cash reserves might consider PE sales, but stresses the importance of profitability for attractiveness.

Bendov views becoming a public company as a potential future step for Gong, but not a personal mission, citing the restrictions it may impose.

Bendov advises founders on secondaries to be realistic with valuations and consider the long-term impact on employees.

Bendov states Gong is well past $300 million in ARR and continues to grow.

Bendov believes that Gong's sales stages, created in 2016, are not optimal but have worked, and changing them would be difficult due to established momentum.

Bendov highlights that ACV matters more than industry knowledge for sales hires because sales skills are harder to acquire than industry specifics.

Bendov states that Gong has around 400 engineers and uses a mix of proprietary models, Claude, ResNet, and OpenAI, dynamically switching between them.

Bendov says that Gong crossed $300 million ARR last year and is well over that figure now.

Bendov notes that LinkedIn was an early large customer and chose Gong over competitors, which has been exciting as they continue to expand.

Bendov confirms Gong has eight-figure customer contracts and half of Fortune 10 companies use their services.

Bendov explains that Gong reaccelerated by developing needed products, improving customer support, and focusing on outcomes and value engineering.

Bendov asserts that the most important thing for a company is its strategy, followed by the team, and then the market.

Bendov believes sales is a critical life skill, useful for persuading others, whether it's selling ideas to investors, children, or promoting concepts.

Bendov questions the value of sales experience at companies like Open AI or Cursor if they are merely "order takers" due to AI automation.

Bendov states that the most memorable deal win was with an early customer met in 2016 who became a significant adopter after evaluating Gong and competitors.

Bendov states that LinkedIn was an early large customer and that they are now expanding, which is exciting.