Using AI to Be More Human with Dustin Deno

Dustin Deno’s team built AI tools that took over the work around his reps’ meetings, so the reps could spend their time in them. Now he’s hiring again: more SDRs, reps out in territory taking customers to lunch, and a fully remote team getting together more often. Rachael sits down with Dustin Deno, CRO at Fello, on how he absorbed 25% growth in nine weeks without new reps, what his team built that nobody used, and why he’s adding SDRs rather than cutting them. Resources Mentioned in This Episode: USC Frameworks https://unionsquareconsulting.com/fra... Fello https://fello.ai/ Dustin Deno on LinkedIn   / dustindeno   00:52 - 25% growth in nine weeks 02:45 - What Felix actually does 05:13 - Splitting customer success into three jobs 07:02 - The hours lost before a meeting even happens 09:11 - Why high quota attainment is a signal to hire 13:34 - There’s no finish line on data 18:02 - Why they won’t sell to a frustrated customer 24:09 - The blog that didn’t exist ten minutes ago 28:36 - Go sit where the work is being done 30:40 - Pilot it with one rep and let them break it 34:23 - The tool they built that nobody used 35:56 - Why he’s adding SDRs 39:35 - Who to hire for the build team 48:12 - Who’s exposed in SaaS and who isn’t 55:03 - Take your customers to lunch ___________________________________________ We help B2B SaaS companies using Salesforce grow revenue faster, more predictably and more repeatably through a combination of systems management, data driven insights and RevOps strategy and planning. Book a call today! Website: www.unionsquareconsulting.com LinkedIn: www.linkedin.com/in/edwardreynolds Podcast: https://open.spotify.com/show/1CM3rme... #b2bsaas #b2bsales #outboundsales #gotomarket #gtmstrategy #revops #revenueoperations #salesstrategy #b2bsales #saasgrowth #pipelinegeneration #revenuegrowth #salesoperations #cro #GTM #founders #saasfounders #b2bmarketing #growthstrategy #startupgrowth #scaleups #founderadvice #leadershiptips #businesstips