Zach Wright's Linkedin Analytics

Got pitched on printer services today. The justification? “Printing is usually the third-largest expense after payroll and rent.” We’re a remote AI startup. We don’t even own a printer. This is a perfect example of how not to sell in 2025. In 2018, you could blast out generic emails and still get results. Today, that approach tanks your deliverability, wastes time, and shows the buyer that you didn’t even do basic research. “Wellllllll technically… you can warm up your domain or rotate mailboxes.🤓” Yes, I know. But that’s not the real problem. But the real issue isn’t technical. It’s strategic. If your plan is to reach out to everyone and hope something sticks, that’s not outreach. That’s noise. With Syft AI, reps focus only on accounts showing signs of a real problem they can solve. The messaging is built using their own customer stories and value props, and they can easily incorporate examples of their personal writing style or rules they like to follow. After that, generating personalized outreach takes seconds. The full process of prospecting for the week takes about 15 minutes. No wasted effort. No guessing. Just thoughtful outreach that respects your time and the buyer’s. They will notice.

Last week, I gave a custom demo to a sales director with 200 named accounts. One of the value matches we showed was a "Tier 3" account she hadn’t even considered. She left the call, treating it like a top target. Some context: Her region is full of small customers with low initial spend. Her team’s mission is to grow them into 6- or 7-figure customers. We reviewed 20 value matches in her territory. The first one I presented grabbed her attention. It wasn’t on their radar, but they were running a 1000 H100 GPU cluster and leaning into the exact AI and infrastructure initiatives her team is focused on. Talk about the perfect match. When we showed her the personalized message and the right contacts to go after, she said: “These are all customers. I wish I could thank them or at least mention that we already work with them.” So we created a rule to have all AI-generated messaging reflect her tone and guidance. Then she asked, “Can we find where our customers are mentioning competitors?” We pulled it up. 18 of her 200 accounts showed signs of competitive exposure. She enthusiastically asked for a recording to share with her team. She joined the call thinking it was just a demo of Syft AI. She left with a clearer path to grow her region, starting with a Tier 3 account she hadn’t considered a priority. That "Tier 3" company is buying software from someone. The only question is whether her team will be selling to them or watching from the outside.

A great note from one of our enterprise customers. 🥳 Made my day!

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Last week, we closed a deal in three business days over two calls. A new record for us. First conversation (discovery demo): Friday, April 18th  Second call (tailored CEO demo): Tuesday, April 22nd. Live and using Syft AI: Thursday, April 24th. Our first call was with their sales leader. We showed up with a custom demo connecting them to real problems they could solve, in their own language. Right away, he said he wanted the CEO to see it firsthand. When we came back for the second call, we came even more prepared: A new batch of 20 value matches. All inside their ICP. All showing real signs of a problem they could solve. I asked if they were already engaged with any of those companies. They weren't. That is the breakthrough. It is no longer a pitch. It is real. We are not selling a theory. We are not asking you to hope it works. We are putting live opportunities in front of you from the start. Companies you can go after right away. Deliver value first. Earn the right to stay.

Last week, I had a custom demo turn into three demos on the same call. First, the Regional Sales Director. Then he called someone over from the other room: “Come here, you’ve got to see this.” Then his boss. He was mid-demo when he picked up the phone and called his VP directly: “You need to see this. Can you hop on this bridge?” Same walk-through, three times, all inside one call that ran over an hour (scheduled for 30 mins). Some background: We’re several months out from a renewal with one of our customers. To grow our demand, I’d been sharing success stories of how Syft was already driving results in other regions. That caught his attention. For this net new director’s territory, I built profiles and pulled the last four weeks of fresh value matches. Each one hit. His notes filled up: “Make sure Sarah grabs this.” “Ryan needs to jump on that.” Mid-call, he started slacking reps: “Have you all seen what’s happening at this account?” Then he asked me to filter his entire region for a competitor product that’s being deprecated. Syft surfaced eleven accounts. He only knew about two. That was the tipping point. The VP called it a "no-brainer." We rolled Syft AI out across five regions. By Monday morning, every rep was onboarded in this first region. “This is all brand new. I’d say 60 percent of what you showed me wasn’t even on our radar.” Not in motion. Not being worked. Until now.

Most sellers chase logos. The best ones create something harder to earn...loyalty. One of the greatest honors in sales is when a customer leaves their company and brings you with them. It’s their way of saying: “If I had to build the playbook again, you’d still be in it.” That just happened with a former customer who couldn't imagine building their GTM strategy without Syft AI at their new company. I used to tell reps on my team at Oracle: “You’ll know you’ve made it when your customer’s win story ends up on your company’s website or when they bring you with them to their next job.” One of my proudest moments as a seller at Informatica was getting my star customer’s story on the website. It’s still there today. Moments like this remind me of something one of my mentors, Tyler Robbins, emphasized: “The most important thing in sales is to create ‘raving fans.’ Recognition, success, and career growth will naturally follow.” Average sellers sell features. Good sellers demonstrate value through stories. Excellent sellers create raving fans who advocate for them wherever they go. Aim to create raving fans. Everything else will take care of itself.