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PROJECT:
AI Transformation of the Enterprise Sales Process
A B2B SaaS company redesigns how its Account Executives sell, before automating anything
Context
- Company: Consensus, a B2B SaaS company in presales and demo automation, serving major enterprise customers
- GTM organization: revenue leadership, sales managers, SDRs, Account Executives, Sales Engineers and Customer Success
- Complex selling motion: prospecting, qualification, discovery, demo, proposal and negotiation
- Scale: ~25 active AEs working ~375 deals a year
- Fragmented process: each AE worked differently, CRM use was inconsistent, and spreadsheets and disconnected tools filled the gaps