001: Jordan Crawford -- Signal vs Insight Based Selling & the Future of AI in GTM

How is AI and new automation tools changing the world of GTM and outbound? In this episode, we sat down with TAM scoring expert and Founder of leading GTM agency Blueprint Jordan Crawford. We discussed the difference between selling towards a user signal and selling against a key insight about a buying behavior, and how the latter can be a key differentiating factor that keeps you resilient as technology commodifies outreach methods.

Hope you enjoy the rest of the conversation, where we touch on:

• "Throwing spaghetti into the universe"
• His recommended tech stack
• Where he does and doesn't use AI

GTM teams use Clay as a creative tool to enrich their data, scrape the web, and personalize outreach at scale. Go to clay.com to learn more.

Chapters

• 0:00 Episode Start
• 1:04 What does GTM look like now vs before?
• 5:42 How To Systemize Insight
• 11:20 Signal vs Insight Based Selling
• 17:26 Addressing TAMs
• 21:23 How To Actually Use AI
• 27:24 It Always Comes Back To This...
• 31:16 The RIGHT Questions To Ask
• 37:38 Are Databases Dead?
• 40:29 Where To Find Jordan Crawford