The Future of Tech Sales W/Shantanu Shekhar | Data, AI, and the Death of the Traditional Funnel | Ep 044

Connect with Shantanu Shekhar on LinkedIn.  Connect with Paul M. Caffrey on LinkedIn.  Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition." "Data itself is an asset, but you need to identify the signal within the noise." Summary Shantanu Shekhar, Senior Director of Go-To-Market at Gong, shares insights on revenue operations and the growth of LinkedIn. He emphasizes the importance of focusing on customer value and aligning strategy and operations. Shantanu discusses the role of data in decision-making and highlights the need to identify relevant and reliable data. He also explores the future of AI in revenue operations, including data-driven insights and increased efficiency. Shantanu provides advice for companies starting out and discusses the evolving role of SDRs. He concludes by discussing the essential tech stack for revenue operations and the importance of starting with the customer. Takeaways Focus on customer value and align strategy and operations to drive growth. Use data to make informed decisions and identify relevant and reliable data points. AI can enhance revenue operations by improving data quality, driving insights, and increasing efficiency. Consider the evolving role of SDRs and the importance of talent pipeline development. Build a tech stack that starts with the customer and supports the entire customer lifecycle.