Sam Jacobs

Founder & CEO

I build elite, modern GTM operators - CROs, CMOs, CCOs, and Revenue Operations leaders - who drive growth at the world’s fastest-growing B2B companies, including Salesforce, Hubspot, Stripe, Oracle, Snowflake, Clay, Klaviyo, Xero, Upside, Owner.com, Otter.ai, and Square

That’s the mission behind Pavilion, the leading global community of over 10,000 high-performance go-to-market executives. We exist to help ambitious professionals unlock and realize their full potential—not just as employees, but as leaders, thinkers, and builders.  

Pavilion is a paid membership for GTM leaders at every level. We provide tactical support, advanced education - incorporating financial literacy, advanced AI-powered GTM motions, and modern leadership tools - career acceleration, and a powerful peer network to help Members perform better in their roles and grow into the next. We operate in every major global hub and represent a new way of thinking about career development—community-powered, principle-led, and relentlessly practical.

This all started with a belief: that greatness exists within all of us. Sometimes it just needs the right mechanism to bring it forth.

To learn more, visit: www.joinpavilion.com

I also co-host the Topline Podcast with AJ Bruno and Asad Zaman.

And I wrote a bestselling book, Kind Folks Finish First, about building with kindness at the center.

Host, Sales Hacker Podcast

Host of The Sales Hacker Podcast featuring interviews and discussion with leading sales practitioners from high growth companies around the world.  

Learn more here: https://www.saleshacker.com/podcast-announcement/

I thought AI SDRs were a gimmick.  I no longer think that.  I do think that if you have a team of poorly trained people sending thousands of crappy emails, having a bot replace them won't do very much.

But, I can also recognize that an agent sending thousands of emails is cheaper than a team of humans sending thousands of emails.

And I also appreciate instant follow-up.

We've long discussed the exponential half-life of lead value as response time increases.  

Following up within 1 minute is 10x more valuable than an hour which is 10x more valuable than a day.

So there is definitely a place for AI SDRs.

But I think benchmarks and standards are important.  

That's why I partnered with Otter.ai to put together a new guide for B2B sales leaders on how to unlock the potential of AI SDRs.

What you’ll learn:

- Benchmarks that matter: See how AI SDRs outperform traditional reps with 10x outreach, 3x faster replies, and 50% lower cost per meeting.

- Key advantages: AI SDRs persistently follow up and boost meeting conversion rates from 15% to over 25%.

- Common pitfalls: Learn what to watch out for from over-automation to data accuracy and how to balance AI efficiency with human insight.

- Measurement framework: Know which KPIs every sales leader should track, including qualified meetings, cost per meeting, response time, and lead quality.

- Ethical and operational best practices: Maintain transparency, protect data, and know when to hand the conversation back to your rep.

AI SDRs are booking twice as many qualified meetings at half the cost. 

This guide shows you how to get there faster: https://lnkd.in/ezn6i-Vy

Data in the table below provided by Otter.

#sponsored

CEO @ Pavilion | Co-Host of Topline Podcast | WSJ Best Selling Author of "Kind Folks Finish First"

There's a pipeline crisis happening right now in B2B tech. Which means there's a growth crisis.  

And while this website is full of a lot of very talented people who can get a lot of likes and engagement on social media posts, 

Communities are where the real operators are spending time.

Real operators don't have endless hours building their brand on social media.  They're too busy running their teams to try and master the ever changing algorithm.  

But they do have time to talk to each other, share ideas and best practices, and try and find strategies that unlock growth.

This was one of my favorite such conversations this past week in Pavilion.  

And the best part was 15 different CROs, GTM operators, and true practitioners leaning in to share real stories from the front lines.  

The way we're going to navigate our new persistent state of uncertainty is through a community of diverse vetted expert opinions in constant dialogue.  

There is no single framework that will save you.

Nor one single thought leader (including me).

It's going to be about you and your engagement with a group of fellow practitioners.  

We've built the very best GTM community in tech over the past 10 years and I'd be honored if you joined us and contributed to the conversation.  

Click here: https://lnkd.in/gtYxeg7J

We're heading for a crash.  Unit economics was the unlock that drove 20 years of software growth.  Once people understood the basic math, we could confidently invest in GROWTH.  But when a new generation of AI founders don't understand that math, everything breaks.

BACKGROUND

Unit economics describe the relationship between:

- How you much you spend to get a customer
- How much they pay you back
- What it costs you to service them
- How long they stick around

The basic assumptions are:

- It's expensive to change someone's mind (CAC)
- Once they change it, they stick around for awhile (Retention, GRR)
- It costs little to service them (Gross Margin, Cost of Service)

So ... 

- Even if it's expensive to acquire a customer
- Because they stay for a long time and it's cheap to keep them
- You can spend more than you make today knowing they'll be around for a long time and pay you back

THE AI HYSTERIA BREAKS THE MATH

Fast forward to today.

- Is it still expensive to acquire a customer?  YES and it's getting more expensive all the time

- Is it still cheap to service them? NO most AI companies have manufacturing-like gross margins. Replit has negative gross margins.  Meaning they lose money every time they make a sale.  So AI companies don't look like traditional software.

- Do they stick around a long time? Probably NOT.  If you can grow that quickly on Experimental Revenue you have no idea if those people are going to stay.  And you need them to stay MUCH longer because your margins are so terrible. 

The entire equation is broken.

Once the equation breaks, you eventually hit a wall, run out of money, and shut down your company.

As long as investors will underwrite bad math, you're safe.

The minute the winds change direction, you're screwed.

So what do you?

Don't listen to me, I'm just over here trying to teach people to how to build long term businesses.  I'm probably doing it wrong :)

But if you do want to survive the chaos, DM me and we can talk about the little community I'm building to empower GTM operators of the future to flourish in a new world of persistent uncertainty.

XRevenue Collective

• Drive profitable revenue growth by optimizing key account performance.
• Leverage AI and digital tools to enhance client success, reduce churn, and optimize CLVLV.
• Identify and integrate effective partners to provide actionable intelligence for revenue growth.

Founder

Revenue.io

Referral Partner

Revenue.io powers high-performing teams with AI and real-time guidance. By surfacing and recommending what works best, Revenue.io enables many of the worlds largest, most complex global companies to deliver predictable results, optimize their entire revenue operation and unlock exponential growth:

Sales Reps:
 - avoid "practicing" with prospects;
 - know/incorporate what really works best to close deals/book intros; and,
 - become outstanding listeners and communicators.

Sales Leaders:
 - ensure reps are doing what works without spending hours on coaching;
 - know their training is not only sticking with reps, but is also closing bigger deals, faster; and,
 - get their newer reps ramped up to full capacity faster.

Revenue Operations Leaders:
 - maximize the adoption and ROI of their Salesforce investment;
 - understand what works, and why, without countless hours of systems integration work; and,
 - quickly and consistently surface the right insights for their sales leaders.

Chief Revenue Officers:
 - ensure their teams are focused and prioritizing the right things;
 - replicate successful outcomes across the entire team; and,
 - break down walls between Marketing/Sales/CX to deliver greater value to your customers.

Director Enterprise Accounts

Social Sales Link

SSL helps sellers, account managers and CX professionals convert connections to conversations (and pipeline) through the power of LinkedIn.

Sales Strategy Consultant (Independent Advisor)

Mindtickle

MindTickle's comprehensive, data-driven, sales readiness platform fuels revenue growth leveraging:

➊ On-demand, on-line gamified training;
➋ Knowledge reinforcement with bite-sized mobile updates; and,
➌ Conversation intelligence to support coaching and ensure world-class sales performance.

Enterprise Account Executive

Corporate Visions

Leveraged CVI’s science-based sales methodology to craft sales messaging and transform sales teams. Corporate Visions helps B2B companies develop the messages, content, and selling skills needed to master the four most critical value conversations.

➊ Create sales opportunities (build PIPELINE)
➋ Accelerate sales cycles by engaging with executive buyers (ELEVATE conversations)
➌ Improve profitability (NEGOTIATE more effectively)
➍ Increase revenue from existing clients (EXPAND value)

Curiosity Quotient Selling

WHAT’S YOUR CURIOUSITY QUOTIENT?

Zig Ziglar said “YOU can get everything in life you want if you will just help enough other people get what they want.” The key is knowing what THEY want… and often even they don’t know!

That’s what makes sales heroic. The skillful sales person delivers exactly what you want and makes it feel good. Curiosity Quotient (CQ) Selling is based on the belief that a healthy sense of curiosity is the necessary starting point for building relationships and closing more business. 

Curious?

Founder/VP Sales

Revegy

Revegy is a SaaS sales & account management automation solution that helps B2B sales organizations build predictable & long term revenue by visually guiding the critical thinking necessary for planning and execution.

Director Sales

FranklinCovey

Sales is about Helping Clients Succeed™. Franklin Covey’s Sales Performance Practice - based on Mahan Khalsa's ground-breaking work - “Helping Clients Succeed: Let’s Get Real or Let’s Not Play”- provides a "get real" approach that delivers the what and how-to-do for mutual seller/buyer benefits.

I sold and managed a range of individual contributor, sales manager, sales leader and sales organization services globally including:

Sales consulting and transformation;
Sales leadership development;
Sales training;
Change Management; and,
Coaching.

Vice President, Sales Performance Practice

Xerox

Lead sales for Xerox Human Resource Outsourcing services including Human Capital Management (HCM) and Benefit Administration sales for the Southeast region.

Vice President, Southeast Sales Leader

Mercer

Sold and coordinated the global delivery of Mercer’s service offerings on behalf of U.S. based multi-nationals:

•	Managed consulting activity in 40 countries including workforce management (HCM), mobility, compensation & global benefit management
•	Reduced HC costs and risk for Global 200 manufacturing conglomerate through enhanced global governance
•	Improved financial performance for Fortune 250 quick-service restaurant chain through global wellness strategy

Partner, Global Relationship Manager

At its heart, selling Kirby vacuums door-to-door (my 1st sales gig) is the same as selling 8-figure technology/BPO deals (a more recent one)… someone(s) has to believe in your vision. And your intent must always be to help the person you’re speaking with achieve their objective.

Of course scaling the right behaviors across a revenue team or within a complex sales process... that requires more than exquisite story-telling skills. Reps must be prepared and empowered to sell. Business leaders need the tools and know-how to drive profitable revenue growth, reduce churn and shorten time to productivity.

With over 25 years in sales, marketing, and revenue leadership, I help organizations achieve their revenue goals by leveraging the right technology, processes, and people.

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Sam Jacobs

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The Battle

Sam Jacobs

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Sam Jacobs's LinkedIn Performance

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