For SaaS AEs, SDRs, and founders who sell
Watch this short video to see where top reps point AI instead, and get nine skills that do it in the AI you already use.
Here's where top reps point AI instead, and nine skills that do it in the AI you already use.
Inside
The problem
You've heard AI saves you hours every week. Fine. So here's the question nobody's asking:
What did those hours do for your number?
More tools than ever. More AI than ever. And more than half of SaaS reps still missed quota.
Two out of three buyers would rather buy without a rep. Not because salespeople are useless, but because most of what they get from salespeople is noise, and AI just made the noise cheaper.
It's not the market. It's not your territory. And it's not that you need to send more emails.
It's that almost every rep is pointing AI at the wrong layer of the sale.
One real deal
A 500-person software company. The CTO told two vendors the same thing:
"We need to improve efficiency in our development process. Too many manual handoffs, too much time wasted."
How much developer time goes to manual work? How long is the release cycle? How many errors in the handoffs?
Then she proposed a $200,000 workflow automation platform. Clean ROI. Clear business case. It solved exactly the problem the CTO described.
40% of developer time lost to manual deployments. Six-week release cycles. 15% of releases rolled back.
Competitors shipping features three times faster. $3.2 million in revenue stuck behind delayed launches.
Market share slipping. Engineers leaving. And a roadmap the CEO had promised publicly that the team couldn't deliver.
Every number in that case came out of discovery, from the buyer. The second vendor didn't pitch harder. They went three layers deep.
One real deal, not a typical result.
Why AI hasn't helped most reps close more
Every problem a buyer has sits on three layers.
The manual work, the slow process, the annoyed team.
The missed target, the delayed launch, the customers walking out.
And who gets blamed. This is what gives you a champion who sells it inside when you're not in the room.
Now look at every tool you have. Your call recorder writes down what was said. Your CRM stores what happened. Your sequencer sends what you wrote.
All Layer 1.
And when AI showed up, we pointed it at the same place. Summarize my call. Write my follow-up. Update my notes.
But Layers 2 and 3 aren't in what the buyer said. They're in what the buyer hasn't said yet. No tool records that. You have to go get it.
So here's the trap: AI makes you faster at Layer 1. And faster at Layer 1 just gets you to "send me a proposal" sooner.
Try this now
Open your AI chat history and scroll back a week. Count the chats about writing something faster. Then count the chats about winning one specific deal.
Or think about the last deal that stalled on you. Can you say, in the buyer's own words, what happens to their business if they do nothing? If you can't, that's where it died.
And here's what makes it worse. Buyers use AI now too. They show up to your call having already researched you. So the rep who adds nothing but speed is exactly the rep they'd rather skip.
But the rep who brings judgment?
Buyers don't need a faster rep.
They need a sharper one.
The fix
The fix isn't less AI. It's aiming it.
That idea isn't new. Over a hundred years ago, National Cash Register built the first known sales training manual, and the philosophy was to sell a business function, not a piece of machinery. The best sellers have always sold the consequence, not the product.
What's new is that AI can now help you do it on every deal, if you aim it right.
But open a blank chat and type "help me close this deal," and you get something generic. The AI doesn't know what good looks like. It doesn't know your buyers, your product, or how you write. And prompts don't fix that, because a prompt only works when you remember it, find it, and paste in everything by hand at 7:55 for your 8:00 call.
So I took each part of my system and turned it into a skill. A skill is a saved set of instructions your AI follows the same way every time. You install it once. After that you just say what you need in plain words: "Build a thesis on Acme." "This deal stalled." And it does that job, my way, for what you sell.
Introducing
Use AI on the work that actually decides deals.
One per job, plus a setup guide and a toolkit for reps without ZoomInfo or Gong.
Built on my ten-year discovery and deal system. Install once, then just ask.
A designed executive one-pager and business case, with finished examples.
The full guide and printables for the move that gets buyers talking.
The skills
Each one does one job the same way every time, and every one works at Layers 2 and 3.
What you sell, who you sell to, who you're up against, and how you write. Every other skill reads it, so nothing comes out generic.
What the account is trying to achieve, what's in the way, and why your problem matters now. With sources, what would make it wrong, an opening line, and questions for each layer.
What you know at each layer, what's missing (most dangerous first), the goal for the call, and a Playback to open with.
An honest verdict, the two biggest risks, the next three moves, and the question you're avoiding. For a quiet deal: which of five stalls it is, and a message that isn't "just checking in."
Trades your approvers say yes to, asks that get busy people on your deal, and an honest forecast with the evidence behind it.
A designed one-pager or business case in the buyer's words and numbers, with every figure sourced and a list of the numbers you still need.
Plans your Playbacks before a call, scores your transcript after it, and drills you until the move is how you talk.
Checks your top accounts every week, drops the noise, and tells you only what changed and what to do about it. Runs on a schedule.
Target lists from your ideal customer, security questionnaires, and call notes, for founders and startup reps without ZoomInfo or Gong.
See it on one deal
Every module follows the same deal: Jordan Ellis, an AE at Clearpath, selling customer health software to Meridian Health Software. The companies are made up. The outputs are what the course shows, shortened to fit.
Before: the usual research
Meridian Health Software. About 600 employees, HQ Denver. Raised a Series B last year. Uses Salesforce and Zendesk.
Opening: "Congrats on the Series B! I'd love to learn about the challenges your CS team is facing."
Could be sent to any company. Starts the call at the tool level.
After: account-thesis
Meridian's CEO has said retention is the number that matters most this year, and the company is expanding into mid-size hospital groups, which are bigger and more complex customers. Expanding into a harder segment while retention is under the microscope stretches the CS team. If account health is still tracked by hand, churn risk will show up late, right when retention is being judged.
CEO interview on an industry podcast (retention as the priority); press release on hospital-group expansion; six open CSM roles and a new Director of CS Operations role on their careers page.
If they already have automated health scoring, the problem is elsewhere, likely onboarding the new segment.
"Your CEO has been pretty public that retention is the priority this year, and you're moving into hospital groups at the same time. I'm curious how that's changed what your CS team is being asked to do."
Layer 1: "How does the team know today which accounts are at risk?"
Layer 2: "How does moving into hospital groups change that?"
Layer 3: "If retention comes in below plan this year, what does that affect?"
From Module 1. The second version could only be said to Meridian.
Before: the usual prep
Reread the call summary. Plan to "recap last call, then do the demo."
Opening: "Thanks for the time again! Just to recap, we talked about your health reporting challenges. Today I'll walk you through the platform."
Recaps and demos. Leaves the two gaps that stall this deal later.
After: follow-up-prep
Layer 1: "Our CSMs build health reports by hand every week" (Priya); about 5 hours per CSM, 8 CSMs.
Layer 2: two accounts, about $300K ARR, churned last quarter and "we found out when they gave notice."
Layer 3: not confirmed. Priya mentioned the board "watching retention" before a raise.
"So your team spends a day a week building reports, and you still find out about churn when customers give notice. With retention under the microscope before the raise, that sounds less like a reporting problem and more like the number the raise depends on. Is that fair?"
Confirm the retention target and date, and get a meeting with the CFO.
Show only early churn alerts and the retention forecast. Skip the dashboard tour.
From Module 2. It finds the gaps that would stall the deal (no CFO, no date) and plans to close them.
Before: the usual move
Day 5: "Hi Priya, just checking in on next steps!"
Day 12: "Hi Priya, bumping this to the top of your inbox."
Day 20: "Are you still interested?"
Three messages that ask for something and give nothing.
After: deal-strategy
Single-threaded, with no reason for now. Everything lives with Priya. The CFO hasn't engaged, and no date was confirmed on the demo call.
Give Priya something that helps her sell it upward, tied to the date she does care about: the board's retention review.
"Hi Priya, you mentioned the board is watching retention ahead of the raise. I put together a one-page summary of what you shared, written for Mark, so you don't have to build it yourself. Want me to send it over, or walk him through it with you? Either way, when is the board's retention review?"
If there's no reply and no date within two weeks, move it out of this quarter's forecast.
From Module 3. One message that gives the buyer something and fixes the real problem.
Before: the usual ask
"Hey, can I get 20% off for Meridian? The CFO is asking and I think it will help us close this quarter."
Asks for a favor. Approvers say yes to trades.
After: internal-selling
15% off year one on Meridian ($90K), in exchange for a two-year term and signature by October 31.
Meridian is expanding into hospital groups, a segment we're trying to win. Priya Nair (VP CS) has agreed to be a reference if the pilot hits its goals.
Year two locked in, a signature this quarter, and a reference in a new segment.
The CFO has named an in-house build as the alternative. Without movement on price, it likely slips to next quarter or goes to the build.
Two-year term: confirmed verbally by the CFO. Reference: confirmed by Priya. October 31 signature: likely, not confirmed.
From Module 4. A trade with a clear return, honest about what's confirmed.
Before: the usual follow-up
An email with five bullet points about features and a price, sent to Priya with "Feel free to forward!"
Says "a vendor wants something." The CFO never sees the problem in Meridian's own numbers.
After: buyer-materials
From Module 5: the finished one-pager and business case, built for Priya to forward to the CFO. Both designed templates come with the course.
What's inside
Each module is a short guide, one worked example, and a skill you install once. Most take under 20 minutes to read and set up. No video to sit through.
Set up in about 20 minutes, in the tool you already use.
Walk into first calls knowing what the company is trying to do, and why you matter now.
Know what you know, what you don't, and exactly what to open with.
A tough, honest sales manager for every deal.
Get the approvals, help, and credibility that close deals.
Documents your champion can forward to the CFO without editing.
Get better at the hard part of discovery, around calls you're already having.
Stop starting from scratch. Let the useful work come to you.
For founders and startup reps without the big tools.
The full method, ten worked examples, a scoring rubric, and twelve practice drills.
Prep sheet, Playback card, rubric, and score tracker.
Two designed templates, with the finished Meridian examples.
How it works
In the AI you already use. Paste some instructions and upload some files. About 20 minutes, no technical skills.
Once. So every skill knows what you sell, who you sell to, and how you write.
"Build a thesis on Acme." "Prep my follow-up." "This deal stalled." "Make an exec one-pager." Each skill does its job the same way every time.
Works with Claude, ChatGPT, Microsoft Copilot, Google Gemini, Grok Bot, and agent tools like Claude Code, OpenClaw and Hermes.
Built with rules that protect you
Every skill follows the same rules, so what reaches your buyer is something you'd put your name to.
Nothing goes to a buyer without you reading it first.
Missing numbers get listed as questions to ask, not made up.
Every claim about an account says where it came from, so you can check it.
Buyer documents use only figures the buyer gave you, with the source shown.
Honest verdicts, not cheerleading. Better to hear it before your forecast call.
It runs on public information, your own notes, and transcripts you're allowed to use.
If your company has an approved AI tool, use it for anything with customer information in it.
Who it's for
Who made this
I've spent ten years in B2B SaaS sales, and over those years I built a discovery and deal system that thousands of reps have used. It's not theory. It's what I actually do on calls.
I write Dominating SaaS Sales on Substack, which about 3,000 people subscribe to. This course is that system, turned into skills your AI runs the same way every time.
Get it today
Here's everything you get, starting with your very next call.
Use it on your deals for 14 days. If it hasn't changed how you prepare for calls, email btdingo@gmail.com for a full refund. No hoops.
Questions
Yes. Research and practice use public information and made-up buyers. For anything with customer information in it, use your company's approved AI tool.
Whichever you already use: Claude, ChatGPT, Microsoft Copilot, Google Gemini, Grok Bot, or agent tools like Claude Code, OpenClaw and Hermes. The setup guide covers each one. Research and the weekly account watch work best in a tool that can search the web, which current paid plans of the major assistants can.
No. If you have them, this does what they don't. If you don't, the No-Stack Toolkit covers the basics.
No. Short guides, worked examples, and skills you install once. Most modules take under 20 minutes to read and set up.
About 20 minutes. You paste some instructions and upload some files. No technical skills needed.
It's built for SaaS AEs from SMB to enterprise, SDRs moving up, account managers, and founders who sell. It's not for anyone who wants AI to send more email.
No. One payment, and the files are yours to keep.
Right after checkout you'll get your download on screen, and a copy of the link by email.
Use it on your deals for 14 days. If it hasn't changed how you prepare for calls, email btdingo@gmail.com and you'll get a full refund.
You can keep using AI the way everyone else does. Faster emails, faster notes, and the same deals stalling at "send me a proposal."
Or you can point it at the part of the job that actually decides deals, starting with your very next call.
Go find Layer 2.
BowTiedDingo
Before you go
Nine AI skills that point the AI you already use at the work that decides deals. Try them on your deals for 14 days. If they haven't changed how you prepare for calls, you get a full refund.
Get instant access for $37
BowTiedDingo