Nick Sarafa

30-45% of deals today can start inbound if you cut the form step. One click to chat, not “submit and wait”. In five minutes, the buyer gets answers on pricing, you confirm ICP fit, and both sides know if it’s worth moving forward. That’s the difference between closing in two weeks or losing momentum in two months. The old loop: form, SDR call, AE call, another call, was built for sellers. Buyers don’t tolerate it anymore. They expect to qualify and book on their terms, in one continuous interaction. Teams still clinging to static forms and slow email follow-ups are bleeding pipeline they never even see. The shift is here: DM Selling. Intent captured and acted on immediately. The ones doing it are pulling ahead. The ones not doing it are being left out of the AI shift in GTM. That’s exactly why we built Knock AI, to make DM Selling the default.

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10 comentários

Want shorter sales cycles? Here’s how top SaaS brands we work with do it: You see, most SaaS teams love to brag about pipeline velocity - how much revenue they generate each month and year… …all that while their profitability could be WAY higher - unfortunately behind the slide deck, their sales reps are stuck babysitting clueless prospects - explaining basics that should have been handled months earlier. That’s not sales - that’s unpaid consulting. Here is the real leverage: pre-educated inbound. • A prospect who already understands the problem. • A prospect who already knows the solution exists. • A prospect who has already seen your name pop up in their network three times before they ever fill out a form. That prospect closes faster. No hand-holding, death-by-demo, nor a 47-slide pitch deck to convince them gravity exists. The right kind of inbound cuts weeks - sometimes months - off the cycle. Because by the time sales touches them, they are not asking "What do you do?" They are asking "How do we start?" And the smartest way to engineer this pre-education today is a Company Channel on YouTube. Why? Because YouTube is not just a content platform - it is a 24/7 sales rep that never sleeps, never forgets the script, and never demands commission. Because your buyers are already there, searching for answers. And the algorithm works like compound interest - the more you invest, the more discoverable you become. Because unlike an ad that disappears the second you stop paying, a well-executed video educates prospects for months or even years. Because nothing builds trust like showing your face, your voice, and your thinking - before you ever ask for the meeting. In SaaS, trust accelerates everything. And trust built through YouTube means that by the time your sales team engages, the prospect is not cold. They already know you. They already trust you. Which is why inbound from YouTube is not just warmer - it is blazing hot. And that heat melts away the long, painful sales cycle your competitors are stuck with.

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27 comentários

Almost 4 out of 5 B2B sellers missed quota in H1*. Yet they will nearly all use a swiss army knife of sales tech tools, each promising to 'improve win rates', 'revenue success' and 'x10 pipeline velocity'. More tools, more AI, more time selling to the right prospects (in theory), but less quota attainment. The problem is not those tools. Many are great with strong ROI. But the ROI is capped by sales skill and competency. A more productive underperformer is still an underperformer. Investment in tech for productivity and insights comes easy. Improving skills? Coaching? "Isn't that our managers role?" How many organisations are already resigned to 2026 seeing stats like this? Budget planning conversations already planning to reduce organisation revenue goals, because the data says its harder. Tech has not solved underperformance and it won't in 2026 either. *77%, Ebsta (now part of Fullcast) and Guy Rubin's superb benchmark data. Follow if you're not already.

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9 comentários