Contributed by Inc. Magazine
Featuring Alex Sobol, Co-Founder at The Millennium Alliance
Why Executives Stopped Answering AI Pitches
“When anyone can send a perfect email, a perfect email is worth nothing; you have to get access to the right people.” That’s how our co-founder Alex Sobol put it to Inc.
Ray Fernandez, an Inc. columnist, recently wrote about how The Millennium Alliance connects enterprise leaders with the technology partners who serve them. Here’s a taste of what he found.
The inbox broke
Sobol calls it the “Age of Bombardment.” Executives are buried in messages all day, and AI made it free to send even more. “The problem isn’t that vendors got worse at outreach; it’s that the channel broke,” he said.
What works instead
Millennium starts with the executive. “We start from what each executive tells us they need, arrange the conversations that fit, run the room, and follow up afterward to book the next meeting,” Sobol said. “Nobody is there just to browse.”
Jonathan Ziegler, Sales Director, Enterprise Content Services, Americas West at OpenText, has seen it from the vendor side. He has worked with Sobol at four companies. His take: “They get you in the room.” He also told Inc. what one program delivered at Trilliant: “the $40K investment netted over $140M in pipeline and one deal worth nearly $40M.”
Worth asking before your next campaign
Sobol also told Inc. that the AI bets surviving budget reviews right now are the ones tied to a number finance can count. “At our recent CFO Assemblies, the same question keeps coming up: how do we prove it’s worth it?”
If you sell to enterprise leaders, two questions are worth asking. Would the person on the other end have asked for this conversation? And can you put a number on what it’s worth?
Inc. has more on that, plus how our Assemblies and dinners work. Read the full story: This Sales Team Turned a $40,000 Investment Into $140 Million in Pipeline
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