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Nobody Cares About Your Meeting Count
David Wilkins, former SDR leader at Snowflake and now community builder for thousands of SDR managers worldwide — joined us on AI GTM WTF to rip apart the old GTM playbook.
His take? Counting meetings and scaling headcount is wasted motion. Execs only care about pipeline contribution and revenue impact. Everything else is noise.
The Shift We’re Seeing:
The predictable revenue machine — hire more SDRs, run more sequences, book more meetings — is broken.
AI spam filters are smarter than sales teams. Governance councils stall AI adoption under the excuse of “IP protection.” And Europe is already 18 months behind the US.
The result? Pipeline isn’t scaling. Activity theater is.
Spotlight Insight: David Wilkins
“No one gives a shit about how many meetings your team books. If you reduce a million-dollar org to meeting counts, you’re failing.”
GTM Picks: What to Steal This Week
Stop Talking Inputs: Replace “calls made” and “meetings booked” with pipeline contribution and revenue per head.
Account Prioritization AI: Use tools like Kernel.ai to surface the 20% of accounts with real buying signals.
Data Waterfall Enrichment: Layer multiple data sources across regions to avoid single-threading.
Practice Under Pressure: Train SDRs on AI-driven call simulations (think Hyperbound) so real calls feel easier.
Deep Dive: What Actually Works in 2025 GTM
AI as the Multiplier
AI doesn’t replace SDRs. It makes good reps great and lazy reps worse. The best use the stack to clear admin and spend time on revenue. The worst hide behind “perfect emails” nobody reads.
Engine Room Reality
SDR orgs are supposed to be the pipeline engine. Most aren’t. Why? Leaders are still reporting dials when CFOs want revenue-per-head math.
Europe’s Lag
Wilkins is blunt: Europe is 12–18 months behind the US in adoption. Leaders waiting for permission will lose market share permanently.
The $1M in 90 Days Playbook
We asked David what it would actually take to spin up a million-dollar pipeline in 90 days with AI in the driver’s seat.
His answer wasn’t theory. It was a step-by-step playbook that makes most SDR orgs look like amateurs:
1. Account Prioritization, Not Spray-and-Pray
Feed your CRM and ICP into AI tools like Kernel.ai. From 10,000 accounts, find the 2,000 with the highest propensity to buy. If you’re still throwing SDRs at named accounts without signals, you’re wasting burn.
2. Multi-Thread or Die
Enterprise deals aren’t closed on a single meeting. David says one serious deal means ~14 meetings across multiple business units and decision-makers inside an account. If your team brags about “booking a meeting” — they’re running a fantasy pipeline.
3. Train Harder Than the Game
Top reps don’t wing calls. They practice under pressure with AI roleplay tools like Hyperbound until real conversations feel easy. If your SDRs aren’t sweating in practice, they’ll bleed in the field.
4. Call With Value, Not Volume
AI can hand you enriched insights, but the rep still has to deliver relevance on the phone. More dials don’t equal more pipeline. More valuable conversations do.
“AI makes good SDRs great and bad SDRs worse”
- David Wilkins
AI GTM WTF POV
The takeaway isn’t that AI is magic. It’s that execs no longer tolerate vanity metrics.
The GTM advantage now comes from signals → enriched workflows → accountable revenue contribution. If you’re still counting dials, you’re done.
Contrary Take
David’s right: meetings don’t matter. But here’s the sharper truth — neither do SDRs who can’t interpret data.
The winners in 2026 aren’t the loudest or busiest. They’re the ones who turn AI-driven signals into real revenue math their CFO can’t ignore.
Want the Full Playbook?
David breaks down:
Why execs don’t care about meetings or dials.
How AI shifts SDR orgs from admin-heavy to revenue engines.
Why Europe is permanently behind if leaders wait until 2026.
The workflows that turn lazy reps into liabilities.
AI GTM WTF isn’t here to celebrate the hype cycle. We’re here to arm you with what actually moves revenue.
If this hit, forward it to one operator who’s drowning in “AI strategy” decks and needs the signal, not the noise.
No AI SDR fairytales. Just the future of GTM.
Sincerely,
Rahul 👋