"If I knew what the top 5 priorities were for the Prospect, I could see how my solution aligns to that and then I would know how I am relevant to their goals OR I'd be able to disqualify myself before I wasted all that time."
The Problem we're trying to solve:
A frequently observed challenge in B2B sales, regardless of industry, is aligning messaging and the pitch directly with the most pressing priorities of the target C-suite.
A possible solution:
A valuable, yet often underutilized, technique involves analyzing public Executive Statements, like those found in earnings call transcripts for public companies, to uncover these priorities.
Manually going through all this, extracting and interpreting executive priorities from documents like earnings calls or 10k reports presents us with significant challenges in terms of time, cost, and consistency.
People, I suppose, much like LLMs, have subtle (or maybe not so subtle) bias in them and that can lead to variations in identifying what constitutes a pain point or an initiative. In some early testing I've found that at least an LLM can actually be a lot more consistent over time, as well as of course being a lot faster.
Let's look at the high level things to be done to pull this off:
Identify the companies you want to Target (CRM Target Accounts or a specific sector)
Get the latest earnings calls for each Target (automate through data provider - there are many)
Setup a list of Categories that you will use to Tag an Initiative with. The list has to be comprehensive and cover a wide enough range to be helpful.
Design a classification template that will force the LLM to pick one or more "Tags" from the approved list created in step 3. This is important so the LLM does not decide to start classifying something in another way down the line and cause the tags to sprawl.
Run each earnings call through the system, extract out the initiatives, tag each initiative and then store the output into a dataset.
Results
After fetching the earnings calls for 154 companies in the Software & Technology Industry, we ran each earnings call through Gemini 2.0 Flash, using the prompt template above to extract the initiatives.
