Key lessons & takeaways
- The state of AI in sales: Alex and Tido agreed that AI is both overhyped and underhyped—overhyped in its current capabilities but underhyped in its long-term potential.
- AI agents: AI agents are much better at breaking complex workflows into smaller, actionable steps. So the second generation of AI tools built on agents will be a lot more powerful than the prompt-based tools we've used so far.
- What AI is best for: Right now, AI tools excel at data enrichment, intent signals, and surfacing opportunities but struggle with nuanced messaging (SDRs aren't going anywhere).
- AI for closing deals: AI isn't just for building pipeline. Tools like Dock's AI-powered business cases or the ability to suggest follow-up content will help salespeople follow the best practices that close deals.
- Buying signals: Sales deal rooms like Dock and pipeline generation tools like Koala are great for generating the buying signals that surface better opportunities and improve deal forecasting.
- Building sales tech companies: Transitioning from selling to developers to selling to sales teams was a big shift for Tido—sales teams want to hear the future product vision, not just the product details. Alex talked about how selling to salespeople is great because they're close to the money, but also challenging, because salespeople often present as "fake champions," creating distractions or stalling deals.
About this webinar
This was a live, interactive panel discussion with Alex Kracov, CEO & Co-Founder of Dock, and Tido Carriero, Co-founder of Koala. They discussed:
- Identifying and acting on mid-to-late funnel buying signals
- Using AI to drive revenue
- How Dock’s deal rooms and Koala’s data tools are helping revenue teams close more deals
- What Alex and Tido have learned building companies in the GTM tech space
- Predictions for what's next in sales tech (the year of agents, anyone?)
Whether you're a sales leader, account executive, or just curious about where the future of revenue technology is heading, this session is packed with actionable insights to help you close more deals in 2025.
About Dock
Dock is a client-facing workspace that helps revenue teams close deals, onboard customers, and manage renewals. With Dock, companies organize everything that gets shared at each stage of the customer journey — from sales content to order forms to project plans. Along the way, leadership gets valuable analytics and buying signals to calculate the sales forecast, coach front-line managers, fix broken implementations, and understand what content actually resonates.
About Koala
Koala is an end-to-end pipeline generation engine that gives reps a single-pane-of-glass for account prioritization, deep research, and identifying buying committees.
