Why Enterprises Can't Buy AI — How One Founder Turned Procurement Hell Into a VC Fund

How to keep long sales cycle deals warm when you're selling into regulated industries — without losing momentum between touchpoints. Griff scaled cold outreach to 3,000 emails per day and built an AI/ML SaaS company that he eventually sold. In this episode, he breaks down the exact tactics he used to stay top of mind with buyers across extended sales cycles, including weekly Loom video updates that created a perception of momentum even when open rates were low. You'll learn why "language market fit" — mirroring your prospect's industry vocabulary — is the most underrated lever in cold outreach. Griff also shares a counterintuitive finding from his own A/B tests: scannable emails with line breaks consistently outperformed shorter, denser versions of the exact same copy. And if you're tempted to apologize for your product being in beta, he explains exactly why that single habit kills deals before they start. These frameworks apply directly if you're a B2B SaaS founder selling into compliance-heavy or enterprise accounts where deals take months to close and relationships go cold fast. ABOUT THE GUEST Griff built and sold Momentum, an AI/ML SaaS platform serving nonprofits and regulated industries, and scaled its outbound motion to 3,000 daily cold outreach touches. He now runs June 20th, a venture accelerator. His experience spans early-stage user acquisition through full GTM buildout and exit. Get the complete show notes, frameworks, and playbooks: https://podcast.rapidproductgrowth.co... Subscribe for more tactical B2B growth strategy:    / @productgrowthstories   #LongSalesCycle #B2BSaaS #ColdOutreach #SalesStrategy #EnterpriseSales