AI is transforming sales organizations faster than ever, but most leaders are still leaving revenue on the table by outsourcing too much judgment to technology.

In this episode, Janice B Gordon explores with her guest how rapid market shifts, generational diversity, and the rush to deploy AI are disrupting commercial models.

What you'll learn: a) Why scenario planning is essential for leaders facing unpredictable market change b) How to balance human judgment with the adoption of AI in go-to-market strategies c) The biggest revenue mistakes companies make with premature (or hesitant) AI deployment

Today, Janice B Gordon is joined by Maria Bolden, a C-suite advisor specializing in profitable revenue generation and leading world-class commercial teams.

Timestamps:

04:17 Discussing scenario planning and pre-mortems

08:02 Addressing AI concerns and workforce adaptation

12:27 Comparing ChatGPT with Beyonce launch

14:53 Decision-making frameworks and considerations

21:04 Discussing current sales challenges

22:58 Importance of change management in AI

24:44 Focusing on AI impact measurement

28:58 Reverse mentoring for leadership growth

33:45 Importance of diverse perspectives

37:21 Embracing servant leadership and balance

39:41 Reflecting on true motivations