Podcast
Selling AI
Hosted by Warren Kucker · EN
Sellers learning from sellers how to navigate the new world of selling AI, with AI.
25episodes
Episodes
Newest firstAll episodes
The Messaging Mistake Everyone Makes on LinkedIn (And How to Fix It in Two Sentences)
1w ago00:33:24Tap to summarizeThe conversation delves into the evolution of outbound sales, the challenges of telemarketing and cold calling, common mistakes in LinkedIn outreach, effective messaging strategies, optimizing responses and follow-ups, and leveraging AI in sales outreach. The discussion highlights the transition from telemarketing to LinkedIn automation, the impact of COVID-19 on business models, and the rise of LinkedIn automation as a key outbound sales strategy. It also addresses the reasons for the decline of telemarketing and cold calling, the impact of technology on telemarketing, and the common mistakes made in LinkedIn outreach. Additionally, it explores the crafting of engaging and personalized messages, the importance of brevity and value proposition, and the differentiation of LinkedIn messaging from email. The conversation also emphasizes the enrichment and data management, the utilization of mobile numbers and email addresses, and the consistency and urgency in follow-up, as well as the adaptation to the preferred communication channel. Furthermore, it discusses the role of AI in outbound sales processes, the challenges and limitations of AI in sales outreach, and the use of AI dialing for lead follow-up.TakeawaysTransition from telemarketing to LinkedIn automationImportance of personalized and engaging messagingUtilizing mobile numbers and email addresses for follow-upChallenges and limitations of AI in sales outreachChapters00:00 The Evolution of Outbound Sales05:46 Common Mistakes in LinkedIn Outreach12:45 Leveraging AI in Sales Outreach
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Go for No: The Counterintuitive Path to More Yeses
2w ago00:46:44Tap to summarizeIn this episode of Selling AI, Andrea Waltz discusses the importance of handling rejection in sales and the methodology of 'Go for No.' She shares the origin story of the 'Go for No' strategy and its impact on sales. The conversation also delves into the key premises of the book and the strategies for disqualification in sales. Additionally, the discussion explores the mindset shift from wants to needs, the importance of micro-commitments, and the handling of rejection in the sales process. The conversation delves into the importance of handling rejection in sales, nurturing opportunities, and the significance of going for 'no' to increase 'yes' outcomes. It also explores the impact of conversational intelligence and the philosophy of 'Go for No' in sales.TakeawaysRejection handling is a critical aspect of maintaining a great mindset as an account executive.Disqualification beats persuasion in the sales process, and the real leverage is in getting to know as quickly as possible. Nurturing 'no's' is crucial for long-term successSales is not about convincing, but about finding the right pinch pointSetting 'no' goals and celebrating activity is essential for sales teamsChapters00:00 The 'When They Say No' Follow-Up to 'Go for No'48:10 The Sequel to 'Go for No' and the Philosophy of Sales
Transcribe →AI Just Accelerates Your Inconsistency
Jun 1700:29:22Tap to summarizeThe conversation with Marvin Martinez delves into the changing landscape of prospecting and sales processes with the integration of AI and automation. Marvin's insights shed light on the importance of authenticity in automated messaging, the tactical implementation of AI in sales, and the future of AI and automation in the sales industry. Additionally, the discussion explores the operator's lens, the transition to AI and automation, implementing AI in sales processes, change management and AI implementation, and measuring AI effectiveness.TakeawaysAI amplifies existing systemsAuthenticity is key in automated messagingChapters00:00 The Operator's Lens07:33 Implementing AI in Sales Processes17:09 Tactical Implementation of AI in Sales24:21 Measuring AI Effectiveness
Transcribe →80% of the Deal Is Over Before the Buyer Talks to Sales
Jun 300:39:42Tap to summarizeIn this episode, Warren Kucker and Braydan Young discuss the evolution of reference selling, the changing B2B buyer journey, and the role of AI in the sales process. Braden shares his journey as an entrepreneur and the founding of Slash Experts, a platform that revolutionizes the reference selling process. They explore the impact of references on the buyer's journey and the sales process, as well as the metrics and feedback on the reference mechanism. The conversation delves into the streamlining of reference calls and the acceleration of the buyer's journey in the go-to-market tech space. It explores the challenges faced in the past, the need for efficiency, and the shift towards outcome-based pricing and MRR deals.TakeawaysReference selling evolutionAI-assisted buyer journey Streamlining reference callsAccelerating the buyer's journeyChapters00:00 Evolution of Reference Selling05:29 The Changing Sales Landscape10:43 Revolutionizing the Reference Process20:55 Metrics and Feedback on Reference Mechanism28:35 Accelerating the Buyer's Journey
Transcribe →AI Can Finally Kill CRM Data Entry. That Might Be the Problem.
May 2700:46:20Tap to summarizeEddie Reynolds, CEO of Union Square Consulting, shares insights on rev ops, CRM data entry, and leveraging AI in GoToMarket strategy. He discusses the impact of sales behavior, CRM implementation, and the role of AI in sales processes. The conversation delves into the challenges of deal qualification, stakeholder engagement, and the need for strategic sales approaches. The conversation covers the challenges of sales pipeline management, the impact of AI on sales processes, and the evolving role of CROs in tech-driven sales organizations. It also delves into the importance of customer journey mapping and the need for foundational definitions and processes in go-to-market strategy and operations.TakeawaysRev ops and AISales behavior impactCRM implementation challenges Sales pipeline management requires clear qualification criteria and visibility into the sales process.AI tools can automate data entry, provide coaching, and improve deal management for sales reps.Customer journey mapping and foundational definitions are essential for effective go-to-market strategy and operations.Chapters00:00 Rev Ops and AI in GoToMarket Strategy09:40 Deal Qualification and Strategic Sales Approaches23:28 Sales Pipeline Management Challenges29:20 Impact of AI on Sales Processes36:37 Analytical Approach to Sales ProcessGTM Science Podcast: Spotify: Here & Apple: HereGTM Efficiency Pyramid Framework: HereGTM Metrics Framework: HereGTM Science Newsletter: HereEddie Reynolds' LinkedIn: Here
Transcribe →Selling Into Domains Where You're Not the Expert, Yet
May 2000:27:37Tap to summarizeCash Monestine, an Enterprise Account Executive at AcuityMD, shares insights on selling complex data and AI software in the medtech industry. He discusses building credibility, leveraging AI in the sales process, and the evolving role of sales in specialized domains.TakeawaysSpecialized domain expertise is crucial for building credibility with buyers in the medtech industry.AI simplifies access to data and aids in change management, making it easier to close deals.Sales is evolving to require exceptional knowledge and expertise in the industry, emphasizing the importance of becoming a subject matter expert.Chapters00:00 The Future of Sales and Industry Expertise
Transcribe →AI Made Human Connection More Valuable, Not Less
May 1300:42:55Tap to summarizeZach Jones, co-founder and CEO of Waffle, discusses the unique approach of making AI the operator, not the assistant. He shares insights on building a sales approach, selling AI to non-technical businesses, and the line between automating business and staying close to customers. The conversation covers the challenges and opportunities in the tech space, the impact of personalized software solutions on small businesses, and the future of work in a world with AI and automation.TakeawaysAI as the operator, not the assistantHuman connection becomes more valuable in the AI era Personalized software solutions for small businessesThe future of work in a world with AI and automationChapters00:00 Introduction to Waffle and AI Approach05:16 Transitioning to an AI-Driven World13:43 Leveraging AI for Automation and Human Interaction22:53 Challenges and Opportunities in the Tech Space30:03 The Future of Work in a World with AI and Automation
Transcribe →"We Had No Structure to Fully Structured" — Building Sales Process in Real Time
May 600:40:02Tap to summarizeJim Robertiello, Director of B2B Sales at Poppin, shares his journey in sales and the evolution of Poppin from a startup to a nationally recognized brand. The conversation covers the early days of Poppin, the sales process, the pivot to office furniture, and the impact of COVID on the workplace and sales approach. The conversation covers topics related to sales, market expansion, and the impact of AI on the furniture industry. It also delves into the evolving trends in office space utilization and the shift towards hybrid work models.TakeawaysPersona-Driven SellingChannel Complexity Sales ProcessMarket ExpansionAI in Furniture IndustryTrends in Office Space UtilizationChapters00:00 The Journey to Poppin06:30 Pivot to Office Furniture13:09 Challenges with Big Clients20:18 Sales Process and Client Engagement28:09 AI and Trends in Office Space35:43 Future Trends and Work Models
Transcribe →"We've Had All This Data for 40 Years. The Actual Outcomes Have Not Changed."
Apr 2900:45:22Tap to summarizeJack Siney, co-founder and CRO at Front Race, discusses the challenges of implementing AI in sales, emphasizing the importance of the human element and the need for a middle layer in the sales process. He highlights the metric engine as a key lever for leveraging AI in the sales process and addresses the small sample size problem through behavior analysis. The conversation delves into the impact of AI and data on sales motions, challenges post-COVID, unique success variables, data-driven insights, behavioral analysis with AI, AI and data utilization, AI solutions and sea change, AI noise and automation, future of go-to-market, the great upheaval, efficiency in sales and marketing, buyer's journey and automation, and AI adoption and implementation. The discussion highlights the importance of company-specific data, challenges of AI noise in the market, and the impact of AI on workforce and market dynamics.TakeawaysImportance of the human element in AI implementationLeveraging the metric engine for AI in sales AI's impact on sales motions and data insightsChallenges and opportunities in AI adoption and implementationChapters00:00 Introduction to Jack Siney and Front Race05:10 The Human Element in AI Implementation15:32 The Metric Engine and Leveraging AI in Sales26:02 Sales Motions and Data Insights31:13 AI and Data Utilization36:41 Future of Go-to-Market42:06 Efficiency in Sales and Marketing
Transcribe →What Got You Here Won't Get You There — From Founder-Led Sales to Scale
Apr 2200:51:38Tap to summarizeThe conversation delves into the intersection of sales and AI, the early stage of sales, the transition to a fractional VP of sales, founder-led sales, building a sales team, and the characteristics of a great salesperson. The discussion also explores the importance of financial acumen and the involvement of founders in the sales process. The conversation delves into the characteristics and habits of top 10% sales reps, the challenges of selling in the current market, considerations for career progression and company selection, and the changing buyer's journey in the sales process.TakeawaysSales Reps and AIEarly Stage SalesFounder-Led SalesFinancial AcumenScaling Sales Teams Top 10% sales reps have a different approach to their work and lifeThe buyer's journey has changed, and sales reps need to adapt to itChapters00:00 Introduction to Sales and AI10:07 Founder-Led Sales and Growth Journey18:08 Building a Sales Team and Founder Involvement26:27 Characteristics of a Great Salesperson39:57 Career Progression and Company Selection44:57 The Changing Buyer's Journey
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