Sales 2.0

AI In Sales: Mind the Gap!

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This is the fourth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going.

This interview is with David Kreiger. David is the President of SalesRoads, an award-winning B2B sales outsourcing firm providing appointment setting and lead generation services.

Here’s a summary of our conversation and below this summary is the full transcript of our interview.

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AI In Sales: Seize the Opportunity

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This is the third in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going.

This interview is with Amelia Taylor. Amelia is the lead evangelist for Regie.ai. Regie helps sales, marketing, and success teams write engaging content faster using AI.

Here’s a summary of our conversation and below this summary is the full transcript of our interview.

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AI in Sales: Focus on The Sales Conversation

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This is the second in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going.

This interview is with Paul McGhee. Paul is the Director of Field Enablement at Groove, a leading sales engagement platform. Paul has a great perspective on all things sales as he’s had many roles associated with the function, including running sales enablement, carrying a bag, managing sales teams, running his own sales consultancy, and starting his own sales enablement SaaS company.

Here’s a summary of our conversation and below this summary is the full transcript of our interview.

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AI in Sales Management…Customer Growth is the Big Opportunity

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This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. 

This first interview is with Oliver Churchill, the founder and CEO of Acuity Sales Decision Science.  Acuity enables B2B sales teams “to improve sales productivity in implementing prospecting and customer growth strategies using flexible process technology and Artificial Intelligence (AI).” 

Oliver knows the space and has been a sales management practitioner for 20+ years.  I was curious to hear what he thinks.

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Digital selling is Not Optional

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We are starting to reopen but it’s pretty clear things will be different.

Things will be some kind of new but not the same as before. The good news is that some things will be better than before. Sometimes it takes a big kick in the pants to change people and this crisis has certainly been that for many of us.

In the sales domain, this big change has accelerated the trend to digital selling. As sales forces have been sent home and told their clients won’t meet them with them in-person, they have had to use new digital tools just to keep doing their job.

Much of this should have happened in the old world but many people did not change their habits. In the lockdown world those people have no choice but to dive in. Some of those new digital selling habits will stick. Many will be better off because of it.

Here are some areas to consider using digital selling, now and after the crisis is over.

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Data Gopher

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I have to admit that I’m doing this right now.

I am looking for contact information in some target enterprise accounts. It takes time. If you’re not careful, a lot of time.

And I’ve done this many (many) times in my sales career and used many (many) hours of time on this. And I know many senior sales people that have spent lots of time on this too.

If you’re going to sell an enterprise account, you have to do this contact research, so what’s the discussion? This is just the cost of doing business.

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