Sales 2.0

Getting back to our roots

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I believe we are at another inflection point in the evolution of professional selling.

The last decade, or so, has been the era of bringing science to sales, or certainly mathematics. The advent of more powerful computing and the increase in investment in sales technology has produced an ocean of data ready for those of us who love to crunch numbers. Good stuff in my opinion. Things that can measured, get changed, and hence improved. But the side effect of all this technology seems to have been a huge increase in the volume of spammy emails that salespeople have generated and aimed at buyer’s inboxes.

Now AI is upon us and how to use AI is a next big driver in the evolution of professional sales.

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AI In Sales: Disrupting traditional sales models

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This is the fifth 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 Scott Ingram. Scott is the Founder of Sales Success Media and hosts the Sales Success Stories and Daily Sales Tips podcasts.

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: 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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