Sales 2.0

AI-Powered Selling and the Social Graph

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In the near future, savvy salespeople are going to greatly enhance their sales by leveraging AI. One of the mechanisms for this improvement will be leveraging the “social graph” more effectively.

It’s always been true that a referral beats any other lead, with referrals converting to customers 50% of the time, according to Joanne Black. AI will help us use our “social graph” to find referrals without spending too much time on research. Up to this point, this kind of research has generally been too time-consuming for the average salesperson.

The best tool today for this research is LinkedIn. LinkedIn can show us who knows who. Unfortunately, this connection data is not reliable, with the system showing people knowing many more people than they actually do in “real life”. In my research, I find that less than half the connections someone has on Linkedin are people they really know.

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AI in Sales: Freeing up sellers to be more human

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This is number 9 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 Miro Putkonen and Anton Dobrzhanskiy of Epicbrief. Epicbrief’s mission is to make human work in sales more meaningful and valuable. 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: 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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