The Win Rate Podcast with Andy Paul Reframing Your Sales Approach In Order To Use AI To Its Fullest
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Jan 22, 2025 In this engaging conversation, Mehdi Tehranchi, Co-founder and CEO of KnowledgeNet.ai, shares his insights on how AI is transforming B2B sales. He emphasizes the shift from transactional selling to building genuine buyer relationships with 'augmented intelligence.' Mehdi discusses using AI to enhance decision-making, improve collaboration, and tailor solutions for unique client needs. He highlights the importance of human skills like emotional intelligence in navigating this new landscape, ensuring that innovation complements personal connections in sales.
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Augmenting Sales with AI
- Augment salespeople's capabilities with AI-driven knowledge, regardless of how transactional their role seems.
- This empowers them to upsell, cross-sell, and build stronger customer relationships.
Reframing Selling with AI
- Sales technology investments haven't significantly improved win rates, possibly because the focus remains on persuasion instead of helping buyers.
- Reframing selling to focus on aiding buyer decisions is crucial for realizing AI's potential.
AI-Driven Sales Training
- A bearing manufacturer with 20,000 SKUs uses AI to train new salespeople on past proposals and applications.
- This AI-driven knowledge base improves sales preparation and provides valuable insights for closing deals.