Make It Happen Mondays - B2B Sales Talk with John Barrows

Jason Bay: Coaching, Multi-Threading and Uncomfortable Conversations.

Aug 28, 2023

Jason Bay, founder and CEO of Outbound Squad, discusses the impact of AI on sales coaching. He emphasizes the need for fundamental skills in training and investing in frontline leaders. Tactical tips on engaging with executives, de-risking purchases, and reverse engineering lost deals are shared. The power of upfront contracts and having uncomfortable conversations in business deals is explored.

50:04

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Episode guests

Jason Bay

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Episode notes

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Quick takeaways

The integration of AI tools in CRM systems can save sales representatives time and increase productivity by automating research, reporting, and content creation.

Training sales representatives to focus on fundamental prospecting skills and getting back to basics is crucial for success.

Being a trusted advisor to prospects by providing valuable advice and education, rather than just selling, is essential in building trust and de-risking purchasing decisions.

Deep dives

Importance of AI tools in CRM for saving time

HubSpot has integrated powerful AI tools in their CRM system that save reps a significant amount of time. These tools allow reps to conduct research, pull reports, and craft content like copy with simple prompts and easy access to data. This frees up time for reps to engage in more enjoyable activities and ultimately lead to increased productivity.

Introduction

3min

Finding and Engaging Motivated Sales Reps

6min

Sales Membership and Importance of Frontline Leaders

4min

The Impact of AI in Sales Coaching

11min

Podcast Takeover and CEO Interviews

24min

Wrapping up the conversation and where to find more information

2min

Jason Bay, the founder and CEO of Outbound Squad, is a seasoned sales professional with a wealth of experience in coaching and training both sales teams and individuals. We discuss the current state of sales coaching and the impact of artificial intelligence (AI) on the industry. Jason, like many others, believes that AI will have a significant short-term impact, particularly in coaching. He highlights that managers often struggle to provide adequate coaching due to time constraints, and existing tools require extensive analysis and coaching time.We also explore the importance of fundamental skills in sales training and the need for organizations to invest more in training frontline leaders. Jason shares tactical tips on engaging with executives, de-risking purchases, and reverse engineering lost deals. Additionally, we discuss the power of the upfront contract and the art of having uncomfortable conversations in business deals.

Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!

Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/

Connect with John on IG: https://www.instagram.com/johnmbarrows/

Connect with Jason on LInkedIn: https://www.linkedin.com/in/jasondbay/

Check out Jason's Website: https://outboundsquad.com/

Join the FREE objection handling course at https://hubs.la/Q01-06Bk0 or the cold calling course: https://hubs.la/Q01PL1Dm0