The B2B Revenue Executive Experience Episode 333: James Pursey Says This is Why Your Sales Training is Failing-and How AI Can Fix It
Oct 22, 2024
39:21
Why is there a disconnect between the amount that organizations are investing in sales enablement programs and the yield of success they’re seeing as a result?
Why might your strategy be failing, and importantly, what are the solutions? Well, firstly, we have to accept that buyers have changed.
The complexities of buyer personas and the crucial need for dynamic, real-time data are things we all need to get our heads around sooner rather than later.
James Pursey is here to help us do just that – James is well-practiced boiling down complex business problems, getting teams aligned and driving the change that is needed in a company. He is the Co-Founder & CEO of Replicate Labs, an organization that helps sales & marketing teams understand their buyers better through utilization of advanced and dynamic buyer personas.
Timeline:
00:00 - Intro
02:04 - Uncovering Hidden Passions
03:39 - From Marketer to AI Innovator
06:36 - The Cost of Ineffective Sales Enablement
09:24 - Measuring Success: The Downside of Surveys
13:18 - Accountability in Sales Training
15:24 - Learning to Swim
20:44 - No One Wants to Be Sold To Anymore
24:19 - Real-Time Relevance: Buyer Personas
27:45 - Engaging Clients with New Tools
32:19 - Feedback that Transforms
33:58 - From Stagnant to Dynamic Personas
38:27 - Identifying the Need for Change
39:00 - The Window Shopping Phenomenon
Now that you know how to become the best possible you, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.
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Previous guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at Salesfare
Check out our three most downloaded episodes:
- Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen Corthout
- Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight
- Episode 301: From Tech Sales to Business Conversation with Eric Shaver
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