Today on The Win Rate Podcast, Andy welcomes Keith Peiris, Co-Founder and CEO of Tome, to discuss the rapidly evolving landscape of sales technology, particularly the role of AI in enhancing the sales processes. They emphasize the importance of human creativity in sales, the need to reframe the sales process to focus on helping buyers make decisions, and the significance of understanding customer needs. They also touch on the metrics that matter in sales, the shift in buyer-seller dynamics, and the future of sales technology.

Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Takeaways:

AI can help identify patterns in sales processes.
Sales is fundamentally a creative act that requires human involvement.
The focus should shift from selling more to helping buyers make decisions.
Win rates are the most important metric for sales effectiveness.
Sales technology has often missed the opportunity to enhance buyer experiences.
Building relationships and understanding customers is crucial for sales success.
Sales strategies need to adapt to the changing dynamics of buyer-seller interactions.
Effective sales processes should prioritize creativity and problem-solving.
The future of sales technology lies in open-ended, flexible tools.
Time spent with customers compounds into greater sales opportunities.