Reveal: The Revenue AI Podcast by Gong

It pays to get personal with your customers

Oct 16, 2023

Kyle Asay, RVP at MongoDB and a seasoned revenue leader, shares insights on blending human connection with technology in sales. He emphasizes that while AI accelerates results, true relationship-building stems from genuine personal interactions. The discussion dives into the importance of emotional intelligence in sales, the ethical implications of tech in the workplace, and how introverts can thrive using their unique strengths. Asay advocates for a balanced approach that enhances productivity without sacrificing the human touch.

33:31

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Episode guests

Kyle Asay

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Episode notes

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Quick takeaways

The integration of human connection with technology is essential in sales, as emotional engagement often drives buyer decision-making.

High-performing sales professionals utilize data critically to form hypotheses, reinforcing the need for personal insights in decision-making processes.

Deep dives

The Impact of Technology on Sales Performance

The discussion highlights the longstanding observation that the top 20% of salespeople earn 80% of the commission, an aspect central to the Pareto principle. With the integration of advanced technology, particularly AI, this gap is expected to widen further. High-performing sales professionals are not in search of shortcuts; instead, they focus on leveraging technology as a means to enhance efficiency and effectiveness in their sales processes. By utilizing tools that aid in point of view building, territory planning, and sales motion execution, they can significantly elevate their performance and overall value.

Intro

3min

Balancing Human Insight and Technology in Sales Leadership

13min

Navigating Bias in Data-Driven Decision Making

2min

The Ethical Balance of Technology in the Workplace

2min

The Evolution of Sales: Balancing Technology and Human Connection

11min

Redefining Sales for Introverts

3min

Are you a revenue leader wanting to learn how to mix human connection with technology?

Many are doing it, but few are successful.

Kyle Asay, an accomplished revenue leader, and RVP at MongoDB, joins the show to discuss the value of the human element in sales interactions and why AI shouldn’t be added to everything.

Even though AI can quickly produce results and get you further faster, the primary basis for building relationships is by getting personal, by being human. In this conversation, Kyle touches on the delicate balance between technology and human connection, and you’ll learn why understanding and leveraging the emotional elements of sales conversations can be the key differentiator in closing deals successfully.

Resource: Salesforce State of the Connected Customer Report 2022