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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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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.
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Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode