B2B Sales Elixir of AI + Collective Intelligence with Stephen Messer, Founder and CEO Collective[I]

The possibilities of combining AI with the collective intelligence from hundreds of B2B companies to increase their customer acquisition efficiency are limitless. Stephen Messer, Founder and CEO of Collective[I] shares his unique insights into how the potential is becoming a reality for many B2B companies. During today's episode, Stephen and our host, Ray Rike will cover the following topics:

• The vision behind founding Collective[I] and the Economic Foundation Model
• Why buyer’s historic behavior is more important than a selling process
• The challenges and benefits of a “give to get” collective for go-to-market data sharing

If you have ever used Waze to identify the shortest time from where you are to where you need to go, you understand the value of "collective intelligence". When you start to think about being able to understand which companies are most likely to buy your product and/or to understand why a specific customer buys, and who are the key decision makers you need to engage with, the possibilities that come to mind are limitless!

Stephen shares how a Neural Network (AI) is being applied to Go-to-Market data to help B2B companies materially increase the ROI on their customer acquisition investments.

Stephen shares how his experience founding LinkShare and the concept of affiliate networks is foundational to Collective[I]. Over 10 years ago, Stephen identified that salespeople create a new "roadmap" for every new opportunity. He envisioned building a network where everyone shares their sales process data anonymously so that the collective group can benefit from the collective wisdom generated by the group.

The result was building one large neural network and creating an economic foundation model trained on how buyers buy from real-world processes.

One of the fundamental premises is that companies cannot build their own neural network and thus not build their own foundational model - as they do not have the insights required into how new target companies actually buy.

If you are responsible for leading a B2B Sales team, rely upon a sales team to achieve your financial plan, or are an individual sales professional who would like to know more about how a target customer or existing prospect buys, this conversation is one of the most thought-provoking discussions that we have had on the Metrics that Measure Up podcast.

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