The AI for Sales Podcast

Alice Heiman, a seasoned sales trainer known for her expertise in Miller Heiman methodologies, joins the conversation to discuss the significant influence of AI on sales. She emphasizes how AI tools are reshaping customer research and enhancing personalized interactions. The discussion highlights essential skills for salespeople, such as effective communication and relationship-building, while dispelling myths about AI replacing jobs. Heiman encourages embracing AI as a valuable ally to boost sales performance without sacrificing the human touch.

Dan Griffith, founder and CEO of Greater Gain Group and Grow Digital, discusses the revolutionary impact of AI on customer engagement. He highlights how AI is reshaping customer expectations and streamlining processes like case study creation. Misconceptions about AI replacing jobs are challenged, emphasizing instead its role in enhancing efficiency and maintaining human interaction. Griffith also stresses the importance of continuous learning and adapting to emerging AI technologies for sales professionals aiming to thrive in the future.

summary In this episode of the AI for Sales podcast, host Chad Burmeister speaks with Satwick Saxena, founder of Revenoid, about the transformative role of AI in sales. They discuss the challenges of intent data, the evolution of account-based marketing, and how AI can enhance customer experiences. Satwick shares insights on measuring ROI from AI deployments, common misconceptions about AI, and the importance of balancing automation with a personal touch. The conversation also touches on the future of AI in sales and the ethical considerations surrounding its use. Takeaways Revenoid scans the entire digital footprint of organizations to identify real intent signals. AI can significantly enhance customer experience by providing relevant solutions to current challenges. The evolution of account-based marketing is shifting towards a more segmented approach. Measuring ROI from AI deployments is crucial for understanding its impact on sales. Common misconceptions about AI include the belief that it can do everything without human oversight. Balancing automation with personal touch is essential for effective sales strategies. AI can help sales teams create dynamic messaging based on real-time data. Ethics and governance in AI usage are critical to prevent data misuse and ensure compliance. The future of AI in sales will involve deeper integration and automation of processes. AI has the potential to democratize access to expert-level insights in sales. Chapters 00:00 Introduction to Revenoid and AI in Sales 01:00 Understanding Intent Data and Its Challenges 04:43 Enhancing Customer Experience Through AI 07:45 The Evolution of Account-Based Marketing (ABM) 10:06 Measuring ROI in AI Deployments 15:49 Common Misconceptions About AI 19:36 Balancing Automation with Personal Touch 23:46 The Future of AI in Sales 30:20 Ethics and Governance in AI Usage Connect and learn more about Matt Swalley through the link below: LinkedIn: https://www.linkedin.com/in/matt-swalley-59249533/ Learn more about AI for Sales with Chad: LinkedIn Group: https://www.linkedin.com/groups/12811259/ LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/ YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast TikTok: https://www.tiktok.com/@ai4sales Facebook Page: https://www.facebook.com/theaiforsalespodcast/ Twitter Page: https://twitter.com/saleshack The AI For Sales Podcast is sponsored by our proud partners: BDR.ai | https://www.bdr.ai/ TruVersity | https://www.truversity.com/ The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies. 👉 Visit www.SDR.ai/intro to unlock your direct line.

In this discussion, David Guedalia, CTO of Lucia and former Qualcomm innovator, delves into how AI revolutionizes customer interactions. He reveals AI's role as a translator and emphasizes the need for human involvement. Misconceptions about AI's capabilities are addressed, alongside ethical concerns regarding data privacy. Guedalia shares success stories showcasing AI's impact on sales efficiency while urging sales professionals to adapt their skills in this evolving landscape. The conversation also touches on emerging technologies reshaping team dynamics.

Summary In today's episode of The AI for Sales Podcast, Chad is joined by Kevin Tate, former Chief Marketing Officer of Clearbit, to talk about the role of AI in "killing" time and how it helps us achieve time efficiency as sellers. Kevin dives deep into the role of metadata in AI, how much insight big data puts on our hands, and the impact of this data in conversational interfaces in the coming years. He also talks about why LinkedIn put a pause on AI development and reminds us that human judgment is still essential in this time when AI is now being used constantly. QUOTES How do you operationalize once you understand your ICP - Kevin "To speak more broadly to where we're participating in people's go-to-market stacks with all that data. A lot of it comes down to understanding your ideal customer profile, like using all that information to understand who is the best fit, who moves most quickly through the sales cycles, and who goes on to have the most success." Think about how tools can assist your team - Kevin "As a salesperson, you're in down in the freakin weeds, typing out emails, and cutting and pasting stuff and dealing. But if you were doing that with 30% of your time instead of 70 or 80, and you actually had tools that let you not just see reports about but actually do things with your pipeline and your portfolio of deals at scale, it's a different way of managing your work." Learn more about Kevin and connect with him in the links below: LinkedIn: https://www.linkedin.com/in/kevin-tate/ Learn more about AI for Sales with Chad: LinkedIn Group: https://www.linkedin.com/groups/12811259/ LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/ YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast TikTok: https://www.tiktok.com/@ai4sales Facebook Page: https://www.facebook.com/theaiforsalespodcast/ Twitter Page: https://twitter.com/saleshack The AI For Sales Podcast is sponsored by our proud partners: BDR.ai | https://www.bdr.ai/ TruVersity | https://www.truversity.com/ Tags: Chad Burmeister, AI For Sales, Kevin Tate, Clearbit, AI, sales, big data, pipeline, strategy The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies. 👉 Visit www.SDR.ai/intro to unlock your direct line.

Summary In this episode of the AI for Sales podcast, Chad Burmeister interviews Mike Todasco, a recognized expert in AI and innovation. They discuss the transformative impact of AI on customer experience, sales processes, and the importance of maintaining human relationships in sales. Mike shares insights on how AI can enhance personalization, coaching in sales, and the future trends in AI technology. They also touch on the ethical implications of AI and its democratization, making advanced technology accessible to all. Takeaways AI is enhancing personalization in customer experiences. The shift from traditional sales methods to AI-driven coaching is significant. AI can help salespeople improve their skills incrementally. Human relationships remain crucial in sales despite AI advancements. Data management is essential for effective AI implementation. AI tools are becoming more accessible to non-technical users. The future of sales will involve more personalized interactions. Ethics in AI is a growing concern that needs to be addressed. AI can help individuals communicate more effectively in business. The democratization of AI is empowering individuals across various fields. Chapters 00:00 Introduction to AI and Innovation 05:55 AI in Sales: Coaching and Personalization 12:11 The Human Element in Sales 17:46 Data Management and AI 22:50 Future Trends in AI and Sales 29:59 Ethics and Democratization of AI Mike Todasco is a former Senior Director of Innovation at PayPal and a current Visiting Fellow at the James Silberrad Brown Center for Artificial Intelligence at SDSU. With over 100 patents to his name, Mike played a key role in fostering a culture of innovation across PayPal’s 20,000+ employees. A recognized expert in AI and innovation, he explores how AI can enhance creativity and revolutionize business processes and personal tasks. Passionate about democratizing advanced technology, Mike advocates for enabling innovation without requiring deep technical expertise. He frequently shares his insights on AI’s impact on innovation, decision-making, and cognition through articles on Medium and LinkedIn. LinkedIn: https://www.linkedin.com/in/todasco/ Medium: https://medium.com/@todasco Newsletter: https://www.linkedin.com/newsletters/ai-conversations-6996917847037755392/ SDSU: https://business.sdsu.edu/centers-institutes/ai Learn more about AI for Sales with Chad: LinkedIn Group: https://www.linkedin.com/groups/12811259/ LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/ YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast TikTok: https://www.tiktok.com/@ai4sales Facebook Page: https://www.facebook.com/theaiforsalespodcast/ Twitter Page: https://twitter.com/saleshack The AI For Sales Podcast is sponsored by our proud partners: BDR.ai | https://www.bdr.ai/ TruVersity | https://www.truversity.com/ The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies. 👉 Visit www.SDR.ai/intro to unlock your direct line.

Kris Hook, founder and president of Asteria, shares his expertise in AI-driven sales strategies. He discusses how AI enhances customer experiences and personalizes communication, while debunking common misconceptions about automation threatening jobs. A fascinating case study reveals AI's positive impact on customer service. Kris emphasizes the need for sales professionals to master skills like deep discovery and data-driven storytelling for future success. He also highlights the ethical aspects of AI deployment and the potential of emerging technologies like augmented reality.

Doug C. Brown, CEO of CEO Sales Strategies and creator of the Double Your Sales Methodology, shares his insights on the evolving landscape of sales. He discusses how AI transforms customer experiences through personalization and task automation. Doug emphasizes the significance of understanding buyer personas and essential skills for sales success in an AI-driven world. He also highlights the ethical considerations surrounding data usage and the importance of follow-up in nurturing customer relationships, making sales more effective and trustworthy.

summary In this episode of the AI for Sales podcast, host Chad Burmeister speaks with Thushara Urumbil, Senior Director of Engineering at Huron Consulting Group, about the transformative role of AI in healthcare. They discuss how AI enhances patient experience through personalized care, the importance of data interoperability, ethical considerations surrounding AI use, and common misconceptions about AI's role in the industry. The conversation also explores the future of telemedicine and the exciting technologies on the horizon that could further revolutionize healthcare delivery. takeaways AI is revolutionizing patient care by enabling personalized experiences. Interoperability in healthcare data is crucial for effective AI implementation. Ethical considerations, including privacy and bias, are paramount in AI use. AI is not meant to replace healthcare professionals but to assist them. Telemedicine is becoming a standard practice, enhanced by AI technologies. AI can analyze vast amounts of data for better diagnostics. The future of healthcare will see more integration of AI tools. AI can help reduce marketing costs through predictive analytics. Continuous monitoring and tweaking of AI systems are necessary for success. Conversational AI is set to change patient interactions significantly. Chapters 00:00 Introduction to AI in Healthcare 02:56 Transforming Patient Experience with AI 06:12 Interoperability and Data Integration 08:49 Ethics and Privacy in AI 11:58 Common Misconceptions about AI 15:01 The Role of AI in Telemedicine 17:55 Future of AI in Healthcare 20:49 Exciting Technologies on the Horizon Learn more about AI for Sales with Chad: LinkedIn Group: https://www.linkedin.com/groups/12811259/ LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/ YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast TikTok: https://www.tiktok.com/@ai4sales Facebook Page: https://www.facebook.com/theaiforsalespodcast/ Twitter Page: https://twitter.com/saleshack The AI For Sales Podcast is sponsored by our proud partners: BDR.ai | https://www.bdr.ai/ TruVersity | https://www.truversity.com/ The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies. 👉 Visit www.SDR.ai/intro to unlock your direct line.

Summary In this episode of the AI for Sales podcast, Chad Burmeister interviews Paul Kleen, founder and CEO of Pitchit, discussing the transformative potential of AI in sales and customer experience. They explore the current state of AI, ethical considerations, success stories, the balance between personalization and automation, and the evolving role of AI for startups versus established enterprises. Paul emphasizes the need for sales professionals to adapt their skills in an AI-augmented future, focusing on closing deals rather than qualifying leads. Takeaways AI is set to rapidly transform customer experience in sales. Companies are under pressure to implement AI to protect headcount. Ethical considerations in AI are crucial for responsible implementation. AI can significantly reduce the time needed to train sales agents. Personalization in AI interactions can enhance customer experience. Startups can leverage AI to operate with smaller teams. Sales professionals need to focus on closing deals in an AI-driven environment. AI can automate repetitive tasks, allowing sales teams to be more efficient. The cost of AI technology has decreased, making it more accessible. AI will change the dynamics of sales roles and responsibilities. Chapters 00:00 Introduction to AI in Sales 04:44 Ethical Considerations in AI Implementation 10:56 Success Stories: AI in Action 13:44 Personalization vs. Automation in AI Conversations 16:31 The Future of AI for Startups vs. Enterprises 19:28 Skills for Sales Professionals in an AI World Learn more about AI for Sales with Chad: LinkedIn Group: https://www.linkedin.com/groups/12811259/ LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/ YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast TikTok: https://www.tiktok.com/@ai4sales Facebook Page: https://www.facebook.com/theaiforsalespodcast/ Twitter Page: https://twitter.com/saleshack The AI For Sales Podcast is sponsored by our proud partners: BDR.ai | https://www.bdr.ai/ TruVersity | https://www.truversity.com/ The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies. 👉 Visit www.SDR.ai/intro to unlock your direct line.