The AI for Sales Podcast

On this episode of the AI for Sales Podcast, Chad is joined by Oscar Beijbom, CTO and Co-Founder of Nyckel. He talks about the essential factors of building up your own AI system, training, deploying, and adding the API to your application.He shares insight into the general use of AI and how its value in increasing the efficiency of work still outweighs fears that it will replace people. He also discusses how Nyckel is able to provide the necessary functions for users at such an affordable pricing model. HIGHLIGHTSWhat enables Nyckel to operate in a short period of time Importance of bias in general AIAI in the sales spaceDeploying the technology at an affordable price QUOTESOscar: "We actually use AI to figure out which subset of models to try and we use AI to approximate how long it will take to train. We use all these levels because it's so easy to add we kind of use it to boost up our own product."Oscar: "With Nyckel it's less of a problem because we train, what we call, narrow AI specifically on your data. So we use pre-trained models but we tailor them to your data. You can always make sure that the data you're providing is consistent with your product and ethics."Oscar: "It's more about making sales representatives more efficient. It could also be like identifying patterns in what companies to reach out to. So you have a database of ten thousand companies you could potentially try. Now you could use an AI to identify which of the remaining are promising that are similar to the ones that already replied." Learn more about Oscar and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/oscar-beijbom-696aa6/Website: https://www.nyckel.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.

On this episode of the AI for Sales Podcast, Chad is joined by Justin Clegg, Founder and CEO of Allset. He talks about the disjointed communication experience dealing with home services especially when compared against the efficiency of food delivery apps. As things are, it’s not as easy to communicate with plumbers or carpet cleaners after receiving their service. He shares how Allset addresses this and how AI is being integrated within the platform. He also talks about experimenting with tipping through SMS as a way to increase revenue. HIGHLIGHTSHow Allset helps businesses in customer communication experienceTipping is explored and enhanced through the platformThe potential of predictive analytics to be used even moreContinuing to unlock revenue for home service businesses QUOTESJustin: "You can open up your phone, get a meal delivered, or have groceries brought to you within a 30 to 45-minute period yet when it comes to communicating with your plumber or window washer, there's this disjointed and fragmented technology experience." Justin: "With Allset, we received a lot of customers who will actually reply back with feedback. They will share questions and ask for return visits beyond just tipping or leaving a review or referral. With all of that unstructured feedback, we are now enabling customers to communicate with these home-service professionals."Justin: "You have things like user management and conversation management. Understanding what type of conversations are taking place on our platform and then the analytics that follows that. Everything from response times to deliverability rates, to managing tens and thousands of concurrent messages." Learn more about Justin and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/justindclegg/Website: allsethq.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.

On this episode of the AI for Sales Podcast, Chad is joined by Sammy James, CEO of Speak2Leads. There was a study done that showed that calling back your leads under 5 minutes has an 80% likelihood of closing the deal. But, there are not many companies that can facilitate your ability to do this.Sammy talks about learning to adapt after constantly moving with his family and his early fascination with the idea of business when he was young. He shares about building Speak2Leads even at a time when AI was limited and how it has eventually grown to this day.He also dishes on the study he mentioned and how he thinks 5 minutes is already considered slow. With the capabilities and innovations brought by AI, we can possibly reduce that number from minutes to mere seconds. HIGHLIGHTSLearning to adapt from an early age Building the application outside of AI accessUtilizing natural language and AI voice assistantsHow AI will enable you to fully optimize operations QUOTESSammy: "If I'm walking down the street to take a break and get a cup of coffee, I don't want to miss a lead. But I want the freedom to do that because salespeople, by nature, like to be autonomous. And so let them be, don't make them sit at a desk with some earphones dealing with that CRM or whatever it is." Sammy: "This gets the attention of the salesperson. Without their attention, you would have nothing cause they're the ones who have to call a lead. And so we make it very easy."Sammy: "That's why they were hired. They were hired for their persuasiveness and their ability to listen and have great sales conversations and they were not hired for other things. I want to take those other things off their plate." Learn more about Sammy and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/sammyjames/Website: https://www.speak2leads.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.

On this episode of the AI for Sales Podcast, Chad is joined by Jonathan Spier, CEO of Rev. Sellers recognize the challenge of getting to prospects with many saying it's the hardest part of the job. Now, AI might just be the answer.Jonathan shares his thoughts on AI being an enabler for people and helping them continue to be smart about decisions at an even faster pace. He also gives insight into the sophistication of AI as a technology while still giving the user control of the important variables.  HIGHLIGHTSAI as a pattern-matching technology for prospecting  Putting the user in control at the right levelsRev if AI did not existHow AI enables people QUOTESJonathan: "B2B sales, over the years, has specialized more and more. We've gotten better and put dedicated themes around closing deals, we've got our nurturing functions set up in marketing, and now we have people who are dedicated to BDR and SDR function opening doors." Jonathan: "It's got to be something where we help the customer build a model of who their ICP is. Let them choose, like in a Google Maps kind of way, the variables they really care about."Jonathan: "The opportunity of AI is to see more really good patterns early. In our case, it's seeing who's a good person to purchase before they even know to show intent yet. That's where AI is just super exciting for the sales process." Learn more about Jonathan and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/jspier/Website: https://getrev.ai/ 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.

On this episode of the AI for Sales Podcast, Chad is joined by Rodrigo Witt, co-founder and CEO of Innvox. He and his team built Innvox as a sales coaching software to help contact center teams succeed by providing AI guidance after each call.He talks about traveling a lot from an early age and how this led him to remote working. How Innvox is integrated with AI to generate more impact in different conversations is also discussed. He gives insight into how they source teams that can use the technology and how to utilize AI processes effectively in a company.  HIGHLIGHTSLove for traveling and becoming an advocate for remote workHow the Innvox approach to AI startedBuilding a team that understands the technologyHow we can make better conversations between machines and humans QUOTESRodrigo: “Whatever you're doing, you choose what's hard for you. If you're going to be an employer or you're going to be a startup founder, both are going to be hard if you're going if you want to do it well. Choosing the hard way is a tough choice but also proud because I want to help people with what I'm doing."Rodrigo: “We analyze those conversations and figure out what the agents are doing or what they're not doing correctly in those interactions. But most important is that where we're doing with our solution right now, our goal is to be the first real-time solution for the Spanish language, with guidance and automated coaching workflows for agents as well."Rodrigo: “When you talk about only sales, it's a pretty competitive market. But the market is so big that you see many solutions that are, in their own way, different. So it makes a lot of sense for different types of the sales process, for example, lead qualification, lead scoring, revenue, and lead nurturing. So you have a lot of solutions that could help you do a better job as a sales rep." Learn more about Rodrigo and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/rodrigo-xavier-witt-abad/Website: https://www.innvox.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.

On this episode of the AI for Sales Podcast, Chad is joined by Tukan Das, co-founder and CEO of LeadSift. LeadSift is a Foundry company focused on delivering relevant leads to B2B tech companies by layering research-based intent from the public web.  Tukan shares how intent signals are being utilized by LeadSift and other intent providers to enable companies to scale B2B revenue. He explains how intent ties into the process of making a buying decision. He gives insight into the difference in privacy concerns between the B2C and B2B when using AI. He also shares his interest in the concept of GPT-3 and expects it to be used more in the AI space in the next few years. HIGHLIGHTSWhat is intent and how does LeadSift leverage it?Where AI plays a role in the processPrivacy concerns in the use of AI in B2B The concept of GPT-3QUOTESTukan: “Buyers are showing these signals of interest even before coming to me and filling out a form, so we need to get ahead of the game and predict when they start showing intent so that we can reach out to them with our sales and marketing message."Tukan: “LeadSift would look at a whole bunch of different sources, or any intent provider would do that, and give you a ranked list of companies that they think are in-market to buy. Now, as the seller, you take that data and then you craft your message to reach out to them at the right time."Tukan: “That's the beauty of it. You train a system and the system will statistically label data and it will say, 'hey, based on what you're telling me, this is what the trend looks like' and this is just for one of the trends. But yeah, without AI, we don't exist." Learn more about Tukan and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/tapajyotidas/Twitter: https://twitter.com/tdasWebsite: https://leadsift.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.

On this episode of the AI for Sales Podcast, Chad is joined by Eliav Cohen, chief hot air balloon pilot and founder of The Bot Lab. Having Helium and Drift, the top chatbot platforms in the world, Eliav and his company help organizations set up AI chatbots to deliver amazing customer experiences. He explains all about preventing gated content, integrating chatbots to a website, and the optimal functions of chatbots with AI. He also shares how he got into hot air ballooning and how it shaped his current approach to business. Finally, Eliav discusses how third-party organizations work with governments and top AI systems to make sure that AI sticks to what it's supposed to do.HIGHLIGHTSFirst experience with hot air ballooningThe idea of "intent decay"Setting up a chatbotWhy chatbots don't really need to answer every questionMaking sure AI systems don't make decisions on their ownQUOTESEliav: “If you're a marketer and you're reading an article about something, typically the content that's been created is specifically for your use case. They're putting it on that site knowing your use case, who the audience is, and that's why you're interested.”Eliav: “When people ask those questions, no live person should be answering those. That's the value of a good chatbot. Now, for B2C that's what it should do. But for B2B it should be 'does it integrate with this?' If you can answer that question, there's no reason to have a live person because it should understand the intent and go to book a meeting.”Eliav: “You're going to get a bunch of random questions and you probably should have an AI that answers those questions. The more niche that article is, when you're talking about whether it's a piece of sponsored content or it's an earned media article, being able to chat on that and ask those two or three qualifying questions makes it then worth it.” Learn more about Eliav and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/eliav-cohen-5643795/Website: https://thebotlab.io/ 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.

On this episode of the AI for Sales Podcast, Chad is joined by Andrew Woessner, President and CEO of Telogical Systems. He is also the Founder and CEO of R-Path Automation which helps incorporate automation technology for small and mid-size firms.Andrew explains the functions of Telogical Systems in telecommunication and the practicality of automation as the market changes over time. He also shares his perspective on the changes we can expect in using artificial intelligence for sales and the practicality of AI in general.HIGHLIGHTSWhere AI is being used in R-Path Automation and Telogical SystemsThe form the company would take without artificial intelligenceTeam's reaction after AI was introduced in operations Changes that Andrew expects with the increased application of AIQUOTESAndrew: "I look to automation as a way to breathe life back into that business. So we use it for aggregating data from a whole variety of sources, structuring that data, and loading it into databases. So we probably have about 30% savings in our operational costs when we adopted the technology."Andrew: "If you were given a choice to work for a company that is deploying AI and automation throughout its operations to one that wasn't, I definitely would want to be when they are because they're going to be conducting business better, faster, and cheaper.”Andrew: "People are starting to really focus on employees not just as a cost to the company but as an asset that needs to be preserved, nurtured, and built. And I think automation is one of the best ways to do that.”Learn more about Andrew and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/andrewwoessnerR-Path Website: https://rpathautomation.com/Telogical Systems Website: http://www.telogicalsystems.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.

On this episode of the AI for Sales Podcast, Chad is joined by Jamie Shanks, Founder and CEO of Sales for Life. He is also the CEO of Pipeline Signals which helps sales teams redirect their focus to selling instead of spending too much time on research.Jamie highlights how businesses can use AI to obtain sales intelligence and data so that their sales professionals can concentrate on netting new sales, cross-selling, and upselling. He also explains how this can significantly streamline work processes while also cutting on human capital costs.He shows us his perspective on the partnership between humans and technology. Both are necessary in terms of creativity, obtaining resources, and coming up with the right decisions.HIGHLIGHTSWhere Jamie sees AI being deployed todayThe concept of social proximityPipeline Signals' solution for customer acquisition and successAI for product usage and workload consumptionQUOTESJamie: "The left side of the brain I've always found very intriguing and it's amazed me how subjective and whimsical sellers have been in their collection of sales intelligence to make informed decisions."Jamie: "I'm paying my sellers for outcomes, not to be analysts and researchers. So whether there are cheaper resources that can acquire this information and make informed decisions, that's the basis. So, what we're doing is buying back sellers' time."Jamie: "You're most expensive resources are sales professionals. You need to maximize their return on effort or their yield. And if you're not applying technology and AI to help aid that, then you're deploying really expensive resources in an inefficient way."Learn more about Jamie and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/jamestshanks/Twitter: https://twitter.com/jamietshanksPipeline Signals Website: http://www.pipelinesignals.com/Sales for Life Website: https://salesforlife.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.

On this episode of the AI for Sales Podcast, Chad is joined by Seamus Ruiz-Earle, CEO of Carabiner Group, a firm specializing in Revenue Operations information technology services.Seamus explains that while sales ops focuses on sales and marketing operations on marketing service, Rev Ops is the carabiner between all of these and connecting them to ensure visibility across the board, hence the name of the company.He gives insight into the impact and roles that AI may play in the sales process. How they acquire talent is also discussed as Seamus even hired a Navy Seal transitioning from the service because of his earned life experience, even if he's never sold technology in his life.HIGHLIGHTSWhere does AI play a role in the sales motionUsing AI for transactional vs relational sales skillsAI as an effective decision-making toolTalent development under Rev OpsQUOTESSeamus: "There's only 24 hours a day, about 6 to 8 of those need to be spent sleeping. That leaves you with a limited amount of time to do what salespeople do best, connecting people with solutions. And AI is supposed to make that job easier and better." Seamus: "We're not there to just take your money. We're there to build a relationship. I teach my sales folks to be, effectively, the person you meet at the bar who you make a good connection with and who happens to know the person who can solve your problem."Seamus: "There's a knowledge gap with the value that artificial intelligence and machine learning can have for businesses that are anything other than technology."Learn more about Seamus and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/seamusruizearle/Company Website: https://carabinergroup.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.