The Modern Selling Podcast

In the fast-paced world of sales, gaining a competitive edge is crucial. But what if the key to success lies not in aggressive tactics, but in building trust and creating value? In this episode, I sit down with Tim Castle, CEO of the Negotiator's Edge and author of "The First Domino," to explore the art of negotiation and its impact on sales success.      The Power of Trust Building Discover why trust is the ultimate competitive advantage in today's market. Learn how to demonstrate empathy, transparency, and reliability to forge stronger connections with prospects and clients. AI-Enhanced Negotiation Strategies Explore how artificial intelligence is revolutionizing the negotiation process. Tim reveals how AI can help you: Prepare more effectively for client meetings Understand your prospect's behavioral profile Receive real-time coaching during negotiations The "9 Before 9" Strategy Uncover Tim's powerful technique for creating sales momentum. By completing nine revenue-generating actions before 9 AM, you'll plant seeds for future success and start each day with a winning mindset. Believing in the Possible Tim shares his personal motto and how it can transform your approach to sales challenges. Learn to reframe obstacles as opportunities and push beyond self-imposed limits. This episode is packed with actionable strategies to elevate your negotiation skills and close more deals. Whether you're a seasoned sales professional or just starting out, you'll gain valuable insights to help you thrive in today's competitive landscape. Are you ready to unlock your full potential as a negotiator and sales expert? Listen now and discover how to create lasting value for your clients and your career.                                    Key Moments 00:00:00 - Building Trust in Sales: The Competitive Edge Trust-building is crucial in sales, especially in the early stages. Demonstrating empathy, transparency, reliability, and capability are key components. Salespeople should focus on humanity and transparency to gain a competitive advantage, as these skills are harder to replicate and differentiate from high-quality products and consistent delivery. 00:01:11 - Introducing Tim Castle: Negotiation Expert and Author Tim Castle, CEO of Negotiators Edge and author of "The Art of Negotiation" and "The First Domino," discusses his background and expertise in negotiation. He explains his concept of being a "negotiation futurist" and the importance of leveraging AI in negotiation strategies. 00:04:48 - The First Domino: Landing Your First Client in 90 Days Tim Castle introduces his new book "The First Domino," which focuses on helping salespeople and entrepreneurs land their first flagship client within 90 days. The book covers strategies for differentiation, credibility-building, and overcoming challenges in the early stages of sales or business development. 00:14:29 - The MAGIC Framework for Sales Success Tim Castle presents the MAGIC framework for sales success: Make connections, Add value, Give value willingly, Inspire others' growth, and Connection. This approach emphasizes building relationships, providing value without expectation, and inspiring growth in others to create a strong network and sales momentum. 00:20:39 - The Negotiator's Edge: Leveraging AI in Negotiation Tim Castle discusses the Negotiator's Edge, emphasizing the importance of using AI for preparation, understanding client challenges, and improving negotiation strategies. He explains how AI can enhance EQ, simulate role-playing scenarios, and provide valuable insights for more effective negotiations. 00:33:04 - The 9 Before 9am Strategy for Sales Momentum Tim Castle shares the "9 before 9am" strategy for creating sales momentum. This approach involves completing nine revenue-generating actions before 9am each day, such as personalized outreach or business meetings. This strategy helps build a strong pipeline and creates a proactive mindset for sales success. 00:35:58 - Negotiation Strategy vs. Tactics: Understanding the Difference Tim Castle explains the difference between negotiation strategy and tactics. Strategy focuses on the overall game plan and long-term outcomes, while tactics are specific moves or techniques used in the moment. He emphasizes the importance of value creation in negotiation rather than relying solely on tactics. 00:42:35 - "Believe It's Possible": A Motto for Success Tim Castle shares his personal motto, "Believe It's Possible," and how it can be applied to overcome challenges and achieve seemingly impossible goals. He encourages adopting this mindset as a default, using it as a decision filter, and reprogramming self-talk to build mental resilience and drive success. About Tim Castle Tim Castle is a negotiation futurist, multi-award winning bestselling Author, notably The Art of Negotiation, The Momentum Sales Model and launching soon The First Domino. Founder of The Negotiators Edge Training Academy, at the nexus of influence, persuasion and value creation in an AI centric world. Recognized in the World's Top 30 Negotiation Professionals 2025. Host of The Tim Castle Show. Follow Us On: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook Learn More About FlyMSG Features Like: ·         LinkedIn Auto Comment Generator ·         AI Social Media Post Generator ·         Auto Text Expander ·         AI Grammar Checker ·         AI Sales Roleplay and Coaching ·         Paragraph Rewrite with AI ·         Sales Prospecting Training for Individuals ·         FlyMSG Enterprise Sales Prospecting Training Program Install FlyMSG for Free: ·         As a Chrome Extension ·         As an Edge Extension  

In today's rapidly evolving business landscape, scaling enterprise sales teams presents unique challenges and opportunities. As the Chief Revenue Officer of Motive, Adam Block brings a wealth of experience in building high-performance sales organizations. In this episode, we explore effective strategies for scaling enterprise sales teams in the AI era.                   Scaling Enterprise Sales: Key Insights ·         Building a robust playbook for enterprise sales success ·         Implementing effective hiring and onboarding processes ·         Leveraging AI and technology to enhance sales efficiency ·         Developing a strong sales culture and team dynamics The Power of People in Scaling Sales One of the core themes Adam emphasizes is the importance of hiring and developing top talent. He outlines: A comprehensive interview process, including panel interviews Assessing candidates' resilience, accountability, and discipline Creating a "farm system" for developing sales talent internally Develop Clear Playbooks Adam outlined three crucial elements of effective sales playbooks: Product knowledge - Understanding what you sell and how it impacts customers Clear expectations - Outlining exactly what's expected in each role Unified approach - A consistent philosophy for engaging prospects Boosting Seller Efficiency and Pipeline Growth Adam provides practical strategies for improving sales performance, including:                          ·         Focusing on pre-hello activities to secure initial conversations ·         Utilizing AI for account research, territory planning, and meeting assessments ·         Balancing technology with human touch in the sales process The Role of AI in Modern Sales While AI is transforming many aspects of sales, Adam cautions against over-reliance: ·         AI tools for enhancing productivity and insights ·         The continued importance of human connection in sales ·         Balancing AI automation with personalized outreach This episode offers a comprehensive look at scaling enterprise sales teams, blending time-tested strategies with cutting-edge AI applications. Whether you're a sales leader looking to grow your team or a sales professional aiming to enhance your skills, you'll find actionable insights to elevate your sales game. Key Moments 00:00:00 - Effective Sales Strategies for Market Contact 00:00:42 - Introduction to Adam Block and Motive 00:04:32 - Adam Block's Guilty Pleasure: 80s Music 00:07:19 - Scaling Enterprise Sales Organizations 00:15:36 - Finding and Assessing Top Sales Talent 00:20:58 - Panel Interview Process for Sales Candidates 00:32:46 - Boosting Seller Efficiency and AI Integration 00:47:50 - Closing Thoughts and Career Opportunities at Motive About Adam Block Adam oversees Motive’s global Revenue and Go-To-Market functions, including sales, business development, strategy, operations, sales engineering, and partnerships. Prior to Motive, he served as Vice President over the Public Sector, Healthcare, Manufacturing, High Tech, and Life Sciences teams at Medallia, the leading enterprise experience platform. During his tenure, Medallia went public and was later acquired for $6.4B. Before Medallia, Adam was Vice President, Sales and Marketing for TenMast software (now MRI software) and previously served as Partner and Vice President of Sales at Zeta Marketing, an internet marketing startup. Adam earned his Bachelor of Business Administration (BBA) in Finance and Management from the University of Kentucky. Follow Us On: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook Learn More About FlyMSG Features Like: ·         LinkedIn Auto Comment Generator ·         AI Social Media Post Generator ·         Auto Text Expander ·         AI Grammar Checker ·         AI Sales Roleplay and Coaching ·         Paragraph Rewrite with AI ·         Sales Prospecting Training for Individuals ·         FlyMSG Enterprise Sales Prospecting Training Program Install FlyMSG for Free: ·         As a Chrome Extension ·         As an Edge Extension

In today's rapidly evolving sales landscape, the integration of product-led growth (PLG) and sales-led growth (SLG) strategies has become a crucial differentiator for successful companies. As the Chief Revenue Officer of Webflow, Adrian Rosenkranz shares invaluable insights on effectively blending these two approaches to create a unified go-to-market engine. This episode explores how Webflow has successfully combined PLG and SLG motions, leveraging artificial intelligence (AI) to enhance customer experiences, streamline sales processes, and drive revenue growth. Adrian provides a unique perspective on the challenges and opportunities presented by this hybrid approach, offering practical strategies for sales and marketing professionals looking to optimize their go-to-market strategies.                              Key Takeaways Understanding the distinctions between product-led and sales-led growth motions Leveraging AI to enhance relevancy and personalization in customer interactions Implementing AI-driven content refreshes to improve discoverability and SEO performance Utilizing AI for sales enablement, including personalized onboarding and coaching Adapting metrics and KPIs to evaluate the effectiveness of blended PLG and SLG strategies As we navigate this AI-driven sales landscape, it's clear that the companies who can effectively blend PLG and SLG strategies while leveraging AI will have a significant competitive advantage. It's an exciting time to be in sales, and I'm eager to see how these strategies evolve. Innovative AI Applications in Sales and Marketing Creating AI-generated onboarding podcasts for new hires Developing custom GPTs for sales reps to streamline prospecting and communication Implementing AI-powered customer support to resolve cases faster in PLG motions Utilizing AI for content optimization and real-time conversion rate improvements The Future of AI in Sales As AI continues to reshape the sales landscape, Adrian emphasizes the importance of maintaining authenticity and personalization. He introduces the concept of a "Go-to-Market AI Engineer" role, dedicated to reimagining sales workflows and processes through AI integration. This episode provides a wealth of actionable insights for sales leaders, marketers, and revenue operations professionals looking to harness the power of AI and create a more effective, blended approach to growth. Don't miss this opportunity to stay ahead of the curve and drive your organization's success in the AI-powered sales era. Key Moments 00:00:00 - Blending Product-Led and Sales-Led Growth Webflow successfully combines product-led and sales-led growth strategies. Few companies effectively blend these approaches into a single go-to-market engine. The key is solving for customer experience rather than separate teams, using AI to meet customers' needs faster and provide more relevant interactions across both motions.                                                       00:04:31 - AI's Impact on Marketing and Sales AI is automating relevancy in marketing and sales. Webflow uses AI to refresh content, optimize landing pages, and personalize outreach. They've built custom GPT models to assist SDRs and automate processes. AI enables faster, more personalized customer interactions across product-led and sales-led motions. 00:23:22 - Implementing AI in Go-to-Market Strategy Webflow hired a Go-to-Market AI Engineer to reimagine workflows. They use AI for sales enablement, coaching, and onboarding. The CRO created an AI-generated podcast to onboard the new CMO. AI helps scale knowledge sharing and provides faster feedback loops for sales reps.                                                                    00:39:15 - AI Impact on Metrics and Customer Experience                       Webflows CRO identifies the type of metrics they measure the sales team by and how they use AI to drive a better set of KPis that drive a better customer experience.            About Adrian Rosenkranz Adrian Rosenkranz is Chief Revenue Officer at Webflow, where he leads Sales, Marketing, Customer Success, Partnerships and Revenue Operations. He is helping grow Webflow into the leading AI-powered visual development platform for ambitious brands. Before Webflow, Adrian was Chief Operating Officer of Tableau Americas at Salesforce, where he scaled a multi-billion dollar enterprise business. A firm believer in innovation with purpose, Adrian is helping Webflow harness AI to drive smarter growth and better customer experiences, from go-to-market systems that learn and adapt to tools that amplify what creative teams can build. His focus is on unlocking leverage, not just automation. Adrian also serves on the board of the Multiple Myeloma Research Foundation and previously advised Harvard Business School’s Kraft Precision Medicine Accelerator. He earned his bachelor’s degree from Stanford University, where he was a Division I football player. Follow Us On: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook Learn More About FlyMSG Features Like: ·         LinkedIn Auto Comment Generator ·         AI Social Media Post Generator ·         Auto Text Expander ·         AI Grammar Checker ·         AI Sales Roleplay and Coaching ·         Paragraph Rewrite with AI ·         Sales Prospecting Training for Individuals ·         FlyMSG Enterprise Sales Prospecting Training Program Install FlyMSG for Free: ·         As a Chrome Extension ·         As an Edge Extension  

Are you making critical mistakes in your sales cadence that could be costing you valuable opportunities? In this insightful episode, with Mario Martinez Jr., founder and CEO of Vengreso, he uncovers the most common errors salespeople make when reaching out to potential clients. With over 27 years of experience in sales and marketing, Mario shares his journey from retail to becoming a leader in digital sales prospecting. He reveals how a simple approach to helping customers at a camera store laid the foundation for his successful career in sales. Key Takeaways: The two biggest mistakes in sales cadences and how to avoid them Why referrals should be your starting point for prospecting The crucial difference between LinkedIn connections and follows How to earn the right to connect with potential buyers Mario also introduces FlyMSG.io, a suite of AI assistants designed to streamline the sales process and increase productivity by up to 33 hours a month! From AI-powered social media posts to role-playing for cold calls, these innovations aim to solve common pain points for sales professionals to book more meetings and grow the sales pipeline. Discover How to: Leverage LinkedIn notifications to your advantage Improve your prospecting efficiency with cutting-edge tools Adapt your sales cadence and approach to the modern selling age Whether you're new to sales or a seasoned professional, this episode offers valuable insights to enhance your prospecting strategy and boost your success rate. Learn how to focus on helping customers and watch your sales soar. "Sales is the art of helping." - Mario Martinez Jr. Don't miss this opportunity to refine your sales approach and stay ahead in the competitive world of B2B sales. Tune in now to transform your prospecting game! Key Moments 00:00:00Earning the Right to Connect on LinkedIn Mario emphasizes the importance of earning the right to connect with someone's network on LinkedIn. He discusses the difference between following and connection requests, highlighting common mistakes salespeople make in their outreach strategies. 00:07:42The Power of Referral in Sales Mario stresses that referrals are the most effective way to get a first conversation with potential buyers. He explains that 82% of buyers start their buying process with a referral, making it crucial for sellers to leverage their network connections. 00:14:08From Retail to Software Sales: Mario's Journey Mario shares his career journey, starting from his time at Ritz Camera Centers. He explains how his approach to helping customers naturally translated into successful sales techniques, leading to his transition into software sales. 00:27:48Leveraging AI for Sales Engagement Mario explains how Vengreso uses AI to enhance their products, leveraging their existing sales training content to guide AI-powered writing and responses. He emphasizes their focus on creating a comprehensive workflow solution for salespeople. 00:27:29Product Strategy and Future Plans Mario outlines Vengreso's product strategy, including various "Fly" branded tools and their approach to product-led growth. He discusses future plans, such as improving daily usage and potentially being acquired by a larger company in the next five years. 00:37:00The Future of FlyMSG and Sales Tools Mario discusses the future of FlyMSG, predicting potential acquisitions and explaining upcoming product releases. He emphasizes the importance of comprehensive sales tools that cover the entire workflow of a salesperson. Follow Us On: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook Learn More About FlyMSG Features Like: ·         LinkedIn Auto Comment Generator ·         AI Social Media Post Generator ·         Auto Text Expander ·         AI Grammar Checker ·         AI Sales Roleplay and Coaching ·         Paragraph Rewrite with AI ·         Sales Prospecting Training for Individuals ·         FlyMSG Enterprise Sales Prospecting Training Program Install FlyMSG for Free: ·         As a Chrome Extension ·         As an Edge Extension  

Mario Martinez Jr., CEO of Vengreso, discusses the intriguing disconnect between high satisfaction in sales training and low implementation rates. He shares insights on transitioning from service to software, driven by market needs. The power of AI emerges as they unveil FlyMSG, designed to streamline sales communication. A groundbreaking tool, FlyGrammar, promises to enhance messaging accuracy. Mario also candidly addresses balancing family life with business ambitions, adding a personal touch to his innovative journey.

Zach Jones, Chief Revenue Officer at TechnologyAdvice, shares his extensive insights into the shifting B2B sales landscape. He discusses how 75% of the buyer journey occurs before contacting sales, stressing the importance of getting on the shortlist through strategic content placement. With AI reshaping lead generation, Zach highlights the necessity of aligning sales and marketing efforts to enhance engagement. He also delves into innovative tools that boost productivity and the evolution from quantity to quality in lead generation strategies.

Hannah Willson, CRO at Nooks and a seasoned sales expert with 20 years of experience, discusses the revolutionary blend of AI and human engagement in sales. She shares insights on how Nooks’ unique BDR to AE ratio is transforming outbound strategies. The conversation highlights the importance of utilizing intent signals for personalized outreach and the resurgence of cold calling. Hannah emphasizes creating authentic connections while leveraging technology, showcasing how these approaches can supercharge sales productivity.

Don Yaeger, a distinguished journalist and bestselling author, dives into the essence of creating winning teams. He reveals why teams often struggle with engagement and performance. A simple shift in perspective can transform an average team into an extraordinary one. Don emphasizes the power of collaboration, strong cultural dynamics, and shared purpose as keys to success. Reflecting on case studies like USA Basketball, he highlights the crucial role of employee engagement, especially for younger generations, in achieving exceptional results.

Discover the surprising key to effective prospecting that even veterans may overlook. Explore how personalized, empathetic selling can overcome modern sales challenges. Hear an amusing journey from photo finisher to successful B2B salesperson, emphasizing trust and mentorship. Learn about the integration of human intelligence and AI for better engagement, and find out how multi-channel strategies can transform outreach efforts. Unlock the secrets of mastering LinkedIn for impactful connections and referrals.

If you're feeling overwhelmed by the limitations of traditional SDR methods and struggling to personalize outreach, then you are not alone! Get ready to be blown away. You won't believe how AI SDR bots are revolutionizing the sales process. Discover the unexpected truth behind how AI is transforming sales efficiency and personalized outreach capabilities. It's a game-changer that's shaking up the industry, and you won't want to miss out on this. Stay tuned to uncover the unexpected impact of AI in sales. This is Gaurav Bhattacharya's story: Gaurav Bhattacharya's journey into the world of AI SDR bots and sales automation began with humble beginnings in New Delhi. Growing up in a simple, blue-collar family, Gaurav's early exposure to technology ignited a passion for coding, leading him to build his first video game at the age of 10 and launch his first startup by 17. His experience navigating the complexities of AI in the healthcare space laid the foundation for his innovative approach to sales automation. Gaurav's personal connection to the transformative power of technology fuels his mission to enhance sales efficiency and personalized outreach capabilities through AI-driven solutions. This emotional and inspiring story resonates with anyone striving to harness the potential of technology to drive meaningful change and success in the sales industry. I think AI is going to get more and more powerful and it's not there to replace SDRs yet. It might be there in like 10 years. I don't think it's going to be there next year. - Gaurav Bhattacharya Unlock the Power of AI Unlocking the power of AI in sales development can revolutionize the way reps conduct outreach and engage with prospects. AI can assist in deep research on leads, provide insights for personalized outreach, and prioritize leads for sales reps. By leveraging AI's capabilities, sales teams can unlock new opportunities, increase qualified leads, and improve sales activities' quality and quantity. Ths week's special guest is Gaurav Bhattacharya Gaurav Bhattacharya, the CEO of Jeeva AI, is a seasoned tech entrepreneur with a proven track record in the development and implementation of AI-driven solutions. With extensive experience in building successful startups and a focus on leveraging AI to optimize sales processes, Gaurav brings a wealth of knowledge to the discussion on AI SDR bots. His entrepreneurial journey from founding and leading ventures to his current role at Jeeva AI demonstrates his expertise in navigating the intersection of technology and sales. As a featured guest on The Modern Selling Podcast, Gaurav's practical insights and industry acumen offer valuable perspectives for sales professionals and leaders in the tech sector, shedding light on the effective integration of AI SDR bots for enhanced sales efficiency and personalized outreach capabilities. In this episode, you will be able to: Understand how AI SDR bots revolutionize the sales process for increased efficiency and effectiveness. Discover the significant impact AI has on improving email deliverability in sales outreach. Learn the art of personalization in AI-driven sales outreach to enhance engagement and conversion rates. Explore the possibilities and considerations surrounding the replacement of human SDRs with AI technology in sales. Harness the power of AI tools to streamline sales processes and drive better results with enhanced efficiency.   The key moments in this episode are: 00:00:00 - AI SDRs vs. Traditional SDRs 00:03:39 - Introducing Jeeva AI 00:05:25 - Insider Secret: Gaurav's Love for Eggs 00:08:20 - AI SDRs' Role in Sales 00:11:59 - Jeeva's Impact on Sales Reps 00:12:22 - Mario's Impact on Product Development 00:13:40 - AI-powered Lead Generation 00:18:21 - AI in Sales and SDRs 00:19:00 - Hyper-personalization vs. Scaling 00:24:59 - AI Empowering Sales Teams 00:25:36 - Personalization Challenges in Sales Outreach 00:28:02 - Evolution of Personalization Strategies 00:30:27 - Future of AI in Sales Development 00:31:49 - Role of AI in Improving Sales Efficiency 00:33:14 - Empowering Sales Teams with AI 00:37:48 - The Future of Sales Reps and AI 00:39:58 - The Role of AI in Sales Coaching 00:41:45 - The Importance of Roleplaying in Sales 00:43:02 - The Future of Sales Technology 00:45:37 - Learning English through Movies Timestamped summary of this episode: 00:00:00 - AI SDRs vs. Traditional SDRs Gaurav discusses the difference between AI SDRs and traditional SDRs, emphasizing that AI is meant to augment, not replace, human sales reps. He highlights the potential for AI to automate manual tasks, freeing up reps to focus on high-value activities. 00:03:39 - Introducing Jeeva AI Gaurav provides a background on Jeeva AI, a tool designed to automate manual, repetitive sales tasks. He explains that the platform aims to help salespeople focus on strategic activities like discovery calls and demos by automating prospecting, research, and outreach. 00:05:25 - Insider Secret: Gaurav's Love for Eggs Gaurav shares a quirky personal story about his love for eggs and how he and his brother ran an egg sandwich stand to pay for school. He also reveals his aspiration to build an egg sandwich shop in the future. 00:08:20 - AI SDRs' Role in Sales Gaurav discusses the potential role of AI SDRs in sales, emphasizing their ability to automate prospecting, lead generation, and personalized outreach. He underscores the goal of helping sales reps be more productive and efficient in their daily tasks. 00:11:59 - Jeeva's Impact on Sales Reps Gaurav explains how Jeeva AI assists sales reps by automating lead generation, research, and crafting personalized outreach messages. He envisions 00:12:22 - Mario's Impact on Product Development Mario's extensive feedback has shaped the product significantly, making him a key champion. 00:13:40 - AI-powered Lead Generation The platform aims to provide quality data and automate lead generation using AI, with plans to add more functionalities in the future. 00:18:21 - AI in Sales and SDRs AI may not replace human SDRs as automated outreach through AI faces deliverability challenges, but AI can automate content creation and personalization to some extent. 00:19:00 - Hyper-personalization vs. Scaling Hyper-personalization is crucial, but AI can automate deep research and meaningful messaging. However, human creativity and strategy are still essential in sales. 00:24:59 - AI Empowering Sales Teams AI can help sales teams test hypotheses, bring ideas to market quickly, and enhance productivity, making a 20% AI-powered team as productive as a 100% traditional team. 00:25:36 - Personalization Challenges in Sales Outreach Gaurav discusses the challenge of personalization in sales outreach, highlighting the shallow and generic messages being sent. He explains the initial method of using AI to create personalized lines based on scraped LinkedIn profiles, and the limitations of this approach. 00:28:02 - Evolution of Personalization Strategies Gaurav outlines the evolution of personalization strategies, from shallow personalized messages to hyper-personalized sequences. He emphasizes the shift towards hyper-personalized messages that are deeper and more effective, using AI to gather extensive information about prospects and create tailored outreach. 00:30:27 - Future of AI in Sales Development Gaurav predicts that AI will not replace human SDRs in the next 10 years, emphasizing the complexity of sales and the importance of soft skills. He envisions AI complementing human SDRs, improving efficiency, and enabling smaller teams to achieve greater effectiveness. 00:31:49 - Role of AI in Improving Sales Efficiency Gaurav discusses how AI can enhance sales efficiency by automating prep work, research, and lead identification. He envisions a future where AI-powered systems provide comprehensive insights, signals, and ready-to-use messaging, enabling SDRs to focus on high-quality leads and creating more opportunities for sales reps. 00:33:14 - Empowering Sales Teams with AI Gaurav envisions a future where AI empowers sales teams to create more qualified opportunities and conduct challenger-style sales. 00:37:48 - The Future of Sales Reps and AI Gaurav discusses the shift towards having fewer sales reps who can close multi-million dollar deals, the return of full stack sales reps, and the potential impact of AI on sales roles. 00:39:58 - The Role of AI in Sales Coaching Gaurav shares the acquisition of a sales coaching software that utilizes AI for cold calling and role-playing. He emphasizes the importance of providing tools to help sales reps improve their skills. 00:41:45 - The Importance of Roleplaying in Sales Gaurav explains the significance of role-playing in sales coaching and the introduction of AI role-playing software in their program. He highlights the value of coaching reps in conversation skills and grading their performance. 00:43:02 - The Future of Sales Technology Gaurav discusses the need for all-in-one sales platforms that can help companies scale their sales activities. He emphasizes the importance of providing a comprehensive solution rather than siloed niche products. 00:45:37 - Learning English through Movies Gaurav shares a personal anecdote about learning English by watching the movie Titanic multiple times. This lighthearted moment adds a personal touch to the conversation. Maximize Sales Efficiency with AI By leveraging AI in the sales process, reps can automate manual tasks like prospecting and lead research, allowing them to focus on high-value activities such as engaging with prospects and closing deals. AI SDR bots can streamline the prospecting process, identify leads, and generate personalized messaging, ultimately maximizing sales efficiency. The goal is to free up the rep's time and empower them to enhance productivity through AI-assisted tasks. Elevate Email Deliverability with AI AI can play a crucial role in elevating email deliverability by assisting in crafting highly personalized messages. With AI-powered systems, sales reps can automate the process of creating tailored messages, ensuring that each email resonates with the recipient. By leveraging AI to enhance email deliverability, sales teams can improve engagement, increase response rates, and strengthen relationships with prospects. The resources mentioned in this episode are: Connect with Gaurav Bhattacharya on LinkedIn to learn more about AI-powered sales solutions and strategies. Reach out to Gaurav Bhattacharya via WhatsApp at 424-443-8212 for a direct conversation about AI sales coaching and prospecting. Visit the Jeeva AI website to explore their AI-powered sales solutions and learn how it can enhance your sales process. Download FlyMSG for a free text expander and personal writing assistant to boost your sales productivity. Leave a 5-star rating and review for the Modern Selling podcast on iTunes to show your support for valuable sales insights and tips. Follow Us on: LinkedIn Twitter YouTube Channel Instagram Facebook You might also like: FlyEngage AI - Social media AI engagement tool. FlyPosts AI - Thought leadership AI post generator tool. FlyMSG - Auto text expander (Try it out here for free). FlyMSG Sales Pro for Individuals: On-demand sales training for individual sellers. FlyMSG Sales Pro for Teams: On-demand sales training for sales teams for prospecting.  Install FlyMSG for free: As a Chrome Extension. As an Edge Extension.