Sales Talk for CEOs

Imagine harnessing the power of 140 million credit card swipes to reshape your business strategy. That's exactly what Jonathan Silver of Affinity Solutions does, and he’s here to share his groundbreaking journey with us. In a dynamic conversation with Alice Heiman on Sales Talk for CEOs, Jonathan delves into the art of transforming consumer data into powerful business insights. This episode is a treasure trove for CEOs looking to navigate the complexities of data-driven decision-making and innovative business growth.Why CEOs Should Listen:Strategic Utilization of Consumer Data: Embrace the transformative power of consumer data in shaping business strategies.Business Agility: Learn from Jonathan’s journey about the importance of agility and responsiveness in today’s business world.Sales Team Optimization: Gain insights into assembling a sales force that resonates with your company’s mission and market needs.The Essence of Entrepreneurial Spirit: Discover the significance of resilience and creative thinking in driving business growth. Chapters00:03 The Changing Face of Sales in Business01:29 The Genesis of Affinity Solutions04:21 From Inflatable Potties to Data Pioneers08:04 Pivoting to a Winning Strategy13:06 The Rise of Card-Linked Offers22:05 Building a Robust Sales Team29:54 Achieving Product-Market Fit39:14 Verticalizing for SuccessListen to the full podcast for an in-depth understanding of each chapter. Listen NowAbout GuestJonathan Silver is the Founder and CEO of Affinity Solutions, the leading consumer purchase insights company focused on outcome-based solutions. Affinity provides comprehensive purchase insights and media measurement via exclusive, fully permissioned real-time, consumer purchase data, integrated with key ecosystem partners. This allows for seamless, privacy-centric, data access at an unprecedented scale. Affinity powers solutions for financial institutions, marketers, investment firms, consulting firms, and media & marketing enterprises by providing real-time demand signals and insights on consumer spending which drive high-value decisions that lead to better business outcomes.Silver’s vision for Affinity is to transform data insights into experiences that improve people’s lives. He is a graduate of Wharton and the University of Pennsylvania School of Engineering. Social Links Connect with Jonathan Silver on Affinity Solutions official website:Consumer Purchase Data Tools - Affinity SolutionsConnect with Jonathan on LinkedIn:https://www.linkedin.com/in/jonathan-silver-33b456/Link to CNBC Squawk Box https://www.cnbc.com/2023/11/13/consumer-spending-fell-in-october-according-to-new-cnbc/nrf-retail-monitor-tracking-card-transactions.htmlYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman - Alice Heiman

Have you ever wondered why, despite having amazing products, customers still struggle to understand your company's value?April Dunford, an authority on product positioning, discusses the critical role of positioning in sales and marketing. Known for her first book "Obviously Awesome" and her expertise in positioning, April shares her insights on why companies often struggle with positioning their products. She emphasizes that most companies have positioning, but it's not deliberate, leading to misalignment and missed opportunities. April highlights the transformative power of effective positioning, using an illustrative story from her early career where repositioning a product from enterprise CRM to CRM for investment banks led to significant business growth and acquisition by a major player.The episode underscores the common disconnect between how companies perceive their products and how customers understand them. April points out the importance of involving sales teams in positioning discussions, as they have direct insights into customer perceptions and competitors. And describes in her second book, Sales Pitch, how to translate the marketing work done for positioning into sales speak. April advises CEOs to routinely reassess their company's positioning, even if it seems satisfactory, to ensure alignment with market realities. She stresses the need for a cross-functional team approach to redefine positioning involving sales, marketing, and product teams. The episode serves as a crucial reminder for CEOs and sales leaders of the importance of clear and strategic positioning in today's competitive market. April Dunford's insights offer valuable guidance on how to approach this process thoughtfully and effectively to drive business growth and customer satisfaction.This podcast is a must listen and her books are both must reads. Chapters05:26 Lack of methodology and squishiness surrounding positioning in marketing0:09:02 Naming of April Dunford's books: "Obviously Awesome" and "Sales Pitch"11:12 Importance of aligning positioning with customer perception14:01 Components of positioning: competition, differentiation, value, customer, market19:07 Example of a company positioned as Enterprise CRM but found success in investment banking22:36 Shifting positioning to target specific industries led to success25:51 Understanding the buyer's perspective and guiding them through the buying process31:20 Buyers are overwhelmed with information and struggle to make decisions33:56 Poor positioning and difficult buying process on websites.39:07 Cross functional team approach to positioning.42:45 Leveraging product knowledge to identify unique value propositions.44:59 Characteristics of a Best Fit customer and market categories46:13 Mapping positioning to a sales narrative for effective storytellingSocial Links You can learn more about and connect with April Dunford in the links below.Connect with April on LinkedIn:(99+) April Dunford | LinkedInCheck out April's website:April Dunford - Positioning for B2B Tech CompaniesCheck out April's Podcast:Positioning With April DunfordCheck out April's NewsletterPositioning with April Dunford | SubstackYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman - Alice HeimanAbout GuestI spent the first 25 years of my ca

Gabriella enjoyed working with technical and operationally focused people tackling complex problems. She always worked in a team to do sales but didn’t like the lack of transparency to the team members as the deal progressed. She saw a need for a team selling tool. “I really didn’t have any other option than starting this business and seeing where I could go with it.”The team selling space had a huge need and Gabriella DeFlorio of Prelay knew she had to fill that need. Even with all her Go To Market experience, it’s different when you start a category and Prelay did that. She started small with some beta customers and about a year later she was really able to go sell. Her Go To Market background made her know she should be on the frontlines. It allowed her to continue gathering information to shape the product. “You can’t lose touch with the customers.” This keeps her close to her customers today, even though she has a sales team. The first sellers she brought on covered the deals end to end and soon after she brought on customer success and a head of sales keeping herself in the game as the subject matter expert. It was challenging to find the right people for an early stage company. Finding the right people who were ok with the ambiguity and who were utility players and product aware. ”Because of this we’re very focused on knowledge sharing.”Her biggest challenge, becoming a “household name.” Gabriella is excited about having Prelay become a name in the market. She feels it is important to stay focused on awareness. “It’s a space that is just being created.. There’s no team selling product like Prelay.” She stays involved on the product side and has directed her sellers to insert her where she is needed. Listen to her tell the story of starting a company and a category and growing her sales. Chapters00:04 Selling is a team sport, lone wolf sellers are outdated.03:22 Gabriella's background in scaling startups led to creating Prelay.10:54 Thoughtful R&D and user-centric approach in the beginning.13:04 The importance of CEOs staying close to the customer16:20 Challenges of scaling and growing the team22:30 CEO involvement in complex workflows and strategic deals23:49 Balancing involvement in deals with the sales team's capabilities25:03 Discussing the growth of the SE organization26:17 Importance of in-person connections and LinkedIn presence27:36 Building an advisory council for networking and supportAbout GuestIn a past life, Gabriella was an Olympic Trials hopeful and a competitive D1 cross country & track athlete at the University of Michigan. During her competitive running career, 7 leg surgeries failed to keep her off the D1 stage, reinforcing her core approach to life – persistence and perseverance can lead you to achieve feats that may seem impossible at first. Gabriella leveraged the same mindset when entering the tech industry, where she discovered a similar spark of excitement and passion in scaling companies. Taking on Silicon Valley, she helped scale core go-to-market at Fountain (YC W15) and at Truework (Sequoia-backed).Now at Prelay, she is building the future of revenue team collaboration.To learn more about Prelay, you can get in touch via gabriella (@) prelay.comSocial Links You can learn more about and connect with Gabriella DeFlorio in the links below.Connect with Gabriella on LinkedIn:(99+) Gabriella DeFlorio | LinkedInCheck out Prelay's website:Prelay | Drive Revenue Faster as a TeamYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | L

How do you wind up being a business broker after a luxurious career in the high-end wine business?Funny story. After working in the corporate world around 2008 and 2009 Jessica Fialkovich and her husband saw her friend who had a luxurious wine business brokering really high-end wines around the world. They thought how fun it would be to taste wine and travel for a living so with the help of their friend started their own wine business. Three years later, it turns out that tasting wine all day was exhausting and they decided to return to something more corporate.    They hired a business broker to help them sell the wine business and as they say, the rest is history. Jessica and her husband now own Transworld Business Advisors, a thriving company offering M&A services and Exit Factor, helping small and midsize businesses to increase their valuation for an eventual sale. They’ve grown tremendously over the 10 years and how did they do it? At first, networking, door-knocking, and becoming a valued resource in her local business community. More recently she’s authored a very useful book called, Getting the Most for Selling Your Business and she and her husband have acquired several businesses. Jessica shares her secrets to making acquisitions. Successful acquisitions require patience, relationship-building, and a knack for spotting opportunities. As Transworld Business Advisors continues to grow, their commitment to community service and client relationships ensures a promising future.Join us in exploring Jessica's remarkable journey and uncover the secrets to thriving through strategic acquisitions!Chapters02:25 Jessica's transition from the wine business to business brokerage04:08 Decision to join a franchise model for business brokerage08:18 Challenges of hiring salespeople and the importance of cultural fit12:00 Growth of sellers and team expansion in recent years14:17 Researching and selecting new markets for expansion18:51 Writing a book as a lead generator23:07 Reasons for growing through acquisition: people, market share, services23:56 Importance of timing and readiness for acquisition deals25:25 Acquiring "fixer upper" businesses for strategic growth28:02 Learning and adapting to the acquired organization's operations31:33 Jessica's company culture and growthAbout GuestAs a business exit expert and speaker, Jessica Fialkovich helps small businesses owners with under $10 million in revenue who desire to build a legacy.She provides insights and guidance around the overwhelming world of buying and selling a business, giving peace of mind throughout the decision-making process.Jessica Fialkovich offers 10 years of thought leadership within small business M&A and has personally bought and sold multiple companies.Social Links You can learn more about and connect with Jessica Fialkovich in the links below.https://jessicafialkovich.com/https://www.tworld.com/locations/colorado/https://exitfactor.com/Connect with Jessica on LinkedIn:https://www.linkedin.com/in/jessicafialkovich/You can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:https://www.linkedin.com/in/aliceheiman/Check out Alice’s website:https://AliceHeiman.com

When investors are leaning on you to get “New Logos” you can lose sight of customer success and it can change or damage your culture. For Tom Lavery at Jiminny, compromising on customer success or culture were not options. Tom was a VP of sales before he, his wife and their technical cofounder started the company. He set out to solve some of the problems he faced around coaching as a sales leader. Tom understands that effective sales leadership starts with data. Jiminny's platform records, transcribes, and analyzes video, voice, and email communications, providing valuable insights for sales leaders.From the beginning he did the selling and his first hires for sales were not sellers, but customer success managers. This was pivotal to his growth because customers had high user adoption and because of that renewed and told others. His entire team is focused on customer success because of his strong culture. In seven short years, his team has grown tremendously, and they work as a team to retain customers, find new prospects and guide buyers through to a decision. Even with his amazing team, he plays an important role in sales. Listen to Tom share his growth story with Alice and his passion for maintaining a great culture. Chapters02:52 Tom Lavery's background and inspiration for starting Jiminny09:49 Getting the first sales through networking and local interactions12:22 User adoption and expanding the use of Jiminny12:29 Product market fit is tricky and takes time to achieve.15:22 Customer success was a priority and received more investment than sales.20:19 A formal referral process was implemented to drive referrals.24:55 Customer success and sales must work together in a team.27:14 CEO's involvement in sales is based on deal management and support.30:36 Importance of data mining and insights in sales and marketing.37:14 Changing players in the team as the company grows and matures.38:04 Tom Lavery talks about never giving up and offering supportAbout GuestTom has over 15 years of experience in high-growth VC/PE-backed SaaS companies.  Tom is currently the CEO and Founder of Jiminny, a Conversation Intelligence Platform that helps companies maximize their team's revenue.  Prior to starting Jiminny, he was SVP at Reward Gateway and saw them through two PE-backed buyouts.Social Links You can learn more about and connect with Tom Lavery in the links below.Connect with Tom on LinkedIn:(99+) Tom Lavery | LinkedInCheck out Jiminny's website:Revenue & Conversation Intelligence Software | Jiminny(99+) Jiminny: Overview | LinkedInYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman - Alice Heiman

In a world where businesses prioritize customer experience, CEOs must grasp the profound impact of employee experience. In a compelling discussion with Tiffani Bova, author of "The Experience Mindset," we explore the importance of elevating the employee experience. Tiffani emphasizes the need for CEOs to understand the link between employee satisfaction and customer success, fostering a cycle of growth.Tiffani underscores the undeniable connection between employee and customer experiences. She asserts that happy employees lead to happy customers, emphasizing the need for a supportive work environment. She states, "To win customer love, you must first earn employee affection." This highlights the pivotal role of the employee experience in driving customer satisfaction.To enhance the employee experience, CEOs should align KPIs for both customer and employee satisfaction. Tiffani recommends questions like, "What are your top customer experience KPIs?" and "Is leadership success tied to these KPIs?" Harmonizing metrics and compensation ensures equal importance for both customer and employee satisfaction. What impacts one will impact the otherImproving the employee experience doesn't require massive changes. Tiffani advises CEOs to begin with one aspect at a time, addressing pain points and streamlining processes. Conducting pulse surveys and seeking employee feedback initiate a culture Tiffani Bova's insights highlight the pivotal role of employee experience in company success. CEOs must prioritize employee well-being, align metrics, and make incremental changes. Embracing modern tech and ensuring it is making jobs easier not harder is vital. CEOs must balance employee experience with customer experience for lasting success.Chapters01:35 Tiffani Bova's background and book "The Experience Mindset".04:55 The research on the impact of employee experience on customer experience.08:07 CEOs acknowledging the lack of ownership of employee experience.12:27 The disconnect between customer-centricity and employee experience.15:23 Employee experience impacts customer experience in the long run.18:19 Process alignment and technology integration improve employee experience.21:02 Simplify tasks and processes to improve employee experience.26:47 Importance of ongoing conversations and employee input30:18 Happy customers don't always mean happy employees34:41 Outdated technology is a major challenge for employeesAbout GuestTiffani Bova is a renowned business strategist, speaker, and author known for her expertise in sales, growth, and innovation. She has held prominent positions at leading technology companies, including Salesforce, where she served as the Global Customer Growth and Innovation Evangelist. Tiffani is recognized for her insights into customer-centricity, digital transformation, and the future of business.Throughout her career, Tiffani has been a sought-after keynote speaker and thought leader, sharing her knowledge on topics such as sales and marketing strategies, customer experience, and the impact of emerging technologies. She is also the author of the book "Growth IQ," which explores various strategies for driving business growth.Tiffani Bova's work has made her a respected voice in the business world, and she continues to inspire and educate professionals through her speaking engagements, writings, and consulting work.Social Links Connect with Tiffani Bova on her official website:Tiffani BovaFind Tiffani Bova's books, The Experience Mindset and Growth IQ on her websiteTiffani Bova - The Experience MindsetTiffani Bova - Growth IQConnect with Tiffani on LinkedIn:

Twenty years ago, a couple, sat with their laptops at their house and launched a business. It was some uncharted territory, but they dove right in.  Who knew where they would be 20 years later. Still happily married, kids grown, business booming, over 60 employees and a strong commitment to community. An absolute success story. Jarrod and Alice explore the very essence of Nobel Studio’s sales success due to Jarrod’s focus and determination emphasizing the pivotal role that networking and relationship-building play in the process. It's not just about closing deals; it's about forging meaningful connections.But that's not all! Jarrod shares the fascinating story of how Noble Studios discovered their niche in the competitive travel and tourism industry. Their journey to becoming an authority in their field is both inspiring and enlightening.And what sets Noble Studios apart isn't just their business success – it's their commitment to giving back. Jarrod delves into the heartwarming impact of their philanthropic program, Noble Deeds, and how it's not just about profit but also about making a difference in the communities where they live.This podcast episode underscores the profound importance of sales in fueling business growth. It's also a heartwarming reminder of the value of giving back to the community, making it an episode that's not to be missed. So, join Alice and Jarrod on this captivating journey as they share insights, stories, and the passion that drives Noble Studios to new heights.Chapters05:29 Starting the company and background of the founders10:31 Founder-led sales and the value of effective communication13:37 Investing in a high-octane sales person to scale.19:14 Expanding in the Bay Area through referrals and relationships.22:10 Growth and finding a niche23:00 Asking what success looks like for clients26:43 Decision to focus on travel and tourism industry31:46 Starting Noble Deeds to give back to the community35:30 CEO's role in sales as the company matures38:23 CEO's involvement with existing accounts and triggers for involvement42:30 Importance of proactive CEO involvementAbout GuestJarrod Lopiccolo is the CEO of Noble Studios, a creative digital performance marketing agency. With over 20 years of experience, Jarrod has led Noble Studios to become a global company with a focus on building digital infrastructure and providing creative and performance marketing services. He is known for his leadership skills and his commitment to giving back to the community.Social Links Connect with Jarrod Lopiccolo on Noble Studios official website:Noble Studios | Creative Digital Performance Marketing AgencyConnect with Jarrod on LinkedIn:(99+) Jarrod Lopiccolo | LinkedInYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman - Alice Heiman

After building and exiting two Blue Ocean startups that, in her own words, were painful, my guest, Melissa Kwan, figured it out."It's important to know what you want to do, but even more important to know what you don't want to do. And I had two startups, as you mentioned, that were quite painful in the sense that I didn't think I was very smart or very strategic in choosing the actual idea and choosing the product. But these aren't things that you just know right off the bat. You have to learn these things through experience.”She and her partner built eWebinar in a way that required little overhead and allowed them to travel and work from anywhere. With no one to sell but herself she picked up the phone and called the people she knew and that got her started, but it wasn’t enough. She took a course and quickly learned that sharing content on LinkedIn about her journey as an entrepreneur would drive traffic, but she didn’t do it for that alone. She recognized that her story would help others. I’m not talking about a little self-promotional post here; I’m talking about taking hours to determine the right content and write and edit it before posting to ensure the maximum impact. It worked. Along with that she learned that appearing on podcasts to tell her story would be a great way to get the word out and she’s now been on over 100 podcasts. She also hosts her own podcast called, ProfitLed. Melissa's journey is a testament to innovation and adaptability. It's a reminder that success lies in solving real problems. Chapters01:22 Melissa explains what eWebinar does07:41 Melissa's strategy of introducing a validated business model in a blue ocean market09:43 The skills needed to build a successful business can be acquired12:12 Building a better product by improving existing solutions17:28 Founder-led sales to get initial customers19:56 Transitioning to marketing and SEO for growth24:11 Using the eWebinar software as the demo experience26:21 Attribution is difficult due to dark social, multiple strategies required28:39 Podcasts as a marketing strategy for building brand and exposure30:22 Initial experience with podcast agency and decision to self-place36:40 SEO and content generation as the top lead generation method39:16 Lack of high-quality leads in companies42:37 Rethinking sales strategies to adapt to changing buyer behaviorAbout GuestYou know webinars right? They're amazing and people love them. It's the only way to get in front of all your customers without hopping on a plane.But there's a massive problem: someone has to be there to do them live. Which makes them completely unscalable, especially if you have customers in different time zones. eWebinar automates this process by taking a video and delivering it like a webinar, so you can do hundreds of the same webinar without ever needing to actually be there in front of a camera to do the webinar. Our chat feature lets attendees ask you questions even if you're not there. You can hop in to respond live if you want, but if you're not there, you can respond later via email. This works just like any support chat system (chat bubble you see when you land on a website).eWebinar saves people from doing the same boring demo, onboarding, and training webinar over and over again by turning any video into an interactive webinar that they can set on a recurring schedule or make available on-demand. Companies are using eWebinar to deliver hundreds of webinars to customers and prospects every month without a live host. Resulting in happier team members and most importantly, delightful customers."On live webinars, it's hard to answer every question before the session ends. Now we run over 100 webinars a month and only spend an hour a day answering every message." - Anett Vándor, Customer Eng

From mastering conversations to commanding the stage, dive into the mind of communication expert Nancy Duarte.Alice and Nancy’s conversation reveals that, in an era of fleeting attention, CEOs must craft compelling narratives.For these leaders, understanding their audience isn't just a tip - it's a mandate. Nancy stresses the significance of empathy and preparation, urging CEOs to don the shoes of their audience.Gone are the days of static presentations. The modern CEO story unfolds with dynamic gestures, vocal versatility, and perfectly-timed pauses, all backed by Vanessa Van Edwards’ groundbreaking research on TED Talks.But, how do CEOs craft this captivating narrative? It starts with the big idea, gauges the audience's current state, and projects a vivid future. Visual aids. Essential. Practice. Non-negotiable.As businesses evolve, CEOs mustn’t just communicate; they should inspire. Embracing storytelling, these corporate narrators don't just lead businesses, they sculpt industries.Join Alice and Nancy as they decode the art of impactful communication and envision a future where CEOs aren’t just heard but remembered. Tune in to the Sales Talk for CEOs podcast and let your leadership voice be the difference!Chapters01:19 Need for CEOs to improve their communication and presentation skills02:50 Importance of empathy in effective communication04:41 Three key factors to consider: story, visualization, and delivery10:42 Ongoing conversations for long-term success and reinvention13:28 Staying updated on news and developments related to the audience15:49 Using a triangle framework to outline the big idea and desired transformation19:41 Recognizing qualitative signs of audience engagement and understanding23:12 Challenges of gauging audience engagement in virtual presentations.29:14 Considering alternative presentation formats, such as interviews.31:08 The importance of practicing and getting comfortable with the material.35:07 Have experts prepared to answer questions you can't.40:48 Gestures, pausing, and purposeful movement enhance delivery.44:55 Research on how to end a talk effectively47:08 CEOs as thought leaders and gaining an unfair advantageAbout GuestNancy Duarte: A Luminary in Communication and StorytellingNancy Duarte, the CEO of Duarte, is renowned for her expertise in the realm of communication and storytelling. With a career spanning decades, Nancy has firmly established herself as an American writer, speaker, and business leader Nancy Duarte - Wikipedia. Her profound knowledge is encapsulated in her books, one of which is titled "Slide:ology: The Art and Science of Creating Great Presentations" Slide:ology® |.Beyond her literary contributions, Nancy is recognized as a communication expert who has offered her expertise to help brands articulate their stories compellingly Nancy Duarte Built A 30 Year Career In Silicon Valley On The Art Of Storytelling (forbes.com). Her achievements and insights have caught the attention of renowned publications such as Fortune, Time Magazine, Forbes, and the Wall Street Journal, to name a few Nancy Duarte — Faith Driven Entrepreneur.Throughout her professional journey, Nancy has encountered various adversities, which she has transformed into learning experiences, further enriching her expertise and perspective Interview | Nancy Duarte, CEO | The Industry LeadersIn essence

CEOs, do you want to unlock the secret to sky-high sales?Your loyal customers might just have the answers you seek.Barry Trailer from Sales Mastery Advisors highlights a goldmine of opportunity: diving deep into repeat and referral sales. Believe it or not, expanding within your existing customer base can yield better returns than braving new territories.Furthermore, while data is crucial, it's quality over quantity. CEOs should focus on insightful data interpretation, emphasizing process-oriented coaching, adept tech use, and consistent training.Barry's revealing Sales Performance Scorecard survey shows just 53% of reps hitting or surpassing their quotas, signifying a pressing need to revamp strategies.Interestingly, the survey suggests a direct link: the stronger the processes and relationships, the better the sales performance. With peak levels, 61% of reps excel in their roles.To truly drive sales momentum, CEOs must revitalize internal processes, and make sure the focus is on nurturing customer relationships and optimizing data utilization. By focusing on these cornerstones, soaring sales are no longer just a dream.Want to dive deeper? All the riveting details await in this informative episode.Chapters00:02 Introduction to the podcast and topic of sales strategies01:07 Discussion on the easiest ways to get more business04:20 The challenges of new reps in new territories07:12 The importance of doing the hard work in sales12:16 The importance of actionable information from data12:51 Levels of relationship and understanding in data analysis14:19 Introduction of the sales performance scorecard assessment.16:22 Low revenue plan attainment and reps meeting quota.18:23 Slow progress in implementing artificial intelligence for sales.20:08 The importance of levels of relationship and process implementation.27:42 Random process can be successful but lacks predictability.29:18 Buyers are better at buying than sellers are at selling.30:16 Many sales teams do not fully utilize the tools provided.31:46 Lack of user adoption and misuse of tools leads to inefficiency.36:11 Managers need coaching on how to coach effectively.38:48 Coaching is often misunderstood and not properly implemented.43:23 Process-oriented coaching and technology can improve sales outcomes.44:28 CRM should be used as a system of record and engagement.About GuestBarry Trailer is prominently associated with SalesMastery, holding a leadership position as a past president of both Miller Heiman and Goldmine. Miller Heiman is recognized as a world-class sales training firm, while Goldmine is renowned for its Customer Relationship Management (CRM) applications. Barry Trailer's professional experiences extend to the digital platform LinkedIn, where he maintains a professional profile, emphasizing his significance in the global business network. Furthermore, Barry's insights on the pivotal role of a company's coaching approach in influencing win rates have been highlighted, suggesting his expertise in sales management and strategiesSocial Links You can learn more about and connect with Barry Trailer in the links below.Connect with Barry on LinkedIn:(99+) Barry Trailer | LinkedInCheck out Sales Mastery website:SalesMasteryYou can learn more about and connect with Alice Heiman in the links below.Connect with Alice on LinkedIn:(99+) Alice Heiman | LinkedInCheck out Alice’s website:Alice Heiman - Alice Heiman