Podcasts about BDR

Summary In this episode of the AI for Sales podcast, Chad Burmeister speaks with Ali Parandeh about the evolution of AI, particularly focusing on generative AI and its transformative impact on customer experience and sales processes. They discuss the advancements in AI tools, the importance of context in AI applications, and the skills sales professionals need to thrive in an AI-driven landscape. The conversation also touches on innovative technologies that are shaping the future of AI and how businesses can leverage these tools for efficiency and personalization. Takeaways Generative AI is revolutionizing how we interact with technology. AI can create personalized customer experiences in real-time. Advanced AI applications can automate complex sales processes. AI tools are becoming essential for modern businesses. Context engineering will be crucial for effective AI deployment. Sales professionals should embrace AI tools to enhance productivity. Automation can free up time for more creative tasks. AI can assist in content creation and documentation. Understanding AI's capabilities is key for future success. Curiosity and experimentation with AI tools can lead to innovation. Chapters 00:00 Introduction to AI and Generative AI 02:30 Transforming Customer Experience with AI 04:26 Advanced AI Applications in Sales 10:21 Innovative AI Tools and Success Stories 13:11 Navigating AI's Impact on Creativity 17:54 The Future of AI Technologies 21:47 Essential Skills for Sales Professionals 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.

Top TakeawaysAI's real win in sales right now: offload repetitive tasks (triaging inboxes, drafting replies/follow-ups, note-taking, CRM updates) so sellers can focus on discovery, demos, and closing. Time to value is the new battleground. ChatGPT has reset expectations; buyers want activation on day one, not week 12. Meta-prompting → compounding quality. Prompts and personas should self-improve as your style and outcomes evolve. Context engineering increases quality. Simple details (who/where/when) measurably boost LLM output quality. Adoption reality check. Biggest blocker isn't tech—it's org inertia and middle-management friction. Start with a tiger-team pilot.Be great at your craft first. AI massively amplifies already-excellent practitioners. 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.

This is from our video on How to Decrease the Fear of Cold Calling. Watch the video here https://youtu.be/yiy9D_BtvCg?si=OyRVkv1mc5toXo3d

Summary In this episode of the AI for Sales podcast, host Chad Burmeister speaks with Jason Kramer, CEO of Cultivize, about the intersection of AI, sales, and marketing. They discuss Jason's journey from graphic design to sales consulting, the transformative impact of AI on customer experience, and how businesses can leverage AI for lead nurturing and CRM optimization. The conversation also addresses common misconceptions about AI, the importance of timing and relevance in sales, and the future of AI in reporting and data analysis. Takeaways AI can personalize marketing efforts at scale. Understanding the connection between marketing spend and sales outcomes is crucial. AI tools can enhance customer experience through chatbots and data visualization. Data enrichment is essential for effective lead nurturing. Using AI to craft communication can save deals and improve responses. Misconceptions about AI often limit its application in personal and business contexts. Timing and relevance are key factors in successful sales strategies. AI can help identify trigger points for customer engagement. The future of AI in sales will focus on dynamic reporting and data analysis. Human oversight is necessary to ensure AI-generated content aligns with brand voice. Chapters 00:00 Introduction to AI in Sales 01:54 Jason Kramer's Journey in Sales and Marketing 04:43 AI's Impact on Customer Experience 07:26 Leveraging AI for Customer Acquisition 10:41 Using AI to Save Deals 14:11 Misconceptions About AI 17:20 Improving Lead Conversion Rates 22:41 The Future of AI in Sales and Marketing 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.

Din & Daf: Conceptual Analysis of Halakha Through Case Study with Dr. Elana Stein HainMasechet Zevahim begins with a focus on the concept of לשמה, a korban being slaughtered for its intended purpose. What is the reason why שחיטה שלא לשמה is problematic? What does this teach us about the world of korbanot generally? Zevachim 2a-bDr. Elana Stein Hain – dinanddaf@hadran.org.ilFor more Din and Daf: https://hadran.org.il/channel/din-daf/

In deze aflevering praat ik met Vladan Soldat over het nieuwe Sales Benchmark Report (330 respondenten uit NL, DACH en Nordics). We hebben het over OTE-structuren, waarom een VP Sales soms meer verdient dan een CRO, targets die motiveren, de opkomst van de GTM Engineer en waarom AI-SDR's (nog) geen vervangers zijn. Praktische inzichten voor founders en salesleaders. Belangrijkste inzichten • VP vs. CRO: het basisloon van een CRO ligt hoger, maar de OTE van een VP Sales vaak nog hoger door focus op new business. • Compensatie groeit mee met revenue stage: duidelijke lijn van seed tot 50M+ ARR. • Wat talent écht waardeert: flexibiliteit, mobiliteit en equity (vooral AEs) naast salaris. • Regionale verschillen: Nordics presteren boven target, terwijl Nederlandse reps gemiddeld meer verdienen maar minder attainment halen. • Quota-filosofie: targets moeten stretchen maar niet breken – anders demotiveren ze. • BDR-carrièrepad: niet alleen AE, maar ook richting Senior/Manager of de opkomende rol van GTM Engineer. • AI-SDR: volledige vervanging werkt niet, maar tooling voor enablement maakt nu wel verschil. • Eerste sales hire: reken op ~70–80% van de founder-output in jaar 1. • Overperformance: beloon uitzonderlijke resultaten met accelerators en spiffs. • Europa uitrollen: kopieer comp & targets niet klakkeloos; lokale context is bepalend. Topics die we bespreken • Hoe het benchmarkrapport tot stand kwam (2019 → nu) • Marktwerking vs. “gelijke monniken, gelijke kappen” bij comp • Target setting in early stage en de rol van pipeline-KPI's • Equity als hefboom voor startups in de war on talent • AI en sales: hype vs. realiteit • Lokalisatie van salary bands bij internationale expansie Takeaways voor founders 1. Definieer wat je wilt stimuleren – en plak daar een spiff of kicker op. 2. Houd targets haalbaar maar uitdagend; evalueer ze regelmatig. 3. Compete beyond cash – cultuur, flexibiliteit en equity zijn doorslaggevend tegen Big Tech. 4. Maak BDR's tot een talentpool; denk breder dan alleen AE. 5. Lokale realiteit eerst bij Europese expansie. Quote van Vladan “Het OTE van een VP Sales ligt vaak hoger dan dat van een CRO – omdat nieuw ARR simpelweg harder wordt beloond dan het managen van de totale revenue-huishouding.” Links •

Should you hire BDRs or full cycle sales reps? Mark Niemiec, CRO of Salesloft thinks companies are shifting budgets away from BDR teams. At Salesloft, they already made the switch from sales engagement platform to what they call revenue orchestration.Mark's perspective: AE-generated pipeline converts 3-4x better than BDR pipeline. He predicts the BDR role that became popular around 2012 may not exist by 2026. The economics that created the BDR boom - cheap money and abundant VC funding - are gone.Mark runs revenue for a company that serves 5,000+ customers. Salesloft has captured 5-6 billion sales data points over time. When he talks about fundamental changes in B2B sales process, you listen.Mark answers the questions sales leaders are asking: Should you cut your BDR team? How does AI account planning actually work? What's the difference between sales engagement platforms and revenue orchestration? And why do most cold pitches to CROs fail?What Mark covers:

Summary In this episode of the AI for Sales podcast, host Chad Burmeister interviews AI expert Mo Ezderman, discussing the evolution of AI, its impact on customer experience, and the importance of human involvement in AI systems. They explore emerging technologies, misconceptions about AI, and the ethical responsibilities of developers. Mo emphasizes the need for individuals to adapt and learn new skills to thrive in an AI-driven world, advocating for a proactive approach to understanding and utilizing AI technologies. Takeaways AI technology is here to free us from mundane tasks. Customer experience is transformed through AI by optimizing processes. Emerging AI technologies include agentic systems that prioritize information collection. AI misconceptions often stem from the belief that AI is always correct. Human involvement is crucial in AI systems to ensure quality and accuracy. Automation should enhance personal touch rather than replace it. Future AI will likely involve more natural voice interactions. Ethics in AI development requires governance and responsibility from all stakeholders. Individuals should actively engage with AI tools to enhance their skills. A good sense of judgment is essential when interacting with AI. Chapters 00:00 Introduction to AI and Its Evolution 03:16 Transforming Customer Experience with AI 08:48 Innovative AI Applications in Various Industries 11:59 Understanding AI Misconceptions 16:14 Balancing AI Automation with Human Touch 19:54 Emerging AI Technologies and Future Trends 23:38 Ethics and Responsibility in AI Development 27:18 Skills for Thriving in an AI-Driven World 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.

Summary In this episode of the AI for Sales podcast, Chad Burmeister interviews Sriharsha Guduguntla, CEO and co-founder of HyperBound, an AI sales and role play coaching platform. They discuss the transformative impact of AI on customer experience, sales training, and the future of sales conversations. Sriharsha shares insights on how HyperBound has improved sales training efficiency and the importance of bridging communication gaps for new sales reps. The conversation also touches on innovative AI tools in sales and marketing, ethical considerations in AI coaching, and the future of AI in sales organizations. Takeaways AI is enhancing customer experience by personalizing interactions. HyperBound significantly reduces the time needed for sales training. Sales reps are essential for building relationships in complex sales. AI can help identify top performer traits in sales teams. The platform allows companies to test their sales theories effectively. AI coaching can help new reps overcome communication barriers. Innovative tools like Clay are streamlining data collection for sales. Ethical considerations are crucial when deploying AI in coaching. AI will become a standard in every sales organization. HyperBound offers free demos for users to experience AI role play. Chapters 00:00 Introduction to AI in Sales 02:11 Transforming Customer Experience with AI 05:41 Success Stories of AI Implementation 08:41 Benchmarking Sales Performance 10:48 The Future of AI in Sales Conversations 13:09 Integrating AI with Live Conversations 15:27 Innovative AI Tools in Sales 18:41 Ethical Considerations in AI Coaching 20:05 Future Outlook and Closing Thoughts 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.

Chances are your motorcycle bucket list just keeps growing and growing. Sure, you'll eventually cross a few off our list, but to be honest, the hardest part of any motorcycle trip, is just starting. That's where Dax Harlow and MotoQuest come in.Dax has been riding basically his whole life, and was determined to get into the motorcycle industry - or specifically to get paid to ride motorcycles - one way or another. And by pure determination and persistence, he's living the dream.Dax's official title is Chaos Coordinator, which means he runs the Portland branch of MotoQuest, a worldwide motorcycle tour company that was originally founded in Alaska, back in the 90s. Since then, they've expanded to offer tours all over the world, like South America and Japan, but they've also curated some of the best rides in the United States as well.Whatever trip is on your radar, both Dax and MotoQuest love to help people achieve their bucket list rides, whether that's going on an all-inclusive, fully guided tour, as Dax has led in the unparalleled American Southwest, or maybe something as simple as helping plot out GPS points on BDR routes in the just-as-unique Pacific Northwest. Or, if you just want to rent one of their BMW's and make your own ride, you can do that too. Connect with Us:Website: www.driventoridepodcast.comInstagram: www.Instagram.com/driventoridepodcastFacebook: www.facebook.com/driventorideEmail:hello@driventoridepodcast.com

Send us a textIn this episode, host Matt Jones is joined once again by Chris Koch to deep dive into company culture, recruitment, and building high-performing teams in the trades. Drawing from his experience with BDR and a recent read of Simon Sinek's “Start with Why,” Chris shares why getting back to the basics—knowing your company's mission, vision, and values—forms the bedrock of attracting and retaining top talent.⏱️ Timestamps:00:00 "Readiness Unlocks Effective Learning"05:10 "Becoming the Employer of Choice"06:56 "Cultivating Positive Work Culture"12:35 Effective Team Communication Goals14:02 Aligning Incentives and Communication Strategies17:56 Hiring and Managing Expectations20:47 EOS Management Structure Revamp25:01 Streamlining for Efficient Growth27:55 Fostering Growth Through Trust32:01 Balancing Culture and Productivity34:08 Challenging Hiring Process Benefits38:57 "Defining Roles Boosts Hiring Success"41:35 Leveraging Team Networks for Recruitment44:20 Effort Matters in Hiring Process48:40 "Seeking Committed Business Partners"Takeaways:Why “Start With Why” is more than a book title—and how it inspires staff at every levelCulture as your #1 recruitment tool: how top firms make the team do the hiring for themPractical hiring hacks to avoid costly mis-hires (plus the monthly ritual that keeps your culture on point)Matt and Chris unpack real-world strategies for becoming the “employer of choice,” from performance-based incentives to intentional hiring processes that go way beyond checking boxes. They discuss the power of clear communication, the importance of one-on-one meetings, and how a strong organizational culture turns team members into your company's best recruiters. Plus, they offer actionable tips on structuring interviews, keeping staff engaged, and the often-overlooked value of social gatherings and regular check-ins. Get FREE marketing insights for your business when you complete the Opportunity Scorecard - https://go.tradiewebguys.com.au/ Don't let your business fall behind—explore the power of AI with Tradie Hub. Visit tradiehub.net to see the innovative AI tools crafted just for tradies. Discover how you can stay ahead and transform your business with cutting-edge technology!

Labor Day sweeps the States, but the Kokomo Press Podcast is still back today with an all new and exciting episode!Host Jordan Grainger is joined once again this week by Co-Host and all-around good time; Cortni Richardson and the panel is rounded out with local creative powerhouses!Returning to the show after a long stretch off is the incredibly talented and immensely busy, Matty Crull. Matty is the lead guitar and singer of Dwarf Among Midgets, drummer of Graygarden, and videographer, graphic designer, and so much more over at Outhouse Productions.Making his second appearance on the show and rounding out the Panel is the great Ricky Sample-Ward, also known as the BDR. The BDR is a hop-hop artist, showrunner, gamer, UFC Enthusiast, and Podcaster over with his show Gift of Gab Produced by Outhouse Productions. His new music video for his single "Running" is streaming over on YouTube!The Panel got into so much including affirming yourself, bettering skills, and how to navigate a creative landscape as a new artist. The group also got into wild and wacky news like the new Rizzler Flavor from Arizona Tea, Lil Nas X's Felony Charges, Rampage Jackson's son and that whole bizarre scene, foot fetishes, inside baseball, and "Shrek" as a dating concept.Education, Comedy, Creativity, and more on this week's very fun and informative episode of the Kokomo Press Podcast!@thekokomopress on YouTube, Facebook, and instagram.Jordan Grainger is @ultrajoyed on twitter, facebook, and tiktok.Jordan Bell is @hypocrisy_jones on all major platforms.Cortni Richardson is @cortni88 on instagram and @cortni_lean on twitter.Brian West is @veinypeckerpete on twitter and @westjr.brian on instagram.Sean D. is @SeanDIsFunny everywhere!

Salesforce RVP Lauren McGuire has lived the full arc of modern sales leadership. She started as an SDR in California, helped build high-performing BDR teams through hypergrowth and an IPO, jumped into AE management at multiple startups, then relocated to London with two young children to scale regional teams. In this conversation, Lauren opens up about what those chapters really felt like and how she kept her family at the center while growing her career. We talk through the early return to work after maternity leave in the US, the adrenaline of standing up outbound engines from scratch, and the reality of being close to the pulse of a startup when you also have small humans who need dinner at six. Lauren shares how a move to the UK reshaped family logistics, school choices, and the friendships that make a new city feel like home. Lauren breaks down the difference between leading inside a large, established company and the all-hands-on-deck energy of startups, including where exposure to decision making is plentiful and where it is limited. She explains her leadership style, why empathy is a performance tool, and how she aligns coaching moments to each person's long-term goals so the tough days still make sense. We also get practical. Lauren walks us through the weekly rhythm that keeps her household running, the role of an after-school nanny, and the simple agreements that reduce friction at home. There is gym time at 6 a.m., shared calendars, planned meals, and just enough spontaneity on weekends to keep it fun. Her final takeaways are clear. Build a structure that fits your life, protect time for your health, and remember that family wellbeing is the foundation everything else sits on. About the show Mums on Cloud Nine is your go-to destination for inspiring content that empowers women to build a life and career they love. Each week, we share expert advice, personal stories, and practical tips across a range of topics—from health and mindset to money and career growth. Check out our website at www.mumsoncloudnine.co.uk and subscribe for weekly tips to elevate your mindset

Summary In this episode of the AI for Sales podcast, Chad Burmeister interviews Shane H. Tepper, a creative director and content strategist, about the transformative impact of AI on sales and customer experience. They discuss the evolution of search engines, the importance of citation sources, and the balance between AI automation and human touch. Shane shares insights on job creation versus elimination in the AI landscape, emerging technologies, and the ethical responsibilities that come with AI advancements. The conversation highlights the potential for small companies to leverage AI for growth and the need for ethical guidelines in AI development. Takeaways AI is changing how brands are discovered and compared High-intent users are more prevalent in LLM searches AI can track citation sources for better lead generation Job roles are shifting from executional to strategic due to AI Human touch is essential in AI-driven customer interactions Emerging technologies are simplifying workflows in content creation AI can enhance the efficiency of sales teams Ethics in AI is a growing concern that needs attention The future of sales will involve more automation and less headcount Small teams can achieve significant growth with AI tools Chapters 00:00 Introduction to AI in Sales 02:55 The Evolution of Search and Brand Discovery 05:34 AI's Impact on Customer Experience 08:14 Tracking Leads and Citation Sources 11:06 Job Creation vs. Job Elimination in AI 13:47 Balancing AI Automation with Human Touch 16:42 Emerging Technologies in AI 19:26 The Future of Sales and AI Integration 22:26 Ethics and Responsibility in AI 27:57 Conclusion and Future Outlook Proudly brought to you by Nooks.ai and BDR.ai, we share proven strategies and cutting-edge technologies that enable sales teams to dramatically accelerate outcomes. Learn how to leverage AI, automation, and conversational intelligence to 5X, 10X, or even 100X your impact. The future of sales is here—let's build it together.

Summary In this episode of the AI for Sales podcast, Chad Burmeister interviews Mark Donnigan, a virtual CMO and expert in leveraging AI for marketing. They discuss the evolution of marketing pods, the disconnect between leads and revenue, and how AI is transforming the customer journey. Mark shares insights on the importance of personalization, value exchange, and the ethical considerations surrounding AI usage. The conversation emphasizes the need for a balance between automation and human oversight in marketing strategies. Takeaways AI is revolutionizing the customer journey by enabling better personalization. There is often a disconnect between the number of leads generated and actual revenue. Investing in qualified leads does not always guarantee a return on investment. Personalization at scale is essential for effective marketing. Value exchange is crucial for engaging customers and driving conversions. Content creation should be diverse, including video, audio, and written formats. Balancing automation with personalization is key to successful marketing. Ethical considerations in AI usage are critical for responsible marketing. Understanding the market and customer needs is essential for effective marketing strategies. AI tools require human oversight to ensure quality and relevance. Chapters 00:00 Introduction to Marketing Pods and AI 02:17 The Disconnect Between Leads and Revenue 04:58 AI's Impact on the Customer Journey 08:18 Leveraging AI in Marketing Case Studies 11:20 The Importance of Value Exchange in Marketing 13:56 Content Creation and Personalization at Scale 18:57 Balancing Automation with Personalization 23:44 Ethical Considerations in AI Usage 36:33 Conclusion and Resources Proudly brought to you by Nooks.ai and BDR.ai, we share proven strategies and cutting-edge technologies that enable sales teams to dramatically accelerate outcomes. Learn how to leverage AI, automation, and conversational intelligence to 5X, 10X, or even 100X your impact. The future of sales is here—let's build it together.

In this episode of the Prime Resources podcast, Todd Neely, head coach at BDR, discusses the importance of using data to make informed business decisions. He emphasizes the need for contractors to understand key metrics such as breakeven points, leading indicators, and financial benchmarks. Todd shares strategies for tracking data effectively, the significance of timely financial statements, and how to use data to celebrate team successes. He also highlights the importance of transparency in sharing data with team members to foster engagement and drive results.Time Stamps00:00 Introduction to Data-Driven Decisions01:36 Understanding Key Metrics for Beginners04:25 Advanced Data Points for Successful Contractors09:45 Frequency of Data Review12:50 Benchmarking for Success16:27 The Role of Profit and Loss Statements20:57 Data Strategies for Business Expansion27:06 Success Stories and Pitfalls in Data Usage31:45 Final Thoughts on Data Transparency and Team Engagement

Summary In this episode, Chad Burmeister speaks with Richard Savoie, CEO of Adiona, about the transformative impact of AI in logistics and sales. They discuss how AI can enhance productivity, improve customer experience, and address labor shortages in the supply chain. The conversation also touches on the misconceptions surrounding AI, the balance between automation and human touch, and the ethical responsibilities that come with deploying AI technologies. Takeaways AI is set to revolutionize productivity in logistics. The convergence of AI and robotics addresses labor shortages. AI enhances customer experience through data management. Transforming sales processes with real-time data insights. Misconceptions about AI include fears of job displacement. AI should augment human roles, not replace them. Trust and relationships remain crucial in sales. AI can help prioritize urgent deliveries in real-time. Ethical considerations are vital in AI deployment. Organizations must manage expectations around AI capabilities. Chapters 00:00 Introduction to AI in Logistics 03:04 The Impact of AI on Customer Experience 05:35 Transforming Sales Processes with AI 08:43 AI Misconceptions and Job Security 11:25 Balancing Automation with Human Touch 14:28 Ethics and Responsibilities in AI Deployment 17:01 Future Trends in AI and Supply Chain Proudly brought to you by Nooks.ai and BDR.ai, we share proven strategies and cutting-edge technologies that enable sales teams to dramatically accelerate outcomes. Learn how to leverage AI, automation, and conversational intelligence to 5X, 10X, or even 100X your impact. The future of sales is here—let's build it together.

Send us a textWhat if the secret to great parenting wasn't found in perfect discipline strategies or elaborate educational plans, but in simply showing up? Tyler White, BDR with Akkodis and host of the Timeout with Leaders podcast, brings a refreshingly authentic perspective to fatherhood that will make you rethink your approach to family leadership.Growing up as the son of a high school football coach, Tyler learned early that commitments weren't optional—they were sacred. "The word commitment was like the real C-word in my family," he shares with a laugh. This foundation shaped him profoundly, but it's his two-and-a-half-year-old daughter Ella who's teaching him the most valuable lessons now. Watching her play with zero expectations has awakened his inner child and reminded him that sometimes the best leadership happens when we let go of control.The conversation takes powerful turns as Tyler recounts meeting his wife in sixth-grade church group, losing touch for twenty years, and then reconnecting through Facebook to build a beautiful family together. He vulnerably shares his growth areas as a dad, particularly in fully appreciating the challenges his wife faces as a stay-at-home mom. "Really understanding how much effort and energy that takes out of somebody and always remembering that," he reflects, is his ongoing work.Perhaps most compelling is Tyler's story about learning service from a colleague who drove twenty hours to help someone move without seeking recognition. "When you tell people about your serving, the grace is gone," the colleague explained—a principle that transformed Tyler's approach to both business and fatherhood. His three guiding principles—show up consistently, serve without expectations, and don't take yourself too seriously—offer a powerful framework for any dad looking to strengthen their family leadership.Whether you're a new father finding your footing or a seasoned dad seeking renewed purpose, this conversation will inspire you to embrace the joy of fatherhood without the pressure of perfection. Subscribe now to hear more authentic conversations with dads who are working to become better quarterbacks of their homes.Support the showPlease don't forget to leave us a review wherever you consume your podcasts! Please help us get more dads to listen weekly and become the ultimate leader of their homes!

In this episode of the Exceptional Sales Leader Podcast, I am joined by Simon Ooley, the dynamic CEO of Veles. The discussion centers on transforming enterprise sales with AI-powered collaborative tools, as well as leveraging innovative pricing and use case presentations to streamline the sales process. Simon shares his journey from being a BDR to leading international sales operations and establishing Veles, with a focus on addressing the prevalent challenges sales teams face today. Throughout the conversation, Simon highlights the critical role that understanding and presenting use cases play in successful sales engagements. He discusses how Veles's platform integrates with call recording and CPQ tools, enabling sales teams to efficiently generate comprehensive and buyer-focused presentations. As sales methodologies evolve, Simon underscores the need for solutions rooted in first principles thinking to enhance seller effectiveness and accelerate sales cycles, ultimately aiming for organisations to achieve 100% quota attainment. To connect with Simon and to learn more about Veles, please go to: LinkedIn - https://www.linkedin.com/in/simonooley/ Website - https://www.getveles.com/

This is the audio from our video on 10 Cold Calling Tips: Go From Beginner to Master. You can watch the vidoe on our blog here https://salesscripter.com/10-cold-calling-tips-go-from-beginner-to-master/

Summary In this episode of the AI for Sales podcast, host Chad Burmeister interviews Ari Galper, a leading authority on trust-based selling. They discuss the importance of building trust in sales, the role of AI in enhancing customer experience, and the misconceptions surrounding AI technologies. Ari shares insights on his unique One Call Sale method, the ethical considerations of AI, and practical tips for sales professionals to improve their trust-building skills. The conversation emphasizes the need for human connection in an increasingly automated world and how AI can be leveraged to support, rather than replace, this essential aspect of sales. Takeaways Trust is the foundation of successful sales. Sales professionals often confuse delivering solutions with building trust. AI can enhance customer service but cannot replace human connection. The One Call Sale method focuses on deep trust-building conversations. Avoid using the term 'follow-up' as it implies pressure. Building rapport is not the same as building trust. Sales training should focus on trust-building skills. AI can assist in sales but should not create dependency. Ethical considerations are crucial in AI development. Sales professionals need to adapt to the evolving landscape of AI. Chapters 00:00 Introduction to Trust-Based Selling 02:59 The Shift from Solution Delivery to Trust Building 05:41 AI's Role in Customer Experience 08:44 The One Call Sale Methodology 11:25 Misconceptions About AI in Sales 14:15 Balancing Automation with Human Connection 17:22 Building Trust in Sales Conversations 20:04 Ethical Considerations in AI 22:53 Skills for Sellers in the Age of AI 25:41 Conclusion and Key Takeaways Proudly brought to you by Nooks.ai and BDR.ai, we share proven strategies and cutting-edge technologies that enable sales teams to dramatically accelerate outcomes. Learn how to leverage AI, automation, and conversational intelligence to 5X, 10X, or even 100X your impact. The future of sales is here—let's build it together.

We talk with Lennard Kooy, CEO of Lleverage, about why nobody actually cares about AI—they care about outcomes. Lennard drops hard truths on why most companies are moving too slow, how to accelerate adoption by assisting before replacing, and where agentic workflows are creating real ROI. He also demos a live “gladiator challenge” of building a cold outreach AI agent from scratch, and outlines what every GTM leader needs to do right now to stay relevant. Whether you're a RevOps pro, a BDR sick of cold calls, or a CMO trying not to get fired—this is your wake-up call.   04:43 Interview with Lennard Kooy 09:36 AI-Powered Recruitment and Sales Automation 14:29 Adopting AI in Business Processes 21:29 Practical AI Workflow Demonstration 23:40 Generating Company Lists and Lead Data 24:24 Simplifying Automation for Users 24:47 User Experience and Customer Support 25:39 Quick Wins for New Users 28:10 Potential of Agentic AI in Go-to-Market 30:59 Guardrails for Adopting AI 32:32 The Power of MCP in AI Integration 35:25 Mid-Market Focus and ROI 37:34 Future of AI in Professional Roles 39:41 Advice for Go-to-Market Leaders 42:29 Quick Hits: Practical AI Tips 44:57 Final Thoughts and Takeaways Key Topics Reality Check: Why most businesses don't care about AI—and what they do care about The Trust Layer: How “assist before replace” is the cheat code for adoption Recruiting Reinvented: How Lleverage AI automated 70% of their hiring pipeline Agentic GTM: Where agent workflows are replacing cold calls, research, and lead scoring Demo Time: Watch Lennard build an AI agent live, in under 5 minutes MCP Advantage: Why this new spec removes dev bottlenecks and boosts AI usability Speed > Perfection: Why going slow will kill your competitive edge Hard Truths for Leaders: You will get replaced if you don't move faster Future of Work: What GTM roles look like in a near-agentic future About our Guest: Lennard Kooy is a seasoned tech entrepreneur focused on how emerging technologies can transform business operations. As CEO of AI platform Lleverage, he helps companies automate complex processes without requiring technical expertise, drawing from his experience building and selling martech company Storyteq to ITG. Known for his pragmatic approach to AI adoption, Lennard regularly shares insights on making advanced automation accessible to everyday business teams. He's passionate about strengthening Europe's position in the global AI landscape and frequently writes about the practical realities of implementing AI in enterprise settings.

summary In this episode of the AI for Sales podcast, Chad Burmeister interviews Jon Gillham, founder of Originality.ai, discussing the significance of originality in the age of AI. They explore the value proposition of originality.ai as a QAQC tool for content, share success stories, and delve into the ethical implications and risks associated with AI. The conversation emphasizes the importance of balancing automation with human oversight and the mindset needed to effectively utilize AI in various industries. Takeaways Originality is crucial in the age of AI. Originality.ai provides a comprehensive QAQC toolkit. Transparency is key for marketers using AI-generated content. AI can pose brand reputation risks if not managed properly. Ethical considerations around AI usage are essential. A curious mindset towards AI can enhance its benefits. Automation should complement human oversight, not replace it. AI slop can lead to misinformation and societal risks. Motion Invest facilitates buying and selling profitable websites. The future of AI will require careful ethical considerations. Chapters 00:00 The Importance of Originality in AI 01:51 Understanding Originality.ai's Value Proposition 04:32 Case Studies and Success Stories 08:07 Risks and Ethical Considerations of AI 11:47 Balancing Automation with Human Touch 18:33 Embracing AI: Mindset and Future Perspectives 20:12 Overview of Motion InvestProudly brought to you by Nooks.ai and BDR.ai, we share proven strategies and cutting-edge technologies that enable sales teams to dramatically accelerate outcomes. Learn how to leverage AI, automation, and conversational intelligence to 5X, 10X, or even 100X your impact. The future of sales is here—let's build it together.

Use cases, not just features.That's how Simon Ooley, co-founder of Veles,  a YC-backed startup reshaping how enterprise sales teams engage buyers, and former sales leader at Procore and Builder, reframes the future of enterprise sales. Instead of selling products, he helps teams sell outcomes—anchored in urgency, ROI, and the real problems customers are trying to solve.In this episode of the B2B Go-To-Market Leaders podcast, Simon joins Vijay to unpack his journey from BDR to founder and YC-backed entrepreneur. They dive deep into:Why traditional sales roles are merging under the GTM umbrella.How can large teams eliminate inefficiencies in quoting and deal desk processes?The power of use case-based selling to drive urgency, personalization, and long-term customer successSimon breaks down why founder-led sales isn't just about hustle, but about curiosity, experimentation, and relentless clarity on what your buyers actually care about. You'll learn how Velus is shifting sales conversations from product features to business cases—and why that shift might be the most important evolution in GTM strategy today.Whether you're scaling a sales team or starting from zero, this conversation is packed with tactical insight and a whole lot of heart.Connect with Simon Ooley on LinkedIn:https://www.linkedin.com/in/simonooley/Connect with Vijay Damojipurapu on LinkedIn:https://www.linkedin.com/in/vijdam/Brought to you by: stratyve.com

summary In this conversation, Chad Burmeister and Dr. Ashwin Mehta discuss the transformative impact of AI on customer experience and sales processes. They explore how AI can enhance the customer journey, reduce costs, and improve sales outcomes while addressing misconceptions about AI's role in the workforce. The discussion also delves into the ethical considerations of AI deployment and the importance of governance in ensuring responsible use of technology. Dr. Mehta shares insights on various AI technologies and their applications in sales and marketing, emphasizing the need for a hybrid approach that combines human expertise with AI capabilities. takeaways AI is transforming customer experience and sales cycles. Disruption in markets has led to longer sales cycles. AI can help reduce the cost of sale significantly. The market is confused about the meaning of AI. AI technologies are evolving rapidly and can automate many processes. Ethics and governance are crucial in AI deployment. A hybrid approach of humans and AI agents is ideal. Understanding the impact of AI on society is essential. Sales intelligence can be improved with AI tools. The attitudes towards AI are becoming more accepting. Chapters 00:00 Introduction to AI and Customer Experience 02:59 AI's Impact on Sales Cycles and Customer Experience 05:57 Reducing Cost of Sale with AI 09:12 Misconceptions of AI and Digital Labor 12:02 AI Technologies and Their Applications 18:03 Ethics and Governance in AI Deployment 30:08 Future of AI in Business and Continuous LearningProudly brought to you by Nooks.ai and BDR.ai, we share proven strategies and cutting-edge technologies that enable sales teams to dramatically accelerate outcomes. Learn how to leverage AI, automation, and conversational intelligence to 5X, 10X, or even 100X your impact. The future of sales is here—let's build it together.

Summary In this episode of the AI for Sales podcast, Chad Burmeister and Townsend Wardlaw explore the profound impact of consciousness on business growth, the evolution of user interfaces in the age of AI, and the critical role of empathy in sales and personal transformation. Townsend emphasizes that IQ is becoming obsolete, while emotional intelligence and empathy are paramount for success. The conversation delves into the importance of understanding trust and integrity, and how true transformation comes from shifting one's consciousness rather than merely acquiring information. Townsend shares insights on how to cultivate empathy and the necessity of looking beyond surface-level problems to uncover deeper truths in coaching and sales. Takeaways Consciousness is the ultimate tool for growing your business. In the age of AI, emotional intelligence is more valuable than IQ. Empathy is essential for effective coaching and sales. Transformation comes from applying information, not just acquiring it. Trust is about the degree to which someone will do what they say. Empathy allows us to see the world from another's perspective. Salespeople must engage beyond the customer's initial problem. Consciousness shifts can lead to profound personal and professional growth. AI cannot replace the human experience of empathy and transformation. Understanding one's own consciousness is key to helping others. Chapters 00:00 The Role of Consciousness in Business Growth 02:39 The Evolution of User Interfaces and AI 05:39 Empathy vs. IQ in the Age of AI 08:35 The Importance of Transformation Over Information 11:16 Understanding Trust and Integrity 14:14 Demand Creation vs. Demand Response in Sales 17:07 Consciousness as a Tool for Transformation Proudly brought to you by Nooks.ai and BDR.ai, we share proven strategies and cutting-edge technologies that enable sales teams to dramatically accelerate outcomes. Learn how to leverage AI, automation, and conversational intelligence to 5X, 10X, or even 100X your impact. The future of sales is here—let's build it together.

According to the State of Sales Enablement Report 2024, 31% of organizations are preparing to launch a new product or service as a key go-to-market initiative. So, how can you prepare your sellers to be ready for a successful product or service launch that drives business results? Riley Rogers: Hi, and welcome to the Win Win podcast. I’m your host, Riley Rogers. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Kate Stringfield, senior manager of revenue enablement at Dialpad. Thank you so much for joining us, Kate. Before we get started, I’d love to learn a little bit more about yourself, your role, and your background. Kate Stringfield: Yeah, so I’m Kate Stringfield, as you called out. Was in sales prior to being in enablement, and I was in sales for about seven years, both in hospitality as well as SaaS. And then I made the jump into enablement around six years ago, and now I’m over at Dialpad. RR: Amazing. Thank you for sharing that. I feel like it’s always so helpful to get insight from people who make that transition and have experience on both sides of the playing field.We’re so excited to have you on the podcast for that reason. You have such extensive experience as both a sales and sales enablement leader. So can you maybe walk us through your journey into enablement, how you made that shift, and then maybe a little bit about how that sales background helps influence your enablement strategy? KS: Yeah, so I was in hotels, like I mentioned, for a number of years, and I found my passion helping other people as they started out in their new roles and getting them up to speed. And so when I made the move into SaaS, I learned about this cool role called enablement, and I was like, oh my gosh, I gotta—I gotta learn more and get into that.So since helping others be successful was a—or still is—a passion of mine, I made that jump. And once I landed in an enablement position, I was like, man, I found my place.So I spent a number of years doing enablement for the sellers that I was once a seller for—like, I was doing that role. And then I did another two and a half years in enablement at an enablement company, where I focused on role-specific enablement, as well as launching a sales methodology, three sales motion changes, and various other initiatives that I supported along the way.And then I moved over into Dialpad, where I’m now leading a team of six incredibly gifted, talented revenue enablers across sales, success, and partner enablement. RR: Wonderful. Thank you for walking us through that. It seems like it’s been quite the journey to get where you are today. I’m curious then—we’ve talked about how it informs your strategy—but maybe how does it inform action?So I kind of want to shift gears a little bit and maybe talk about a recent initiative that I know Dialpad has been running, which is that you rolled out a new SKU after an acquisition, and product launch has become a priority for you this year. So can you maybe talk to us a little bit about that initiative? KS: Yeah, absolutely. So making sure that our product is up to speed and ahead of the market is imperative. And so, gosh, around eight months ago, back in October, we acquired a WFM company—so workforce management—which is part of a solution of ours that we did not currently have. So we acquired a company in order to offer that as a complementary solution with what we already had.This was a completely new product line, and we had to figure out, okay, how could we enable our reps to be able to go ahead and sell this? And it’s a slightly different selling motion, so we had to talk through what is it, why does it matter, as well as how do they then position the value of it. And so in true SaaS fashion, we were also, in addition to launching this new SKU, we also had other product enhancements that we were sharing along the same time, as well as a rebranding and new marketing strategy and a new pitch deck.So there was a lot going on. So we had to make sure that we also landed this and landed it well. And so we did some pre-launch awareness where we equipped our sellers with content in the form of kits as well as micro-learnings and giving them the foundation to get them ready for that launch moment so they could start having introductory conversations with customers.So how do you first scope that? Then we did our launch moment and made our just-in-time much more robust and turned them into true sales plays where they learned how to really position this product in the right way and along the whole sales process. And with that, we also did additional learning moments, such as full-blown e-learnings and certifications for how to sell this.Then we really wanted to focus on reinforcement that stuck, and so we looked at, okay, how can we get our managers speaking about this product in team meetings? What kind of activities could we give to managers to run in team meetings, such as trainings in a box? And how can we continue to evolve the conversation and get our reps learning more?And so we focused on PEC talk as well as more thorough, in-depth enablement from a product standpoint, and then that later along the line sales motion and how to sell that. And overall, we saw around $500,000 of closed-won sales initially, and we built around $3 million in pipeline. And through that, we also looked at data with the kit and with the play that—you know, the kit that shifted into the play—and a lot of our reps were using it. There was high adoption of it. They were going back to it multiple times and spending about four minutes consuming the content.And so we were able to track, alright, they did the enablement, they were using the content and sharing it with customers, and then that translated to those closed-won numbers and that pipeline build that I discussed. RR: That sounds like such a thoughtful approach and also like quite a lot of work. I’m sure that was quite difficult to execute, but I love that you’re already seeing the results that you’re looking for. I’d like to maybe dig a little bit more into kind of the initial concept phases where you’re staring down the barrel of this initiative.What kind of challenges do you see reps tending to face when it comes to things like product launch, and what were your best practices for overcoming them as you were executing over the next few months? KS: Yeah, information overload is a big one. And it’s one that—you know, I mentioned we did this in conjunction with other product enhancements and a marketing branding shift in our messaging, as well as a pitch deck launch.So you know, besides that, reps are always being overloaded with information, and so that’s always something you have to contend with as a challenge. Also, when reps are learning about how to sell a new product, it’s something that’s outside of their existing knowledge and skill set a lot of the time or, you know, is just stretching them in a different way.And so you have to figure out how to use the foundation that they already had and build upon that. And then sometimes there’s additional complexities as well. And so when I think about those challenges and how to solve for them, I think about, you know, making sure that you’re taking a crawl-walk-run approach with those product launch moments and building upon what they already have to get them into that run state, but not expecting them to run right out of the gate—which a lot of times is an expectation that happens.So making sure that we’re setting them up for success in learning and building upon that learning, and then also creating resources that really meet them where they are in their tenure and their journey, and being able to translate complex information into simple information that they can digest, consume, put into practice, and then go and evangelize.And then also weaving in sales subject matter experts that really know how to sell your current product and what talking to your customers is like currently, and using them as subject matter experts to really inform that sales motion of that product launch. RR: Great. I think those are all wonderful strategies. And I know kind of a common one when it comes to product launch that you need to keep in mind is just how crucial cross-functional alignment is for the success of a launch. So can you talk to me a little bit about how you create and maybe maintain alignment as you’re building and executing your launch enablement strategy? KS: Yeah, it is so critical. And communication in general in all relationships is so important. And so this is one that really is the make-or-break fail point in a lot of companies. And so having regular touchpoints with subject matter experts across various teams such as—you know, as I called out, sales and success—but also product marketing and other marketing teams. Operations is another really key one.There are so many different teams, and if you’re lucky, you’ll have a business transformation team or a project management team that’s there to foster all of those cross-functional relationships and create that alignment.We work really closely with our product managers and our product teams. We meet with them regularly within our enablement role. In fact, we have somebody in enablement at Dialpad that’s focused on our product and pricing strategy, and so he has these deep relationships with these different teams and different individuals across the business.Additionally, we have a product launch playbook that we have socialized with these cross-functional partners so they know what that playbook looks like, how it can act modularly, and where they play in the process of the playbook—or where they fit into the process, so to speak.And so that really helps us create that alignment and speak the same language. Lastly, we focus on retrospectives—so making sure that we’re learning from each product launch or product release to the next, and by performing retrospectives and having that discussion over, hey, what worked really well, what maybe didn’t work as well, and what can we make better the next time? RR: I love those strategies. I think the Product Launch Playbook is such a clever idea to kind of get everybody on board and aligned with what you’re expected to accomplish. I also love the idea of coming back and reviewing. Sometimes the business runs so fast that you feel like you can’t, but that moment is just as essential—almost—as that next product launch. So I love to hear that.Thinking then of how you’re launching, I’d also like to know a little bit about once you’ve established alignment, how you’re then developing that launch strategy to start running with. Could you talk me through the components of your launch strategy and then maybe how you’re partnering with an enablement platform to support and scale it? KS: Yeah, so that product launch playbook is key. And making sure that it’s modular and nimble to work with various forms or shapes and sizes in which products or, you know, product launch moments happen.Highspot is truly the home—or I guess any platform that people might use—to host just-in-time resources. For us, it’s Highspot, and it truly is the home and where we expect reps to go to first. And so if we think about it in that way, we need to build around that concept.So having that host pre-launch and post-launch and launch materials, having it give guidelines on how to execute—whether it is, you know, as an SDR, BDR, ADR, picking up the phone, what to say, how sellers should be selling the product, how our Customer Success Managers should be reviewing adoption for the product—all needs to live there.We also focus on asynchronous learning, so making sure that we’re not pulling reps out of prime-time selling and giving them space and time to learn on their own, but also checking their knowledge through knowledge checks and certifications. And then all of this new information happening during a product launch needs to, in some way, shape, or form, be folded into onboarding.So thinking about how that comes back into onboarding so that reps who start tomorrow can benefit from that information and be able to hit the ground running. RR: Yeah, there are a lot of different lenses to look at it and areas in which it needs to be embedded, so that all makes sense. On the note of enablement platforms, I know that Dialpad had previously partnered with another enablement solution, so can you maybe share why Highspot was the better fit for your organization as well as how it supports your enablement strategy today? KS: Yeah, Highspot is integral.It’s integral in that it is where our reps start their day and where they end their day. It hosts all of our content, both internal-facing and external-facing. So Highspot is a game changer for us because within my team it’s easy for us to manage from an admin perspective and to practice governance across the various teams that are content creators or host content and manage it there.Our reps are familiar with using it. That’s another thing—you know, having a solution like Highspot is something that reps come to expect nowadays, and so they’re familiar with it, they know how to use it, and we’re constantly thinking about how they interact with it and how we can train them to interact with it better.Our Highspot team—so the team that helps us at Highspot—is a differentiator. So that is our CSM and our AM. So Jess, Emily, our Technical Account Manager Brian, and Matt Hunin, our Solutions Engineer, all help us be able to learn the latest and greatest, utilize what we already have, and maximize our value.And then potentially look at other things that might help us as we overall, as a company, shift to more of a just-in-time strategy. So moving away from live sessions that people are going to forget most of what you said, moving away from, you know, long e-learnings, and more of, okay, I’m in—you know, I have to prepare for this call in 15 minutes—where am I going to find that information?Surfacing it up in Highspot and making it easy to find has become a game changer in helping them—meeting them where they're at and giving them the information they need to be successful.And then we can use data from Highspot and correlate that to leading indicators on whether reps are doing the kind of behaviors we want to see and how that ties to business outcomes. And are the reps actually closing deals or protecting revenue as a result? RR: Well, that’s all great to hear, and I always love to hear a really positive experience. I’m so glad that your account team is there to support you through all of it.We have heard through the grapevine, actually, that you’re doing some really awesome work with the platform, and one area where you’ve seen a lot of success is actually through Digital Rooms—with over 342 Digital Rooms created in Highspot, as well as a 9% increase in external engagement, which is wonderful just to call that out.So what are some of your best practices for driving that adoption? KS: Yeah, yeah. We moved to Digital Rooms just last year, if you can believe it, from pitch templates. And one of the things we did first off was—there was a Highspot University course around Digital Rooms that we took, and we also used materials that we were able to find from Highspot so we could become proficient ourselves as the people that were enabling the reps.We then built a dedicated Digital Room kit to help reps get familiar with the why and the how of Digital Rooms and provided them with walkthroughs. And then we hosted sessions, we did asynchronous learning, we do one-on-one support for our reps on why it’s important, how to build, how to find engagement and analytics.And we regularly also work with reps to get feedback—so figure out what’s working, how do we build templates that make it really easy for them to add in what they want to add in, what information do they always add in so we can just add it into the template for them.Another thing that we thought about was—we use Consensus for demo videos, and so integrating Consensus into there, and how do we make that easy?We have also thought about Digital Rooms not just for sales. We’ve thought about it for our sales development reps and what are their use cases, and built templates for them, and done specific training for them, and gotten feedback from them.We’ve also thought about the post-sales journey a lot. So how do we get our client sales reps using it to position cross-sell and upsell? And then customer success—where do we feed in content for QBRs or other conversations that they’re having with customers and integrating in their feedback to make their templates better?So we’re always thinking about how to get our reps more and more proficient and making that a focal point month over month. And we’re really excited for some of the enhancements coming to Digital Rooms that we’re going to capitalize on moving forward and making sure our reps know how to use it. RR: Yeah. I love that you led with educating yourself first, because how can you enable on something that you haven’t been in those weeds with as well?Well, that’s one of the biggest things you can give your reps—is to build with them in mind. You know their work, you can build something for them, and then actually they’ll use it. It sounds simple, but it’s really hard to do.So I’d love to hear a little bit of a shift in focus, but I’m curious if you could walk me through how you measure the impact of—and maybe then begin to optimize—some of your enablement efforts? KS: Yeah, I think about measuring impact of enablement in three ways. So you have the first prong, which is your enablement effort in general. So how do you measure enablement through, like, what activities are you doing?So this is—you know, if you think about the Kirkpatrick model—this is Level 1 and Level 2: Was your training effective? Were you able to certify, you know, X number of reps? That sort of thing. Those are examples of that.Then I think about the second prong, which is leading indicators. And this is about behavior. Are the reps able to take what they have learned and apply it to their daily workflow?Maybe it looks like building pipeline, maybe it looks like having certain conversations with customers or sending information to customers. You know, it could be various things that are that kind of Level 3 of Kirkpatrick.And then the third prong is at Level 4—so thinking about those business outcomes that are the goals of why you are doing this whole enablement approach to begin with. What kind of revenue are you trying to impact? Are you trying to impact conversion rates, you know, average deal size? Are you trying to increase revenue? Are you trying to protect revenue—so reduce churn and downsell?Those are all things that, you know, are on my mind. And then the correlation between the three—the correlation between the enablement efforts, the behavior change that you’re seeing through leading indicators, and the business outcomes.And so when it comes to then, okay, we’ve launched something, we’ve measured it, and now we’re trying to optimize it—it is then looking at, alright, what are the different checkpoints along the way in which we can say, did we do our job? Or do we need to go back and do more?And so maybe it looks like, hey, are they actually reviewing the play or the kits? Are they sending the content to customers? If not, why? We can ask those questions, because we can see the data on whether or not they’re doing it. Are they saying it in customer conversations? That looks like utilizing a conversational intelligence tool to see if they’re actually using it in those conversations.We can start to dig into all the different pieces and figure out where we need to refine our enablement approach to fill that gap.And so we can utilize Highspot to do that, our data in Salesforce to do that, conversational intelligence data. There are many different ways, but just having that data to dig into it, and then asking questions to reps is so important. RR: Thanks so much for that really thoughtful step-by-step walkthrough. I think that’s really actionable, and I think our listeners will take a lot away from it. I know that measurement is always going to kind of be difficult for enablement teams, so I love just hearing how folks have developed real actionable strategies for making it happen.But on the subject of measurement, I’d love to know—since implementing Highspot, what business results have you achieved? Any wins that you could share or just anything that you’re proud of that you’ve accomplished over at Dialpad? KS: Yeah, I’m proud of so much. Our team has done a phenomenal job, and as you called out—you know, the successes with Digital Rooms and that new product that we launched, that new SKU—those are really huge.Additionally, we have utilized Highspot to realize over $16 million of influenced revenue in just 2024 alone within our revenue organization. That is such a testament to how much our reps have Highspot integrated into their day-to-day life, and then how they use that information to speak to customers, how they use their messaging, and then how that behavior results in those closed-won opportunities.Additionally, partner is such a huge focus of Dialpad—so our partnerships with our resellers, our partnership with our channel—and we have seen a high increase: 23% of our partner material being used and being viewed and then being leveraged, which is also something I’m very proud of.And then the project that I’m currently working on that I’m proud of—but, you know, time will tell on results—is I’m working on a robust governance strategy so we can really take Highspot to the next level and make our cross-functional partners more of the partners in how the content gets delivered to our reps.And so I’m really looking forward to rolling out our more robust governance strategy this year. RR: We’ll stay tuned on how it goes. I mean, those are already incredible results, so thank you so much for sharing.Just one last question for you before we close out—would love for you to share maybe what the biggest pieces of advice you’d give other enablement leaders to help them drive a successful product launch. KS: I think the modular Product Launch Playbook has been huge—so having a laid-out plan for how you would run a product launch from start to finish in enablement and making sure that it fits all sizes, shapes, and formations of what a product launch might look like.And then the other piece of advice I would give is having regular communication and good working relationships across multiple cross-functional partners so that siloed work becomes less of a thing you have to battle. Because that just means that, you know, working together, we all lift each other up.And so that’s something that then trickles down to our reps, but then also trickles out to our customers and makes them more willing to buy from us. So I think cross-functional relationships are just so key—and so keep on working on those relationships. RR: Those are both fantastic pieces of advice, so thank you for taking the time to come share these insights with us. I think I speak for myself and our listeners when I say that I learned a lot of valuable information and was taking notes for sure.To our audience, thank you so much for listening to this episode of the Win-Win podcast. Be sure to tune in next time for more insights on how you can maximize enablement success with Highspot.

Nhungly Dang and I had a great conversation around what four careers her parents expected her to do, and how she found her way into business and ultimately leading SDR and BDR teams to great success. Now she leads PipeVisionIQ as a consultant after more than 12 years building front line sales teams.  Nhungly has developed SDR workflows that are data-driven, technology-driven and adaptable to any organization's environment. ✅ She helps growth-stage and enterprise teams fix SDR chaos fast—without a massive budget or overhauling your tech stack. ✅ She designs repeatable, scalable, and measurable outbound workflows that drive consistent lead-to-opportunity conversion. ✅ She aligns sales and marketing efforts so your SDRs are focused, productive, and delivering real pipeline. Reach her on LinkedIn - https://www.linkedin.com/in/nhunglydang/ More about Women Sales Pros - we have a website, we are on LinkedIn, Facebook, and Instagram. We are part of Score More Sales.  Subscribe to our 2x a month news, and share the podcast with others! We'd love a 5 star rating and comments on iTunes if you are so moved! It really makes a difference.  subscribe: https://bit.ly/thewspnews Contribute: https://forms.gle/v9rRiPDUtgGqKaXA6 Past News Issues: bit.ly/past_news_issues https://womensalespros.com/podcast/ 

summary In this episode of the AI for Sales podcast, host Chad Burmeister speaks with Michael Katz, founder and CEO of FlowSend. They discuss the transformative impact of AI on customer experience, the importance of personalization, and share success stories from FlowSend's clients. Katz emphasizes the need for ethical considerations in AI development and the skills necessary for effective AI engagement. The conversation highlights the balance between automation and personalization, and how AI can serve as a thought partner in business. takeaways AI is revolutionizing customer experience by enhancing personalization. Many customers are frustrated with generic interactions. AI allows for better data collation and customer autonomy. The expectation for personalized service has increased significantly. FlowSend helps businesses repurpose content effectively. Success stories illustrate the power of AI in B2B contexts. Quality and accuracy are paramount in AI applications. Ethical considerations are crucial in AI development. Effective management is key to leveraging AI tools successfully. AI should be viewed as a thought partner, not just a tool. Chapters 00:00 Introduction to FlowSend and AI in Sales 01:44 Transforming Customer Experience with AI 05:56 Success Stories with FlowSend 11:18 AI Misconceptions and Human Oversight 13:52 Balancing Automation with Personalization 25:02 Ethics and Responsibilities of AI Founders 27:12 Essential Skills for AI UsersProudly brought to you by Nooks.ai and BDR.ai, we share proven strategies and cutting-edge technologies that enable sales teams to dramatically accelerate outcomes. Learn how to leverage AI, automation, and conversational intelligence to 5X, 10X, or even 100X your impact. The future of sales is here—let's build it together.

Text us your thoughts on the episode or the show!On today's episode, hosts Michael Hartmann, Naomi Liu, and Mike Rizzo come together for a candid midyear conversation about everything happening in the MO Pros community and the broader Marketing Ops landscape. From membership model updates and upcoming events to fresh research and evolving roles, this chat covers a ton of ground. Whether you're a longtime member or just tuning in, this is your go-to catch-up on where things stand in 2025 and where we're headed.Tune in to hear: Membership Model Shift: Slack access is now a Pro-member benefit—hear the reasoning behind the change and how it's designed to foster trust, safety, and meaningful engagement.MOps Events Update: MOps-Apalooza 2025 is coming in hot—get the dates, location (hello, Anaheim!), and behind-the-scenes insights into the planning chaos (including a $350K food & beverage minimum?!).New Research Drops: The team discusses the new State of Data-Driven Decision Making report, covering data quality, analytics gaps, and organizational maturity.Expanding Roles in MOps: Naomi shares how her role has grown to include BDR teams and sales enablement, highlighting the real-world impact of cross-functional ops leadership.Coming Soon: Cohorts & Community Building: A sneak peek at new initiatives to match members based on roles and responsibilities—connecting peers in meaningful ways.Episode Brought to You By MO Pros The #1 Community for Marketing Operations ProfessionalsSupport the show

The second quarter of 2025 delivered some incredible conversations on the Sales Gravy podcast. From discipline strategies that separate winners from wannabes to the psychology of selling that most reps completely miss, here are the five most powerful insights that can transform your sales results immediately. 1. Focus on Activity, Not Outcomes The Problem: Most sales reps get discouraged when they don't book meetings, causing them to change their approach daily. The Solution: Cynthia Handal, who runs high-performing BDR teams, revealed her game-changing mindset shift: "The outcome isn't to book a meeting. The outcome is to do the three hours of work." Her approach is deceptively simple but incredibly powerful: Time block your prospecting activities (she does 9 AM to 12 PM daily). Set a timer and don't stop until the time is complete. Focus on controlling what you can control—the work itself. Trust that results will follow consistent activity. This eliminates the emotional rollercoaster of good days and bad days. When you focus on process over outcomes, you build the discipline that creates sustainable success. 2. Get a ‘No' Then Aim for a ‘Yes' The Problem: Most salespeople chase prospects desperately, making them less attractive. The Solution: Mike Maples Jr., a Silicon Valley VC and former software entrepreneur, uses a counterintuitive approach to actively trying to disqualify prospects. The "go for the no" technique works like this: Start conversations by suggesting you might not be the right fit Use body language that shows you're willing to walk away Make prospects convince you they need your solution Qualify out aggressively those who don't value your advantage This approach leverages the psychological principle that people want what they can't have. When you're not desperate, you become magnetic.  3. Align Your Entire Organization's Message The Problem: Five sales reps with five different value propositions confuse customers and create internal friction. They need to be unified. The Solution: Lisa Dennis discusses that messaging alignment must extend beyond just the sales team to the entire organization. Her process includes: Involving the whole company in messaging rollouts, not just sales Ensuring customer success and support teams understand the same value propositions Providing discovery questions and conversation frameworks to salespeople Creating organizational congruence from marketing through delivery When everyone in your organization tells the same story, customers experience consistency at every touchpoint. This builds trust and reduces friction throughout the customer journey. 4. Trust Commands a 30% Premium The Problem: Salespeople focus on features and benefits while underestimating the value of trust. The Solution: Yoram Solomon's research that people will pay an average of 29.6% more to buy from someone they trust versus someone they don't know (not someone they distrust—just someone neutral). The trust-building behaviors that matter most: Listening instead of pitching Showing genuine care for the customer's situation Being attentive and present during conversations Making and keeping promises consistently Trust is worth dollars. 5. Get Your Math Right The Problem: Most businesses stay stuck in six figures because they're fundamentally undercharging for their service. The Solution: David Neagle, who has helped countless entrepreneurs break through seven figures, says the issue is usually mathematical, not motivational. His tips for confidently pricing right: Stop comparing yourself to the average—compare to the top performers Charge based on results delivered, not time spent Ask yourself: "If they get the same result, why can't I charge the same price?" Actually ask for the sale at your true value As David puts it: "It's hard to do $50,

No matter what you're doing right now, cold outreach should be a part of your game. I'm returning to episode 1605 with Tanner Stewart, Sr. BDR Manager at Activated Insights, where he shares three tips on how to handle every single cold call. Meet Tanner StewartAt the time of the interview, Tanner was an account executive at Home Care Plus. Previously, he worked as a BDR with the same company for approximately two years. In these roles, he gained experience in conducting cold outreach every day. Now he is a Sr. BDR Manager with a new company, Activated Insights. The Biggest Challenge Sellers Face When It ComesTo Cold OutreachTanner shares how most sellers don't know which prospects they should call in the first place to close a deal. He shares that if you're calling hundreds of the wrong people every day, you'll have little success. It's best to focus on the right people and the right message to reach your goals.3 Things Every BDR Must Master When Doing Cold CallsBe a human, treat your prospects like humans.· Be genuinely interested in your prospects. If they ask you how you are, be genuine and vulnerable. This helps them bring their guard down. · Instead of starting a call by saying, “Here's what we are doing and how we can help you with,” start with, “I've been talking to some folks, and here are trends I am seeing in the industry. Are you seeing this as well?”· Be present when making calls, and when they do answer, don't be afraid of the interaction or being genuine.2. Product selling vs. solution selling· Avoid the temptation to dive deep into your product. It's not bad to want to give them information about your product, but think about relating what you tell them back to what they have told you about their challenges. Take the time to genuinely care about the prospect and alleviate their pain points.3. Ask questions and know when to ask them· Instead of diving into your product, ask them a question. You can ask them if what they are doing is working for them.· Little follow-up questions help you dig deeper. A great question is, “Can you tell me a little more about that?”· Once you've booked the demo, don't be afraid to ask a few more questions to figure out what they are hoping for.“Don't be afraid to be yourself. As scary as someone's title may be, deep down, they are also human. Be yourself and enjoy it!” - Tanner Stewart. ResourcesFollow Tanner on LinkedIn. If you like more guidance with improving your sales skills, join my Sales Mastermind Class. Thinking about starting a podcast yourself? Learn more about Blue Mango Studios. Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.2. This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at

#468 Ryan Atkinson was no expert when it came to video, but that didn't stop him from building a six-figure video production company! In this episode, host Justin Williams interviews Ryan on his journey as a 25-year-old entrepreneur and founder of Spacebar Visuals — the business he scaled to $30,000 per month in just 18 months. Ryan shares his straightforward approach to business, from identifying market needs to implementing a successful cold email outreach strategy that any entrepreneur can replicate. He also discusses his passion for entrepreneurship, the lessons learned from hosting the UpFlip Podcast, and offers actionable advice for those looking to start their own ventures. Want to build your own video production company with no video background whatsoever? Tune in to this episode that teaches you exactly how it's done! (Original Air Date - 8/26/24) What we discuss with Ryan: + Building a $30k per month video production company + Effective cold email outreach strategy + Affordable, high-quality video packages for startups + Reverse-engineering metrics for predictable revenue + Transitioning from HubSpot to entrepreneurship + Leveraging LinkedIn and cold calling for client acquisition + Hiring a BDR to scale sales efforts + Insights from hosting the UpFlip Podcast + Taking action and overcoming business fears + Balancing work, life, and preventing burnout Resources mentioned: ⁠Instantly⁠ - a cold email automation tool that helps businesses scale their outreach efforts while protecting their main domain. ⁠LinkedIn Helper⁠ - an automation tool that streamlines LinkedIn outreach, enabling businesses to efficiently connect with potential clients through personalized messaging campaigns. Thank you, Ryan! Check out Spacebar Visuals at ⁠SpacebarVisuals.com⁠ and UpFlip at ⁠UpFlip.com⁠. Connect with Ryan on ⁠LinkedIn⁠ or at ryan@spacebarvisuals.com! Watch the ⁠video podcast⁠ of this episode! To get access to our FREE Business Training course go to ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠MillionaireUniversity.com/training⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠. And follow us on: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Facebook⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Tik Tok⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Youtube⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Twitter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ To get exclusive offers mentioned in this episode and to support the show, visit ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠millionaireuniversity.com/sponsors⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠. EXCLUSIVE NordVPN Deal ➼ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://nordvpn.com/millionaire⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠. Try it risk-free now with a 30-day money-back guarantee! Want to hear from more incredible entrepreneurs? Check out all of our interviews ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠! Learn more about your ad choices. Visit megaphone.fm/adchoices

Summary In this episode of the AI for Sales podcast, host Chad Burmeister speaks with Yuval Keshtcher, founder of the UX Writing Hub, about the evolving landscape of AI expertise and its implications for customer experience. They discuss the importance of UX writing in digital interfaces, the role of AI in enhancing customer interactions, and the significant impact of AI on business outcomes, including case studies demonstrating reduced churn rates. The conversation also touches on the balance between automation and human touch, the concept of 'vibe coding' for future programming, and advice for recent graduates navigating the tech job market. Takeaways The term 'AI expert' is expanding into various fields. Many people are still unfamiliar with AI, presenting opportunities. AI can enhance customer experience by improving communication. UX writing is crucial for making digital products accessible. AI can help scale UX writing efforts efficiently. Clear, concise, and useful communication is key in UX writing. AI can significantly reduce churn rates in onboarding processes. Automation should follow established manual processes. Vibe coding allows for faster development without extensive programming knowledge. Building in public can attract opportunities and attention. Chapters 00:00 The Rise of AI Expertise 02:11 Customer-Centric AI Solutions 08:53 AI in UX Writing and Onboarding 13:18 Case Studies: AI Impact on Business Outcomes 15:32 Balancing Automation with Human Touch 20:03 Vibe Coding: The Future of Programming 22:52 Advice for New Graduates in Tech Proudly brought to you by Nooks.ai and BDR.ai, we share proven strategies and cutting-edge technologies that enable sales teams to dramatically accelerate outcomes. Learn how to leverage AI, automation, and conversational intelligence to 5X, 10X, or even 100X your impact. The future of sales is here—let's build it together.

Summary In this episode of the AI for Sales podcast, host Chad Burmeister engages with Jeff and David Bush, leaders at BDR.ai, to explore the transformative impact of AI on sales and customer experience. They discuss the rapid evolution of AI technologies, the importance of leveraging platforms like LinkedIn for business development, and the balance between automation and personal touch in sales interactions. The conversation also delves into ethical considerations surrounding AI deployment in the workforce, emphasizing the need for transparency and adaptation in a changing landscape. Takeaways AI is rapidly transforming the customer experience and sales processes. The importance of simplifying AI concepts for clients to enhance understanding. AI can significantly increase lead generation and communication efficiency. LinkedIn remains a powerful tool for B2B sales and prospecting. Persistence and consistency in sales outreach are crucial for success. AI can automate repetitive tasks, allowing salespeople to focus on high-value activities. The integration of personal touch in AI interactions can enhance customer engagement. Ethical considerations in AI deployment are becoming increasingly important. AI tools can provide better responses than some human sales teams. The future of sales will heavily rely on the effective use of AI technologies. Chapters 00:00 Introduction to AI for Sales and the Bush Brothers 01:12 Transforming Customer Experience with AI 04:20 AI in Lead Generation and Communication 08:58 Leveraging LinkedIn for Business Development 13:06 Balancing AI Automation with Personal Touch 21:04 Ethical Considerations in AI DeploymentProudly brought to you by Nooks.ai and BDR.ai, we share proven strategies and cutting-edge technologies that enable sales teams to dramatically accelerate outcomes. Learn how to leverage AI, automation, and conversational intelligence to 5X, 10X, or even 100X your impact. The future of sales is here—let's build it together.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Paul Capombassis, Chief Revenue Officer at MongoDB. They discuss Paul's extensive career from PTC to MongoDB, focusing on his strategies for creating high-performance cultures in sales. Paul shares his approach to hiring disruptors over domain experts, the importance of developing leaders from within, and the transformational programs like BDR to CRO that MongoDB has implemented. The conversation also highlights the critical role of adaptability, the significance of leadership authenticity, and the necessity of consistent leader enablement. This episode is rich with insights on how to elevate sales teams and drive company growth.ADDITIONAL RESOURCESLearn more about Paul Capombassis:https://www.linkedin.com/in/paul-capombassis-3684b211/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:59] Building a High-Performance Culture at MongoDB[00:04:45] Characteristics of a Disruptor in Sales[00:06:56] Challenges of Selling Disruptive Technology[00:16:11] Importance of Leadership and Enablement[00:21:57] Adapting to Change in a Fast-Growing Company[00:23:58] Coaching and Developing Leaders[00:30:21] Adapting Leadership for Business Growth[00:31:56] The Importance of Authentic Leadership[00:33:32] Recruitment and Enablement Strategies[00:34:40] Domain Expertise vs. Scaling with Hunters[00:38:22] Leader Development Programs[00:41:51] Challenges in Assessing Team Strengths[00:47:06] Second Line Leadership Responsibilities[00:50:23] Inspiring Through AuthenticityHIGHLIGHT QUOTES"When you lead with authenticity, the value that you get out of that and your organization gets out of that is it's game-changing.""Every time you make a hire... it's a million-dollar bet that you're taking.""Change requires discipline. And discipline is really hard.""High-performing companies set up a great enablement program, not just for your ics, but especially for leader enablement.""Great leaders today are the best coaches.""The best leaders today are the ones that can connect technical capabilities to business outcomes."

According to research from Forrester, 74% of buyers choose the sales rep who was first to add value and insight. So, how can you deliver a standout experience to win over modern buyers?Shawnna Sumaoang: Hi, and welcome to the Win-Win podcast. I’m your host, Shawnna Sumaoang. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Jose Sanchez, the product marketing manager at Hexagon. Thanks for joining us. I would love for you to tell us about yourself, your background, and your role. Jose Sanchez: Yes, of course. Thank you so much for having me. This is really great and perfect timing because I’ve been using it even this week. We were at a trade show, so I’ve been using the platform. It’s been great. My background is technical. I did geological engineering. So I was in mining. I was in a consulting firm and then eventually got to be, uh, an engineer for Hexagon, but I always had a little bit of a creative background, creative things happening, floating around. So it did drive me back to want to be more creative, and so a marketing position opened in Hexagon in our division and I went for it and I got it. So it’s been four years now that I’ve been doing product marketing and I think that’s been a really good way to sort of move through different parts of our company. SS: Amazing. Thank you for kind of taking us through that. I’d actually love to double click on that, because you’ve been with Hexagon for almost two decades and you started in that technical role and have transitioned into product marketing. Can you walk us through that journey and how has your background influenced your approach to your go-to-market strategy? JS: Oh yeah, for sure. I think I’m blessed in being able to understand parts of the technical side that maybe the rest of the marketing team doesn’t, and they lean on me quite a lot on that. So yeah, I think that journey and that background made it so that my current role, which is really talking to the product development team, and coming up with go to market strategies and then imparting that information to the rest of the marketing team, the designers, and the videographers, everybody, so that we can get that message out properly. So I think that my background has really influenced the way I do go to market strategies because of the technical side of things. SS: Amazing. And as a product marketer, what are some of the biggest challenges that you’re seeing when it comes to engaging modern buyers throughout the journey and how are you overcoming some of these challenges? JS: That’s a good question. I think the biggest challenge for us in this industry, and it’s probably not unique to our industry, but our sales cycles are really long. There’s relationships that have to get built, sometimes it can take years. And so it requires a lot of listening to our sales people, listening to them to know what they’re using, what’s useful for them and what’s not. So that’s been a huge challenge because sometimes a marketing team can just go off and say, hey, we’re gonna create brochures. We’re gonna create this and this. And not really know whether they’re using it or not. Highspot has been instrumental in that because we were noticing those numbers weren’t looking good. They weren’t sharing things out, they weren’t pitching out, and so we just started having way more conversations with them and that overcame that challenge. We’re in a much better place now where we know what they need. We know what they like and what they don’t like. To build those relationships to be able to sell things. SS: Amazing. And in your opinion, what unique value does an enablement platform offer when it comes to creating and delivering impactful buying experiences? JS: I think it, it goes very much hand in hand with the, the answer for the last question. Having a place where everybody, not just the marketing team, but the sales team and even the product developers can go to and see what’s out there, see what’s being said about their products and how it’s being presented, and then being able to give feedback. That’s incalculable, how amazing that is. Because, you know, before it was SharePoint, it was a folder, or in teams, there’s just channels and you just stick files in there. Nobody has any idea. Whether it’s the newest or the best, or whether it’s good or not. So I think that’s really been an amazing thing for us to be able to use, that it’s not just a repository, I don’t wanna call it a repository, but a place where they can go, a hub, where they can see the latest and know that it’s been qualified and feedback has been given on it. SS: Amazing. And you are actually using Highspot to create some really impressive and interactive experiences, including leveraging digital rooms for trade shows and customer stories. Can you share more about these initiatives? JS: Yeah, no, this is one of the great things that I’ve really enjoyed about working with Highspot is our account managers and we have a biweekly meeting. It’s just a short little meeting where they, we have questions for them, they update us on things. And those meetings have been amazing at finding out, ’cause Highspot is so robust, there’s so much that we. Can use and we don’t even know. So having those conversations, that’s how it came out. We started saying, Hey, we have this huge trade show. We wanna have something interactive on the floor where we can tell stories about how our customers are using our technology. And they suggested digital rooms and they showed it to us. This is, I think still when it had just come out and I thought that sounded perfect. It was an easy interface that was on a touch screen on our floor. Salespeople could walk. Customers over and show them, hey, you’re an underground, minor. Look at this case study. And a video would come up and really, really nice way to interact and then shareable. So that was really just drove it home. You know, you can talk to them, show them and they say, you know, I’m gonna send you this. Here’s your email. And it would go, and it was tracked. So those digital rooms have become something that we’re now using at every trade show. We just used it now in Montreal for one of the big trade shows we were in. And it’s funny because it also opened the door for just. Other Highspot things as well. A lot of, I saw uh, during the week that salespeople were just opening up Highspot on the tablet so they could show them anything. It didn’t just have to be the digital room. They were actually pitching live as if they were on a call or something, but just there on the floor and it was great. It was great to see that. SS: Amazing. What are some of your best practices for creating effective Digital Rooms for your teams to leverage? JS: That theme that I’ve been talking about, about listening to our sales teams is really important for that. They’re the ones that drove what we were telling on that Digital Room, that specific one, and then new ones have come up. So listening to the salespeople and the regional field marketers, we’ve realized, oh. They go to trade shows that are just about underground mining, for example, or just about blasting. And so if we can create a digital room or even teach them to create their own Digital Rooms, that idea has sparked many, many more people wanting to make their own. So we’ve already started making little offshoots of that first one with different flavors. So yeah, that would be my advice. Listen to your salespeople and they could drive exactly the way you need to make things. SS: And speaking about that in rolling out Digital Rooms to your team, I believe you started with your BDR team and are now expanding your focus to your account management team. How are you driving adoption across these teams? JS: Adoption for us has been a challenge from the very beginning. We’re learning at the very beginning what could be done, what couldn’t be done. So we decided to get a little bit more exact with the way we were using Highspot, and that’s what spawned all the, all the new collateral that we’ve created and stored there for them to pitch as well as the Digital Rooms. And so I think starting with our business development managers was just a really obvious way to address something that was needed right away. You know, this is our new business. They’re going out there and trying to grab as many new audiences or even existing customers, but for new technology. So starting with them was great. It was maybe, if you will, a bit more aggressive. A lot of the collateral that we needed, like those Digital Rooms or for right now, we need these conversations to happen. We have now started talking to our account managers as well. We just had a conference of all account managers getting together, I mean our headquarters in Tucson, Arizona, from around the world. And we did started doing the same thing, listening to what they need and what is effective, what’s not for them to communicate with existing customers. So I think that transition and that adoption for the new team, the account managers, as soon as they start also working with their regional business development managers, they realize, oh, okay, I can use this. And then they can take it and use this part. So it’s all connected and I think that adoption’s great. And to be honest, every time I’ve had any sort of enablement where I’m showing. The capabilities of Digital Rooms or Highspot with my team. Just showing them the immediate tracking. You know, that somebody opens the pitch you just sent and you get on your phone, you get a ding, and they love that. As soon as they see that, they’re like, oh my god, that’s amazing. So that I think has also really upped the adoption is people getting excited about it. SS: Amazing. And I love how some of that’s even happening organically now. What impact have you seen so far from leveraging digital rooms to engage your buyers across their journey? And are there any key wins or notable business outcomes you can share? JS: Yes, definitely. Our marketing team has always relied on what we get as feedback from our salespeople, and especially now, that’s the the sort of new strategy we’re taking. So the number of pitches is for us right now, gold is what we look at. If that number starts dropping, we have to see why is that piece not being used? We’re not being pitched, so we’re constantly monitoring. What’s happening as well as just getting verbal feedback or emails. We encourage everyone to give us feedback on pieces. So yeah, I think, uh, the numbers have gone up. The number of pitches have gone up. These digital rooms are going out at every trade show. We made a Spanish version as well that was asked by our LATAM team and I think it’s very obvious when you look at. Before Digital Rooms. We started using it for our big trade show, my expo last September. Before that, the numbers dramatically increased afterwards, so that’s the way we’ve been able to measure that. SS: Amazing. Now, we talked about this at the onset, but with your strong technical background, how do you leverage data and insights to inform and improve the programs that you’re leading? JS: That’s a really good question, especially for our technology and our, our group of suites that we sell specifically because we always talk about data and we always talk about the power of data, being able to help you decide things, making decisions, making changes in your strategy. And so I think for us, talking to our account manager from Highspot, we realized that we can get these reports and it gives us such great insights down to the granular, you know, who’s using what. And that to us is amazing. In our solutions, we do the same thing. We tell our clients that all this data that’s being produced, trucks moving, people driving. Safety operations and planning, everything comes together in a mine and produces data. And if you can grab that data and actually make sense of it and start making decisions based off of it, it’s the best. And we’ve started doing that now with Highspot. We’ve been able to say, this strategy’s not working, let’s move on. Or let’s change it and make it work this way. Or, wow, that one’s really working, we’ve gotta do more of that. So yes, definitely the engineering side of me loves seeing graphs and loves seeing charts that, and not necessarily that always say good things. It’s. Really great when they don’t tell you good things because that’s how you learn. And I think Highspot has that for sure. SS: I love that. Last question for you, Jose. For other product marketing leaders that are looking to improve buyer engagement, especially in this what’s becoming a very digital first world, what is the biggest piece of advice you could give them? JS: Yeah, I think I’ve already mentioned it a couple of times. You probably noticed the theme, but, listening, listening to the people who are using this collateral, who are using these digital rooms or whatever you have in Highspot. And it goes beyond Highspot, of course. It’s your website, anything that you’re creating, videos that you’re posting up on YouTube or wherever you’re doing it, hearing what is effective and what’s not, from the boots on the ground, if you will. They’re the ones who really are gonna be using this stuff. And if they’re not really into it, then you’re not gonna be successful. So that’s my number one piece of advice is listen to them, have conversations with them one-on-one. It really helps. SS: Amazing. Well, Jose, thank you again so much for joining us. I really appreciate it. JS: Of course. Thank you so much for having me. SS: To our audience, thank you for listening to this episode of the Win-Win podcast. Be sure to tune in next time for more insights on how you can maximize enablement success with Highspot.

Episode SummaryThis episode explores the nuances of scaling demand generation strategies from startups to established organizations. Lily Youn highlights the importance of building a strong foundation through account-based strategies, data hygiene, and team alignment. She discusses the differences between startup scrappiness and scale-up structure, the role of AI in demand generation, and how to identify quick wins for immediate impact. Lily also shares actionable insights for optimizing conversions, improving CRM processes, and fostering collaboration across teams..Key TakeawaysFoundation is EssentialSuccess in demand generation starts with targeting the right accounts, as they form the base of effective strategies.Alignment Creates MomentumRegular, agenda-driven meetings with key stakeholders help ensure seamless collaboration between sales and marketing.AI as an Efficiency DriverAI tools can streamline personalization, simplify content operations, and elevate demand gen workflows.Data Hygiene is Non-NegotiableClean, well-structured CRM data is critical for reliable reporting and scalability across company stages.Startup vs. Scale-Up DynamicsStartups require focused ICP development, while scale-ups demand scalable processes and systems.Quotes"Targeting the wrong prospects is the single biggest challenge in B2B sales today."Best Moments (01:37) – Lily shares her career journey from BDR to demand generation leader, reflecting on early lessons in scrappiness and resourcefulness.(04:50) – The critical role of account-based strategies and why a strong foundation starts with the right ICP.(07:20) – Navigating startup-to-scale-up transitions and the importance of scalable processes and clean CRM data.(12:07) – Leveraging tech and AI to enhance efficiency in demand generation and content operations.(14:00) – Lily's focus on alignment, OKRs, and communication as keys to success in scaling demand gen teams.Tech RecommendationsWorkBoard – For setting and tracking OKRs to maintain team alignment and prioritize business goalsZoomInfo Co-Pilot – An AI-powered tool for streamlining demand gen efforts and improving account targeting.Asana – A project management solution to enhance productivity and maintain focus on KPIs.Resource RecommendationsBooks:Reset: How to Change What's Not Working by Dan Heath – A guide for improving leadership practices and daily operations.Shout-OutsShannon Hawari - Head of Growth @ elvexGraham Collins - Head of Partnerships at QuotaPathAbout the GuestLily Youn Jaroszewski is the VP of Demand Generation and Revenue Marketing at Aprimo, the leading digital asset management technology for marketing and customer experience departments.Her experience in B2B and B2C tech companies includes building demand generation teams and quota capacity models to support AEs from Seed-Funded to Public companies.Website: aprimo.comConnect with Lily.

In this episode, Marcus speaks with Avner Baruch about the invisible costs of misalignment in go-to-market functions and why focusing on traditional sales metrics like ARR and conversion rates often misses the point. Avner shares his journey into sales enablement and how it led him to develop a methodology called Project Moneyball, which digs beneath surface metrics to uncover the real issues. By factoring in soft skills, time management, and process adoption, this approach helps teams identify problems much earlier, often during onboarding, rather than waiting months for reports to catch up. Key Themes Explored:

summary In this episode of the AI for Sales podcast, Chad Burmeister speaks with Matt Slotnick, co-founder and CEO of Poggio, about the transformative role of AI in sales. They discuss how Poggio helps organizations leverage account intelligence to improve sales efficiency, reduce time spent on menial tasks, and ultimately drive revenue growth. The conversation covers the importance of effective research methodologies, the impact of AI on sales processes, and the long-term benefits of maintaining account intelligence within organizations. takeaways AI is becoming integral to sales processes. Account intelligence can enhance organizational competency. Salespeople often waste time on research tasks. AI can automate menial but important tasks. Effective use of AI can lead to significant revenue increases. Understanding customer needs is crucial for sales success. Data sources for account intelligence are diverse and critical. Sales conversations should be informed by deep insights. AI can help create concise and relevant sales materials. Persistent account intelligence can benefit the entire organization. Chapters 00:00 Introduction to Poggio and AI in Sales 02:43 The Role of AI in Sales Efficiency 08:48 Real-World Impact of Account Intelligence 14:26 Data Sources and Research Methodologies 20:25 Creating Effective Sales Conversations 26:33 Long-Term Value of Account IntelligenceProudly brought to you by Nooks.ai and BDR.ai, we share proven strategies and cutting-edge technologies that enable sales teams to dramatically accelerate outcomes. Learn how to leverage AI, automation, and conversational intelligence to 5X, 10X, or even 100X your impact. The future of sales is here—let's build it together.

Why you should listenUnderstand why rigid RevOps systems are failing SaaS teams today—and what to build instead.Get actionable tips on using AI (like Clay and ChatGPT) to scale without losing your personal touch.Hear how Jacki uses LinkedIn like a "social butterfly" to create inbound interest through strategic commenting.Still clinging to outdated RevOps playbooks? You might be quietly killing your growth. In this episode of the Paul Higgins Podcast, I sit down with Jacki Leahy, the high-energy founder of Activate the Magic, to unpack why cold outbound is dead and how to build a future-proof revenue engine that actually works. Jacki shares her wild journey from kindergarten teacher to scaling a SaaS company from $350K to $9M ARR, and now helping early-stage SaaS founders create flexible, client-focused RevOps systems.Jacki doesn't pull punches. She breaks down how "best practices" are often security blankets, how to ditch broken systems in favor of experimentation, and how to use tools like LinkedIn, Clay, and AI agents to drive connection-first sales. If you want to future-proof your revenue and get bigger deals with less waste, this is your blueprint.About Jacki LeahyWith a unique journey from kindergarten teacher to BDR, Jacki found her true calling as an "Accidental Admin" at LinkSquares. As the 10th hire, she spearheaded the growth of the business development team, architecting the people, processes, and tech stack that catapulted ARR from $350K to $9M in 2 years.Since 2020, Jacki has been on the consulting side of startups as VP Operations at Eustace Consulting and Head of Revenue Operations at Winning by Design.She started ATM in August 2022, and lives in Boston MA with her mini dachshund Freddy.Resources and LinksActivatethemagic.comJacki's LinkedIn profilePrevious episode: 608 - Your Challenge Isn't Unique—But Your Response Is What Sets You ApartCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources

Summary In this episode of the AI for Sales podcast, Chad Burmeister interviews Matt Darrow, co-founder and CEO of Vivun. They discuss the significance of the name 'Vivian', which means 'lever' in Finnish, and how it relates to the company's mission of creating AI sales engineers that provide leverage to organizations. The conversation explores how AI is transforming the customer journey, the importance of human interaction in sales, and the misconceptions surrounding AI deployment. Matt shares insights on leveraging AI for sales efficiency, ethical considerations in AI, and the critical role of data management in maximizing AI's potential. Takeaways The name 'Vivian' means 'lever' in Finnish, symbolizing the leverage AI provides. AI is transforming the customer journey by making prospects more informed. Sales teams must adapt to faster-paced customer interactions due to AI. Human interaction remains crucial despite the rise of AI in sales. AI can automate top-of-funnel processes, increasing efficiency. Misconceptions about AI stem from a lack of understanding of its various forms. The LLM should be viewed as a tool, not the core intelligence. Data management is essential for effective AI deployment. Sales professionals need to embrace AI tools to enhance their success. Ethical considerations in AI deployment are becoming increasingly important. Chapters 00:00 The Meaning Behind Vivun 02:04 AI's Impact on the Customer Journey 07:02 Leveraging AI for Sales Efficiency 09:30 Misconceptions About AI Deployment 14:12 Navigating Ethical Considerations in AI 19:02 The Future of AI in Sales 22:18 The Importance of Data Management for AIProudly brought to you by Nooks.ai and BDR.ai, we share proven strategies and cutting-edge technologies that enable sales teams to dramatically accelerate outcomes. Learn how to leverage AI, automation, and conversational intelligence to 5X, 10X, or even 100X your impact. The future of sales is here—let's build it together.

In this brand new season of the Goats of Growth, we continue our spotlight on rising talent with 'Candidate 2'. Candidate 2 is a fast-rising sales professional who's gamified the sales process to stay motivated and find joy in the day-to-day. We dive into his journey from BDR to mid-market AE, how he leverages AI to streamline prospecting, and the role curiosity and organization play in his success. Candidate 2 opens up about the importance of culture, competitive compensation, and staying level-headed under pressure. We also explore how his brother shaped his sales mindset, why refining processes is key to long-term growth, and how building rapport is at the heart of his approach. Contact us for more info on 'Candidate 2 00:00 Introduction to the Goats of Growth 01:35 Candidate Introduction and Background 02:45 Innovative Sales Techniques 06:25 Personal Growth and Overcoming Challenges 12:57 Future Aspirations and Job Expectations 14:48 Advice for Future Candidates

Alyssa Rowan taught elementary school before she decided it was time to make a change. She started upskilling with Aspireship and listening to the TCC podcasts to help her navigate her exit from education. She landed a role as a BDR and has now become a marketer for the same company! Join us as we discuss the first role out of the classroom and how it can really be a standing ground for growth forward. Find Alyssa on ⁠Linkedin⁠. Free Quiz:⁠ What career outside of the classroom is right for you?⁠ Explore the course that has helped thousands of teachers successfully transition out of the classroom and into new careers:⁠ The Teacher Career Coach Course Learn more about your ad choices. Visit megaphone.fm/adchoices

ALM Fazlur Rahman, who heads the seven-member commission probing the 2009 BDR mutiny, made the comment Tuesday on Facebook amid heightened India-Pakistan tension.

In this episode of Sales Tech Deep Dive, David Dulany and Nicolas de Kouchkovsky sit down with Latané Conant, CRO of 6sense, for an eye-opening conversation on how AI is reshaping the sales and marketing landscape. From the origins of 6sense as a predictive data company to its transformation into a full-stack GTM platform, Latané Conant walks through the evolution of customer engagement, account intelligence, and workflow automation. They explore the rise of autonomous sales plays, the role of AI agents in prospecting, the shifting expectations of BDR teams, and how brands must adapt in a world of zero-click content and dark funnels. This session also demystifies misconceptions about 6sense's capabilities, cost structure, and impact — and offers a practical look at how GTM leaders can stay competitive in the era of unpredictable revenue.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In this episode of the Sales Technology Podcast, host David Dulany sits down with Jeremy Schiff, founder of Salesbot, to explore how AI is transforming B2B lead generation. Jeremy shares how his background in robotics and machine learning led to the creation of Salesbot, a powerful automation platform that simplifies and supercharges prospecting. Learn how Salesbot crawls the web to build a massive, real-time database, uses generative AI to identify ideal customer profiles, automates multi-channel outreach, and drastically reduces time spent on manual lead research. Whether you're targeting tech companies in Silicon Valley or procurement managers in Ohio, Salesbot's smart automation helps sales teams find and engage prospects faster and more effectively. Tune in to hear how the future of sales prospecting is being built today.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

The story of Banded Drake Ranch continues. In Part 2, Chad is back with Matt, Seth, and Denny to dig even deeper into the vision that made this place unique and exceptional from the start. With a shared goal of creating a higher-end duck club that's rooted in conservation and building a legacy, the guys walk us through the intense planning, improvements, and hands-on work that went into shaping the land. From dialing in the habitat to farming specifically for wildlife, every decision was made with intention, and it shows. Hear how they've embraced the role of stewards, pouring time and passion into building not just a hunting property, but a world-class waterfowl sanctuary. This is more than a duck club…This is the BDR. This episode is brought to you by Benelli Shotguns, Federal Premium Black Cloud, Hi Viz Sights, Rob Roberts Custom Gunworks, Banded Hunt Gear, Greenhead Gear Decoys, Avery Outdoors, Realtree Camo, Corning Ford, KERSHAW Knives, Safari Club International, MyOutdoor TV, PECOS Outdoor, and The Provider Culinary.

What does it take to turn a vision into one of the most elite duck-hunting properties in the country? In this episode, you'll find out. Chad sits down with Matt and Seth to dive into the origins of Banded Drake Ranch. They rewind the clock to the first time they ever laid eyes on the land, the moment the dream took shape and the strategy behind transforming it into a premier waterfowl destination. From the first hunt to the endless planning that went into its design, the guys break down what makes BDR so special and why this location was the perfect fit. Listen in for a behind-the-scenes look at the making of one of the most high-end duck clubs in America! This episode is brought to you by Benelli Shotguns, Federal Premium Black Cloud, Hi Viz Sights, Rob Roberts Custom Gunworks, Banded Hunt Gear, Greenhead Gear Decoys, Avery Outdoors, Realtree Camo, Corning Ford, KERSHAW Knives, Safari Club International, MyOutdoor TV, PECOS Outdoor, and The Provider Culinary.

Ep. 309 Are you ready for agents like Manus AI to revolutionize entire workforces by cutting hours down to minutes? Kipp and Kieran dive into the groundbreaking potential of the first true autonomous agent, Manus AI, and how it can perform complex tasks that once required human teams. Learn more about how Manus AI is transforming roles by building effective BDR use cases, rewriting product pages, and managing multiple social media accounts simultaneously. Mentions Manus AI https://manus.im/ Claude https://claude.ai/ Cursor https://www.cursor.com/ Lovable https://lovable.dev/ Get our guide to build your own Custom GPT: https://clickhubspot.com/customgpt We're creating our next round of content and want to ensure it tackles the challenges you're facing at work or in your business. To understand your biggest challenges we've put together a survey and we'd love to hear from you! https://bit.ly/matg-research Resource [Free] Steal our favorite AI Prompts featured on the show! Grab them here: https://clickhubspot.com/aip We're on Social Media! Follow us for everyday marketing wisdom straight to your feed YouTube: ​​https://www.youtube.com/channel/UCGtXqPiNV8YC0GMUzY-EUFg  Twitter: https://twitter.com/matgpod  TikTok: https://www.tiktok.com/@matgpod  Join our community https://landing.connect.com/matg Thank you for tuning into Marketing Against The Grain! Don't forget to hit subscribe and follow us on Apple Podcasts (so you never miss an episode)! https://podcasts.apple.com/us/podcast/marketing-against-the-grain/id1616700934   If you love this show, please leave us a 5-Star Review https://link.chtbl.com/h9_sjBKH and share your favorite episodes with friends. We really appreciate your support. Host Links: Kipp Bodnar, https://twitter.com/kippbodnar   Kieran Flanagan, https://twitter.com/searchbrat  ‘Marketing Against The Grain' is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network // Produced by Darren Clarke.