Podcasts about BDR

Play Episode Listen Later Jul 19, 2025 25:44

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.

Episode 125: Aligning Sellers for a High-Impact Product Launch

Conversations with Women in Sales

Play Episode Listen Later Jul 10, 2025

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.

206: Despite Family Expectations She Became a Sales Leader, now Immersed in AI, Nhungly Dang, PipeVisionIQ

Play Episode Listen Later Jul 9, 2025 26:54

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/

reach dang immersed sdr sales leaders sdrs bdr family expectations score more sales

Transforming Customer Experience with AI

community learning state hiring behind the scenes anaheim martech mops demand generation bdr 350k marketing technology revenue operations marketing operations demand gen mike rizzo marketing ops michael hartmann revenue ops

Play Episode Listen Later Jul 6, 2025 33:01

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.

ceo success ai sales responsibility transforming b2b digital marketing ethical customer experience katz 10x 100x 5x bdr nooks michael katz

Behind the Scenes with the OpsCast Crew

Ops Cast

Play Episode Listen Later Jul 1, 2025 46:14 Transcription Available

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

5 Game-Changing Sales Insights from Q2 2025

Sales Gravy: Jeb Blount

Play Episode Listen Later Jun 27, 2025 18:28

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,

time trust focus charge providing activity ensuring game changing involving qualify bdr silicon valley vcs sales insights sales gravy

Three Things Every BDR Must Master When Doing Cold Calls | Tanner Stewart - 1910

The Sales Evangelist

Play Episode Listen Later Jun 27, 2025 28:24

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

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How to Start a $30K per Month Video Production Company (Without Making Any Videos) With Ryan Atkinson (MU Classic)

Millionaire University

Play Episode Listen Later Jun 23, 2025 56:09

#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

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The Future of AI Expertise

Play Episode Listen Later Jun 21, 2025 30:15

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.

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Navigating the AI Revolution in Sales

Play Episode Listen Later Jun 7, 2025 28:08

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.

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Building High-Performance Cultures with Paul Capombassis

Revenue Builders

Play Episode Listen Later Jun 5, 2025 58:05

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."

Episode 120: Reimagining the Modern Buying Journey With Digital Rooms

Welcome to TheInquisitor Podcast

Play Episode Listen Later May 29, 2025

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.

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Ep. 537 | How to Scale Demand Generation Like a Pro

Sunny Side Up

Play Episode Listen Later May 29, 2025 33:23

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.

Avner Baruch: Why Misalignment Is Killing Your Go-To-Market Strategy (and How to Fix It)

Play Episode Listen Later May 24, 2025 62:26

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:

Unlocking Sales Potential with AI

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Play Episode Listen Later May 24, 2025 30:25

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.

ceo ai data sales unlocking account digital marketing persistent 10x salespeople 100x 5x bdr nooks poggio

How to Use the Profit & Loss by Job Report in QuickBooks®

Prime Resources Podcast

Play Episode Listen Later May 13, 2025 22:03

In this episode of BDR's Prime Resources Podcast, Lead Accounting Coach Lauren Woodward discusses the Profit and Loss by Job report in QuickBooks®. She explains its significance in job costing, performance indicators, and real-time insights for contractors.Follow along as the conversation covers accessing the report, the differences between QuickBooks® Desktop and Online, and best practices for reviewing the report.Listen as Lauren emphasizes the importance of having an accounting coach to help implement and utilize this powerful tool effectively.Time Stamps00:00 Introduction02:06 Overview of the Profit & Loss by Job Report03:24 Benefits of Using The Report05:32 Reporting and Prime Performance Indicators10:05 Accessing the Report in QuickBooks®13:26 Incorporating into the Month-End Process15:50 Who Should Be Involved in Reviewing Reports17:08 Common Pitfalls and Best Practices19:57 Final Thoughts and Implementation Tips

609 - RevOps Reimagined: AI, Agility, and the End of Cold Outreach with Jacki Leahy

Corporate Escapees

Play Episode Listen Later May 12, 2025 27:08

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

AI's Impact on the Customer Journey

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Play Episode Listen Later May 10, 2025 25:51

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.

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The Greatest of Anonymous Talent, (GOAT)--Candidate 2

Over Quota

Play Episode Listen Later May 8, 2025 16:57

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

AI + EQ + GTM: The New Growth Equation for B2B Leaders

Revenue Boost: A Marketing Podcast

Play Episode Listen Later May 7, 2025 35:38

"If done right, AI will actually make us more human. It handles the busy work and surfaces real-time insights—so GTM teams can focus on what really drives revenue: building relationships, solving real problems, and creating long-term customer value." That's a quote from Roderick Jefferson and a sneak peek at today's episode.Hi there, I'm Kerry Curran—Revenue Growth Consultant, Industry Analyst, and host of Revenue Boost, A Marketing Podcast. In every episode, I sit down with top experts to bring you actionable strategies that deliver real results. So if you're serious about business growth, find us in your favorite podcast directory, hit subscribe, and start outpacing your competition today.In this episode, titled AI + EQ + GTM: The New Growth Equation for B2B Leaders, I sit down with keynote speaker, author, and enablement powerhouse Roderick Jefferson to unpack the modern formula for revenue growth: AI + EQ + GTM.We explore why traditional sales enablement isn't enough in today's landscape—and how real go-to-market success requires alignment across marketing, sales, and customer success, powered by emotional intelligence and smart technology integration.Whether you're a CRO, CMO, or GTM leader looking to scale smarter, this episode is packed with real-world insights and actionable strategies to align your teams and drive sustainable growth.Stick around until the end, where Roderick shares expert tips for building your own AI-powered revenue engine.If you're serious about long-term growth, it's time to get serious about AI, EQ, and GTM. Let's go.Kerry Curran, RBMA (00:01)Welcome, Roderick. Please introduce yourself and share your background and expertise.Roderick Jefferson (00:06)Hey, Kerry. First of all, thanks so much for having me on. I'm really excited—I've been looking forward to this one all day. So thanks again. I'm Roderick Jefferson, CEO of Roderick Jefferson & Associates. We're a fractional enablement company, and we focus on helping small to mid-sized businesses—typically in the $10M to $100M range—that need help with onboarding, ongoing education, and coaching.I'm also a keynote speaker and an author. I actually started my career in sales at AT&T years ago. I was a BDR, did well, got promoted to AE, made President's Club a couple of times. Then I was offered a sales leadership role—and I turned it down. I know they thought I was crazy, but there were two reasons: first, I realized I loved the process of selling more than just closing big deals. And second, oddly enough, I wasn't coin-operated. I did it because I loved it—it gave me a chance to interact with people and have conversations like this one.Kerry Curran, RBMA (01:16)I love that—and I love your background. As Roderick mentioned, he does a lot of keynote speaking, and that's actually where I met him. He was a keynote speaker at B2BMX West in Scottsdale last month. I also have one of your books here that I've been diving into. I can't believe how fast this year is flying—it's already the first day of spring!Roderick Jefferson (01:33)Thank you so much. Wow, that was just last month? It feels like last week. Where is the time going?Kerry Curran, RBMA (01:45)I appreciate your experience for so many reasons. One is that—like we talked about before the show—my dad was in sales at AT&T for over 20 years. It paid for my entire education. So we were comparing notes on that era of innovation and what we learned back then.Roderick Jefferson (02:02)Thank you, AT&T!Kerry Curran, RBMA (02:13)So much of what you talked about on stage and wrote about in your book is near and dear to my heart. My background is in building integrated marketing-to-sales infrastructure and strengthening it to drive revenue growth. I'm excited to hear more about what you're seeing and hearing. You talk to so many brands and marketers—what's hot right now? What's the buzz? What do we need to know?Roderick Jefferson (02:44)A couple of things. The obvious one is AI—but I'll add something: it's not just AI, it's AI plus EQ plus IQ. Without that combination, you won't be successful.The other big theme is the same old problem we've always had: Why is there such a disconnect between sales and marketing? As an enablement guy, it pains me. I spent 30 years in corporate trying to figure that out. I think we're getting closer to alignment—thank you, AI, for finally stepping in and being smarter than all of us! But we've still got a long way to go.Part of the issue is we're still making decisions in silos. That's why I've become a champion of moving away from just "sales enablement."Yes, I know I wrote the book on sales enablement—but I don't think that's the focus anymore. In hindsight, “sales enablement” is too myopic. It's really about go-to-market. How do we bring HR, marketing, product marketing, engineering, sales, and enablement all to the same table to talk about the entire buyer's journey?Instead of focusing on our internal sales process and trying to shoehorn prospects into it, we should be asking: How do they buy? Who buys? Are there buying committees? How many people are involved? And yes, ICP matters—but that's just the tip of the iceberg. It goes much deeper.Kerry Curran, RBMA (04:44)Yes, absolutely. And going back to why you loved your early sales roles—it was about helping people. That's how I've always approached marketing too: what are their business challenges, and what can I offer to solve them? In your keynote, you said, “I want sales to stop selling and start helping.” But that's not possible without partnering with marketing to learn and message around the outcomes we drive and the pain points we solve.Roderick Jefferson (05:22)Exactly. Let's unpack that. First, about helping vs. selling—that's why we have spam filters now. Nobody wants to be sold to. That's also why people avoid car lots—because you know what's coming: they'll talk at you, try to upsell you, and push you into something you don't need or want. Then you have buyer's remorse.Now apply that to corporate and entrepreneurship. If you're doing all the talking in sales, something's wrong. Too many people ask questions just to move the deal forward instead of being genuinely inquisitive.Let's take it further. If marketing is working in a silo—building messaging and positioning—and they don't bring in sales, then guess what? Sales won't use it. Newsflash, right? And second, it's only going to reflect marketing's perspective. But if you bring both teams together and say, “Hey, what are the top three to five things you're hearing from prospects over and over?”—then you can work collaboratively and cohesively to solve those.The third piece is: let's stop trying to manufacture pain. Not every prospect is in pain. Sometimes the goal is to increase efficiency or productivity. If there is pain, you get to play doctor for a moment. And by that, I mean: do they need an Advil, a Vicodin, a Percocet, or an extraction? Do you need to stop the bleeding right now? You only figure that out by getting sales, marketing, product, and even HR at the same table.Kerry Curran, RBMA (07:34)Yes, absolutely. I love the analogy of different levels of pain solutions because you're right—sometimes it's not pain, it's about helping the customer be more efficient, reduce costs, or drive revenue. I've used the doctor analogy before too: you assess the situation and then customize the solution based on where it “hurts” the most. One of the ongoing challenges, though, is that sales and marketing still aren't fully aligned. Why do you think that's been such a persistent issue, and where do you see it heading?Roderick Jefferson (08:14)Because sales speaks French and marketing speaks German. They're close enough that they can kind of understand each other—like ordering a beer or finding a bathroom—but not enough for a meaningful conversation.The core issue is that they're not talking—they're presenting to each other. They're pitching ideas instead of having a dialogue. Marketing says, “Here's what the pitch should look like,” and sales replies, “When's the last time you actually talked to a customer?”They also get stuck in “I think” and “I feel,” and I always tell both groups—those are the two things you cannot say in a joint meeting. No one cares what you think or feel. Instead, say: “Here's what I've seen work,” or “Here's what I've heard from prospects and customers.” That way, the conversation is rooted in data and real-world insight, not opinion or emotion.You might say, “Hey, when we get to slide six in the deck, things get fuzzy and deals stall.” That's something marketing can fix. Or you go to product and say, “I've talked to 10 prospects, and eight of them asked for this feature. Can we move it up in the roadmap?”Or go back to sales and say, “Only 28% of the team is hitting quota because they're struggling with discovery and objection handling.” So enablement and marketing can partner to create role plays, messaging guides, or accreditations. It sounds utopian, but I've actually done this six times over 30 years—it is possible.It's not because I'm the smartest guy in the room—it's because when sales and marketing align around shared definitions and shared goals, real change happens. Go back to MQLs and SQLs. One team says, “We gave you all these leads,” and the other says, “Yeah, but they all sucked.” Then you realize: you haven't even agreed on what a lead is.As a fractional enablement leader, that's the first question I ask: “Can you both define what an MQL and SQL mean to you?” Nine times out of ten, they realize they aren't aligned at all. That's where real progress starts.Once you fix communication, the next phase is collaboration. And what comes out of collaboration is the big one: accountability. That's the word nobody likes—but it's what gets results. You're holding each other to timelines, deliverables, and follow-through.The final phase is orchestration. That's what enablement really does—we connect communication, collaboration, and accountability across the entire go-to-market team so everyone has a voice and a vote.Kerry Curran, RBMA (13:16)You're so smart, and you bring up so many great points—especially around MQLs, SQLs, and the lack of collaboration. There's no unified North Star. Marketing may be focused on MQLs, but those criteria don't always match what moves an MQL to an SQL.There's also no feedback loop. I've seen teams where sales and marketing didn't even talk to each other—but they still complained about each other! I was brought in to help, and I said, “You're adults. It's time to talk to one another.” And you'd think that would be obvious.What I love is that we're starting to see the outdated framework of MQLs as a KPI begin to fade. As you said, it's about identifying a shared goal that everyone can be accountable to. We need to all be paddling in the same direction.Roderick Jefferson (14:16)Exactly. I wouldn't say we're all rowing yet, but we've definitely got our hands in the water, and we're starting to go in the same direction. You can see that North Star flickering out there.And I give big kudos to AI for helping with that. In some ways, it reminds me of social media. Would you agree that social media initially made us less social?Kerry Curran, RBMA (14:27)Yes, totally agree. We can see the North Star.Roderick Jefferson (14:57)Now I'm going to flip that idea on its head: if done right, I believe AI will actually make us more human—and drive more meaningful conversations. I know that sounds crazy, but I have six ways AI can help us do that.First, let's go back to streamlining lead scoring. If we use AI to prioritize leads based on their likelihood to convert, sales can focus efforts on the most promising opportunities. Once we align on those criteria, volume and quality both improve. With confidence comes competence—and vice versa.Second is automating task management. Whether it's data entry, appointment scheduling, or follow-up emails, those repetitive tasks eat up sales time. Less than 30% of a rep's time is spent actually selling. If we offload that admin work, reps can focus on high-value activities—like building relationships, doing discovery, and closing deals.Kerry Curran, RBMA (15:59)Yes! And pre-call planning. Having the time to prepare properly makes a huge difference.Roderick Jefferson (16:19)Exactly. Third is real-time analytics. If marketing and ops can provide sales reps with real-time insights—like funnel data, deal velocity, or content performance—we can start making decisions based on data, not assumptions or feelings.The fourth area is personalized sales coaching. I talk to a lot of leaders, and I'll make a bold statement: most sales leaders don't know how to coach. They either use outdated methods or try to “peanut butter” their advice across the team.But what if we could use AI to analyze calls, emails, and meetings—then provide coaching based on each rep's strengths and weaknesses? Sales leaders could shift from managing to leading.Kerry Curran, RBMA (17:55)Yes, I love that. It would completely elevate team performance.Roderick Jefferson (18:11)Exactly. Fifth is increasing efficiency in the sales process. AI can create proposals, contracts, and other documents, which frees up time for reps to focus on helping—not chasing paperwork. And by streamlining the process, we can qualify faster and avoid wasting time on poor-fit deals.Kerry Curran, RBMA (18:58)Right, and they can focus on the deals that are actually likely to move forward.Roderick Jefferson (19:09)Exactly. And sixth—and most overlooked—is customer success. That's often left out of GTM conversations, but it's critical. We can use AI-powered chatbots and virtual assistants to handle basic inquiries. That frees up CSMs to focus on more strategic tasks like renewals, cross-sell, and upsell.Let's be honest—most CSMs were trained for renewals, not selling. But cross-sell and upsell aren't really selling—they're reselling to warm, happy customers. The better trained and equipped CSMs are, the better your customer retention and growth.Because let's face it—we've all seen it: 90 days before renewal, suddenly a CSM becomes your best friend. Where were they for the last two years? If we get ahead of that and connect all the dots—sales, marketing, CS, and product—guess who wins?The prospect.The customer.The company—because revenue goes up.The employee—because bonuses happen, spiffs get paid, and KPIs are hit.But most importantly, we build customers for life. And that has to start from the very beginning, not just when the CSM steps in at the end.Kerry Curran, RBMA (20:47)Yes, this is so smart. I love that you brought customer success into the conversation. One of the things I love about go-to-market strategy is that it includes lifetime value—upsell and renewal are a critical part of the revenue journey.In my past roles, I've seen teams say, “Well, that's just client services—they don't know how to sell.” But to your point, if we coach them, equip them, and make them comfortable, it can go a long way.Roderick Jefferson (21:34)Absolutely. They become the lifeblood of your business. Yes, you need net-new revenue, but if sales builds this big, beautiful house on the front end and then customers just walk out the back door—what's the point?And I won't even get into the stats—you know them—about how much more expensive it is to acquire a new customer versus retaining one. The key is being human and actually helping.Kerry Curran, RBMA (21:46)Exactly. I love that. It leads perfectly into my next question—because one of the core components of your strategy and presentation was the importance of EQ, or emotional intelligence. Can you talk about why that's so critical?Roderick Jefferson (22:19)Yeah. It really comes down to this: AI can provide content—tons of it, endlessly. It can give you all the data and information in the world. But it still requires a human to provide context. For now, at least. I'm not saying it'll be that way forever, but for now, context is everything.I love analogies, so I'll give you one: it's like making gumbo. You sprinkle in some seasoning here, some spice there. In this case, AI provides the content. Then the human provides the interpretation—context. That's understanding how to use that generated content to reach the right person or company, at the right time, with the right message, in the right tone.What you get is a balanced, powerful approach: IQ + EQ + AI. That's what leads to truly optimal outcomes—if you do it right.Kerry Curran, RBMA (23:19)Yes! I love that. And I love every stage of your process, Roderick—it's so valuable. I know your clients are lucky to work with you.For people listening and thinking, “Yes, I need this,” how do they get started? What's the baseline readiness? How do they begin integrating sales and marketing more effectively—and leveraging AI?Roderick Jefferson (23:34)Thank you so much for that. It really starts with a conversation. Reach out—LinkedIn, social media, my website. And from there, we talk. We get to the core questions: Where are you today? Where have you been? Where are you trying to go? And most importantly: What does success look like?And not just, “What does success look like?” but, “Who is success for?”Then we move into an assessment. I want to talk to every part of the go-to-market team. Because not only do we have French and German—we've also got Dutch, Spanish, and every other language. My job is to become the translator—not just of language, but of dialects and context.“This is what they said, but here's what they meant. And this is what they meant, but here's what they actually need.”Then we dig into what's really going on. Most clients have a sense of what's “broken.” I'm not just looking for the broken parts—I'm looking at what you've already tried. What worked? What didn't? Why or why not?I basically become a persistent four-year-old asking, “Why? But why? But why?” And yes, it gets frustrating—but it's the only way to build a unified GTM team with a shared North Star.Kerry Curran, RBMA (25:32)Yes, I love that. And just to add—sometimes something didn't work not because it was a bad strategy, but because it was evaluated with the wrong KPI or misunderstood entirely.Like a top-of-funnel strategy did work—but the team expected it to generate leads that same month. It takes time. So much of this comes down to digging into the root of the issue, and I love your approach.Roderick Jefferson (26:10)Exactly. And it's also about understanding that every GTM function has different KPIs.If I'm talking to sales, I'm asking about average deal size, quota attainment, deal velocity, win rate, pipeline generation. If I'm talking to sales engineering, they care about number of demos per deal, wins and losses, and number of POCs. Customer success? They care about adoption, churn, CSAT, NPS, lifetime value.My job is to set the North Star and speak in their language—not in “enablement-ese.” Sometimes that means speaking in sales terms, sometimes marketing terms. And I always say, “Assume I know nothing about your job. Spell out your acronyms. Define your terms.”Because over 30 years, I've learned: the same acronym can mean 12 different things at 12 different companies.The goal is to get away from confusion and start finding commonality. When you break down the silos and the masks, you realize we're all working toward the same thing: new, long-term, happy customers for life.Kerry Curran, RBMA (27:55)Yes—thank you, Roderick. I love this. So, how can people find you?Roderick Jefferson (28:00)Funny—I always say if you can't find me on social media, you're not trying to find me.You can reach me at roderickjefferson.com, and you can find my book, Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence and the upcoming Sales 3.0 companion workbook there as well.I'm on LinkedIn as Roderick Jefferson, Instagram and Threads at @roderick_j_associates, YouTube at Roderick Jefferson, and on BlueSky as @voiceofrod.Kerry Curran, RBMA (28:33)Excellent. I'll make sure to include all of that in the show notes—I'm sure this episode will have your phone ringing!Thank you so much, Roderick. I really appreciate you taking the time to join us. This was valuable for me, and I'm sure for the audience as well.Roderick Jefferson (28:40)Ring-a-ling—bring it on! Let's dance. Thank you again. This was an absolute honor, and I'm glad we got the chance to reconnect, Kerry.Kerry Curran, RBMA (28:59)For sure. Thank you—you too.Roderick Jefferson (29:01)Take care, all.Thanks for tuning in. If you're struggling with flat or slowing revenue growth, you're not alone. That's why Revenue Boost: A Marketing Podcast brings you expert insights, actionable strategies, and real-world success stories to help you scale faster.If you're serious about growth, search for us in your favorite podcast directory. Hit follow or subscribe, and leave a five-star rating—it helps us keep the game-changing content coming.New episodes drop regularly. Don't let your revenue growth strategy fall behind. We'll see you soon!

185-From Teacher to Marketer with Alyssa Rowan

The Teacher Career Coach Podcast

Play Episode Listen Later May 6, 2025 37:15

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

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How The BDR Organization Makes Discovery Possible

The Lowdown Show - By ADVRider

Play Episode Listen Later May 2, 2025 51:32

In this episode, host Neil Graham speaks to Inna Thorn and Bryce Stevens from the BDR organization, aka Backcountry Discovery Routes, a centralized, registered non-profit that provides off-road routes through some of the most visceral, breathtaking country in the US. The BDR organization may be the best thing that's happened to adventure riding since the advent of motorcycles that don't fall over.

discovery bdr

ThePrintPod: Retd Bangladeshi major general calls for ‘occupation' of India's Northeast if it attacks Pakistan

ThePrint

Play Episode Listen Later May 1, 2025 5:31

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.

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Sales Tech Deep Dive 6Sense

Play Episode Listen Later Apr 30, 2025 37:42

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.

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Revolutionizing Sales Training with AI

ai sales impact automation digital marketing revolutionizing 10x personalization predictive proudly sales training 100x 5x luster bdr customer success manager nooks lustre

Play Episode Listen Later Apr 26, 2025 37:42

summary In this episode of the AI for Sales podcast, Chad Burmeister speaks with Stephanie Middaugh, Customer Success Manager at Luster.ai. They discuss the transformative role of AI in sales, particularly through Luster's predictive enablement platform, which aims to enhance sales training and efficiency. Stephanie shares insights on how AI can help sales teams do more with less, the importance of critical thinking in leveraging AI tools, and the ethical considerations surrounding AI deployment in sales. The conversation also touches on emerging AI technologies and their potential impact on sales roles. takeaways Luster.ai aims to stop sales reps from practicing on customers. Predictive enablement helps identify skill gaps in sales reps. AI can enhance sales efficiency and productivity. Sales training should be personalized to individual needs. Automation should not replace critical thinking in sales. AI tools can help in preparing for important sales calls. The ethical use of AI requires skepticism and caution. Sales roles may evolve but not be replaced by AI. Personalization in outreach is key to better conversion rates. Emerging AI technologies can support real-time sales interactions. Chapters 00:00 Introduction to Lustre.ai and AI in Sales 02:24 Understanding Luster's Predictive Enablement 10:11 The Role of AI in Sales Efficiency 17:24 AI's Impact on Sales Roles 28:13 Emerging AI Technologies in Sales 31:30 Ethical Considerations in AI Deployment Learn more about AI for Sales with Chad: LinkedIn Group: https://www.linkedin.com/groups/12811259/ LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/ YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast TikTok: https://www.tiktok.com/@ai4sales Facebook Page: https://www.facebook.com/theaiforsalespodcast/ Twitter Page: https://twitter.com/saleshack The AI For Sales Podcast is sponsored by our proud partners: BDR.ai | https://www.bdr.ai/ TruVersity | https://www.truversity.com/ 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.

Revolutionizing Lead Generation with AI: Inside Salesbot with Jeremy Schiff

ai marketing ohio sales silicon valley b2b revolutionizing lead generation schiff sdr bdr david dulany

Play Episode Listen Later Apr 25, 2025 22:23

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.

Episode 115: Maximizing Enablement Impact With the Right Tech Stack

Play Episode Listen Later Apr 24, 2025

According to research from Gartner, only 24% of workers have a high degree of readiness to adopt new technology. So how can you optimize your enablement tech stack to build excitement and drive adoption from the start? 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 Karen Gauthier, senior Manager of growth enablement at Bright Horizons. Thank you for joining us. Karen. I’d love for you to tell us about yourself, your background, and your role. Karen Gauthier: Thank you for having me very much, Shawnna. I’ve been with Bright Horizons for about five years in sales enablement. Our role here is basically to support our sales and client relations teams and serve up the right content, messaging and procedures so that they can do their job as effectively and scalable wise as possible. Prior to that, I worked in a number of different organizations, most recently education related. And I started out doing technical and user documentation, writing, and then supporting the training of those documents with the user group. And it just kind of, you know, one thing led to another and I probably was doing enablement before they called it enablement, but here I am. So enjoy it very much. SS: Well, we’re glad you’re here, Karen. Thank you for joining us. And given your extensive experience in education management, what are some of the. Unique challenges that reps in the industry face. And how would you say enablement can help them navigate these challenges? KG: Yeah, well, specifically for Bright Horizons, we have a number of products and services that really run a span from onsite care through career development and college coach elder care, everything for the lifecycle of the workers of the employers that we support. And so needing to understand all of the needs and the different types of tools that help. Those employers retain and recruit employees and just make it a quality place to work. And a best in class place to work is a big ask. So our reps not only need to understand the broad strokes, but the details and our job. And I think that the job of enablement is to serve it up in bite-sized pieces, but not just content, but the context. So when given a specific. Situation, different client, different industry, all of the different regulations or legal or political things that are involved in, you know, care or working for a nonprofit, those types of things. I mean, a lot of that makes our content very dependent on a specific use, and so having a tool that is robust, scalable, and flexible for our users with a good interface is a game changer. SS: I love that. And your organization has evolved quite a bit. On the enablement front. You recently switched off a previous enablement platform and moved to Highspot. Can you tell us a little bit more about some of the challenges your team faced before and how you’ve been able to overcome those since implementing Highspot? KG: Sure. When I started with Bright Horizons, we were very new in the launch of that original tool, so we really did have it almost five years. I was there for kind of all of the growing pains, and I think that tool allowed us to understand what was available, what we could do. But I feel like at some point. It hit its limits of growth and scalability and you know, then there are always the little support issues, upgrades and things like that, that we just felt like we were needing a little bit more. So we went ahead and really took a good long look at our requirements matrix and what we needed and did our due diligence and came upon Highspot as the best in class for our needs. SS: I love that, and I think you made the right choice since you were a key advocate in the evaluation process. How did you build the business case for switching to a new enablement platform, and how did you go about securing stakeholder buy-in? KG: Yeah, I think that the first thing that we’ve tried to do that I think we learned using the original tool that we had was we had kind of sporadically throughout our user base, some key users that were early adopters and leaders on their teams, and we just kept them very closely in the loop as kind of team members. Tangentially so that they, they would be aware of what was going on. They could provide us feedback, what was working, what wasn’t, and using them as a sounding board, we were able to identify very quickly, not only what requirements we needed to kind of improve on with a new tool, but also prioritize them. And so being able to use that as our main business case. As our internal customers. Then when we went to the management, you know, ladder as we need to make a change and within our scope of budget, these are the priorities over the next three, six months and then a year and further, we were able to kind of take that scope of what we needed and the budget and the sale, and then having an internal coach and champion. Helped us navigate some of the internal procurement and technology things that needed to be tied together. So just kind of bringing everyone into the organization of understanding what needed to happen and prioritizing it was the most important thing for us. SS: Well, you must have done a phenomenal job on that front. The team did. Yeah. Team effort. Now, at your previous company, you participated in the implementation of Highspot. In your opinion, what are the key building blocks for a successful rollout of a new platform? KG: I mean, I think one of the biggest mistakes, and this goes back to my training and documentation days, is not stepping into the user’s day in the life. And, you know, there could be a hundred features in, in a particular tool, but they may use five of them 90% of the time. And so it, it’s a matter of really stepping into their shoes and understanding what needs to get done, what needs to get done at scale, what are some nuances. For the different ways their days could go and then incorporate that into the rollout prioritization plan. And, and that was something that part of the team I was on at a previous company did a really good job. And then, you know, kind of accepted all support from people that were willing to help in, in identifying little details of things that could go wrong down the road, not just the big picture, but. The little details, like there’s embedded links that are gonna go wrong in a script when that old tool goes away. And just identifying a lot of that stuff up front so you don’t have chaos day one. SS: Yeah. Well, I have to say your approach to stepping into their shoes must be working because you’ve already seen an impressive 85% recurring usage of Highspot. So I’d love to understand what are some of your best practices for driving adoption and really building excitement for your programs amongst the teams that you support? KG: Well, thank you for that. Our teams worked really hard, like I said, to have champions throughout the user base. We have users in the US separately in the UK, and then we have three different main lines of business. So it’s kind of spread out and all of them have unique needs, and so making sure that we bring them in so that not only do they feel part of the solution, but they can then go back and be champions and socialize it with their teams and, and we started that early on for this implementation. For a number of reasons. We had a very, very tight rollout. It was like five weeks, and so that was like all hands on deck. And the goal on the backend was just to kind of drill in, get as much done as we could, but outwardly we just kind of dripped out information, made it as positive as possible. And then I think the key to the adoption being successful was on day one, there were very few things that they used to do that they couldn’t still do. So that was priority one, was to kind of keep it. Status quo. And then once all the little bugs were worked out, then we started, you know, bringing out some of the features that we knew were very, very high on the priority list. And, the other thing we did was have a lot of opportunities for them to jump in as questions offered one-on-ones, jumped in on team calls, provided our own little videos and job aids for people, that kind of thing. Just so that there were a lot of communication tools out there so that they felt like they were always kind of having it in the forefront and, oh, I can do this, I can do that, and that seemed to just feed on itself and work well. SS: Amazing. Well, like I said, phenomenal job already. That is amazing. Now, as we head it into this year, I know one area that you plan on focusing on is enhancing buyer engagement. Can you share how you envision leveraging features like digital rooms to personalize and elevate the buyer journey? KG: That was one of the main tools, I think when we were out in the market looking for something to elevate our users into. That context was not just, you know, serving up the right brief at the right time because it’s the healthcare industry, but as part of a buyer journey. What pieces during an introductory BDR conversation would be more useful than like right before a finalist meeting. And so that was something that because we have a lot of deals going on concurrently, we wanted to be able to have something that we had a template for that could be reused, but also customizable with a pretty. Easy interface so that our users could make those changes. And it didn’t have to be gate kept by the admin group. So that was phase one was just kind of understanding that people were used to just dropping something in an email and sending it out, and we were losing not only the ability to repeat it, but we can track. Any of the information that was now available to us in engagements and we couldn’t relate it to opportunities, accounts, contacts in Salesforce and gain information that way. So we started out just really getting people used to the email pitches and link pitches so that they were getting a little more familiar with internally. In the tool, sending things out to prospects and clients, and that went really well. So then our new launch, which is something we’re working on now, we are, we have a few prototypes of some different digital sales rooms, and the initial feedback has been very positive. We’re hearing that they’re able to connect with people that had gone silent or share things and the response from their prospects has been that they like having one portal, that they know that information’s gonna get updated or the next time they go, if there’s an updated version, it’s gonna be there. And it’s been so far, very, very successful. We’re excited to expand it further, but I feel like just being three, four months into our launch of Highspot and being this far, being able to actually get this out there has been a big win. We’re excited about that. SS: Amazing. You touched on this a little bit, but I know you’re currently working on integrating Salesforce with Highspot. What value do you see in this integration and what outcomes are you hoping to achieve? KG: Well, I think because we don’t have one path to a sale or one path to a existing client, so I think right now we’re just kind of getting a feel for. What that data’s gonna look like when it comes in. I mean, we know theoretically what it’s gonna do, but right now we’re making sure that whenever somebody shares something externally or uses a digital sales room that they’re relating so that we can start gathering all of the engagement information, tie it back to Salesforce, and we’re hoping to see is which content is most useful, at which stages of the lifecycle of a deal, which pieces of content help push it? Further and are there gaps where there just wasn’t content at the right stage for the right type of deal so that we can be serving up the right content at the right time. So I think initially that’s, that’s what we hope to get is providing the right content and then later making sure that we can tighten up our sales playbook with what to use at the right time throughout the lifecycle. Some of our deals are very short, but you know, building a new center is months and months, so they’re very different. SS: It’s amazing though that you guys are using that integration and that data that you’re seeing to really understand the full buyer’s lifecycle, so that’s phenomenal. Since launching Highspot, I’d love to understand what results you’ve seen so far and are there any key wins or notable business outcomes you can share with us yet? KG: I don’t have anything very quantitative. I can just say that whatever we are receiving in terms of information about what people are viewing and which tools are which, which pieces of content are more receptive than others, that’s all a hundred percent in improvement over where we were before. Because some information’s better than no information. I think. The people that use it appreciate the ability to go in and make it theirs, but not have to start from scratch. I think they like the idea of being able to see the metrics of people’s use or lack of use, and then understanding there’s another way to go about reaching out to that person. People you know that have different comfort levels with technology. So, you know, some people are gonna be all in on just building this out internally in the tool. Some people are gonna wanna just grab a link and put it in an Outlook email, and their clients might be appreciative of one way and not another. So I think that was one of the big wins we found so far, is that the tool is flexible enough to give and take for what we need. SS: Amazing. Well, Karen, we’re excited that you’re on this journey with us. And now I will say, last question for you, if you don’t mind. For enablement leaders looking to effectively implement and drive adoption for their new enablement platform, what is maybe the biggest takeaway you’d leave them with? KG: I think you need to know your customer, which is the internal users, and I think that you just have to find the tool that matches as best you can, given your budget and then prioritize. You can’t boil the ocean, but you know, you can pick and choose and and get those wins and, and when you do get a good win at an early win, good news travels fast, and when the right people hear the right message, it just does build on the energy, which is. Very helpful for the new tools that we wanna bring out to them. Things like the AI, we’ve just started dipping our toe into what that can do for us, and being able to get those wins with your user base behind you allows you to have the flexibility to play with some of the new features and bring them more. SS: Amazing. Well, Karen, thank you so much for joining us. I really appreciate it. KG: My pleasure. Thanks 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.

ai uk team situation unique status outlook helped maximizing salesforce win win gartner enablement tech stack bdr shawnna tangentially highspot bright horizons shawnna sumaoang

Episode 115:Maximizing Enablement Impact With the Right Tech Stack

Play Episode Listen Later Apr 24, 2025

According to research from Gartner, only 24% of workers have a high degree of readiness to adopt new technology. So how can you optimize your enablement tech stack to build excitement and drive adoption from the start? 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 Karen Gauthier, senior Manager of growth enablement at Bright Horizons. Thank you for joining us. Karen. I’d love for you to tell us about yourself, your background, and your role. Karen Gauthier: Thank you for having me very much, Shawnna. I’ve been with Bright Horizons for about five years in sales enablement. Our role here is basically to support our sales and client relations teams and serve up the right content, messaging and procedures so that they can do their job as effectively and scalable wise as possible. Prior to that, I worked in a number of different organizations, most recently education related. And I started out doing technical and user documentation, writing, and then supporting the training of those documents with the user group. And it just kind of, you know, one thing led to another and I probably was doing enablement before they called it enablement, but here I am. So enjoy it very much. SS: Well, we’re glad you’re here, Karen. Thank you for joining us. And given your extensive experience in education management, what are some of the. Unique challenges that reps in the industry face. And how would you say enablement can help them navigate these challenges? KG: Yeah, well, specifically for Bright Horizons, we have a number of products and services that really run a span from onsite care through career development and college coach elder care, everything for the lifecycle of the workers of the employers that we support. And so needing to understand all of the needs and the different types of tools that help. Those employers retain and recruit employees and just make it a quality place to work. And a best in class place to work is a big ask. So our reps not only need to understand the broad strokes, but the details and our job. And I think that the job of enablement is to serve it up in bite-sized pieces, but not just content, but the context. So when given a specific. Situation, different client, different industry, all of the different regulations or legal or political things that are involved in, you know, care or working for a nonprofit, those types of things. I mean, a lot of that makes our content very dependent on a specific use, and so having a tool that is robust, scalable, and flexible for our users with a good interface is a game changer. SS: I love that. And your organization has evolved quite a bit. On the enablement front. You recently switched off a previous enablement platform and moved to Highspot. Can you tell us a little bit more about some of the challenges your team faced before and how you’ve been able to overcome those since implementing Highspot? KG: Sure. When I started with Bright Horizons, we were very new in the launch of that original tool, so we really did have it almost five years. I was there for kind of all of the growing pains, and I think that tool allowed us to understand what was available, what we could do. But I feel like at some point. It hit its limits of growth and scalability and you know, then there are always the little support issues, upgrades and things like that, that we just felt like we were needing a little bit more. So we went ahead and really took a good long look at our requirements matrix and what we needed and did our due diligence and came upon Highspot as the best in class for our needs. SS: I love that, and I think you made the right choice since you were a key advocate in the evaluation process. How did you build the business case for switching to a new enablement platform, and how did you go about securing stakeholder buy-in? KG: Yeah, I think that the first thing that we’ve tried to do that I think we learned using the original tool that we had was we had kind of sporadically throughout our user base, some key users that were early adopters and leaders on their teams, and we just kept them very closely in the loop as kind of team members. Tangentially so that they, they would be aware of what was going on. They could provide us feedback, what was working, what wasn’t, and using them as a sounding board, we were able to identify very quickly, not only what requirements we needed to kind of improve on with a new tool, but also prioritize them. And so being able to use that as our main business case. As our internal customers. Then when we went to the management, you know, ladder as we need to make a change and within our scope of budget, these are the priorities over the next three, six months and then a year and further, we were able to kind of take that scope of what we needed and the budget and the sale, and then having an internal coach and champion. Helped us navigate some of the internal procurement and technology things that needed to be tied together. So just kind of bringing everyone into the organization of understanding what needed to happen and prioritizing it was the most important thing for us. SS: Well, you must have done a phenomenal job on that front. The team did. Yeah. Team effort. Now, at your previous company, you participated in the implementation of Highspot. In your opinion, what are the key building blocks for a successful rollout of a new platform? KG: I mean, I think one of the biggest mistakes, and this goes back to my training and documentation days, is not stepping into the user’s day in the life. And, you know, there could be a hundred features in, in a particular tool, but they may use five of them 90% of the time. And so it, it’s a matter of really stepping into their shoes and understanding what needs to get done, what needs to get done at scale, what are some nuances. For the different ways their days could go and then incorporate that into the rollout prioritization plan. And, and that was something that part of the team I was on at a previous company did a really good job. And then, you know, kind of accepted all support from people that were willing to help in, in identifying little details of things that could go wrong down the road, not just the big picture, but. The little details, like there’s embedded links that are gonna go wrong in a script when that old tool goes away. And just identifying a lot of that stuff up front so you don’t have chaos day one. SS: Yeah. Well, I have to say your approach to stepping into their shoes must be working because you’ve already seen an impressive 85% recurring usage of Highspot. So I’d love to understand what are some of your best practices for driving adoption and really building excitement for your programs amongst the teams that you support? KG: Well, thank you for that. Our teams worked really hard, like I said, to have champions throughout the user base. We have users in the US separately in the UK, and then we have three different main lines of business. So it’s kind of spread out and all of them have unique needs, and so making sure that we bring them in so that not only do they feel part of the solution, but they can then go back and be champions and socialize it with their teams and, and we started that early on for this implementation. For a number of reasons. We had a very, very tight rollout. It was like five weeks, and so that was like all hands on deck. And the goal on the backend was just to kind of drill in, get as much done as we could, but outwardly we just kind of dripped out information, made it as positive as possible. And then I think the key to the adoption being successful was on day one, there were very few things that they used to do that they couldn’t still do. So that was priority one, was to kind of keep it. Status quo. And then once all the little bugs were worked out, then we started, you know, bringing out some of the features that we knew were very, very high on the priority list. And, the other thing we did was have a lot of opportunities for them to jump in as questions offered one-on-ones, jumped in on team calls, provided our own little videos and job aids for people, that kind of thing. Just so that there were a lot of communication tools out there so that they felt like they were always kind of having it in the forefront and, oh, I can do this, I can do that, and that seemed to just feed on itself and work well. SS: Amazing. Well, like I said, phenomenal job already. That is amazing. Now, as we head it into this year, I know one area that you plan on focusing on is enhancing buyer engagement. Can you share how you envision leveraging features like digital rooms to personalize and elevate the buyer journey? KG: That was one of the main tools, I think when we were out in the market looking for something to elevate our users into. That context was not just, you know, serving up the right brief at the right time because it’s the healthcare industry, but as part of a buyer journey. What pieces during an introductory BDR conversation would be more useful than like right before a finalist meeting. And so that was something that because we have a lot of deals going on concurrently, we wanted to be able to have something that we had a template for that could be reused, but also customizable with a pretty. Easy interface so that our users could make those changes. And it didn’t have to be gate kept by the admin group. So that was phase one was just kind of understanding that people were used to just dropping something in an email and sending it out, and we were losing not only the ability to repeat it, but we can track. Any of the information that was now available to us in engagements and we couldn’t relate it to opportunities, accounts, contacts in Salesforce and gain information that way. So we started out just really getting people used to the email pitches and link pitches so that they were getting a little more familiar with internally. In the tool, sending things out to prospects and clients, and that went really well. So then our new launch, which is something we’re working on now, we are, we have a few prototypes of some different digital sales rooms, and the initial feedback has been very positive. We’re hearing that they’re able to connect with people that had gone silent or share things and the response from their prospects has been that they like having one portal, that they know that information’s gonna get updated or the next time they go, if there’s an updated version, it’s gonna be there. And it’s been so far, very, very successful. We’re excited to expand it further, but I feel like just being three, four months into our launch of Highspot and being this far, being able to actually get this out there has been a big win. We’re excited about that. SS: Amazing. You touched on this a little bit, but I know you’re currently working on integrating Salesforce with Highspot. What value do you see in this integration and what outcomes are you hoping to achieve? KG: Well, I think because we don’t have one path to a sale or one path to a existing client, so I think right now we’re just kind of getting a feel for. What that data’s gonna look like when it comes in. I mean, we know theoretically what it’s gonna do, but right now we’re making sure that whenever somebody shares something externally or uses a digital sales room that they’re relating so that we can start gathering all of the engagement information, tie it back to Salesforce, and we’re hoping to see is which content is most useful, at which stages of the lifecycle of a deal, which pieces of content help push it? Further and are there gaps where there just wasn’t content at the right stage for the right type of deal so that we can be serving up the right content at the right time. So I think initially that’s, that’s what we hope to get is providing the right content and then later making sure that we can tighten up our sales playbook with what to use at the right time throughout the lifecycle. Some of our deals are very short, but you know, building a new center is months and months, so they’re very different. SS: It’s amazing though that you guys are using that integration and that data that you’re seeing to really understand the full buyer’s lifecycle, so that’s phenomenal. Since launching Highspot, I’d love to understand what results you’ve seen so far and are there any key wins or notable business outcomes you can share with us yet? KG: I don’t have anything very quantitative. I can just say that whatever we are receiving in terms of information about what people are viewing and which tools are which, which pieces of content are more receptive than others, that’s all a hundred percent in improvement over where we were before. Because some information’s better than no information. I think. The people that use it appreciate the ability to go in and make it theirs, but not have to start from scratch. I think they like the idea of being able to see the metrics of people’s use or lack of use, and then understanding there’s another way to go about reaching out to that person. People you know that have different comfort levels with technology. So, you know, some people are gonna be all in on just building this out internally in the tool. Some people are gonna wanna just grab a link and put it in an Outlook email, and their clients might be appreciative of one way and not another. So I think that was one of the big wins we found so far, is that the tool is flexible enough to give and take for what we need. SS: Amazing. Well, Karen, we’re excited that you’re on this journey with us. And now I will say, last question for you, if you don’t mind. For enablement leaders looking to effectively implement and drive adoption for their new enablement platform, what is maybe the biggest takeaway you’d leave them with? KG: I think you need to know your customer, which is the internal users, and I think that you just have to find the tool that matches as best you can, given your budget and then prioritize. You can’t boil the ocean, but you know, you can pick and choose and and get those wins and, and when you do get a good win at an early win, good news travels fast, and when the right people hear the right message, it just does build on the energy, which is. Very helpful for the new tools that we wanna bring out to them. Things like the AI, we’ve just started dipping our toe into what that can do for us, and being able to get those wins with your user base behind you allows you to have the flexibility to play with some of the new features and bring them more. SS: Amazing. Well, Karen, thank you so much for joining us. I really appreciate it. KG: My pleasure. Thanks 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.

ai uk team situation unique status outlook helped maximizing salesforce win win gartner enablement tech stack bdr shawnna tangentially highspot bright horizons shawnna sumaoang

AI's Impact on Sales and Marketing

ai future sales influencers digital marketing niche ethical attribution sales and marketing bdr

Play Episode Listen Later Apr 12, 2025 30:00

Summary In this episode of the AI for Sales podcast, host Chad Burmeister interviews Ted Benson, founder of Everpilot, about the transformative role of AI in sales and marketing, particularly in influencer marketing. They discuss how AI is changing customer experiences, the challenges of valuing influencers, and the importance of niche targeting for brands. Ted shares insights on emerging AI technologies, ethical considerations in AI deployment, and the skills future graduates should focus on to thrive in an AI-driven world. Takeaways AI is reshaping how brands connect with customers. Influencer marketing relies heavily on building relationships. Attribution of marketing success remains a complex challenge. Niche targeting can significantly enhance brand visibility. AI tools can automate and scale influencer relationship management. Emerging AI technologies are revolutionizing report generation. Ethical considerations in AI deployment are crucial for brands. Future professionals should embrace adaptability and creativity. AI can help address distribution challenges in marketing. Every brand, regardless of size, can leverage influencer marketing. Chapters 00:00 Introduction to AI in Sales and Marketing 01:32 Transforming Customer Experience with AI 05:08 The Role of AI in Influencer Marketing 10:15 Valuing Influencers and Attribution Challenges 12:59 Identifying Beneficial Brands for Influencer Marketing 17:44 Emerging AI Technologies in Marketing 21:52 Ethics in AI Deployment 24:17 Skills for Future Graduates in an AI World Learn more about AI for Sales with Chad: LinkedIn Group: https://www.linkedin.com/groups/12811259/ LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/ YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast TikTok: https://www.tiktok.com/@ai4sales Facebook Page: https://www.facebook.com/theaiforsalespodcast/ Twitter Page: https://twitter.com/saleshack The AI For Sales Podcast is sponsored by our proud partners: BDR.ai | https://www.bdr.ai/ TruVersity | https://www.truversity.com/

The Biggest MSP Sales Hiring Mistake (And How to Avoid It)

Repeatable Revenue

Play Episode Listen Later Apr 11, 2025 22:23

▸ Get My Free MSP Sales Toolbox: https://msp.sale/yt-toolbox▸ Join My Newsletter for Weekly Sales Strategies: https://rayjgreen.beehiiv.comHey, I'm Ray Green. I'm a strategic growth specialist for B2B companies.Since this is social media and anyone can claim anything, here's a quick rundown of my background:Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where I doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.Former CEO operator for several investor groups where I led turnarounds of recently acquired small businesses.Founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.comSales & Sales Management Expert in Residence at the world's largest IT business mastermind.Founder of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.comIn this video, I explain the key to scaling your MSP sales team by hiring for the right role at the right time. I break down the four common sales problems MSPs face and provide clear guidance on whether you need a BDR, SDR, closer, or simply sales training to solve your specific challenge.Chapters:00:00 - Hiring a Salesperson: The Right Questions01:21 - Common Mistakes in Hiring Sales Roles04:10 - Identifying the Right Sales Role08:23 - Lead Generation Challenges11:28 - Closing Opportunities Effectively16:13 - Improving Sales Close Rates20:04 - Strategic Hiring for Sales Success

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How Mindset Drives Profit in the Trades | Dave Consulo Recap

Perception Evolution Project by WCE

Play Episode Listen Later Apr 8, 2025 4:34

Blue Is The New White #191.1 This week's Blue Is The New White recap shines a spotlight on Dave Consulo, Profit Coach and Trainer at BDR. In this clip, Dave breaks down the real power behind high-performing teams in the trades: mindset. It's not just about tools, tasks, or time. It's about the way your people think, feel, and grow inside your business. Don't miss this reminder that your business will only grow as much as your people do.

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E470 - Building A Legacy - The Banded Drake Ranch Story Part 2

The Fowl Life

Play Episode Listen Later Apr 4, 2025 51:32

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.

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Revolutionizing Sales with AI: From Headcount to High-Output

Perception Evolution Project by WCE

Play Episode Listen Later Apr 1, 2025 30:52

In this eye-opening episode of the Sales Technology Podcast, David Dulany sits down with Frank Sondors, CEO of SalesForge, to unpack a bold new vision for sales productivity. Frank shares his journey from leading massive sales teams to founding a company focused on minimizing headcount while maximizing output through AI and automation. He explains how legacy tech is optimized for bloated sales teams—and why that model is broken. You'll hear how SalesForge leverages large language models, data-driven workflows, and real-time agent-based systems to drive pipeline generation with fewer, smarter hires. Plus, Frank shares real strategies for sales leaders navigating outdated tech stacks, and why bacon is more than just breakfast—it's a brand philosophy. Whether you're scaling a sales org or refining your GTM stack, this episode is packed with insights on the future of lean, efficient, AI-powered selling.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

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Coaching Profit: Lessons from the Field with Dave Consulo | Blue Is The New White Podcast

Play Episode Listen Later Apr 1, 2025 40:29

Blue Is The New White #191 This week on Blue Is The New White, I welcome Dave Consulo. Profit Coach, Trainer, and former technician who brings a unique perspective to business growth in the trades. With years in the field and now in front of teams across the country, Dave explains how true profitability begins with understanding, coaching, and clear communication. If you're a leader in the skilled trades looking to inspire, lead, and grow your business, this conversation is for you.

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E469 - Building A Legacy - The Banded Drake Ranch Story

The Fowl Life

Play Episode Listen Later Mar 30, 2025 73:15

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.

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Navigating AI in Sales Processes

ai building navigating sales digital marketing salespeople bdr sales processes alice heiman

Play Episode Listen Later Mar 29, 2025 35:39

Summary In this episode of the AI for Sales podcast, Chad Burmeister and Alice Heiman discuss the transformative impact of AI on sales and customer experience. They explore how AI tools are changing the way customers research products, the importance of personal touch in sales, and the skills salespeople need to thrive in an AI-driven environment. The conversation also addresses common misconceptions about AI and its role in the workforce, emphasizing the need for sales professionals to adapt and learn how to effectively use AI in their processes. Takeaways AI is changing how customers research and purchase products. Salespeople can craft better messages using AI tools. AI can enhance customer experience through personalized interactions. The importance of human communication skills remains paramount in sales. Sales professionals should learn to use AI effectively to improve their workflows. AI can assist in note-taking and proposal writing. Listening and asking the right questions are crucial skills for sales success. AI won't replace complex sales roles but will change how they operate. Salespeople need to adapt to the AI economy to remain competitive. Building relationships and providing value are essential in sales. Chapters 00:00 Introduction to AI in Sales 02:18 Transforming Customer Experience with AI 08:15 AI's Role in Sales Processes 13:04 AI Misconceptions and Job Security 16:08 Balancing AI with Personal Touch 28:40 Essential Skills for Salespeople in the AI Era Learn more about AI for Sales with Chad: LinkedIn Group: https://www.linkedin.com/groups/12811259/ LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/ YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast TikTok: https://www.tiktok.com/@ai4sales Facebook Page: https://www.facebook.com/theaiforsalespodcast/ Twitter Page: https://twitter.com/saleshack The AI For Sales Podcast is sponsored by our proud partners: BDR.ai | https://www.bdr.ai/ TruVersity | https://www.truversity.com/

AI and the Future of Customer Engagement

ceo ai sales balancing misconceptions digital marketing ethical continuous customer engagement bdr

Play Episode Listen Later Mar 15, 2025 31:21

Summary In this episode of the AI for Sales podcast, host Chad Burmeister speaks with Dan Griffith, founder and CEO of Greater Gain Group and Grow Digital, about the transformative impact of AI on sales and customer experience. They discuss how AI is reshaping customer expectations, streamlining processes like case study creation, and addressing misconceptions about AI in the sales industry. The conversation also touches on the balance between automation and human interaction, emerging AI technologies, ethical considerations, and the essential skills sales professionals need to thrive in 2025. Takeaways AI is revolutionizing the sales landscape, making it more efficient. Customer expectations have significantly increased due to AI advancements. AI can automate the creation of case studies, saving time and resources. Misconceptions about AI taking jobs are prevalent but often unfounded. Balancing automation with human touch is crucial in sales. Emerging AI technologies are changing content creation and marketing strategies. Ethical considerations in AI are important, especially in hiring processes. Sales professionals need to be inquisitive and learn about their customers. AI can enhance the effectiveness of sales calls and strategies. Continuous learning and adaptation are key for success in the evolving AI landscape. Learn more about AI for Sales with Chad: LinkedIn Group: https://www.linkedin.com/groups/12811259/ LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/ YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast TikTok: https://www.tiktok.com/@ai4sales Facebook Page: https://www.facebook.com/theaiforsalespodcast/ Twitter Page: https://twitter.com/saleshack The AI For Sales Podcast is sponsored by our proud partners: BDR.ai | https://www.bdr.ai/ TruVersity | https://www.truversity.com/

This FREE AI Agent Does a Team's Work in 35 Min (Manus AI)

Marketing Against The Grain

Play Episode Listen Later Mar 13, 2025 32:46

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.

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Navigating the Complex Landscape of B2B Sales Tech: Insights from LeanData's CEO

Revenue Boost: A Marketing Podcast

Play Episode Listen Later Mar 10, 2025 25:17

Navigating the Complex Landscape of B2B Sales Tech: Insights from LeanData's CEOIn this episode of the Sales Technology Podcast, host David Dulany interviews Evan Liang, CEO of LeanData, exploring the evolution of sales technology and go-to-market strategies. Liang shares his journey from experiencing sales and marketing data challenges to founding LeanData, highlighting the critical shift from individual lead management to sophisticated account-based and buying group approaches. The conversation delves into the complexities of enterprise sales, the role of SDRs, and the delicate balance between technological automation and human intelligence. Key insights include the importance of strategic technology integration, the value of human connections in sales, and the ongoing transformation of B2B sales processes through innovative data and workflow solutions.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

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Redefining B2B Growth Through AI-Led Marketing with Matt Cooley and Ashar Rizqi, Bounti.ai

Modern Day Marketer

Play Episode Listen Later Mar 3, 2025 32:47

“The minute you put down a sales motion on paper, it's already broken. Like it's no longer relevant, right? It's no longer relevant because your buyer has moved on,” says Ashar Rizqi, co-founder at Bounti.ai.In this episode of The Content Cocktail Hour, Matt Cooley and Ashar Rizqi, co-founders of Bounti.ai, break down the evolving landscape of B2B go-to-market strategies and how AI is shifting the way businesses acquire and engage customers. They share why traditional BDR motions are failing, why agility beats enterprise sales, and how their AI-powered approach is scaling smarter, not harder. They talk about the dangers of AI-generated content flooding marketing channels, why email as a sales tool might be dying, and how product-led strategies are the future of B2B growth.In this episode, you'll learn:How Bounti.ai is building an alternative to enterprise sales motionsWhy AI-driven content saturation could kill email and web marketingThe role of proprietary AI models in reshaping sales and marketingResources:Connect with Jonathan on LinkedIn: https://www.linkedin.com/in/jonathan-gandolf/Explore AudiencePlus: https://audienceplus.comConnect with Matt on LinkedIn: https://www.linkedin.com/in/matt-cooley-12b2682/Connect with Ashar on LinkedIn: https://www.linkedin.com/in/ashar-rizqi-6614487/Explore Bounti.ai: http://Bounti.aiTimestamps:(00:00) Intro(01:06) Why traditional go-to-market strategies are broken(04:14) The problem with forecasting in sales(06:32) How Bounty AI automates sales prospecting and outreach(09:46) Why AI should focus on delighting customers, not just efficiency(14:16) The impact of AI on buyer behavior and marketing channels(19:33) Why B2B sales needs a new model

ai marketing b2b redefining cooley bdr marketingthe b2b growth ashar

Influencers & Amazon: The Game-Changing Strategy for Top Rankings

Play Episode Listen Later Feb 27, 2025 23:06

If you want to win on Amazon, you're not just marketing to consumers—you're marketing to an algorithm. The brands that succeed are the ones that understand how to send the right signals, drive real engagement, and turn visibility into sustained growth." In this episode of Revenue Boost: A Marketing Podcast, host Kerry Curran is joined by Samir Bhavnani from Product Wind and Shari Brown from Central Garden & Pet to discuss an innovative strategy that's reshaping how brands gain visibility and drive sales on Amazon.

Getting Started with AI Agents

Revenue Makers

Play Episode Listen Later Feb 26, 2025 30:39

AI-driven email outreach is more than just automation—it's a game-changer for sales and marketing teams. But how do you deploy AI agents effectively while maintaining compliance, preserving inbox health, and ensuring human alignment?In this episode, Chris Dutton, VP of Marketing Operations at 6sense, breaks down how his team has scaled AI email agents over the past three years, long before AI became mainstream. He shares the key lessons learned, the crawl-walk-run approach to implementation, and how AI enhances rather than replaces BDRs.Chris unpacks the metrics that matter beyond vanity stats, the campaigns that work (and those that don't), and the impact of AI on pipeline generation and team efficiency. From reducing BDR workload by 59% to achieving record-breaking pipeline months, this episode is packed with actionable insights on integrating AI into your outbound strategy.In this episode, you'll learn:How 6sense successfully scaled AI email agents without compromising complianceWhy AI email agents complement BDR efforts instead of replacing themThe key metrics that matter when measuring AI-driven outreachBest practices for inbox warming, campaign selection, and maintaining email healthJump into the conversation:(00:00) Introducing Chris Dutton and the AI email revolution(02:16) The importance of AI agents in scaling outreach(04:48) How 6sense started with AI email agents—cautiously(07:24) Key metrics for success beyond open and click rates(10:29) The three most effective AI email agent campaigns(12:48) Common pitfalls and when not to use AI for outreach(15:42) How 6sense centralizes AI ownership and ensures compliance(18:20) The technical crawl-walk-run approach to AI email implementation(22:03) Surprising AI interactions: empathy, engagement, and success stories

ai getting started themthe bdr marketing operations bdrs chris dutton

Revenoid: Transforming Sales with AI

ai sales balancing ethics transforming roi digital marketing governance bdr account based marketing abm

Play Episode Listen Later Feb 22, 2025 43:54

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

No Shortcuts: Accelerate Your Sales Process with John Donnelly

Revenue Builders

Play Episode Listen Later Feb 13, 2025 63:52

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John Donnelly, Chief Revenue Officer at Qumulo. The discussion dives into John's extensive career in sales, his lessons learned, and the evolution of selling enterprise software. Key points include the importance of listening, selling value over features, and the critical role of discovery in the sales process. The conversation also covers the impact of AI on sales operations, specifically in automating BDR functions and optimizing sales activities. They highlight the shift towards AI-driven tools to enhance productivity, personalize customer interactions, and gain real-time insights. The episode wraps up with insights into John's current role at Qumulo and their innovative approach to handling unstructured data in the cloud.ADDITIONAL RESOURCESLearn more about John Donnelly and his company through the links below.https://www.linkedin.com/in/jkdhale/https://www.linkedin.com/company/qumulo/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:43] Lessons from Early Career Experiences[00:06:10] The Importance of Listening in Sales[00:06:49] Challenges in Selling Enterprise Software[00:08:06] Balancing Features and Value in Sales[00:08:51] Building Strong Champions in Sales[00:11:35] Effective Sales Presentations and Discovery[00:22:15] Creating Urgency in the Sales Process[00:33:02] Understanding Human Behavior in Sales[00:34:46] The Importance of Knowledge and Skills[00:38:05] Identifying and Targeting Ideal Customer Profiles (ICPs)[00:47:25] The Role of AI in Modern Sales[00:51:02] The Future of Sales and AI Integration[00:58:59] New Opportunities and Challenges in Storage SolutionsHIGHLIGHT QUOTES[00:12:14] "Sales is not a box-checking process."[00:19:21] "Make it outside in, no matter where you are in the sales process. You have to first make it all about the person you're presenting to before you earn the right to make it all about you."[00:30:46] "People rarely argue with their own conclusions."[00:57:59] "If you're a seller, embrace the technology that's coming at you."[00:58:36] "The power of a personal relationship is going to become even greater in the future."[01:02:26] "If you follow the playbook, you will make money. You will get rich off of this.

Don't Waste Time on Buyers Who Aren't Ready to Engage

Demand Gen Visionaries

Play Episode Listen Later Feb 11, 2025 30:44

This episode features an interview with Drew Chapin, CMO at Certinia, a platform that connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. In this episode, Drew discusses monitoring buying signals and generating the right traffic to your website. He also dives into inheriting a rebrand and some of the nuances of marketing in a private equity owned company. Key Takeaways: Cold calls, cold emails and the days of expecting someone to fill out a form to get content are over. B2B marketers need to stop making friction or blockers.Nothing fails like success. If you just continue to execute what has worked in the past, you're going to miss innovation opportunities. Aspire for a champagne flute funnel over a martini glass funnel. Maybe not as many leads are coming in at the top, but they are higher quality and converting and much higher rates through the funnel. Quote: “85 percent of the time the buyer will go with the first vendor that they contact. So, building that trust with the buyer over time is critically important. And so, you know, in the old days, you put a form in front of every piece of content and we would optimize around the contact information. And then you'd pass that along to some BDR and they would just be banging their head against the wall, calling people who weren't on the buying committee. They weren't ready to talk to a salesperson, you know, and it just was waste so much waste. And so what we're trying to do now is we're trying to monitor the activity at the target account level and look for buying signals”Episode Timestamps: *(02:51) The Trust Tree: Stretching the dollar in a PE-owned company*(06:28) The Playbook: Generating quality traffic to the website *(24:28) The Dust Up: Proving ROI to the board *(26:59) Quick Hits: Drew's quit hits Sponsor:Pipeline Visionaries is brought to you by Qualified.com. Qualified helps you turn your website into a pipeline generation machine with PipelineAI. Engage and convert your most valuable website visitors with live chat, chatbots, meeting scheduling, intent data, and Piper, your AI SDR. Visit Qualified.com to learn more.Links:Connect with Ian on LinkedIn: https://www.linkedin.com/in/ianfaison/Connect with Drew on LinkedIn: https://www.linkedin.com/in/chapindrew/Learn more about Certinia: https://www.linkedin.com/company/certinia/Learn more about Caspian Studios: https://caspianstudios.com/

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The Exciting Potential of AI SDRs

Demand Gen Visionaries

Play Episode Listen Later Feb 4, 2025 47:30

This episode features an interview with Niloy Sanyal, CMO at LeanTaaS, a growth-stage company that creates software solutions combining lean principles, predictive and prescriptive analytics, and machine learning to transform hospital and infusion center operations.In this conversation, Niloy and Ian debate the merits of last touch versus multitouch attribution models. They also dive into the potential of AI SDRs and the benefits of ungating the content on your website. Key Takeaways:While reporting last touch attribution may help CMOs establish credibility, there are benefits to thinking in terms of multitouch and how to best determine the next best touch. B2B still has a way to go to fully leverage the capacity of our current LLMs, not to mention the new versions coming out. There is immense opportunity in AI SDRs and BDRs. If you may the CEO fill out a form on your website, you've lost them. Ungating content allows high level prospects to consume the information they need. Quote: I am absolutely bullish on the impact of generative AI in the tactic of, to start with BDR and AE sales motions as part of our broader ABM execution. But very soon our comms execution, and every part of the marketing execution. But right now, early days, so I don't want to oversell it. But, the promise of what this can do without any improvement on the LLM. Like we were having this debate last night with another thought leader and I don't need chat GPT 5 to come out. I think 4. 0 or 4 is good enough and it's actually great. We just haven't caught up in a B2B environment to take advantage of it. And what I'm seeing from our early experiments, we've been at it now for three, four months, is absolutely astounding in what it can do. It's not going to replace BDRs. Let's be clear, you're in the Bay Area. If you drive from, you know, Peninsula to the city, I almost feel half the billboards these days are on like AI-automated SDR, BDR type of a thing. Not in my space. It's not going to automate that any, replace rather, but it can supercharge. Those individuals and it can supercharge. So I'm very excited about where we are. Episode Timestamps: *(04:00) The Trust Tree: Last Touch Versus Multi-Touch*(30:07) The Playbook: The Potential of Gen AI SDRs and BDRs*(44:05) Quick Hits: Niloy's Quick HitsSponsor:Pipeline Visionaries is brought to you by Qualified.com. Qualified helps you turn your website into a pipeline generation machine with PipelineAI. Engage and convert your most valuable website visitors with live chat, chatbots, meeting scheduling, intent data, and Piper, your AI SDR. Visit Qualified.com to learn more.Links:Connect with Ian on LinkedIn: https://www.linkedin.com/in/ianfaison/Connect with Niloy on LinkedIn: https://www.linkedin.com/in/niloysanyal/Learn more about LeanTaaS: https://www.linkedin.com/company/leantaas/Learn more about Caspian Studios: https://caspianstudios.com/

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How AI is Transforming Prospecting with Nick Smith of Sailes