Podcasts about whale boss

In this episode, Ryan Staley shares his insights from recent experiences at a SaaS startup event in New York and the massive Dreamforce conference in San Francisco. Ryan discusses the challenges faced by tech startups and large enterprises in implementing AI strategies, revealing that many companies lack a systematic approach to AI integration. Ryan highlights the importance of operationalizing AI across organizations and shares key takeaways from his interactions with Fortune 1000 and Fortune 500 companies. Ryan also delves into the emerging AgentForce initiative by Salesforce, exploring its potential impact on the industry and the innovative pricing models being introduced. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/   KEY TAKEAWAYS At a SaaS startup event, it was surprising to find that only one out of 26 companies had a systematic strategy for implementing AI into their products. During interactions with Fortune 1000 and Fortune 500 companies at Dreamforce, it was noted that many organizations are defaulting to using AI tools like Microsoft Copilot without proper training or systematic rollout. Salesforce's AgentForce initiative is focused on creating autonomous agents tailored to specific industries and functions, leveraging retrieval augmented generation (RAG) to provide higher-quality answers based on the data within Salesforce. Many companies expressed skepticism about the timeline for rolling out Salesforce's AgentForce, with some believing it could take up to a year and a half to fully implement, despite the potential benefits. There is a significant opportunity for both small tech startups and large enterprises to operationalize AI effectively. A systematic approach to AI can lead to substantial improvements in productivity and revenue growth.   BEST MOMENTS "Only one out of 26 companies could answer... what are your plans or your systematic strategy for implementing AI into your product?" "A lot of companies are defaulting company-wide to models like Microsoft Copilot because of the embedded security comfort factor." "By taking a systematic approach, you can multiply the output of your entire workforce." "Salesforce's new version is, in my opinion, no do-it-yourself AI; let Salesforce do that." "This could automate parts of people's jobs... it's going to be really interesting to see how it implements."   Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io  Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In this episode, Ryan Staley flips the script and is the one who is being interviewed and engages in a thought-provoking conversation about the challenges and strategies of growing a VC-backed company without external investment. Ryan shares insights from his extensive experience in sales and leadership, discussing common pitfalls that CEOs encounter, such as focusing too heavily on product development at the expense of go-to-market strategies. The episode also delves into the transformative impact of AI on business operations, highlighting the importance of integrating AI tools effectively within teams to enhance productivity and efficiency. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/   KEY TAKEAWAYS Many leaders, particularly product-focused ones, can become so engrossed in their products that they neglect essential aspects like go-to-market strategies and customer distribution. Companies often overlook the value of their existing customers. Focusing on upselling and cross-selling to current clients can be more cost-effective than acquiring new customers. The rapid advancement of AI technologies presents both opportunities and challenges. Companies need to embrace AI tools and integrate them into their operations to enhance productivity and efficiency, rather than waiting for proven ROI. When hiring, especially for leadership roles, it's crucial to assess the company culture and ensure that candidates understand the realities of the organization. Small execution details can significantly impact a company's success. Leaders should focus on refining processes and ensuring that all team members are aligned and aware of their roles to avoid operational inefficiencies.   BEST MOMENTS "Your biggest strengths become your biggest blind spots... I've had product leaders that are so obsessed about the product that they ignore the go-to-market side." "I was so focused on ramping up because that was hardwired into me as a revenue leader that that's what I needed to do." "The cost of acquiring a new logo is far greater than the cost of generating more revenue from your existing customers." "Most people are not ready for it... they try it for five, 10 minutes and it sucks. And then they don't try it again." "You have to understand where they're at, contextualize that, because if you're talking to someone like they're a $30 million company, and they're a $1 million company, their eyes are going to glaze over."   Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io  Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In this episode, Ryan Stanley welcomes Max Votek, a pharmacist turned entrepreneur and co-founder of Customer Times, a leading digital consultancy. They delve into the transformative role of AI in the pharmaceutical and healthcare industries, discussing how innovations like design memory tools are revolutionizing clinical trials and decision-making processes. Max shares insights from his extensive experience working with Fortune 500 companies and highlights the importance of capturing institutional memory to enhance efficiency and innovation. The conversation also touches on the advancements in no-code tools, such as Make.com, and their potential to streamline workflows and improve productivity. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/   KEY TAKEAWAYS The podcast discusses strategies for growing a business like a VC-backed company without taking on investors, emphasizing the importance of defining the type of business one wants to create—be it a lifestyle business, performance business, or an empire. Customer Times has evolved from a boutique consulting firm specializing in CRM to a global company with 1,300 specialists and 300 clients across various industries, including manufacturing, life sciences, and financial services while expanding its expertise into AI and other technology platforms. There is significant innovation in the pharmaceutical industry, particularly with AI tools that enhance clinical trial processes. These tools help capture and organize data, improving decision-making and efficiency in developing new treatments. The concept of institutional memory is highlighted as a critical area where AI can provide a "superpower" to clinical trial teams, allowing them to build on past experiences and streamline the trial process, ultimately leading to better and faster outcomes. The use of no-code tools like Make.com is discussed as a way to quickly prototype solutions that integrate various AI models and tools, enabling users to create content and automate processes efficiently without extensive coding knowledge.   BEST MOMENTS "Pharma has been very close to my heart... I was passionate about implementing technology for Big Pharma... bringing new technology and new tools for this industry." "One of the things that I think is really cool that you guys are doing is delivering breakthroughs in medicine and health due to AI." "With these tools, companies can capture every single step of the trial process... and make that knowledge accessible for the next trial." "The more data you feed, the more quality you would get with the newer models." "You're doing some really cool things in heavily standardized industries, which is definitely something that everyone should focus on."   Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io    Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In this episode Ryan Staley welcomes back Jason Chikola, CEO and founder of Rev.com, to delve into the transformative concept of AI memory and its implications for both individuals and organizations. Jason discusses the profound changes in workplace dynamics since 2020, highlighting the challenges of remote communication and the overwhelming number of virtual meetings. He emphasizes the potential of AI to enhance our memory capabilities, allowing professionals to capture and recall vital information more effectively.    Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/   KEY TAKEAWAYS The transition to remote work has led to an increase in virtual meetings, resulting in employee fatigue and a sense of unproductiveness. Digital memory allows individuals and organizations to retain and recall important information more effectively. This includes capturing voice recordings and insights from meetings. AI can significantly reduce the time spent on tedious tasks, such as analyzing large volumes of transcripts or customer interactions. Combining various forms of communication (voice, email, chat) can provide a comprehensive understanding of customer needs and sentiments. This unified view is crucial for organizations to respond effectively to their clients. There are multiple ways to measure sentiment, including voice tone, word choice, and body language. Leveraging AI to analyze these elements can help organizations identify key moments in customer interactions.   BEST MOMENTS "I think that there's something wrong with the way we're working today. And I think we have the opportunity to kind of take back control." "If I want to recall something that I heard in a meeting, a computer can do that better than I could." "The real value is getting rid of those energy vampires." "If you could solve medical billing with AI, you'd make doctors happier and you'd have fewer retire early." "I believe there's three distinct ways to measure sentiment... voice, the words themselves, and body language."   Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io    Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In this episode, Ryan welcomes Jason Chikola, a pioneer in the gig economy and the founder and CEO of Rev, a leading voice AI platform. Jason shares his fascinating journey from launching a labor marketplace to developing cutting-edge speech recognition technology. Jason discusses the evolution of Rev's services, including their new SaaS product, Voice Hub, which leverages large language models to enhance productivity for professionals like journalists and lawyers. The conversation delves into the importance of ethical recording practices, the future of voice technology, and how businesses can effectively utilize AI to improve their operations. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/   KEY TAKEAWAYS Jason's journey began in the gig economy, specifically with the founding of Upwork, and evolved into the AI space with the creation of Rev. Rev's new product, Voice Hub, serves as a centralized platform for managing important recordings, offering features like transcription, summarization, and custom prompts tailored to various professional needs. Jason emphasizes the need for quality assurance in remote work platforms, advocating for vetting talent and maintaining high standards to ensure customer satisfaction and effective service delivery. The integration of large language models (LLMs) into Rev's platform aims to enhance user productivity by providing tailored insights and summaries from recorded conversations, making it easier for professionals to extract valuable information. The discussion highlights the significance of social etiquette and ethical practices in voice recording, stressing the importance of transparency and consent to foster trust and comfort in professional interactions. BEST MOMENTS "We want to delight the customers. And we experimented with a couple of different kinds of work. We found our stride in what I would call speech detect services." "Your tool was one of the first AI tools that I ever used before AI was even sexy." "We think LLMs are just this tremendous breakthrough that's creating more productivity for people every single day." "If you ask everyone in the company to come up with their prompts, it's going to be a mess. What would make more sense is to define one template." "If you don't educate people on how to use it for their job-specific function, you're not going to realize an ROI with what you're doing."   Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.ioSaas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In this episode, Ryan Saley welcomes back Dan Gottlieb, VP of Sales Tech and Gen AI expert at Gartner, for a deep dive into the evolving landscape of sales technology, particularly focusing on generative AI. Building on their previous discussion, Ryan and Dan explore the differences between general-purpose large language models and niche-specific sales tools, emphasizing the importance of ease of use and integration within existing tech stacks. They discuss the challenges sales reps face in adopting new technologies and the critical role of sales leadership in leveraging data for competitive intelligence and talent development. Dan highlights the pressing need for tools that simplify administrative tasks, allowing sales teams to focus more on selling. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS There is a distinction between general-purpose technologies like large language models (e.g., ChatGPT) and niche-specific sales tools. While general-purpose tools require more effort to extract value, specific tools are designed to integrate seamlessly into sales workflows, making them more user-friendly and effective for sales reps. Sales professionals should familiarize themselves with the fundamentals of large language models. This knowledge will enhance their ability to leverage similar technologies that are tailored to their specific sales needs shortly. For sales leaders, the emphasis should be on using case-specific technologies that provide insights into deals and help communicate progress effectively. There is a significant opportunity for sales leadership to utilize technology for talent development. By providing managers with data-driven suggestions for coaching individual sales reps, organizations can enhance the overall performance of their teams. A major unmet need in sales teams is the reduction of time spent on non-selling activities. By focusing on automating administrative tasks and improving knowledge management. BEST MOMENTS "I think there's more limited upside in the general purpose technologies because of how much effort a sales rep has to put into learning how to use the technology today." "The value prop of this technology right now is time savings, a little bit of conversion benefit, but mainly time savings." "I think a lot of folks are jumping over [administrative tasks] because they want to think about AI for conversion, conversion, conversion." "How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business, or an empire?" "I see some cool software that's focusing on this problem, trying to give managers in natural language suggestions for ways to help individual reps get better at their jobs." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io    Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In this episode, Ryan Staley welcomes Dan Gottlieb, VP of Sales Tech and Gen AI expert at Gartner, to discuss the current chaos and future trends in the sales tech landscape. Dan shares insights from his extensive experience, including the evolution of sales technologies and the impact of generative AI on the market. He emphasizes the importance of understanding the underlying technologies and methodologies to leverage AI in sales processes effectively. The conversation delves into "technology as a teammate," exploring how sales professionals can collaborate with AI agents to enhance their workflows and decision-making. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS The sales tech market is currently experiencing significant disruption, with various categories of sales technologies converging to meet investor growth expectations. This has led to a state of "mayhem" where distinguishing between different products and their capabilities has become increasingly challenging. The introduction of generative AI has dramatically transformed the sales tech landscape, prompting companies to rethink how they position their products and the value they offer.  Organizations need to shift from a vendor-first perspective to a more informed approach focusing on understanding how technologies work. This includes grasping concepts like Retrieval Augmented Generation (RAG) to ask better questions and make informed decisions about technology investments. Instead of solely focusing on metrics like expanding the pipeline, companies should thoroughly audit their processes at a granular level. Identifying specific workflows and pain points will help determine where AI can add the most value. The future of sales technology involves viewing AI not just as a tool but as a collaborative teammate. Sales representatives will increasingly work alongside AI agents to enhance their decision-making and execution capabilities. BEST MOMENTS "The state of the market in one word, I would call it mayhem." "A lot of companies right now are very much stuck in a vendor first point of view, where they're learning about what sales tech companies are providing." "How do you grow like a VC-backed company without taking on investors?" "AI is capable of handling tasks at a far more granular level." "I believe that that is really where it's going to be: an individual contributor seller is going to have a team of agents that they're managing." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.ioSaas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan welcomes back Kyle York, CEO of York IE, for a deep dive into the innovative integration of AI within business operations. Kyle shares his unique approach to productizing services in the advisory and venture capital space, emphasizing the importance of creating scalable, tech-enabled solutions for startups. The discussion explores the evolving landscape of business models, particularly the shift towards results-driven services, and how companies can achieve efficiency without sacrificing quality. As they navigate the challenges facing early-stage startups in a chaotic economic environment, Kyle offers insights into the future of entrepreneurship and the potential for impactful innovation across various industries. Tune in to discover how to grow a VC-backed company without traditional investment and the strategies that can lead to sustainable success. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS Integration of AI in Business Models: Kyle emphasizes the importance of integrating AI and technology into business operations to create scalable and efficient service offerings, particularly in the advisory and venture capital sectors. Productization of Services: The approach to productizing services involves listening to the needs of startups and creating a modular advisory-as-a-service platform that aligns with their financial goals, offering various subscription tiers across different business functions. Demand for Results as a Service: There is a growing trend among business leaders who prefer comprehensive solutions that deliver results rather than just purchasing tools or software. This shift reflects a desire for efficiency and effectiveness in operations. Market Disruption and Innovation: Ryan and Kyle highlight the potential for disruption in traditional consulting and professional services industries by leveraging technology, automation, and subscription models to create more agile and responsive business solutions. Future Outlook for Startups: Despite current economic challenges, there is optimism about the entrepreneurial class's ability to innovate and drive significant impact in the coming years, suggesting a resilient spirit within the startup ecosystem. BEST MOMENTS "There's a real gap on the go-to-market side for companies... I wanted to take that expertise and experience, but productize it and build it into a platform for the startup landscape." "I thought there was an opportunity for a one-stop resource hub... to integrate technology, AI, and automation to build the next great companies." "Every industry can be disrupted and models can be evolved... companies are going to take a different spin or slant on the company they want to build in that sector." "I think everybody's looking for a little bit of a lowering of the heat... and I have strong faith that the entrepreneurial class is going to make a huge impact in the next couple of decades." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.ioSaas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

This episode features Ryan's interview on The Revenue Reimagined Podcast for a discussion on the transformative impact of AI in the tech and sales sectors. He explores the nuances of AI, distinguishes it from automation, and takes a look at the potential challenges and fears surrounding job displacement due to AI advancements. Ryan also touches on the future of autonomous agents and the need for regulatory measures to mitigate risks associated with rapid AI development. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS AI should be viewed as a tool for skill transformation and customization, while automation involves precise processes that need to be executed consistently. Many people mistakenly equate the two, which can lead to ineffective implementations. Clients come with varying levels of proficiency in AI, and even those who rate themselves highly often have untapped potential. Continuous learning and adaptation are crucial for maximizing the benefits of AI tools. There is a significant fear regarding job losses due to AI advancements. The potential for widespread unemployment raises concerns about macroeconomic stability and societal impacts if a large portion of the workforce becomes obsolete. Effective use of AI requires a deep understanding of prompt engineering and the nuances of how to interact with AI models. This foundational skill is essential for leveraging AI effectively in business processes. The development of autonomous agents, which can execute complex tasks with minimal human intervention, is on the horizon. However, without proper understanding and guidance, these agents could exacerbate existing issues, such as poor communication and ineffective outreach. BEST MOMENTS "AI is not a catch-all, but you could use it as a team of helpers for any individual department or organization." "There's going to be a lot of people that lose their jobs if the government doesn't get their shit together." "Even people that rate themselves as a four out of five still have a ton that they could use it for that they're not." "I think if the government doesn't step in and regulate, you're going to see significant wide-scale unemployment that is going to change the face of the country." "If you don't understand how to effectively even prompt, what you're going to do is have an autonomous agent that scales shit." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.ioSaas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In this episode of the Win Rate Podcast, Andy discusses the importance of strategic decision making in sales, emphasizing better discovery, qualification, and the necessity of focusing on ideal customers. He is joined by panelists Noel Goggin, CEO & Culture Leader at Conga, Ryan Staley, Founder & CEO, Whale Boss, and Kyle Williams, Founder at Brickstack. The conversation gets into utilizing AI for sales efficiency, fostering impactful customer relationships, and aligning sales efforts with value-based selling. The guests also delve into the importance of business acumen and trustworthiness in successful sales engagements.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Ryan sits down with Kyle York, CEO of York IE, to discuss his innovative business model that combines venture capital with advisory services. Kyle shares insights from his journey of scaling a company from zero to $200 million before its exit to Oracle, highlighting the unique challenges and opportunities of bootstrapping a service-heavy business. They look at the integration of AI and offshore outsourcing within their operations, as well as the importance of a pragmatic approach to growth, R&D, and go-to-market strategies. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS York IE combines advisory services with venture capital, offering a subscription-based model that provides tech-enabled services in research and development, go-to-market strategies, and general administrative support for startups. The company emphasizes a bottoms-up approach to business building, focusing on understanding market needs and gaps rather than solely on product capabilities. This includes a strong emphasis on financial engineering and capital strategy. York IE leverages AI and automation to enhance its advisory services, creating tools that streamline processes and improve efficiency. This includes using AI for market research, content creation, and operational analysis. With a significant portion of its workforce based in India, York IE utilizes offshore resources to provide cost-effective services while maintaining high-quality outputs across various operational functions. The company acknowledges the challenges of scaling and has learned to focus on optimizing existing services before expanding its offerings. This strategic approach allows for better resource allocation and operational efficiency as they grow. BEST MOMENTS "Our model is a subscription-based model where we sell tech-enabled services in R&D, go-to-market, and G&A. Each service is modularized and has different tiering structure and price points based on what your startup needs support on." "AI to me is only as good as the data that you feed it and humans' ability to leverage it... Too often, I'm seeing AI as the be-all, end-all and not the enhancement or differentiation of things." "We basically created a platform called Fuel... It'll go crawl the datasets that we have and look for companies and points of views and perspectives and spit you back those topics." "Business building is hard... Not everything I'm saying is created equal. Some of our services are growing faster, have higher revenue or higher margin, or are more tech and AI-enabled than others." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.ioSaas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In today's episode, Ryan is interviewed by Anna Furmanov of the Modern Startup Marketing. Together, they explore the transformative power of AI in sales and marketing. Ryan shares insights on how sales professionals and revenue leaders can leverage AI tools to enhance productivity, streamline processes, and ultimately double their performance while working fewer hours.  Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS AI tools can significantly reduce the time spent on non-selling activities, allowing sales professionals to focus more on customer engagement and strategic work. For instance, leveraging AI can cut down research and preparation time, enabling salespeople to spend more time with clients. Specific use cases for AI in sales include analyzing company reports to tailor sales pitches and reframing customer inaction as a loss to encourage decision-making. These strategies can differentiate sales professionals from their competitors. Crafting effective prompts is crucial for maximizing the output from AI tools. Providing context about the organization and desired outcomes can lead to more relevant and actionable insights. AI can be used to analyze large datasets and visualize information, helping businesses identify key customer segments and trends. This can streamline the process of creating ideal customer profiles and inform marketing strategies. While AI can enhance productivity, there are concerns about data security and the potential for misuse. It's important to approach AI with a critical mindset, ensuring that outputs are validated and aligned with real-world insights and expertise. BEST MOMENTS "I think like kind of the way to look at it is most people just look at it as a productivity enhancer. You know, it helps me write emails. It helps me do this, which I think is a massive misappropriation." Give me 3 or 5 examples of companies that have successfully implemented this strategy and break down tactically exactly what they did. So then you have real-world examples to pull from. And then you could also say, ask it to cite its sources as well.  "Let's say you've got this challenge at work and maybe you don't have other folks on the team, right? Or you don't have other people to talk to about this challenge. You could literally just like tell it what the challenge is and then say, can you help me figure out how to solve this? What are three approaches you would take?" "If I don't need it, I'm not going to use the tool. Whereas some people are like, Oh my gosh, this is a new flashy, shiny object. I must use it." VALUABLE LINKS Modern Startup Marketing - Apple Podcasts Modern Startup Marketing - Spotify Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.ioSaas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In this episode, Ryan continues his discussion with Matt Van Itallie, the founder and CEO of SEMA, on the creation of an AI advisory council. Matt shares his vision and strategic approach for the council, focusing on helping technologists share benchmarking data and best practices related to using generative AI in coding. They delve into the different use cases for non-technical knowledge workers and the importance of senior developers in maximizing the benefits of Gen AI tools. Matt also highlights his favourite use cases for leveraging AI tools and the various tools he uses, such as OpenAI's tool, Claude, and Copilot. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS Building an AI advisory council can help share benchmarking data, best practices, and ideas related to using Gen AI code. Gen AI tools are being used by both technical and non-technical knowledge workers for various tasks such as prototyping, document analysis, and brainstorming new ideas. Senior developers tend to get the most out of Gen AI tools due to their experience and ability to leverage tools effectively to get to the right answer. Different Gen AI tools like OpenAI's tool, Claude, Copilot, and ProSearch have different specialties and can be used based on the specific purpose. The format of the AI advisory council includes a Slack channel, occasional emails, meetups, and sending books to participants to ensure active engagement and value delivery. BEST MOMENTS "The most important thing is that teams pick an enterprise-level license, so they protect their IP." "We try to be experimentalist in everything we do, whether it's figuring out the products to build or features, including AI Advisory Council. So, we heard what they wanted to get out of it and how they wanted it structured. Today, it is a Slack channel, an occasional email and occasional meetup." "I am certain there is huge ROI on the coding side. It's at least 40x over a two year period in terms of how much more productive coders are relative to the to the cost of enterprise licenses." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.ioSaas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In today's episode, Ryan interviews Matt Van Itallie, the founder and CEO of SEMA. They discuss the challenges of growing a company without taking on investors, and the impact of Gen AI on code analysis. Matt shares insights on SEMA's revenue, team size, go-to-market strategy, and the importance of building trust with private equity firms. They also look at the challenges and opportunities the use of AI in code checking presents, and the best practices for deploying Gen AI code. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS Unique Go-to-Market Strategies: Utilizing trust-based partnerships and referrals, SEMA has successfully grown its business in the private equity space. Importance of Gen AI Code: With Gen AI code becoming more prevalent, it is crucial for organizations to manage it effectively to mitigate risks related to IP, security, and exit strategies. Enterprise-Level Licenses: Ensuring that team members have enterprise-level licenses for Gen AI tools is essential to protect trade secrets and data integrity. Encouraging Experimentation: Celebrating experimentation and sharing lessons within the team can lead to innovative uses of Gen AI tools and foster a culture of learning. Addressing Identity Concerns: By equating the use of Gen AI with open source tools, developers can overcome concerns about their coding identity and embrace the benefits of new technologies. BEST MOMENTS "Just replace the word Gen AI with open source. Are you a real developer if you use open source? Of course, I am." “We're absolute proponents of using AI where it makes sense to increase productivity and job satisfaction. And for us, coders using it is probably number one on the list in terms of how much more productive they can be, because it helps avoid some of the routine work. It lets them experiment faster, et cetera.” "My mission in life is to help founders and revenue leaders avoid all the pain and suffering in revenue growth so they can flip it and create a life of their own design." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.ioSaas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

We just completed a worldwide study where we learned what Elite Leaders worldwide had prioritized and were finding “Most Challenging.” In this episode we share the top 6 “Most Challenging” leadership focus points and emphasize the challenge on the top of the list: Mindset Development of Team Members. Today, we welcome one of the Top AI for Sales Experts in the world back to the show, Ryan Staley. Ryan shares how to use AI to create Mindset Development programs for your team. Ryan's approach will fire you up. You can create a program based on the top mindset programs in the world in minutes. We also announce an AI MasterClass from Ryan you can access in Sales Leadership United. This is an episode you can put to work TODAY. So check this one out and upgrade the systems you bring to your team with the help of one of the best in the business, Ryan Staley. You can connect with Ryan on LinkedIn here. (https://www.linkedin.com/in/ryan-staley/) You can learn more about Ryan's AI resources here. (https://www.aiforrevenue.com/sale-ai-accelerator-home) You can check out Ryan's Podcast, the Scale Up Show, anywhere you listen to Podcasts. For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here. (https://www.salesleadershipunited.com)

In this episode, Sahil continues to discuss Spiralyze's unique performance-based pricing model for A-B testing services. Sahil explains how they use a massive data set to predict lift for clients and only charge if results are achieved. Sharing insights on growth challenges, maximizing growth channels, and the need to resist the allure of shiny new tactics, the conversation delves into the evolution of Spiralyze's business model over the years, emphasizing the importance of continuous reinvention and rapid iterations to stay ahead in the market.  Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS Spiralyze utilizes a unique performance-based pricing model where clients only pay if they achieve the predicted lift in conversions from A/B testing. The CEO emphasizes the importance of constantly reinventing and adapting the business model to stay ahead of the curve and avoid plateauing growth channels. Consistent practice and repetitions are key to mastering skills and improving outcomes, as seen in the CEO's dedication to daily sales pitches and LinkedIn posts. Identifying and overcoming bottlenecks in growth channels, knowing when to shift focus, and resisting the allure of shiny new strategies are crucial challenges in scaling the business. Sharing knowledge and insights with others in the industry can help build a supportive community and drive collective growth and success. BEST MOMENTS "We'll get you this much lift for this much. If we get you less than this, you pay nothing. If we hit a home run, and this is what we think a home run looks like, by the way, just to quantify, it's about 30% lift, conversion lift, in the first three months, you pay us our full fee." "I've been finding like 30 different use cases, most of them new per client that I work with." "I personally did about 100 sales pitches and reworked it over and over and over. I still am very involved. I do about five a day." "Here's the reality: what worked for us six years ago wasn't going to get us to the next level. And what's working for us now? I don't know what the shelf life on it is, but I think it's safe to say, whether it's a year from now, two years from now, three years from now, it's going to plateau." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.ioSaas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan interviews Sahil Patel, the CEO of Spiralyze. Sahil discusses how SpiralEyes helps businesses improve their website conversion rates through conversion rate optimization. He explains the importance of pattern recognition and AI in identifying successful tests and executing them at high velocity. Sahil also shares insights on their unique pay-for-performance model and the advantages of being a self-funded company. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS Spiralyze has a pay-for-performance model, allowing clients to pay based on the results achieved, which is a unique approach in the industry. The company runs about 40-50 tests a year for clients, significantly higher than the industry average of 10 tests a year, thanks to automation and AI integration. Spiralyze leverages pattern recognition and AI to identify successful tests across various websites and industries, providing valuable insights for clients. Using tools like ChatGPT, the company streamlines content creation by reducing unnecessary words and improving efficiency in drafting A/B tests. Spiralyze is self-funded and has organically grown to a team of 145 people, showcasing the advantages of bootstrapping in maintaining control over the company's destiny. BEST MOMENTS "Most of our clients on average get about 20 to 30 percent more conversions on their website when they work with us and use our product." "If you want to take and get big wins, you want to take big swings." "I found most marketing campaigns, a lot of the problems can be solved just by removing 30 to 50% of the words." "Sometimes 90% of people leave the site and don't do anything. If you had a restaurant, and 100 people walked in the restaurant, and all but three left, you'd say you have a big problem. And yet every day, generally speaking with B2B websites, that's what's happening. 100 people are coming, 97 of them leave and don't do anything. And it's really expensive to get all that traffic there." "A test that works on someone's paid landing page, paid traffic, has very different characteristics than say organic traffic. So to make a meaningful prediction, it needs to be relevant to the website." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.ioSaas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In this episode, Ryan continues his conversation with Robin Daniels, the CMO at Zensai, as they discuss various use cases of AI in human development. The episode delves into how Zensai leverages AI tools like Microsoft Copilot and ChatGPT in their products to enhance learning, performance management, and employee engagement.  Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS Zensai leverages AI in their products, specifically with Microsoft Copilot and ChatGBT, to enhance learning, performance management, and employee engagement. Zensai strategically focuses on Microsoft technologies for rapid development, distribution, and trust in the industry, rather than building their own AI team. AI helps in creating courses quickly by analyzing documents or videos, reducing the time spent by learning and development teams significantly. AI provides recommendations for managers on how to respond to employee feedback, enhancing communication and problem-solving in the team. Robin uses AI daily for various tasks, such as summarizing documents, analyzing data, and improving efficiency in workflow, showcasing the practical benefits of AI integration. BEST MOMENTS "We are building what we call the 'human success platform', and it's really focused around three core vectors. One is around learning, one is around performance management, and the third one is really around employee engagement." "We've now instituted what we call AI coaching, where the AI can read through that [data] and come up with a couple of recommendations for how I can respond in the best, most human way." "Why do 70% of people want to quit their jobs? Because they don't feel like there's any future in what they're doing. They're not learning, they're not growing, they're not developing, they feel like stuck." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.ioSaas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan interviews Robin Daniels, the Chief Business and Product Officer at Zensei. Robin shares his wealth of experience as a CMO and CPO, discussing how AI can impact human transformation and how Zensei's Human Success Platform leverages AI to empower individuals to reach their full potential.  Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS Zensei's mission is to empower individuals to be the best version of themselves through their human success platform, leveraging AI to guide personal and professional development. By creating emotional connections and standing for something, B2B companies can create a strong brand identity that resonates with customers and drives loyalty. Zensei's decision to standardize on Microsoft's platform has led to faster time to value, tighter integration, and benefits from platform upgrades. AI can be used to analyze data points and patterns to guide individuals on their career paths, helping them set goals, learn new skills, and stay engaged. Leveraging Microsoft's massive distribution network has been a strategic advantage for Zensei, allowing for easy adoption and implementation for their customers. BEST MOMENTS "I love the mission of what we're trying to do. We basically want to change the way that companies think about getting the best out of their people. We call this 'human success'." "The more we know about you and what you care about, the more we can guide you, meaning AI can guide you, and we use Microsoft AI in our products to do that." "I think in my experience, the brands that have done well have courage, conviction, and a point of view. And I think it's very rare to find that honestly in the B2B world." "It's so impressive what they've done. I mean, talking that much for water, it's not cheap. And it's just water. It's freaking water." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.ioSaas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In today's episode, Ryan continues his conversation with renowned podcast host, Will Barron. They consider high-performer traits in sales, focusing on the importance of habits and how they can impact success. Will also shares his insights on the use of AI in sales, sharing a practical example of leveraging AI tools to streamline content creation for his YouTube shorts. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS Setting habits, especially in prospecting, can lead to consistent performance and success in sales. Assertiveness, comfort with talking about money, optimism, not being a people pleaser, high self-esteem, personal accountability, and goal-setting are key traits of high performers. Controlling emotions and pushing through tasks even when not feeling like it is essential for success. AI tools can be beneficial for speeding up processes, such as generating content ideas and questions for content creation. Using AI tools for generating questions for content creation can save time and increase content output, leading to higher engagement and views. BEST MOMENTS "One of the things that I get the all new starters in our program to do is to prospect daily. And that is such a transformational leap in most salespeople's and small business owners and founders, if they're doing founder-led sales." "Nobody wants to do cold outreach. Nobody wants to do content creation if you're doing inbound marketing, inbound lead sales. Nobody wants to do cold calls. But you have to do them routinely, systematically, every day to build that habit. And then it becomes like brushing your teeth, where it's an activity which is neutral." "I used to be a massive procrastinator. Unless the deadline was three minutes from this moment in time, I wouldn't have started any project. I got over that by understanding this concept of the emotional, 'caveman' part of my brain." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.ioSaas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan sits down with Will Barron, the renowned host of The Salesman Podcast. Will shares his expertise on how to effectively combine attention and prospecting strategies to overcome challenges in sales, particularly in acquiring new customers. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS Combining attention and prospecting in sales is incredibly important in overcoming challenges in pipeline activation. Will Barron emphasizes the importance of creating content that answers buyers' questions and aligns with their desires to attract and engage prospects effectively. The key elements of a successful outbound strategy include targeting the right person, crafting buyer-centric messages, and focusing on booking meetings rather than closing deals. Consistent exposure through multiple platforms and interactions can help build unconscious trust with prospects, making them more likely to engage. Simplifying messaging to create curiosity and elicit a response from prospects can be more effective than overwhelming them with product details. BEST MOMENTS "If you can just call someone, or you are just able to email someone to book meetings, you absolutely shouldn't be doing content marketing." "You've got features, benefits, great, no one gives a shit. What are the desires of the buyer? How can you tie what you do with not even solving a problem, the desire behind that problem, why they want to solve it?"  "You're just trying to give them just enough where they go 'Wills emails me, and I would not be doing my due diligence in my role if I don't jump on a quick call of him." "I think there's a lot of value of being like hyper direct. At least that's the way it is. I've shifted and I'm like, hey, this is where I'm at. This is what my pricing is." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

This is the second part of Ryan's conversation with Tyler Barron, CRO of Encapture,  where they discuss AI use cases for sales and marketing. From leveraging AI for strategic research and RFP automation to creative prospecting and collaborative ideation, Tyler and Ryan share their expertise on using AI to enhance efficiency, scale ABM efforts, and improve deal scoring. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS AI tools can significantly enhance strategic research for high value deals, allowing sales teams to efficiently analyze financial documents and earnings calls to identify potential problems and align solutions with strategic initiatives. Automating RFP and vendor questionnaire responses using AI can save significant time and resources, especially for companies dealing with similar questions across multiple clients. Leveraging AI for one-to-one creative prospecting can lead to highly customized outreach using a prospect's own language and quotes from their public appearances. AI powered call analysis tools can be used for efficient "game film" sessions, allowing teams to quickly review and learn from customer interactions without listening to entire calls. Collaborative use of AI tools across departments can dramatically reduce project timelines and enable rapid implementation of time sensitive campaigns. AI presents opportunities to scale ABM efforts by enabling the creation of custom content for specific accounts more efficiently. Data driven deal scoring using AI can help identify patterns in successful deals and apply those insights to future opportunities, improving win rates and deal velocity. Focusing on analyzing top performing customers and deals can lead to significant increases in deal size and help identify the most promising opportunities in the market. BEST MOMENTS "We primarily are getting value out of AI tools right now for strategic research. We have higher ACV deals, longer sales cycles, and we're trying to prospect up to the C suite." "I think one of the biggest things that I've learned about kind of the scale up stage is that you can't outrun your supply line as a revenue leader and so you really got to bring everybody along with you at the company" "Every year doubled our deal size and a hundred X, our largest deal. Just from that alone. Vista equity uses it to actually to convert companies from a bill to three bill in like three years." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Tyler Barron, CRO at Encapture joins Ryan in this episode. In this part 1 of 2 episodes, Tyler shares his journey transitioning an AI company from consulting to SaaS, focusing on FinTech solutions. They explore the challenges of demonstrating ROI in AI, adapting to market changes, and the importance of customer-driven product development. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS Transitioning from consulting to SaaS requires repositioning the company, developing repeatable processes, and building the right team. Market listening is crucial for product development; focus on what customers are willing to spend money on, especially during economic shifts. Demonstrating AI ROI involves quantifying problems, focusing on practical use cases, and tying solutions to tangible business outcomes. Simplicity in execution and low-friction processes are key to the successful implementation of new systems and technologies. Executive level sponsorship, particularly from operations leaders with P&L responsibility, is vital for AI adoption in organizations. AI solutions don't need to be perfect. Even 50% improvements can significantly move the needle financially for businesses. Selling AI solutions involves working on a "big math problem" with customers, making it an intellectually engaging and partnership driven process. AI implementation often faces resistance due to a lack of comparison points; persistence and demonstrating value over time are crucial for success. BEST MOMENTS "We saw a lot of companies out there in our space, like really, really getting to a lot of pain around that. A  lot of our peers in FinTech have had a tough time." "Why does it have to be 99 percent accurate if 50 percent actually moves the needle financially." "The biggest thing with AI is that your unit economics improve over time one, because the AI gets smarter, but to your cost basis on a lot of these tasks can ultimately stay flat and you can pick up the efficiency." "Look, I'm not an AI expert, so I think I can probably give some very pragmatic answers to what I, what I see and hear, which... there's a lot of buzz and there's a lot of over promising around just AI in general, but there's also some very good quantifiable common sense use cases." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Join Ryan in part 2 of his conversation with podcaster Andy Paul as they explore the pros and cons of AI in sales. They discuss new use cases for AI and share transformative examples for revenue growth. Andy provides interesting ideas around the challenges of AI adoption, the importance of helping buyers make decisions, and the need for thoughtful application of technology in sales processes. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS AI is currently being used primarily to automate repetitive tasks, but there's untapped potential in helping buyers make decisions. Despite technological advancements, B2B selling productivity may have decreased over the past 20-25 years due to misuse of technology. The focus on using AI for building pipeline may be misguided; the real issue is often not knowing how to win deals and help buyers make decisions. AI can be used to rapidly condense annual reports and customize information for more relevant first appointments with potential clients. Many salespeople fail to understand company pressures and industry-specific problems beyond their own offerings, which AI can help address. Thoughtfulness and curiosity are superpowers in sales, but current sales processes may be training these qualities out of sellers. The goal of sales interactions should shift from "discovering" information to helping buyers define what they want to achieve. High win rates are crucial for efficiency; a team with a 50% win rate needs to do significantly less selling than one with a 20% win rate. BEST MOMENTS "We need to have thoughtful people who are looking at the problem from the right perspective "Pipeline is the siren song that's going to cure all for companies. That's what most folks are attracted to." "If we're gonna make the decision to actually sell to this person, actually bring this opportunity into our pipeline, we should win it. It's that simple." "Thoughtfulness is definitely a superpower. I agree with you on that, man. And I think like one, one other one that I'm seeing that's... is curiosity as well, right?" "We're training curiosity out of our sellers and saying that this is the way they should act when really we want the opposite." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan is joined by fellow podcaster Andy Paul to uncover the secrets of building massive attention and growing connections in today's digital landscape. With nine years of podcasting experience and over 200k LinkedIn followers, Andy shares his knowledge on scaling attention, creating distribution, and the power of consistency. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS Consistency is crucial in podcasting. Train your audience to expect your content at regular intervals to build a loyal following. Focus on creating high-quality, engaging content that keeps listeners coming back for more. The size of your audience isn't as important as having the right audience. Target your content to your ideal listeners. Prepare thoroughly for interviews and don't hesitate to challenge guests' ideas to create more engaging conversations. Podcasting can be an excellent tool for prospecting and reaching your target audience. Being thoughtful and developing a perspective on your circumstances can set you apart in sales and business. Success in sales often comes down to being human-first, building relationships, and genuinely helping customers make decisions. The key traits for success in sales are connection, curiosity, understanding, and generosity. BEST MOMENTS "I was inspired to start this podcast... I heard John Lee Dumas speak... And I was thinking, well, yeah, that sounds like a fun way to create content that people will find valuable." "Consistency, I think, is really the thing that I keep coming back to... you're trying to sort of train the audience that you are going to be there at a certain time or a certain point in time every week." "For me, over all the years that I've been doing this, my focus has always been, is I'm going to be as prepared as I can be overprepared for every conversation." "We're one person throughout our entire lives, you know, as we are in our life, we are in sales and, you know, if we show up interested in other people, if we show up and are curious about things that are important to them, we make a real effort to understand them, if we're willing to give of ourselves to help them achieve what's important to them, we'll succeed." "The only reason somebody talks to you as a salesperson these days is because they need your help." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan speaks to Brendan Kamm, the CEO of Thnks for the second time in this episode. Ryan and Brendan talk about his AI use cases as a CEO and discuss how Brendan leverages it to enhance his daily operations within the business and improve communication within his team. Brendan also talks about how to adapt and engage with AI to improve it and make it work for you and your business.   Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS Brendan uses AI to improve his writing, ensuring it aligns with his brand values, and engages in conversational interactions with AI models to generate ideas and gather feedback. AI can significantly reduce time spent on non-customer-related activities, allowing salespeople to focus more on building relationships. Creating custom AI models for your brand can help ensure consistency in communication and improve team members' ability to provide clear, detailed instructions. Leveraging AI for sales research, such as analyzing 10K reports and industry trends, can help representatives be more prepared and in tune with their prospects' concerns and goals. Experimenting with different AI tools and prompts can lead to more effective outputs and a deeper understanding of how to utilize these technologies for various tasks. Uploading multiple sources to AI models like Notebook LLM allows for a comprehensive analysis of an industry, providing valuable insights for sales and strategy. Brendan has found one of the biggest challenges in growing a business, is instilling the same level of passion and care in team members as the CEO has. BEST MOMENTS "I've created sort of custom bots that reflect our sort of brand values, and that's been really helpful, and I can just run it through and say, Hey, am I, you know, am I on target?"  "If I can take all my non human interactions and make that less time consuming and less focused on the operational and the sort of behind the scenes things, I have more time to spend building relationships."  "I'll also tell you I use a lot of explain to me like I'm five, explain to me like I'm 12. Like I'll go through the whole progression just to make sure I understand something."  "I think you need to instill that level of care and confidence. And like, Hey, man, we're all on the same team headed in the same direction." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Join Ryan for part 1 of 2 as he speaks with Brendan Kamm, founder and CEO of Thnks. Kamm shares insights on leveraging gratitude in business, discussing his company's innovative platform for expressing appreciation in professional contexts. The conversation explores the human element in sales, revealing top use cases for connecting with people authentically. Kamm's approach to scaling a business without losing sight of personal relationships offers valuable tips for closing revenue and building successful companies. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS Thnks is a gratitude expression platform targeting large distributed sales teams, allowing for easy sending of small appreciation gestures. The company has grown to $30-40 million in ARR since 2016, with a team of about 50 people and under $15 million in total funding. Thnks relies heavily on network effects and product-led growth, with recent expansion into paid advertising and enterprise-level deals. Brendan emphasizes the importance of authenticity and relationship-building in sales, moving beyond mere tactics to focus on long-term connections. The company has observed measurable business outcomes from gratitude gestures, such as faster rescheduling of cancelled meetings. Brendan suggests focusing on thoughtful, personalized gestures rather than relying solely on traditional gifting occasions like birthdays or holidays. Ryan and Brendan highlight the balance between leveraging technology and maintaining human connection in modern business relationships. BEST MOMENTS "We call it a gratitude expression platform. Basically, it's a way to send a small gesture of appreciation in a business context.” "Our philosophy is people like to do business with people they like. I think that's always been the case and everyone likes someone who appreciates them." "It's easy to fall a little bit into the trap of tactics, right? And it's not that you write, you need tactics and you need to get your numbers, but it's, it's too easy to kind of let go of the end result, what you're really looking for." "We want to focus on that sort of authenticity and that idea that these things take time. It's not just, I sent a thing. Did I get what I want back? It's gotta be less transactional than that over time." "You can have hard business outcomes and track how these things affect even not in something as simple as that." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Join Ryan for part 2 with Thomas Hansen, COO of Amplitude Analytics. Thomas talks with Ryan about the steps he took to uniquely climb the corporate ladder and how anyone can do the same. Ryan and Thomas also talk about how to leverage AI in your career and how AI is creating a new opportunity that has never before been possible! Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS Even as COO, Thomas still has an SDR role. Thomas built out his knowledge and skillset, allowing himself to create a diverse portfolio, enabling him to climb the corporate ladder. You have to know your strength and your superpower, then apply that. Thomas encourages everyone to get diversity in their career early on to discover this but also to teach you how to spot new ways of creatively doing things. Saying yes and working towards things that may not be seen as the obvious or linear option, has created the most value for Thomas in his career. Look for AI roles that might not be in your comfort zone, to gain experience and exposure. Or become the internal champion in your existing role and company. Industry after industry will be revolutionized by AI, including VC, particularly in entry level positions. BEST MOMENTS “You've got to know yourself, you've got to figure out what is your one superpower” “I just think that early in your career, doing stuff that's not the linear boring path, that's not so obvious, it teaches you to be scrappy, tenacity, to open up your eyes to different ways of doing things” “One of the things that has created the most value in my career has been taking on the non-linear and the non-obvious choices” “Think about what you can embrace in the current role you're in, in terms of being the internal champion for use case and how you're leveraging internally for your own business in AI” Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan is joined by Thomas Hansen, the COO of Amplitude Analytics. Thomas has an impressive track record, having worked at companies like Microsoft and taken UiPath public as the chief revenue officer. He shares some really interesting insights about leadership, how to grow, inspire, and leverage AI to elevate your team. He also discusses an unexpected topic from the company's CEO in part one of two of Ryan and Thomas' conversation. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS Amplitude Analytics provides insights on customer product usage, helping companies build better products and monetize their user base more effectively. Different growth stages require different leadership skills; it's crucial to understand where your strengths lie and hire stage-appropriate executives. Situational leadership involves adapting your approach based on individual team member's needs and circumstances to maximize their potential. AI is a transformative force in business, with Amplitude leveraging it both for customer-facing features and internal operations. Consolidating tech stacks can increase efficiency and productivity, allowing sales teams to spend more time selling and less time managing tools. Embracing AI technologies like conversational intelligence can lead to significant improvements in metrics such as Average Selling Price (ASP). Leaders should lead by example. Thomas personally conducts cold outreach to 10 potential clients weekly, demonstrating the importance of staying hands-on. Continuous learning and experimentation with new AI tools and technologies are essential for staying competitive in today's business environment. BEST MOMENTS "Every stage of a company and its formation is unique. And frankly, different stages also tend to by and large require different folks."  "My point of view on situational leadership is, it's not about others adapting to work with me. It's a bit about me recognizing where a person is at any given point in time in their journey, including having a sense for what's going on in their personal life." "In my 32 years being an operator in the tech space, I've seen some tectonic changes. You had the arrival of the internet, you had the mobile explosion, you had the cloud. And then for me, the fourth big change, the biggest change of everything is the arrival of AI."  "As much as I may be the president of Amplitude, my role every day is I'm selling. I also work as an SDR. Every day. It is on me personally, as it's on all of us to take personal ownership for growing our businesses."  "I do a lot of cold calling outreach through LinkedIn and through email.  I do, if you believe it or not, I do 10 a week." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan continues his conversation with AI expert Jeff Mills from iMerit. They explore the future of work, the impact of AI on various industries, and how individuals can adapt to thrive in an AI-driven world. Mills shares invaluable insights on job automation, the importance of adaptability, and the exciting opportunities that AI presents. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS AI will automate back office tasks, but it's a tool that enhances human productivity rather than completely replacing workers. Adaptability is crucial in the AI era, as people will need to switch industries and professions more frequently. AI skills, both technical and non-technical, are becoming essential for nearly all jobs across industries. The job market will evolve, with new industries and opportunities emerging as AI technology advances. AI is not just a vertical or niche; it will be embedded in everything we do, from social media to household appliances. Model stacking and multimodal AI are creating exciting new applications and opportunities in various fields. AI tools are empowering individuals to perform tasks that were previously limited to specialized professionals or agencies. Understanding and embracing AI is crucial for future success, as it will be integrated into all aspects of work and daily life. BEST MOMENTS "Darwin taught us that it's really not the strongest that's going to win. And it's not the smartest that's going to win. It's the most adaptable that's going to win." "AI is going to be a lot like Excel. You're going to have people who actually are the coders, they're, they're, they're actually in there building the software, building the program, right?" "There's gonna be issues. Yeah. I mean, there's gonna be problems, but at the same time, like. Don't be super scared of it (AI) either." "I've effectively hired, I don't know, 10 employees for 30 a month now because they all have skills that I didn't have." "There's no job that's going to exist that doesn't, have AI in it soon." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In this episode, Ryan is joined by Jeff Mills, a veteran in the AI and machine learning space. With over 25 years of experience, Jeff shares invaluable insights on scaling businesses, particularly in the AI industry. From his early days at Yahoo to his current role as President at iMerit, Jeff offers a unique perspective on growing companies while maintaining a social impact focus. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS iMerit works with leading AI companies in mobility, tech, and medical verticals, providing data solutions and annotation services for AI model development. Jeff talks about the importance of high-quality data in AI development, comparing it to a chef selecting the best ingredients for a Michelin-star restaurant. iMerit has evolved to include automation and a platform for data labelling, while still maintaining human-in-the-loop processes for validation and verification. The company employs a workforce pyramid, ranging from general workers to highly specialized experts in various fields, to meet diverse AI development needs. Retrieval Augmentation Generation (RAG) models are expected to be a significant trend in AI development over the next year and a half. iMerit adapts to customer needs, focusing on problem-solving and developing expertise in specific domains as required by clients. Jeff stresses the importance of domain expertise in prompt engineering and evaluating AI model outputs. BEST MOMENTS "You are literally a prompt engineer. You have created the box." "We like to write, but we also are good readers. We want to lead by example, but we also are good at reading, hearing what someone's challenges are, what their problems are. And ultimately we're in the problem solving business.” "We've built a workforce pyramid, so there's certain work that can be done if you have kind of expertise at a wide level." "I've been in AI for about, you know, 25 years in different ways." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In this episode, Andy highlights a short but invaluable discussion with a panel of top-tier sales pros from his most recent podcast, including: Donald Kelly, CEO and Chief Sales Evangelist for the Sales Evangelist and host of the Sales Evangelist Podcast. Ryan Staley, Founder and CEO at The Whale Boss and host of The Scale Up Show, and Amy Hrehovcik, Director of Enablement at the CROP organization and host of Revenue Real Hotline. They dive into the revolutionary, yet simple idea of transforming sales professionals from product sellers to strategic consultants. Exploring how focusing on driving change rather than just pushing products can elevate the sales professional and the profession as a whole. They discuss the role of mindset and AI in this transition and highlight the importance of education and continuous learning for both sellers and buyers.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Welcome back as Andy focuses in on an incredibly informative part of his most recent discussion with a blockbuster panel of sales pro's including Donald Kelly, CEO and Chief Sales Evangelist for the Sales Evangelist and host of the Sales Evangelist Podcast. Ryan Staley, Founder and CEO at The Whale Boss and host of The Scale Up Show, and Amy Hrehovcik, Director of Enablement at the CROP organization and host of Revenue Real Hotline podcast. They dig into the paradox of new sales technologies not improving overall sales effectiveness. They explore how AI can fundamentally change the landscape by automating repetitive tasks, enhancing some sellers' skills, and addressing the root causes of inefficiency in sales processes. they give real-life examples that highlight AI's potential to increase productivity but explain that it only matters if you can parlay that into a more value-driven approach to better serve buyers.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

In the second part of Ryan's conversation with Jordan Wilson of Everyday AI, they dive deep into the world of AI tools and agents. From favorite tools like Chat GPT and Cast Magic to exploring the future of AI agents, this episode is packed with insights for businesses looking to leverage AI effectively. Jordan shares his expertise on strategic byproducts, micro GPTs, and the exciting developments in AI from tech giants. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS Jordan Wilson uses Chat GPT extensively and recommends Cast Magic for podcasting tasks, praising its ability to run multiple custom prompts simultaneously on audio content. Creating micro GPTs for specific tasks is more effective than trying to build one large GPT to handle multiple functions, ensuring better quality output. Major tech companies like Microsoft, Google, and Meta are heavily investing in AI agents, signalling a shift in the future of work towards AI-directed tasks. The adoption of AI agents in businesses is expected to follow a similar pattern to large language models, with early adopters gaining significant advantages. Advancements in GPU technology, particularly from NVIDIA, are driving down compute costs and energy requirements, making AI agents more accessible. The podcast industry is leveraging AI tools for content creation, transcription, and keyword extraction, enhancing productivity and output quality. Strategic byproducts from AI tools, such as creating a "customer Grammarly" from sales call transcriptions, can provide valuable insights for businesses. The future of work may involve skilled workers becoming directors of AI agents, and managing multiple tools across platforms to perform various tasks. BEST MOMENTS "I'm a huge chat GPT fan. I have been a fan of the GPT technology for a very long time. So I would say that still chat GPT is the most used tool." "Instead let's create, you know, 10 micro GPTs that do the smallest little task, but they do it very, very well. Right. So it's this balance of productivity and saving time with quality and kind of this granular control." "Every single big company in the world is sprinting toward agents because they see that's kind of the next goldmine, right?" "I think we're having similar conversations that we've had about large language models and all these AI tools with companies that are implementing agents and those that are not" "If the adoption rate is, you know, 20 percent for large language models, what do you think the adoption rate is going to be for you know, agents? It's going to be much lower, right?" Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io  EPISODE RESOURCES https://www.linkedin.com/in/jordanwilson04/Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

In this episode of the Win Rate Podcast,  Andy welcomes an incredible panel of experts: Donald Kelly, CEO and Chief Sales Evangelist for the Sales Evangelist and host of the Sales Evangelist Podcast. Ryan Staley, Founder and CEO at The Whale Boss, and Amy Hrehovcik, Director of Enablement at the CROP organization. They explore the role of AI in sales, the importance of understanding buyer motives, and the impact of personal connection. They also discuss the intersection of sales and technology, strategies for better buyer engagement, methods to ensure sellers are actually providing genuine value, the importance of curiosity, specialized knowledge, and making informed choices to drive sales success.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Ryan talks with Jordan Wilson, founder of Everyday AI, about the rapidly evolving world of generative AI. The conversation explores the current state of AI technology, its impact on businesses, and the risks of falling behind. Wilson gives his take on how companies can integrate AI into their workflows and why leadership must take an active role in adoption. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS The state of generative AI is both fascinating and alarming, with rapid advancements occurring across various domains including language models, sound generation, and multimodal capabilities. Companies still on the fence about adopting generative AI are at risk of losing market share to more nimble competitors who embrace the technology. Integrating generative AI into workflows doesn't necessarily mean building custom models; it can be as simple as using AI-powered tools like Microsoft 365 Copilot or advanced web browsers. Leaders should lead by example in AI adoption, understanding that it's not just another SaaS solution but a fundamentally different way of operating. Using outdated or non-internet-connected AI models for business decisions can be detrimental, as up-to-date information is crucial in today's fast-paced environment. Understanding the basics of how large language models work, including their limitations and best practices, is essential for effective implementation. Upgrading hardware, such as PCs with new AI capabilities, can significantly enhance productivity and AI integration in the workplace. Transitioning from traditional search engines to AI-powered tools like Perplexity and ChatGPT can save hours of research time and improve efficiency. BEST MOMENTS "If you're still reading through 50 page PDFs to pull out that one little bit that's relevant for you or your company, all of these things that are part of our day to day tasks, you should be using generative AI." "If you are still using traditional search engines, you are waiting hours a day" "Think if you worked through the whole two thousands, the decade of the two thousands, the entire decade without using the internet?" "If you don't understand it at its core you are probably going to misuse it and you could end up doing more harm than good."  "Here we are every day waking up and scratching our heads, looking at what's happening and saying, there's no way this is happening."  Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io  EPISODE RESOURCES https://www.linkedin.com/in/jordanwilson04/Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan Staley is Founder and CEO of Whale Boss where he does sales consulting and AI consulting. I heard Ryan present for an AI session earlier this year and thought “I gotta have him on my show.” So here we are. Here's what we cover: What AI tools are you mostly into right now; Biggest value use cases from AI for sales and marketing teams; What are you still weary about when it comes to using AI; AMA: Ryan asks me his burning question which actually inspired me to test something. Learn more about the AI experiment here. Ryan's on LinkedIn: ⁠www.linkedin.com/in/ryan-staley Check out his website:⁠ ryanstaley.io For more content, subscribe to Modern Startup Marketing on Apple or Spotify or wherever you like to listen, and don't forget to leave a review if you're lovin' the show! And whenever you're ready, there are 3 ways I can help you: 1. fractional head of marketing for early stage startups >> ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.furmanovmarketing.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ 2. sponsor my Top 5% podcast and get startup founders, marketers and VCs hearing about your brand >> ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠podcast.furmanovmarketing.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ 3. ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠sign up to get my monthly early stage startup marketing newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ where I'm sharing playbooks and insights and cracking some jokes You can also find me hanging out on LinkedIn, definitely say hello and tell me what you're building >> ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.linkedin.com/in/annafurmanov⁠ --- Send in a voice message: https://podcasters.spotify.com/pod/show/anna-furmanov/message

The jury is still out on the right way to utilize AI in B2B sales. One thing is sure - AI and automation powered sales teams that stay lean are winning at a much higher rate than those who have gotten comfy over the last few years and have yet to figure out how to delegate gruntwork to machines.Today's guest is a master of sales efficiency. Over 5 ½ years, his team went from $0 - $30 million in ARR with only 4 salespeople using a truly efficient sales process, and now he's gone all in on AI transformation for B2B sales and go-to-market as a whole.Ryan Staley is the Founder & CEO of Whale Boss - a consultancy that helps Chief Revenue Officers & Sales Professionals leverage AI to work 10 hours less weekly and 2x their performance. He's also the host of The Scale Up Show - a top 2% podcast where he deconstructs how the top SaaS CEOs in the world grow their companies repeatedly and predictably.During his early days as a sales leader, Ryan received quite a bit of flack for not having the right processes and systems in place to build a repeatable and scalable sales process. When opportunity struck and Ryan moved upmarket, he was determined to not make the same mistake again. His first a-ha moment came when he realized that most SaaS sales leaders don't analyze their deal metrics enough to niche down and achieve efficient growth.Ryan then started looking at the patterns between the biggest deals they closed and took a data-driven approach to the top 40 deals the company had closed. He noticed that certain verticals had better outcomes than others, and the real kicker was that a few of these verticals weren't a focus point. His team then narrowed down on the few niche profiles that received the most value from their product and made it their full focus.Tune into the full episode to learn more on how to become an efficient and effective sales org!KEY INSIGHTS:04:01 Going from 0 - 30$ Million with 4 Salespeople06:22 How to find your true ideal client profile (ICP)09:04 Which metrics should you track?11:34 Why sales methodologies are flawed 13:57 Building a team of efficient sellers15:47 Systemising your referral stream17:03 How to utilize AI in B2B 20:29 Approaching AI the right way 22:29 Finding your personal AI use case Connect with Ryan - https://www.linkedin.com/in/ryan-staley/Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

Ryan Staley is the Founder and CEO of Whale Boss where he helps Technology Founders grow from $1M-$30M through the principles he used to achieve the same results personally. Ryan Has taught over 800 CROs, VPs, or Leaders his proprietary Enterprise Sales frameworks for startups and companies like Google, Amazon Web Services, Stripe, Salesforce, Uber, etc. 1.  How do you Leverage ChatGPT and AI to explode your SAAS sales and marketing growth? 2. What are the biggest mistakes SAAS CEOs make when trying to multiply their largest and best customers. 3. How to grow a SAAS company from 0-$30M ARR with only 4 sales reps in 5.5 years. 4. How do you Unlock Referral Led Growth to create prospects that close in half the time at 150% of the conversion rate? 5. What are the keys you used to create $30M in existing customer revenue in 3.5 years on a shoestring budget?    Reserve your seat for the Untapped AI Uses for Sales webinar with Jeffrey and Ryan June 12 at 11:30am Eastern: Contact Ryan at ryan@whalesellingsystem.com and check out his podcast called the Scale Up Show.  LinkedIn: https://www.linkedin.com/in/ryan-staley/ Podcast page: https://ryanstaley.io/podcast/ Website: www.ryanstaley.io/ Podcast: https://podcasts.apple.com/us/podcast/the-scale-up-show/id1527278610 The Sales AI Accelerator: https://hi.switchy.io/RyanStaley   How We Can Help You Close More Deals: Gitomer Books and Courses Here Sales Mastery Program Here Gitomer Sales Certification Here

The rise of AI has happened faster than anything we've ever had in our lifetime. And in a few years, it will be the only tool we've ever created that's smarter than us. So, as a leader, maximizing its use in your business is on YOU.  This week, Mark speaks with Ryan Staley about how the key to long-term success starts with business leaders understanding AI deeply enough to implement it within their organizations effectively.  As the Founder and CEO of Whale Boss, Ryan has been instrumental in guiding technology founders to scale their businesses from $1M to $30M by applying the powerful sales frameworks he developed while working with giants like Google, Amazon Web Services, and Salesforce.  Known for dramatically cutting the sales learning curve, Ryan has empowered over 800 C-level executives and leaders to achieve rapid growth and operational efficiency. In his conversation with Mark, he shares some ways leaders can strategically leverage AI to transform SaaS sales and marketing, drawing from his extensive experience in driving multi-million dollar growth. Here are some of the topics Mark and Ryan discuss in this episode: Challenges revenue leaders and CEOs face today Why leaders need to stay on top of emerging technologies to maintain a competitive edge How leaders can integrate AI into their workforce How adapting business strategies to leverage AI effectively can dramatically improve decision-making and conversion metrics Ways integrating AI into business processes can streamline operations and enhance productivity How AI can help find hidden trends and opportunities Role changes: why you may need to hire a chief AI officer How learning to use just one AI tool will help you understand the rest Ryan's tips for using AI to sell more Follow Mark: LinkedIn: https://hi.switchy.io/markdrager Instagram:  https://hi.switchy.io/KcKi Want more free tools? Go to our podcast page at https://hi.switchy.io/KcKe  

Chances are, AI is already selling to you. And in the end, we're all in sales. (One way or another.) Find out from a seasoned sales pro how you can spend less time working and actually sell more. Might not add up, but it does when you know these AI sales secrets. Featuring Ryan Staley, CEO and Founder of Whale Boss.Newsletter: Sign up for our free daily newsletterMore on this Episode: Episode PageJoin the discussion:  Ask Jordan and Ryan questions on AI and salesRelated Episodes:Ep 243: 5 Simple Ways To Use Generative AI Every DayEp 238: WWT's Jim Kavanaugh Gives GenAI Blueprint for BusinessesUpcoming Episodes: Check out the upcoming Everyday AI Livestream lineupWebsite: YourEverydayAI.comEmail The Show: info@youreverydayai.comConnect with Jordan on LinkedInTimestamps:01:50 Daily AI news05:40 About Ryan and Whale Boss07:43 Integrating AI in sales.10:55 White collar work use tools, delegate to AI.15:03 Generative AI saves time in sales processes.18:30 AI integrates into sales, automating processes with oversight.22:17 Built management system, tech stack, job description.24:45 Strategies for content creation using Cast Magic.29:22 Rapidly expanding tech tools; future sales changing?33:06 Track and develop skills for transformation.Topics Covered in This Episode:1. Power and Potential of AI in Sales2. AI Tools Used and Recommended3. AI Skills TransformationKeywords:AI in sales, sales AI integration, AI training, AI-assimilation, AI-innovation, generative AI, micro tasks, large language models, sales call transcripts, AI sales preparation, knowledge workers, AI research tools, AI content creation, ChatGPT, Copilot, Cast Magic, Text Blaze, AI skill transformation, autonomous agents, AI-powered sales agents, human connection in sales, Jordan Wilson, Amazon AI assistant, GPT 2 chatbot, AI in non-selling activities, AI workflows, personalizing messaging, AI sales enablement tools, AI in sales strategy. Get more out of ChatGPT by learning our PPP method in this live, interactive and free training! Sign up now: https://youreverydayai.com/ppp-registration/

How can leaders leverage AI to drive revenue growth and achieve success while maintaining the human touch? In a conversation hosted by Denis Gianoutsos and guest Ryan Staley, CEO of Whale Boss and a prominent AI thought leader, delves into integrating AI into the workforce to achieve business objectives. Uncover the strategies for utilizing AI to enhance decision-making speed and efficiency while maintaining the essence of human interaction. Ryan shares invaluable insights from his journey of implementing AI to propel revenue growth, including building a business unit from scratch to $30 million in annual revenue with a lean sales team. Explore the significance of transformative leadership in today's landscape and learn from Ryan's perspective on leveraging failures as stepping stones to greater achievements. Tune in to gain insights on creating a workforce empowered by AI, navigating transformative leadership challenges, and leveraging failures for ultimate success. Don't miss out on this enriching episode!In This Episode:Ryan shared his background growing up in a blue-collar environment, instilling a solid work ethic.He shares his experience growing Whale Boss to 30 million in annual revenue with a small sales team, including his strategies and tactics for achieving this success. Denis and Ryan discuss the benefits and challenges of integrating AI into the workforce, including how it can improve efficiency and productivity, raise ethical concerns, and require significant investment. Ryan emphasizes the importance of transformative leadership and shares his insights on how leaders can create a culture of innovation and drive change in their organizations. They discuss the role of failure in achieving success. Ryan shares his biggest failures and how he learned from them and grew as a leader. Ryan shares his advice for leaders looking to build high-performing teams, including hiring the right people, providing clear goals and expectations, and fostering a culture of transparency and communication.Ryan talks about how leaders can leverage AI to drive revenue growth while maintaining the human touch.Main Takeaways:Hard work and determination are crucial to achieving success in business and leadership. Failures often lead to greater success if you learn from them and use those lessons to improve. Integrating AI into the workforce can create a superhuman workforce, streamlining processes, increasing productivity, and improving decision-making. The use of AI can drive business growth and revenue, making it an essential tool for leaders to consider. Networking and building relationships are critical aspects of business growth and success. Creating a quality product and building a loyal customer base is essential for business growth and sustainability. Businesses need to be adaptable and willing to change in order to stay ahead of the curve. This requires strong leadership that can inspire and guide teams through times of transition.Quotes:"Leadership is about having a vision and being able to articulate it in a way that inspires and motivates your team." - Ryan Staley"AI is not a replacement for people. It's a tool to help people make better decisions faster." - Ryan Staley"The most successful people in business and leadership are those who are not afraid to fail." - Ryan Staley"Networking is essential for business growth and success. You never know where your next opportunity will come from." - Denis Gianoutsos"Success is not about being perfect. It's about learning from...

This episode is also available on YouTube: https://youtu.be/Fxboy5fhKlU There's a lot of hype around AI. How do you tell what's real, and what's not? How can you use it to get REAL benefits for you and your team? Today's guest is Ryan Staley from Whale Boss. He's going to give us ideas and insights about how to leverage AI in your sales process for real benefits. What you'll learn: How to replace Google with AI Why creating your own prompt library and journal will pay dividends in the long term. How AI can act as a strategic advisor, right in your pocket.   We want to hear from you! Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes. Resources: The Gap and the Gain: The High Achievers' Guide to Happiness, Confidence, and Success - by Dan Sullivan, Dr. Benjamin Hardy The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It - by Michael E. Gerber Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamishknox/ Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando Fathom: https://fathom.video/invite/72CZPA Humanic:https://app.humantic.ai/login/?referral_code=HamishKnox_SA  

Guest: Ryan Staley   Guest Bio: Ryan Staley is the Founder and CEO of Whale Boss where he helps Technology Founders grow from $1M-$30M through the principles he used to achieve the same results personally. Ryan Has taught over 800 CROs, VPs, or Leaders his proprietary Enterprise Sales frameworks for startups and companies like Google, Amazon Web Services, Stripe, Salesforce, Uber, etc.   Guest Links: 140 C-Level AI Cheat Codes     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.com

Discover SaaS scaling and the groundbreaking impact of AI on business growth and innovation to supercharge your lead generation in this Episode of Saas Fuel as Jeff Mains chats with Ryan Staley – founder and CEO of Whale Boss. As an AI thought leader, Ryan shares his journey from zero to $30 million ARR with just four salespeople and reveals how integrating AI into revenue organizations can lead to exponential growth.Analyze the significance of storytelling in customer success, explore strategies for forming strategic partnerships, and offer insights on creating compelling content that transforms readers into brand advocates.Join Jeff and Ryan as they reveal practical tips for seamlessly integrating AI into your daily operations, fostering a workplace culture that's not just tech-savvy but innovation-driven.Key Takeaways[00:02:45] - Capturing Customer Success Stories[00:07:18] - Integration of AI in revenue organizations[00:11:37] - Importance of targeting, pipeline acquisition methods, and enterprise sales strategy[00:13:52] - Impact of AI on emotional connections in sales and revenue optimization[00:16:46] - Integration of AI in leadership and team development[00:18:03] - The TEAKS framework (Time, Execution, Acumen, Knowledge, Skills)[00:21:42] - AI tools for surveys, market research, and customer insights[00:24:46] - Key skills and mindset essential for success in leveraging AI within organizations[00:26:33] - Practical applications of AI in revenue optimization and business growth[00:31:42] - Creating acceptable use policies, training teams, and ensuring data privacy[00:37:49] - Leadership and AI Integration Strategy[00:44:16] - Exploring Revenue Optimization With AI[00:47:25] - Teaching Kids AI and Technical SkillsTweetable Quotes"Highlighting these stories not only showcases the value of your solution, but also builds trust with potential customers." - 00:01:42 Jeff Mains"This is both scary and exciting at the same time. I'm like, either run towards it or get run over by it." - 00:17:33 Ryan Staley"It's not just skill acquisition, it's rapid skill scaling, like Neo and the Matrix, where, you know, he jacks something into his brain and downloads this entire program." - 00:28:20 Ryan Staley"Just laser focus on what is the purpose? How can I have an impact now and not drifting? - 00:31:07 Ryan Staley"And then what'll happen is you could share those, collaborate and start innovating on top of each other. And then you have a self-innovating, self-scaling organization that really takes off. And so that's what I think is super exciting from that perspective." - 00:39:53 Ryan StaleySaaS Leadership LessonsEmpower Teams with AI to Enhance Productivity: Recognize the transformative potential of artificial intelligence in streamlining tasks and amplifying team productivity. By integrating AI tools, such as those that assist in research or automate repetitive tasks, leaders can double the amount of selling time for sales reps, thereby significantly improving performance.Foster a Culture of Continuous Learning and Innovation: The rapidly evolving landscape of AI requires to stay...

EPISODE SUMMARYIn this week's episode of Scale Your SaaS, host and B2B SaaS Sales Coach Matt Wolach sat down with Ryan Staley, Founder and CEO of Whale Boss, a cutting-edge consultancy at the forefront of integrating AI for revenue teams. In this insightful discussion, Ryan shares his journey, from achieving success in sales to harnessing the power of AI to drive unprecedented growth.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 306, “Can AI Boost Sales - with Ryan Staley”Guest: Ryan Stanley, Founder & CEO at Whale BossHost: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorSponsored by: LeadfeederTOP TIPS FROM THIS EPISODEEmbracing AI for Sales SuccessThe conversation began delving into AI and its potential impact on scaling SaaS businesses. Ryan reflects on his introduction to AI and how it instantly resonated with his extensive sales experience. He emphasizes the transformative power of AI, citing instances where it delivered remarkable results in terms of quality, quantity, and speed.Promoting Professional GrowthDrawing from his climb up the corporate ladder, Ryan shares valuable advice for professionals aiming for promotions. He stresses the importance of owning your numbers, proactively seeking improvement, and understanding your boss's evaluation criteria. Building a personal connection with superiors beyond the workplace is also critical to career advancement.Getting Started with AIRyan urges SaaS leaders to embrace AI from day one in the era of exponential technological growth. He recommends starting small, incorporating AI into daily routines, and documenting use cases and ideas for future applications. By consistently experimenting and learning, businesses can unlock the immense potential that AI brings to the table.EPISODE HIGHLIGHTSThe Dangers of OverrelianceWhile AI offers incredible efficiency and effectiveness, Ryan warns against overreliance without understanding the fundamentals. He highlights the risk of people neglecting core skills and becoming dependent on AI as a crutch. Ryan's advice is to strike a balance – leverage AI for its strengths but ensure a continued focus on personal growth and skill development.Strategic Focus on High-Value ClientsRyan encourages SaaS leaders to gain a deep understanding of their top clients' Annual Contract Value (ACV). Software businesses can significantly boost revenue and deal size by focusing attention and resources on the top 20% of clients.Final Advice on the Use of AIAs the conversation ends, it's evident that AI is not just a tool but a catalyst for unprecedented growth and transformation. Ryan's journey serves as an inspiration for SaaS professionals looking to leverage AI, ensuring they not only survive but thrive in the rapidly evolving landscape. TOP QUOTESRyan Staley[17:37] “The more people that I can help avoid that and be able to spend more time with their family and their community and their friends... tGet even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

AI in sales isn't about replacing humans; it's about empowering them with the ultimate edge. In this episode, Ryan Staley of Whale Boss discusses the potential of AI in transforming sales strategies. He explores how harnessing AI isn't about coding; it's about leveraging its power to optimize sales in revolutionary ways. Tune in as Ryan decodes the AI sales phenomenon. Join us and unlock your sales potential in the era of AI. In this episode, you will learn:● How AI revolutionizes time-consuming tasks, freeing up valuable hours for strategic selling.● The key to leveraging AI without requiring a tech-savvy background, making it accessible to everyone.● Strategies to elevate your sales game by embracing AI's potential to deepen expertise and enhance interactions. Learn more about Chatterboss and schedule your free 30-minute consultation call HERE.

Ryan is the Founder & CEO at Whale Boss, a cutting edge consultancy designed around providing fast results vs. billable hours.Ryan helps CEO's or Revenue Leaders implement a 7-8 figure sales system in 3 months based on the principles that grew a business unit from 0- $30M ARR while adding $30M+ in capital revenue (with ONLY 4 Sales people and without lead generation.)In this episode we cover:00:00 - Intro01:24 - Scaling Tech Company to $30M ARR in 5.5 Years with 4 Reps04:29 - Key Steps for Replicating Ryan's Success09:45 - Focusing on the Higher Value Customers13:22 - Ryan's Experience with AI15:50 - Boosting Performance 3x with AI in Teams21:11 - AI Adoption on Organization Departments23:20 - Strategies for Adopting AI In Sales and Customers Success27:41 - Notable Outcomes with AI29:35 - Ryan's Favorite Activity To Get Into a Flow State30:30 - Ryan's Piece Of Advice For His 25-Year-Old Self32:02 - Ryan's Biggest Challenges at Whale Boss33:12 - What Does Success Mean for Ryan Today35:09 - Instrumental Resources For Ryan's Success37:11 - Get In Touch With RyanGet In Touch With Ryan:Ryan's WebsiteRyan's EmailMentions:Tony RobbinsThe Scale Up ShowArticles:AI at Work: What People Are SayingBooks:The Gap and The Gain by Dan Sullivan and Benjamin HardyTag Us & Follow:FacebookLinkedInInstagramMore About Akeel:TwitterLinkedInMore SaaS Podcast EpisodesSaaS Consulting ServicesHow To Value Your SaaS Company

In this episode of the ChatGPT Report, join host Ryan as he delves into the fascinating world of AI and sales with Ryan Staley, CEO of Whale Boss. Ryan Staley shares insights on the 'Decade of AI' and his experiences with innovative AI tools like Claude. Learn about the top AI tools impacting business and personal life, the challenges of AI reliance, and the future of sales roles in an AI-driven world. Tune in for a concise, 20-minute exploration of AI's transformative power in business

Over the last 12 months in particular, the developments in artificial intelligence have been phenomenal. So much so, that many people are seriously concerned about its impact on business. One thing is for sure, AI will continue to develop, and businesses, sales leaders and sales people who can adopt it effectively and ethically, can turbo charge their speed to market, and potentially enhance their ability to drive exceptional results. In this episode, I chat with Ryan Staley, the Founder & CEO of Whale Boss, podcast host of The Scale Up Show, and a man on a mission to help sales leaders 3x their top performers with AI. It is a fascinating conversation well worth listening to as it may just help you drive exceptional performance within your sales team. To connect with Ryan, go to: LinkedIn - https://www.linkedin.com/in/ryan-staley/ Website - https://ryanstaley.io/ Podcast - https://podcasts.apple.com/au/podcast/the-scale-up-show/id1527278610

In this Episode, Ryan Staley, Founder and CEO of Whale Boss, discusses the opportunities for Sales Leaders in leveraging AI. He emphasizes the importance of knowing your strengths and using AI to enhance those, and also to support your weaknesses. Ryan introduces the TEAMS framework, which stands for Time, Execution, Acumen, Money, and Skills, and explains how Sales Leaders can apply AI in each of these areas. He also shares practical advice on how to get started with AI and avoid getting overwhelmed. About the Guest: Ryan Staley is the Founder and CEO of Whale Boss, where he helps technology founders grow their businesses. With over 800 CROs and Sales Leaders taught, Ryan has extensive experience in enterprise sales and has worked with companies such as Google, Amazon Web Services, Stripe, Salesforce, and Uber. Ryan also has his own podcast - The Scale Up Show - make sure you check it out! Here are those free resources & cheat sheets that Ryan promised us... https://www.aiforrevenue.com/sale-ai-accelerator-home Key Takeaways: Leverage AI to support your weaknesses and multiply your strengths. Use AI to save time and execute deep work projects more efficiently. Gain instant acumen by asking AI specific questions about your target audience. Use AI to optimize your financial decisions and save costs. Develop new skills and enhance existing ones with AI tools. Time Stamps: 0:00 Intro 1:25 Guest Introduction 2:34 Whale Boss 5:50 AI Application 8:00 Opportunities Around AI 10:40 Challenges on AI 12:54 T.E.A.M.S. 17:03 AI Doom Loop 23:13 Guest's SocialsRate, Review, & Follow If you're liking what you're hearing, make sure you ‘follow' the show wherever you listen to your podcasts…so you never miss an episode!I'd also love to hear what you think, so drop us a review after you close that next deal…tell me what you're liking, and what you want more of so I can look to cover it in a future episode.

Connie's motivational quote for today is by – Brian Cornell “Technology is going to disrupt the future of work, perhaps sooner than we thought. We are exploring everything from AI to VR, but we see no substitute for our stores and employees. We focus on building talent and personal service.”   Since starting my career in the 80s, I have learned to go from analog tracking to digital over four decades.  Things seem to change quickly since AI has hit the main street with ChatGBT, Salesforce and other CRM systems, Email Automation, and so much more.     The question I get asked frequently by the sales teams at the organizations where I work is, will their personalized service become obsolete because AI is so readily available?   YouTube: https://youtu.be/8OHggsd8VnA   About Ryan Staley:  Ryan is the founder and CEO of Whale Boss, where he helps technology founders grow from $ 1 M to $ 30 M through the principles he used to achieve the same results personally. Ryan Has taught over 800 CROs, VPs, or Leaders his proprietary Enterprise Sales frameworks for startups and companies like Google, Amazon Web Services, Stripe, Salesforce, Uber, etc.   How to Get in Touch With Ryan Staley:  Website:   https://ryanstaley.io/ Email:  ryan@whalesellingsystem.com Free Gift:  https://www.aiforrevenue.com/sale-ai-accelerator-home   Stalk me online! LinkTree: https://linktr.ee/conniewhitman Download Free Communication Style Assessment: https://whitmanassoc.com/csa/    Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube.  New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.   #DigitalTransformation #AIinBusiness #TechEvolution #SalesTech #CRMSystems #EmailAutomation #SalesLeadership #EnterpriseSales #Adaptability #TechFounder #AIandSales #FutureOfWork #SalesStrategies #TechInnovation #SalesTraining #PersonalizedService #TechGrowth #BusinessEvolution #SalesTeam #WhaleBoss #RyanStaley #DecadesInTech #Salesforce #TechLeadership

Harnessing AI for Sales Success: Interview with Ryan Staley on Enterprise Sales Development Podcast In this episode of the Enterprise Sales Development Podcast, Eric Quanstrom, the CMO of Science Technologies, converses with special guest Ryan Staley, the CEO and founder of Whale Boss. Whale Boss is a consulting firm that specializes in helping sales teams transform with AI. Staley shares his insights into the potential of AI to greatly improve sales processes and results. He discusses how AI can enhance sales teams' research capabilities and productivity, warns of the risks of ignoring AI advancements, and outlines strategies to leverage AI efficiently in a sales environment. 00:00 Introduction and Welcome 00:22 Guest Introduction: Ryan Staley 02:52 Ryan's Journey and the Start of Whale Boss 04:47 The Impact of AI on Sales 06:51 The Sales AI Accelerator 07:37 Implementing AI in Sales 10:39 Improving Business Acumen with AI 15:08 Prompt Engineering for Sales 18:06 AI's Role in Sales Interactions 19:02 Addressing Job Loss Concerns in the AI Era 20:40 The Importance of Embracing AI in Business 21:11 The Impact of AI on Job Roles and Age 21:55 Harvard and BCG Consulting Study on AI 24:14 The Role of AI in Sales Development 24:46 Implementing AI in Your Team 28:11 The Future of Sales with AI 28:35 The Power of AI in Business Scaling 32:17 The Role of AI in Content Creation 35:20 The Importance of Good Inputs for AI 36:31 How to Leverage AI for Business Categorization 37:28 Final Thoughts and Contact Information

Ryan Staley, founder and CEO of Whale Boss, discusses the role of AI in B2B sales and its potential impact on the future of the industry. Ryan shares his expertise on leveraging AI for sales reps, providing insights on where to get started, tactical applications, and understanding ideal customer profiles for messaging. The conversation also explores the significance of a "Chief AI Officer" in sales organizations, strategies for pipeline creation and conversion, and the importance of integrating emotional, psychological, and logical strategies in enterprise sales. They offer valuable insights into using AI to improve sales outcomes and adapt to the changing landscape of the sales industry.Elevate your sales game with the JB Sales Membership that includes monthly live training by John Barrows, interactive workshops, insightful AMAs, and unlimited access to our comprehensive on-demand library. Certifications included! Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: bit.ly/JBMembershipCheck out Ryan's Podcast: https://ryanstaley.io/podcast/ Connect with Ryan on LinkedIn: https://www.linkedin.com/in/ryan-staley/ Connect with Ryan on Facebook: https://www.facebook.com/ryanstaleysales Subscribe to his Youtube: https://www.youtube.com/channel/UCFGndSHN4KkE89kUP74U7Qg?sub_confirmation=1Want 10 Free Sales and AI Gifts (Prompts and Cheat Codes) to revolutionize your sales? It will be released this week and you will be the first to get it. https://www.aiforrevenue.com/salesai

Ryan Staley joins us on the Making Sales Social podcast to explore the game-changing realm of AI in sales. In our conversation, we highlight AI's pivotal role in automating tasks and deepening customer connections. We are thrilled to explore the potential of generative AI with Ryan, particularly in terms of creating genuine interactions. As the sales industry requires a range of skills, AI can provide valuable support to professionals struggling to achieve their goals in a constantly evolving market. Learn how AI is transforming sales, enabling professionals to excel in critical areas. Ryan Staley is the Founder and CEO of Whale Boss, a company that assists Software as a Service (SaaS) founders and revenue leaders in achieving their annual contract value goals. Additionally, he hosts The Scale Up Show podcast, which has over 300 episodes and is gaining popularity. Recently, Ryan has been focusing on utilizing AI to help businesses grow. Join us in our conversation with Ryan for insights on reshaping success through AI's dynamic partnership with sales expertise. Learn more about Ryan by visiting his website. You can also follow and connect with him on LinkedIn and Twitter.

In this episode of the SaaS Revolution Show our host Alex Theuma is joined by Ryan Staley, Founder & CEO at Whale Boss, who shares how he grew Whale Boss from $5M ARR to $30M ARR in 3.5 years. Ryan shares:

​#sandler #sandlerworldwide  In this episode, Ryan Staley provides insights on how to succeed at selling SaaS. He believes that salespeople need to understand the misconceptions and ideal attitudes for selling SaaS to succeed.   Selling software as a service (SaaS) is a unique challenge that requires a specific set of skills and strategies. Ryan Staley, the CEO of Whale Boss and host of the Scale Up show, has spent years helping SaaS companies scale their sales teams and revenue. In this episode, we'll explore some of the key themes including the ideal attitudes and beliefs for selling SaaS, common misconceptions, the importance of quantifying results, building emotional alignment with customers, and the importance of work-life balance. ​ Timestamps: 00:01:47 Ryan's background and how he got into sales 00:05:37 The importance of self-reflection  00:08:47 The Role of sales leadership 00:11:20 Building a sales team  00:14:17 The importance of culture in sales teams  00:17:30 The Role of Technology in Sales  00:19:12 The future of sales  00:23:59 The biggest failure and lesson learned   Key Highlights: Understand misconceptions and embrace the challenge and grind to succeed at selling SaaS. Patience, especially for big deals. Use neuro-linguistic programming for quick responses. Keep prospecting. Every "no" builds success. Survivor bias - persist to win. For big deals, validate ROI and cost assumptions. Identify key players and priorities. Know motivations. Deciding what not to do is as important as deciding what to do.   =========================================   SUBSCRIBE: https://www.youtube.com/@SandlerWorldwide/videos  Don't forget to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================  

​#sandler #sandlerworldwide  In this episode, Ryan Staley provides insights on how to succeed at selling SaaS. He believes that salespeople need to understand the misconceptions and ideal attitudes for selling SaaS to succeed.   Selling software as a service (SaaS) is a unique challenge that requires a specific set of skills and strategies. Ryan Staley, the CEO of Whale Boss and host of the Scale Up show, has spent years helping SaaS companies scale their sales teams and revenue. In this episode, we'll explore some of the key themes including the ideal attitudes and beliefs for selling SaaS, common misconceptions, the importance of quantifying results, building emotional alignment with customers, and the importance of work-life balance. ​ Timestamps: 00:01:47 Ryan's background and how he got into sales 00:05:37 The importance of self-reflection  00:08:47 The Role of sales leadership 00:11:20 Building a sales team  00:14:17 The importance of culture in sales teams  00:17:30 The Role of Technology in Sales  00:19:12 The future of sales  00:23:59 The biggest failure and lesson learned   Key Highlights: Understand misconceptions and embrace the challenge and grind to succeed at selling SaaS. Patience, especially for big deals. Use neuro-linguistic programming for quick responses. Keep prospecting. Every "no" builds success. Survivor bias - persist to win. For big deals, validate ROI and cost assumptions. Identify key players and priorities. Know motivations. Deciding what not to do is as important as deciding what to do.   =========================================   SUBSCRIBE: https://www.youtube.com/@SandlerWorldwide/videos  Don't forget to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================  

​#sandler #sandlerworldwide  In this episode, Ryan Staley provides insights on how to succeed at selling SaaS. He believes that salespeople need to understand the misconceptions and ideal attitudes for selling SaaS to succeed.   Selling software as a service (SaaS) is a unique challenge that requires a specific set of skills and strategies. Ryan Staley, the CEO of Whale Boss and host of the Scale Up show, has spent years helping SaaS companies scale their sales teams and revenue. In this episode, we'll explore some of the key themes including the ideal attitudes and beliefs for selling SaaS, common misconceptions, the importance of quantifying results, building emotional alignment with customers, and the importance of work-life balance. ​ Timestamps: 00:01:47 Ryan's background and how he got into sales 00:05:37 The importance of self-reflection  00:08:47 The Role of sales leadership 00:11:20 Building a sales team  00:14:17 The importance of culture in sales teams  00:17:30 The Role of Technology in Sales  00:19:12 The future of sales  00:23:59 The biggest failure and lesson learned   Key Highlights: Understand misconceptions and embrace the challenge and grind to succeed at selling SaaS. Patience, especially for big deals. Use neuro-linguistic programming for quick responses. Keep prospecting. Every "no" builds success. Survivor bias - persist to win. For big deals, validate ROI and cost assumptions. Identify key players and priorities. Know motivations. Deciding what not to do is as important as deciding what to do.   =========================================   SUBSCRIBE: https://www.youtube.com/@SandlerWorldwide/videos  Don't forget to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================  

In this episode, Scott and Ryan discuss the importance of referrals in building an effective sales strategy, including the key components of a referral process and the importance of consistency. They also discuss using AI for sales, with Ryan sharing tips and tactics for implementation. Scott promotes his coaching program, Startup Selling, and encourages listeners to email him for a free consultation. About our Guest:  Ryan Stanley is the Founder and CEO of Whale Boss where he helps Technology Founders grow from $1M-$30M through the principles he used to achieve the same results personally. Ryan Has taught over 800 CROs, VPs, or Leaders his proprietary Enterprise Sales frameworks for startups and companies like Google, Amazon Web Services, Stripe, Salesforce, Uber, etc.   Some of the topics that we covered are:   - AI and chat GPT In sales - Effective ways to ask for referrals  - Examples of how AI is being used by SaaS founders. Links & Resources:    Website: www.ryanstaley.io/ LinkedIn: https://www.linkedin.com/in/ryan-staley/ Podcast:https://podcasts.apple.com/us/podcast/the-scale-up-show/id1527278610   Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you're listening to the show.  

In this episode, we explore AI's impact on B2B marketing and sales with Ryan Staley, Founder and CEO at Whale Boss. Discover how AI tools like Chat GPT are revolutionizing the industry, and learn the importance of adopting AI strategies for better customer engagement. Ryan shares his innovative approach to referral-led growth and using AI for quicker, more efficient results. You can reach out to Ryan via his Linkedin profile if you have any questions or insights on the topics discussed today.

A big hello from Raleigh, North Carolina and welcome to another episode of B2B Marketing & More! I'm Pam Didner. What can I say about 2022? I can sum it up in one word: Great! The great pandemic, the great resignation, the great relocation, the great retirement, and the great stock market crash. Somehow, all of that led to the great reshuffling of our lives. It was exhaustingly great. I moved from the West Coast to the East Coast! I need to do an episode of my experience living in North Carolina one of these days. If you are a listener and a native in North Carolina, reach out and talk to me about North Carolina. I'd love to learn about and understand this state a whole lot more. One of my 2023 new resolutions is to drive around in North Carolina, Charlotte, the Outer Banks, Asheville, Blue Ridge Mountains and more. I can't wait!! I think we all agree that we are somehow go back to a sense of normality in 2nd half of the year. I was on the road for 8 weeks from September to December, speaking at conference, visiting clients and seeing friends and colleagues at different cities. Love to see people in Zoom, but hugging people in-person, it's just lovely! If you're not a hugger I completely understand.   But it's also been wonderful to continue having thoughtful and inspiring conversations here on the podcast. For this final episode of 2022, I'm going to highlight some episodes I think are especially helpful for my B2B peeps and listeners.  So let's get started!   As I mentioned earlier, I love to travel.  So I thought today I'd take you on a trip with me.  It's a sales journey of sorts; but this one includes some special stops along the way.  At each stop an expert guest of mine from the past year will share tips and tricks to help you improve your sales and marketing chops and to reach more ideal customers.   This journey begins with a conversation I had with Carla Johnson back in February. Carla is a marketing and innovation strategist, keynote and author. For her book REThink: Innovation, Carla interviewed her clients to unlock how innovation happens and can continue happening. What she found boiled down to the five steps of what she calls the “Perpetual Innovation Process.” The steps are observe, distill, relate, generate and pitch. What I loved about our conversation is that Carla has found a way to demystify innovation.   It's not solely about geniuses coming up with ideas no one has ever heard of before. Everyone, I mean everyone, is capable of innovating, says Carla, and they can learn from other industries. Like how McDonald's studied Formula 1 pit crews to help their drive-thru teams work better and faster. Carla shared another example from the B2B world:   Carla Johnson: - I have a great friend named Tim Washer and Tim is a comedian. And he's worked with some of the best of the best Conan O'Brien. He was a writer for Amy Poehler on Saturday Night Live Weekend Update, you know, that level of comedian. So he worked, he was a Creative Director at Cisco. And he had a new product launch to do. And you know, like a technology company, you don't think of them as doing amazingly creative and innovative product launches. It's usually an executive or an engineer talking about, you know, the features and all of the new things that customers can do because of this product. But Tim said, “let's do something really different and innovative.” Then he happened to be in a comedy club in New York City one night and the comedian Ray Romano was on stage and Tim kind of sat back in his chair and he really observed the whole audience, not just Ray as a comedian and a performer. But he said, as he watched it, he observed how Ray moved on the stage and he observed the body responses and how people began to lean in as Ray went through his routine and Ray talked about things like family and in-laws and kids and, and all of these things that people could really relate to in a short amount of time, but all through humor. And as Ray got people to laugh, in the audience everybody's emotional wall started to go down. And so as Tim looked at that, all of these things that he observed, he distilled that into patterns--patterns of being able to build relationships very quickly with people that most likely Ray didn't know, and then talking about things that were very familiar. Doing it with humor. And it was this laughter that got people to lower their emotional walls and be willing to hear things that they normally wouldn't hear. So it was those patterns that he related into his work. Now the next step is generate and generating ideas. So now when Tim went to generate an idea for this product launch, he said, “how can we use humor to talk about something that everybody knows, but in a way that gets them to laugh and lower their emotional walls?” And that's how he used humor to do a video for the product launch, which happened to come out right around Valentine's Day. And so instead of having an engineer talk about how fantastic the ASR 9000 router is, he made it into a Valentine's Day video that talked about the ASR 9000 router being the perfect Valentine's Day gift. And you think about putting this router right up there with diamonds and jewelry and flowers…. Pam Didner: It certainly stands out (laughs)! Carla Johnson: Exactly, but because he was able to tell the story of what he observed, the patterns he noticed, how that related into the work, how that generated his idea, that was his pitch. The pitch is actually to go back and walk through each of these steps and you have a natural story structure to it.   That's Carla Johnson. Love her! To learn more about innovation and how teams can move on if they get stuck in the process check out the full episode. I'll put a link in the show notes.   So, building off my conversation with Carla, let's say your company has come up with a fantastic product, service or upgrade. Your marketing time has come up with great messaging, collateral, and a plan. Now, it's time to get the word out and sell it to your customers.   In today's marketing world, a big part of advertising is digital ads. Of course there are a lots of options: FaceBook, Instagram, Twitter, you name it. Back in June, I reached out to AJ Wilcox, to talk about his specialty: LinkedIn ads. He told me he likes LinkedIn because you can target your pay ads to people with specific job titles, at specific companies, in specific regions. That means you can target your ideal customer.   But when AJ and I spoke we agreed that's only one part of the equation. Pay ads (on ANY platform) campaigns also need to be set up to help you learn more about customers. So that means avoiding one-and-done ad campaigns.   AJ Wilcox: It's really important on any channel to make sure that you generate enough data, that you can tell whether or not something's working. And if you go in and just spend the very minimum that you can on LinkedIn, which is $10 a day...    Pam Didner: Don't bother.    AJ Wilcox: If the $300 in a month, that'll give you a handful of clicks; you will not be any closer to finding out if it's a channel that works. So what I recommend is if you're going to approach LinkedIn Ads, don't do it with less than about a $5,000 per month budget. And so many small businesses can still afford that, but I'm assuming some listeners will be like, "Man, I don't have that." So if that's your case, as well, what I would recommend is just make sure that you are set to spend $5,000 before you shut it off. So if your budget is only $1,500 a month, great, just make sure you are running it for at least three months before you make the decision to cut it or increase.    Pam Didner: The other question I want to ask, which is kind of on top of tha,t as well. If you do have $5,000, how long should you run? Of course, you're going to say as long as possible, but minimal level?   AJ Wilcox: Yeah, for me, advertising is very much a linear process. You're going to spend money; you're going to get impressions. And then those impressions are going to turn into clicks. And then a certain percentage of those clicks will turn into conversions. And then a certain number of those conversions can become sales qualified or marketing qualified leads. A certain percentage of... I mean, I'm preaching to the choir here, but for me it depends on what level of surety, the level of confidence that you want.    Pam Didner: Got it.   AJ Wilcox: If you just want to find out, what is my cost per lead from this channel going to be? Yeah, you could spend for two, three months and go, "Oh, looks like my cost per lead is— .”   Pam Didner: Okay. I got some baseline. Yeah.    AJ Wilcox: Yeah, exactly. But if your goal is to find out what is my ROI from LinkedIn Ads? Yeah, you're going to have to look at how long is my sales cycle and how long does it take us to nurture these leads to close? And maybe you're going to be in this for two, three, four years before you have statistical significance around that data. So it really is up to you, but I would say if you are running against Facebook ads, hands down, Facebook ads is always going to be a lower cost per lead because the cost per click was cheaper. But when you follow that into your CRM, you look further down the sales cycle, you're going to find that, wow, because LinkedIn's targeting was so good at getting the right people, even though we're paying more for it, by the time you're looking at your cost per sales qualified lead, or your cost per proposal sent, or your cost per closed deal, all of a sudden LinkedIn looks really good compared to Facebook. But so many people were scared off by it because of the initial high costs that they never gave it a real chance.   I was speaking with AJ Wilcox who specializes in running LinkedIn pay ads.   He also shared some dos and don'ts about setting up campaigns in LinkedIn, so be sure and check out the full episode.   As we continue on this year-end episode of B2B Marketing & More, let's continue on our journey to: sales! You know I'm all about effective Sales Enablement and helping sales and marketing teams work together. Having worked along side-by-side with the sales teams for many years, I know there are some particular challenges they face—especially if they're tasked to bring in more contracts.     So back in March I checked in with Ryan Staley, a long-time sales professional and the CEO and founder of Whale Boss to talk about what it takes to land a deal. In the conversation I asked him about common mistakes sales teams make when they approach a potential customer.   Ryan Staley: One of the things that a lot of companies where people focus on are sales reps or sales leaders is like, “Hey, the ROI for the company is this. They're going to save millions of dollars are going to do this.” But one of the things that they forget is, okay, how is that individual person evaluated? Like what kind of KPIs are they evaluated with? You know, at the end of the year, when they sit down with their boss and you're just finished, are they going to get a bonus or are they going to get demoted? And did they hit on what they were supposed to? So that's the tangible business side of it. But then also it's like, what does that solution going to do emotionally for that person that you're selling to? Because logic is how people make decisions. Emotion is what creates action. And so those two kinds of triggers are key things to look at when you're trying to work and sell. So I would say that's number one. Number two is just ask really, really good questions. Okay? That's one of the advantages that sales has over marketing. We can physically talk to the people, versus like looking and getting feedback from communities and social. You can actually talk to the people and ask them specific, tangible questions on the outcomes they want, what's bothering them, all those details. So I would say just being a ninja at asking really, really good questions that are thought provoking and that make people question thoughts that they've had previously. Pam Didner: So what if you're trying for a corporate client and you can't get in there for the one-on-one to ask questions? and have to go in cold? Ryan Staley: So there was a deal that my team was working and the reps were full cycle. And so they had a prospect. Um, they didn't have like an SDR team or we didn't have any marketing support. So they had to find a way to get into these really, really big Fortune 1000, Fortune 500 companies. One of the companies that are trying to get into was Walgreens and Walgreens is like Fortune 10. So they're even bigger than big. Right? Well, what happened was Walgreens has recently merged with Boots--this was maybe four years back. They just merged with Boots and their CEO and chairman identified in their press release that one of the number one priorities and outcomes from the merger is gain quote-unquote “synergies”; where they're going to get $500 million in synergies from merging the companies. And what they were saying basically is they're taking $500 million out of the business in costs. So one of the levers we hit on to get in there was to link to that initiative that the CEO was talking about— Pam Didner: Because it's top down, it's coming from the management. It's top down. Ryan Staley: Exactly, exactly. And so, so that's a good example of how to hit on that. You could look at 10K's. You could look at other financials if you want on that; the letter to the CEO in the annual report is great. Obviously that doesn't scale for small-to-medium sized companies but for big, big deals that's what I would recommend. Ryan Staley is founder and CEO of Whale Boss. When we spoke he also shared ways to develop rapport quickly with a potential client, so check out the full episode.   Connecting to potential clients through a sales team is one way to reach new customers or re-establish past relationships; but another approach I like is marketing through thought-leadership. It may not be as direct and immediate as pay ads, but it's a long play which is sensible with B2B companies with a long purchase cycle. Use content to influence your customer's point of view about specific products or technologies.   When I thought about addressing this topic in the podcast, I knew I had to talk with Erika Heald. She's a founder and the lead consultant at Erica Heald Marketing Consulting, where she helps SaaS startups, specialty food companies, and many others. She told me, too often, thought leadership can feel like a “one-way blast of information coming from a brand.”       Erika Heald: For me thought leadership is when you're putting those unique perspectives from leaders within your company out there in the public on a regular basis through various types of content. So it can be everything from blog posts, to eBooks to public speaking engagements, podcasts, all of these different avenues. But the key is people who are subject matter experts and having a point of view. And this is for me where I see the biggest kind of issues come up because frequently--and not to disparage PR agencies--but frequently you will see thought leadership as a couple of slides in a PR presentation, as you know, “oh, hey, so for this month, here's the thought leadership” and it's a couple of catchy headlines with your CEO's picture next to it. And it's like, “well, that's all great, but they're not necessarily thought leadership.” A lot of times they're tied into the PR campaign or what have you, but they're not really focused on that human being and their experiences and sharing them with people in a meaningful way. And from my perspective, you have to have that involvement with that thought leader and have that unique perspective and point of view that they're willing to share. If they're gonna just tell you everything that you already read in HBR that month, that is not going to work because people want something authentic and real. Pam Didner: If they know specific topic or field, very, very well, they can help other people to learn or provide some insights that say other companies or competitors cannot provide. That's also a sense of a thought leadership. Is that correct? Erika Heald: 100%. You know, thought leadership is not limited to your C-suite. If you're only putting your CEO out there or the other folks who sit on that same floor--you know, if you have a physical headquarters anymore. Realistically, some of your best thought leaders are going to be those folks with deep subject matter expertise that know a lot about your customers or who used to have jobs that are the same jobs that your ideal customers have. They're going to be those people who deeply feel the pain and the challenges that your customers have everyday. Those folks are gonna be fantastic thought leaders and have so much to offer out there. So I definitely encourage folks to look a little bit more widely at who could be part of their thought leadership programs.   That was Erika Heald. If you struggle to identify thought leaders, Erika has some good tips in this episode. We also talked about how to juggle when multiple teams play a role in communicating thought leadership. That's a tricky one, so check out the full episode.   And again, links for all the episodes I featured today are in the show notes.   Thanks for taking this journey with me today. These experts have some fantastic tips and tricks to help you and your company innovate, advertise, sell and educate. I'm always here if you have questions about B2B sales and marketing, so don't hesitate to reach out. Happy Holidays and see you on the other side in 2023. Take care. Bye!

A big hello from Portland, Oregon. Welcome to another episode of B2B Marketing & More. My guest is a sales professional, Ryan Staley, the CEO and the founder of Whale Boss. Ryan is a fantastic and high-performance salesperson, he helps founders and revenue leaders implement 7 and 8 Figure sales operating systems in less than 3 months. Today, we talk about the essential characteristics of effective salespeople. In this episode: What are the tips and tricks to capturing big clients? How to understand your customer and focus on the company's needs? Cold calling tips: how to reach out to the prospects you don't know and get them interested in having a conversation? In what ways sales engagement was changed by pandemic? How can salespeople adapt to the new circumstances? What is the best way to start a conversation with a prospect? How can B2B marketers better support sales? What are the characteristics of effective salespeople? What are some of the salespeople's pet peeves that marketers should be aware of? Quotes from the episode: "Cold calling could fit in a lot of different buckets. That could be social interaction that can be picking up a phone, that could be texting, that could be emailed, that could be direct messaging. And so there's a lot of different channels that you do to make that a reality." "One of the cool things that you could do is try and connect with that person emotionally about something, every single call you have with them. What I look at is a bit like layering in finding a little more about the person, a little deeper, every single communication touchpoint that you talk to them live." ————— If you want to chat, reach out to any social media channels or email me at hello@pamdidner.com. You can also join my Facebook community: Build Your Marketing Skills to Get Ahead. When you join, you get a free Starbucks on me. You can go to the Announcement tab and click on the barcode of the gift card.

In this episode, we have Ryan Staley who is the Founder and CEO of Whale Boss. We get to talking about their To impact over 100M people by giving first to grow their business. Ryan Staley shares their journey with you so you can start yours today! Make sure you check out their links down below and share with a friend if you enjoyed the episode. Always Remember to Invest In Yourself Phil Better

In this episode, we have Ryan Staley who is the Founder and CEO of Whale Boss. We get to talking about their To impact over 100M people by giving first to grow their business. Ryan Staley shares their journey with you so you can start yours today! Make sure you check out their links down below and share with a friend if you enjoyed the episode. Always Remember to Invest In Yourself Phil Better

Most salespeople know they have to ask questions to move the deal cycle. Ryan has put a framework to what questions to ask, and when to ask them.======================Four Actionable Takeaways: * Learn from the 5 biggest deals you have lost and replace them with the 5 fastest deals you have won.* Ask questions to determine where you stand in the process before wasting months on a sale cycle.* Don't shy away from the buyer's conversations with competitors - use it to your advantage.* Fully understand every outstanding step to get a deal done to avoid surprises.======================Ryan's Path to President's Club:* ======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc======================Focus Areas: DiscoverySee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Ryan Staley is the Founder & CEO of Whale Boss — consultancy that helps founders and revenue leaders implement seven and eight-figure sales operating systems. He joined us on this episode of the Predictable Revenue Podcast to break down the strategies founders and start-ups need to adopt to amplify revenue. Highlights include: What are the most important metrics for start-ups (2:00), three core operating systems for start-ups (3:30), creating exponential growth through PCP (4:29), the three core operating systems for start-up revenue leaders (7:35), the whale scale operating system (9:22), the exponential extension engine (10:13), the referral operating system (13:30), the four-step referral framework (17:38). -------------------- Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Ryan Staley is the founder and CEO of Whale Boss. He helps organizations around the world build the systems required to have predictable success selling to large enterprise customers. This conversation introduces those key systems and insights you can use to start building the systems for your team immediately. To join Ryan's Referrals for Revenue Workshop, you can learn more and sign up here: https://www.referralsforrevenuechallenge.com/go. To join the MasterClass on accelerating your success in advancing and closing deals, you can sign up here: https://www.robandryan.live/training.

Ryan Staley, founder and CEO of Whale Boss, stopped by Decision Point to talk with Brad about the setbacks and obstacles he faced along the way to founding Whale Boss, and stepping out on his own during a pandemic. Ryan Staley works with founders and Revenue Leaders implement a 7-8 figure sales system in 3 months based on the principles he had to learn the hard way. Ryan's mission is to share with you the first principles so that you can stop chasing the demanding growth expectations from PE's, VC's or even yourself. To learn more from Ryan you can visit www.ryanstaley.io or find him on LinkedIn for more daily content!

In this episode of the Sales Hacker Podcast, we have repeat guest Ryan Staley, CEO at Whale Boss and fellow podcast host at Sales and Marketing Built Freedom. Join us for a great conversation about why you don't have to boil the ocean when moving upmarket and the best ways to position your company for enterprise sales success.What You'll Learn Framing the economic impact of moving upmarketWhy companies should verticalizeBuilding an enterprise sales motion graduallyStrategies for raising money… or notShow Agenda and TimestampsRyan Staley & Whale Scale [3:15]Your biggest enterprise sales mistake [7:23]Implementing a winning deals-tracking system [14:30]Why your org doesn't need funding [18:26]Paying it forward: shout-outs [28:55]Sam's Corner [32:46] 

➡️ About The Guest A career revenue and sales executive. Ryan Staley had his first success in business as an inside sales representative selling cutting edge technology and training to CIO's, CTO's and VP's of the largest Investment Banks and Brokerages in the world. He finished #1 nationally, was promoted to Manager and then Sr. Manager. This experience later launched Ryan into a leadership position (at a new organization) in which he was responsible for transforming a struggling business unit into the top performing office, creating an enterprise team from scratch and in developing a recurring revenue engine.  The new business unit resulted in growth from 0-$30M Annual Recurring Revenue, $30 Million in capital revenue, over (30) $500,000 plus contracts and a $20 Million contract (with ONLY 4 Sales people and without lead generation). Ryan codified the playbook that he's learnt and executed over every single sales role he's held in his career and built out his own firm, Whale Boss, working with executives, CEO's or Revenue Leaders to implement a 7-8 figure sales system in relatively short, three-month sprints. ➡️ Talking Points 00:00 - Intro 04:18 - Ryan's origin story. 14:05 - The importance of networking. 18:57 - How to move up market and sell bigger deals. 23:11 - Find larger new customers and sell more to existing customers. 24:51 - Customer referrals. 26:23 - Dropbox's referral system. 29:29 - Help 100 million people grow their business. 35:24 - The secret strategy to sell to enterprise. 44:15 - Reinventing yourself later on in life. 46:46 - Good books for entrepreneurs. 48:12 - Ryan's definition of success. ➡️ Show Links https://www.linkedin.com/in/ryan-staley/ https://bit.ly/3BmuKCl ➡️ Show Sponsor Gusto - gusto.com/scott (3 months free payroll / platform services) Gusto's people platform helps businesses like yours onboard, pay, insure, and support your hardworking team. Payroll, benefits, and more. Just Works - justworks.com Run your business with confidence with Justworks. Get simple software + expert support for payroll, benefits, HR, and compliance. Ladder - ladderlife.com/successstory Ladder is life insurance built to be instant, simple and smart. We offer direct-to-​consumer, term life insurance online.  Canva - canva.me/successstory Canva makes video & graphic design amazingly simple for everyone! Get a photo editor, video maker, and logo creator all in one free editing app.  BKA Content - bka.com/success Buy SEO articles, blog posts, web pages and more from the #1 content writing service in the industry. Work with real people, not programs! ➡️ Success Story Podcast Stories worth telling. Welcome to the Success Story Podcast, hosted by entrepreneur, business executive, author, educator & speaker, Scott D. Clary. On this podcast, you'll find interviews, Q&A, keynote presentations & conversations on sales, marketing, business, startups and entrepreneurship. Scott will discuss some of the lessons he's learned over his own career, as well as have candid interviews with execs, celebrities, notable figures and politicians. All who have achieved success through both wins and losses, to learn more about their life, their ideas and insights. He sits down with leaders and mentors and unpacks their story to help pass those lessons onto others through both experiences and tactical strategy for business professionals, entrepreneurs and everyone in between. Website: https://www.scottdclary.com Podcast: https://www.successstorypodcast.com YouTube: https://www.youtube.com/scottdclary Instagram: https://www.instagram.com/scottdclary Twitter: https://twitter.com/scottdclary Facebook: https://facebook.com/scottdclarypage LinkedIn: https://linkedin.com/in/scottdclary

Founder and CEO of Whale Boss, Revenue and Sales Growth Strategic Advisor, Business Consultant & Executive Coach, 19x Sales Award Winner and Podcast Host, Ryan Staley is our today's guest for Ask The Expert Interview with Michelle Abraham. Ryan is an expert when it comes to selling solutions to large companies, helping CEO's, founders, revenue leaders & sales executives. Tune in as Ryan shares his story and experience in doing sales & marketing. ●     There are amazing opportunities in Summits, helping connecting people ●     Serving people at the highest level ●     How did Ryan Staley bring in $155 million in sales ●     Helping clients get what they want and make them see that what you have is the solution ●     Double-edged benefit statement ●      Quick tips for LinkedIn. LinkedIn usage as an entrepreneur, About Ryan Staley: Ryan Staley, Founder and CEO of Whale Boss, knows that enterprise selling is a different beast, where everything is bigger: the number of users, the number of buyers, the total risk, and the potential reward. It is a high-stakes game and requires a different set of skills and experience. Ryan talks with Rob about a better way to sell to the enterprise, and how to show differentiation and build consensus. About the Host: Michelle Abraham - Podcast Producer, Host and International Speaker. Michelle was speaking on stages about podcasting before most people knew what they were, she started a Vancouver based Podcasting Group in 2012 and has learned the ins and outs of the industry. Michelle helped create and launched over 30 Podcasts in 2018 and has gone on to launch over 200 shows in the last few years, She wants to launch YOURS in 2021! 14 years as an Entrepreneur and 8 years as a Mom has led her to a lifestyle shift, spending more time with family while running location independent online digital marketing business for the last 9 years. Michelle and her family have been living completely off the grid lakeside boat access for the last 4 years! Check Us Out on: Join our Facebook group: https://www.facebook.com/groups/MyPodcastCoach (https://www.facebook.com/groups/MyPodcastCoach) Facebook:https://www.facebook.com/AMPLIFYOU.ca/ ( https://www.facebook.com/AMPLIFYOU.ca/) Twitter:https://twitter.com/YouAmplif ( https://twitter.com/YouAmplif) Instagram:https://www.instagram.com/amplifyou.ca/ ( https://www.instagram.com/amplifyou.ca/) To Join our FREE Podcasters Tool Kit:https://bit.ly/PodcastToolKit ( https://bit.ly/PodcastToolKit) For More Podcast Training -http://www.mypodcastcoach.com/ ( www.mypodcastcoach.com) Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a note in the comment section below! Subscribe to the podcast If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can also subscribe from the podcast app on your mobile device. Leave us an Apple Podcasts review Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts. 

On today's episode of The Sales Evangelist, Donald is joined by founder and CEO of Whale Boss, Ryan Staley. As a sales consultant who helps sales executives double their income, he's learned from and watched many different organizations, thus knowing how you can hire top sellers with little experience at your company.  Why did Ryan start a consultancy firm? Ryan noticed there are many things he took for granted working for a large organization that small business owners, startups, and SaaS companies weren't doing. That was part of the reason he founded his consultancy firm, because he wanted to coach CEOs on those things. Small businesses, startups, and SaaS companies do an amazing job building products or services, but they don't talk to thier customers after they sell them the deal. Maintaining a structured value process will exponentially increase referrals and revenue. Ryan's corporate job showed him the power of a good team: Working over sixty hours a week got Ryan to a point where all his relationships started to melt down. The constant travel and excessive hours meant he didn't have time for family, friends, or himself. What did he do about it? He rebuilt himself and his mentality about work, and his job performance soared to new heights. He was given the opportunity to build a team to support his work. However, that meant he had to figure out what looked for in a new person. He determined 5 components he looked for in a new hire: Did they have a hunger to be a top performer? What was the biggest takeaway from that job and why did they leave? He would ask for people to articulate their contributions and results - if they couldn't, their claims are BS What do they do to develop outside of work? What's the most important thing they spend time on outside of work? People might default to family, but finding people with a passion and interest and what lights them up shows how coachable they are. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes, tune in on Apple Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Ryan Staley is a Founder and CEO at Whale Boss. In this episode, Ryan shares his framework for finding and closing whales. Connect with Ryan on LinkedIn here and Whale Boss here. Resources mentioned in the episode: Show Notes Page  Here are three more ways to get help with your prospecting: REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach. For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn. For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.

➡️ Like The Podcast? Leave A Rating: https://ratethispodcast.com/successstory  In this "Lessons" episode, we dive into the journey of pursuing your own goals and building a successful business from scratch. Join us as we learn from Ryan Staley, Founder and CEO of Whale Boss, who transformed his expertise into a thriving enterprise. Discover strategies for personal branding, leveraging networks, and overcoming challenges in entrepreneurship.Building Your Personal Brand: Discover how Ryan Staley initially focused on achieving internal results and later expanded his network to build a personal brand. Learn the importance of engaging with peers outside your company to gain valuable insights and feedback.Crafting a Unique Methodology: Explore how Ryan developed a unique sales methodology and frameworks that eventually led to creating a course for sales reps. Understand the significance of identifying and refining your unique value proposition.Outsourcing for Growth: Understand the importance of outsourcing and building a team to accelerate business growth. Learn from Ryan's experience of initially trying to do everything himself and the benefits of delegating tasks.➡️ Show Linkshttps://successstorypodcast.com  YouTube: https://youtu.be/h6bTaGTKCEI  Apple: https://podcasts.apple.com/us/podcast/ryan-staley-ceo-of-whale-boss-%24150mm-rev-closed-how/id1484783544?i=1000529987201        Spotify: https://open.spotify.com/episode/73xU8TBbDrfPsGbp9Qv2FL?si=pN1uX34eRtm_pAss7_EFMQ        ➡️ Watch the Podcast On Youtubehttps://www.youtube.com/c/scottdclaryOur Sponsors:* Check out 1Password: 1password.com/CLARY* Check out Miro: miro.com/PODCAST* Check out Neurohacker: neurohacker.com/SUCCESSPOD* Check out Policygenius: www.policygenius.com* Check out eufy: us.eufy.comAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy