PODCAST · business
Selling AI
by Warren Kucker
Sellers learning from sellers how to navigate the new world of selling AI, with AI.
Episodes
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More Is Not a Strategy: Selling AI in the Trust Economy
In this conversation, Leslie Venetz shares her extensive sales experience and insights on the evolving landscape of sales, particularly in relation to AI and trust in the buyer-seller relationship. The discussion highlights the challenges sales professionals face in addressing buyer apprehensions...
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Your Buyer Doesn't Know What to Ask For Yet
In this episode of Selling AI, Mike De Lonartis, the chief revenue officer at Verity, discusses the sales process around robotics and autonomous drones in warehouses. He shares insights on the challenges of the sales process, the evolution of the buyer's journey, and the demand creation cycle in...
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"You're Inspiring People to Mute Your Logo" — A RevOps Leader on AI Outbound.
In this episode, Jimmy Downing, the VP of Revenue Operations at NextGlass, shares his journey into revenue operations, the impact of AI on go-to-market operations, and the evolving role of sales and marketing in the AI era. He also discusses the importance of soft skills in sales and the…
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Build Your Campsite Where the Buyers Live
Morgan J Ingram shares his journey from a sales development rep to a full sales cycle rep and trainer. He discusses the changing landscape of outbound sales and the importance of creativity and intention in connecting with buyers. The conversation also delves into the significance of in-person...
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"Motivation Is the Gas Pedal. Logic Is Just the Steering Wheel."
The conversation delves into the emotional psychology of buying, the transition from clinical psychology to sales, lessons from the corporate environment, and the role of emotional messaging in B2B sales. It explores the emotional journey in B2B sales and the significance of understanding…
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The AI Committee Is Step Two Now, Not the Last Gate
The conversation with Jean-Marc Chanoine covers his career arc, the evolution of Templafy, the impact of LLMs on document automation, the shift in software buying, and the engagement with AI strategy teams. It also delves into the importance of industry and process knowledge, the political aspect...
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A New Approach to Sales Roleplay
The conversation covers the introduction of Breakthrough AI, Neha Gupta's career journey, the evolution of role-playing, the importance of role-playing in sales, and the future of role-playing in sales. It delves into the impact of AI role-playing on communication skills in sales and the…
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The Surprising Way Personality Types Can Boost Outreach Response Rates to 30%
The conversation explores the use of AI in prospecting and client management, focusing on personality matching and psychological alignment. Gary Sinderbrand shares his journey in wealth management and the development of the Rainmaker app, which uses AI to identify psychological fit and improve...
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Holding Complexity Under Pressure: What Your Meeting Transcripts Actually Reveal
The episode explores the application of AI in measuring leadership capacity through linguistic patterns. Logan Yonavjak, the co-founder and CEO of Readiness Engine, discusses the platform's AI-informed diagnostic capabilities and its impact on leadership readiness. The conversation delves into…
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The Messaging Mistake Everyone Makes on LinkedIn (And How to Fix It in Two Sentences)
The conversation delves into the evolution of outbound sales, the challenges of telemarketing and cold calling, common mistakes in LinkedIn outreach, effective messaging strategies, optimizing responses and follow-ups, and leveraging AI in sales outreach. The discussion highlights the transition...
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Go for No: The Counterintuitive Path to More Yeses
In this episode of Selling AI, Andrea Waltz discusses the importance of handling rejection in sales and the methodology of 'Go for No.' She shares the origin story of the 'Go for No' strategy and its impact on sales. The conversation also delves into the key premises of the book and the…
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AI Just Accelerates Your Inconsistency
The conversation with Marvin Martinez delves into the changing landscape of prospecting and sales processes with the integration of AI and automation. Marvin's insights shed light on the importance of authenticity in automated messaging, the tactical implementation of AI in sales, and the future…
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80% of the Deal Is Over Before the Buyer Talks to Sales
In this episode, Warren Kucker and Braydan Young discuss the evolution of reference selling, the changing B2B buyer journey, and the role of AI in the sales process. Braden shares his journey as an entrepreneur and the founding of Slash Experts, a platform that revolutionizes the reference…
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AI Can Finally Kill CRM Data Entry. That Might Be the Problem.
Eddie Reynolds, CEO of Union Square Consulting, shares insights on rev ops, CRM data entry, and leveraging AI in GoToMarket strategy. He discusses the impact of sales behavior, CRM implementation, and the role of AI in sales processes. The conversation delves into the challenges of deal...
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Selling Into Domains Where You're Not the Expert, Yet
Cash Monestine, an Enterprise Account Executive at AcuityMD, shares insights on selling complex data and AI software in the medtech industry. He discusses building credibility, leveraging AI in the sales process, and the evolving role of sales in specialized domains. Takeaways Specialized domain...
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AI Made Human Connection More Valuable, Not Less
Zach Jones, co-founder and CEO of Waffle, discusses the unique approach of making AI the operator, not the assistant. He shares insights on building a sales approach, selling AI to non-technical businesses, and the line between automating business and staying close to customers. The conversation...
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"We Had No Structure to Fully Structured" — Building Sales Process in Real Time
Jim Robertiello, Director of B2B Sales at Poppin, shares his journey in sales and the evolution of Poppin from a startup to a nationally recognized brand. The conversation covers the early days of Poppin, the sales process, the pivot to office furniture, and the impact of COVID on the workplace…
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"We've Had All This Data for 40 Years. The Actual Outcomes Have Not Changed."
Jack Siney, co-founder and CRO at Front Race, discusses the challenges of implementing AI in sales, emphasizing the importance of the human element and the need for a middle layer in the sales process. He highlights the metric engine as a key lever for leveraging AI in the sales process and...
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What Got You Here Won't Get You There — From Founder-Led Sales to Scale
The conversation delves into the intersection of sales and AI, the early stage of sales, the transition to a fractional VP of sales, founder-led sales, building a sales team, and the characteristics of a great salesperson. The discussion also explores the importance of financial acumen and the...
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"95% of Buying Decisions Are Emotional" — Why Your Sales Team Is Still Selling Logic
The conversation delves into the importance of sales coaching, the impact of motivation and values on sales performance, the challenges of promoting salespeople to management roles, and the shift from being an expert to becoming a trusted advisor. It also explores the role of emotional...
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Great Marketing Should Reduce Your Sales Calls
The impact of AI on demand generation is explored in this conversation, with a focus on modern demand-gen philosophy, buyer research, and the shift from lead volume to pipeline velocity. The conversation also delves into the role of AI in content production, personalized follow-up, and the...
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A Champion Isn't a Person — It's a Behavior That Shows Up When There's Good Friction
In this episode, David Weiss challenges traditional sales methodologies and introduces the concept of deal management as a separate methodology. He redefines the role of a champion as a behavior rather than a person and discusses the process of identifying and developing champions. The…
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Buyer First Is a Behavior, Not a Statement — Carol Mahoney on What Most Companies Get Wrong
The conversation delves into the buyer-first approach in sales, the role of AI coaching for sales teams, and the significance of mindset in sales success. Carole Mahoney shares insights on the importance of understanding the buyer's perspective, the development of AI coaching platforms for sales,...
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"AI Will Happily Solve the Wrong Problem Very Efficiently"
The conversation delves into the power of storytelling in sales, emphasizing the importance of context, emotional response, and soft skills in the AI marketplace. It also explores the role of soft skills in business development and the relationship between process and context in sales. The...
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"No Decision" Is Not a Close-Loss Reason — Why Your CRM Data Is Lying to You
The conversation delves into the evolution of RevOps, the underutilization of conversational intelligence in RevOps, and the access to conversations in sales and marketing. It explores the shift from traditional CRM data tooling to driving real buyer signals, the importance of targeted outreach,...
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The Standardization Problem That Shipping Said Was Impossible Got Solved in Two Years
The conversation delves into the challenges and opportunities of selling AI technology in the maritime industry. It explores the evolution of sales roles, the impact of AI on the industry, and the future of AI adoption in sales processes. Takeaways AI adoption in the maritime industry Evolution…
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"If Your Dashboard Isn't Changing Behavior, What's the Point?"
The conversation delves into the world of RevOps and Chantelle's experience, focusing on the challenges of scaling revenue without scaling headcount. It explores the role of dashboards, the evaluation of systems and tools at Asana, and the challenges of quota and revenue attainment in sales. The...
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"We Are the Picks and Axes" — Selling the Infrastructure That Makes AI Actually Work
The conversation delves into the evolution of enterprise sales, the journey within Alteryx, the impact of AI on sales objections, challenges in selling AI, and the use of AI tools in sales leadership. It explores the changing landscape of enterprise sales, the role of AI in reshaping sales...
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The Tools Changed, The Job Didn't: An Enterprise AE's Take on AI in Sales
The conversation delves into the evolution of enterprise sales, the impact of AI on sales techniques, and the role of AI in the maritime industry. It explores the changing buyer behavior and the future of AI in sales, highlighting the role of sales reps as conductors in solving complex problems…
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How Enterprise Views Buying AI Products
The conversation delves into the challenges of managing multiple stakeholders in enterprise sales, with a focus on the transition from a restaurant franchise to a sales career. It explores the lessons learned from the restaurant business and ad sales, comparing ad tech sales with SaaS sales. The...
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Building a Custom GPT for Every Rep on Your Team
The conversation delves into the innovative use of AI in sales coaching, highlighting the challenges, benefits, and tactical approaches. It explores the impact of AI on sales coaching and the potential pitfalls to avoid. The role of AI in exposing coaching practices is also discussed, providing...
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"I Just Want to Play More Golf" — Why ROI Isn't Always the Right AI Pitch
The conversation delves into the challenges and opportunities of selling AI in the legal industry, focusing on the evolution of time recording and email management in legal tech, the use of AI to solve time recording challenges, the sales process evolution and AI integration, skepticism and...
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Sales Enablement from Meeting Rooms to CustomGPTs
The conversation delves into the evolution of sales enablement, the impact of AI on training processes, the use of AI for personalized onboarding, the synergy between sales enablement and rev ops, and the future of sales roles with AI. It highlights the shift towards revenue enablement, the...
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The Kickoff
The Selling AI Podcast focuses on generating revenue with AI tools and simplifying decisions for buyers, as well as adapting sales strategies to navigate the AI shift in real time.
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ABOUT THIS SHOW
Sellers learning from sellers how to navigate the new world of selling AI, with AI.
HOSTED BY
Warren Kucker
CATEGORIES
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Frequently Asked Questions
How many episodes does Selling AI have?
Selling AI currently has 34 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is Selling AI about?
Sellers learning from sellers how to navigate the new world of selling AI, with AI.
How often does Selling AI release new episodes?
Selling AI has 34 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to Selling AI?
You can listen to Selling AI on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts Selling AI?
Selling AI is created and hosted by Warren Kucker.
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