In this episode of In-Ear Insights, the Trust Insights podcast, Katie and Chris tackle the challenge of using generative AI in sales, both B2B and B2C. Discover how generative AI helps you analyze customer data and identify pain points to improve your selling approach. Learn how this technology can bridge the gap between sales, marketing, and product development for a more collaborative and effective strategy. Katie and Chris emphasize the importance of understanding customer needs and aligning your products or services accordingly, highlighting the limitations of AI when it comes to human judgment and decision-making.

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What follows is an AI-generated transcript. The transcript may contain errors and is not a substitute for listening to the episode.

Christopher Penn – 00:00In this week’s In Ear Insights, let’s talk about generative AI for sales, both B2B and B2C. How do we use these tools to do arguably one of the most important functions within a company, which is to help bring on new customers? Katie, when you think about sales as a profession, as a discipline, as a function within a company, what do you see as the major obstacles, period, that sales runs into? If you were like, “Oh, if I had a magic wand, I would fix this.”

Katie Robbert – 00:37That’s such a big question because it’s going to be different for every organization. I guess the common theme, the common deficit I see is collaboration with other teams. When I worked at an organization that had a dedicated sales team, there was a disconnect between the product team and the sales team, and the marketing team and the sales team. Product and marketing worked really close together, and then we would bring sales into it, and somehow sales remained on their own island and then would complain that we didn’t have the latest information: “We don’t know this; we don’t know that. Who’s our target audience? Who are we going after? Has it changed?”

Katie Robbert – 01:30I guess the thing is data sharing and a communication breakdown. From my perspective, sales is the last piece of the puzzle. They’re the last touch. When you’re bringing on a new client, first, you have all of these other pieces in the customer journey. You have your content; you have marketing campaigns. You have maybe some interaction, like webinars, emails, and live shows, but sales isn’t in it yet. Sales is the one who comes in at the end to close it. I think that there’s a disconnect in that process.

Katie Robbert – 02:14I don’t know if that’s the answer you were looking for, but I think that if