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FAQs about Selling AI:How many episodes does Selling AI have?The podcast currently has 14 episodes available.
April 01, 2026Great Marketing Should Reduce Your Sales CallsThe 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 alignment of marketing and sales for revenue optimization.TakeawaysAI's role in demand generationShift from lead volume to pipeline velocityChapters00:00 The Modern Demand-Gen Philosophy10:12 The Impact of AI on Demand Generation29:46 Operational Efficiency with AI...more33minPlay
March 26, 2026A Champion Isn't a Person — It's a Behavior That Shows Up When There's Good FrictionIn 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 conversation also explores the importance of understanding behavioral shifts throughout the sales cycle and the distinction between deal management and sales methodologies. The conversation delves into the challenges of sales tools, the need to rethink sales behavior and metrics, the concept of a system of action, the ineffective leadership structure, the importance of leadership enablement, the role of sales enablement and leadership training, the role of neuroscience in sales, and the future of the sales process and buyer's journey.TakeawaysChampion is a behaviorSeparating functional roles from behavioral signalsDeal management as a separate methodology from sales methodologies Sales enablement should focus on leader enablementTriggering the amygdala is crucial in driving urgency in salesThe role of the salesperson is sense-making and providing deep domain expertise to buyersChapters00:00 Redefining Deal Management07:06 Identifying and Developing Champions14:23 Behavioral Shifts Throughout the Sales Cycle21:10 The Purpose of Sales Methodologies and Tech27:45 Ineffective Leadership Structure34:50 Neuroscience in Sales and Triggering the Amygdala...more43minPlay
March 18, 2026Buyer First Is a Behavior, Not a Statement — Carol Mahoney on What Most Companies Get WrongThe 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, and the impact of mindset on sales performance.TakeawaysBuyer-first approachAI coaching for salesRole of mindset in salesChapters00:00 The Buyer-First Approach10:58 AI Coaching for Sales18:02 The Role of Mindset in Sales...more36minPlay
March 11, 2026"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 conversation delves into the importance of context in AI processes, the transition from sales to project management, the shift from high-volume to high-touch sales approach, the impact of relationship building in business, handling objections and storytelling in sales, and the future of the sales process and buyer's journey.TakeawaysStorytelling is a powerful tool in salesSoft skills are crucial in the AI marketplace Context is crucialHuman touch in salesChapters00:00 The Power of Storytelling in Sales05:25 The Impact of Soft Skills in Sales11:28 The Significance of Soft Skills in AI Marketplace19:25 The Role of Soft Skills in Sales and Business Development26:08 The Role of Context in AI Processes31:10 The Impact of Relationship Building in Business and Sales37:39 Structuring Sales Calls and Handling Objections45:05 The Future of Sales Process and Buyer's Journey...more49minPlay
March 04, 2026"No Decision" Is Not a Close-Loss Reason — Why Your CRM Data Is Lying to YouThe 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, and the potential of conversational intelligence to replace the need for CRM data filling. The conversation delves into the rethinking of CRM and conversation stages, understanding close loss reasons, the importance of signals and contextual insights, effective signal identification and utilization, building effective signal processes, adoption and usage of sales systems and processes, and the future of AI and automation in sales operations. Key takeaways include the role of AI and automation in sales operations and the emphasis on context and value in sales processes.TakeawaysRevOps evolutionConversational intelligenceData-driven insights AI and automation in sales operationsThe importance of context and value in sales processesChapters00:00 The Evolution of RevOps13:07 Access to Conversations in Sales and Marketing22:21 Rethinking CRM and Conversation Stages27:38 Effective Signal Identification and Utilization33:24 Adoption and Usage of Sales Systems and Processes...more42minPlay
February 25, 2026The Standardization Problem That Shipping Said Was Impossible Got Solved in Two YearsThe 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.TakeawaysAI adoption in the maritime industryEvolution of sales roles and functionsChapters00:00 Introduction to Selling AI in Maritime07:15 Balancing Industry Expertise and Sales Role12:59 Innovative AI Applications in Maritime19:30 AI Adoption and Sales Process30:22 Future of Sales Roles and AI Adoption...more34minPlay
February 18, 2026"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 conversation delves into the challenges faced by RevOps teams in driving efficiency and productivity in sales processes. It also explores the tension between sales and marketing and the evolving role of RevOps in go-to-market engineering.TakeawaysRevOps as a strategic functionChallenges of scaling revenue without scaling headcount RevOps teams face challenges in driving efficiency and productivity in sales processes.The tension between sales and marketing is a common issue that impacts RevOps teams.Chapters00:00 Introduction to RevOps and Chantelle's Background06:34 The Role of Dashboards in RevOps17:20 Evaluating Systems and Tools at Asana28:14 Challenges of Quota and Revenue Attainment37:16 The Tension Between Sales and Marketing45:27 The Future of RevOps and Go-to-Market Engineering...more49minPlay
February 11, 2026"We Are the Picks and Axes" — Selling the Infrastructure That Makes AI Actually WorkThe 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 processes, and the challenges faced in selling AI solutions. Additionally, it highlights the use of AI tools in sales leadership and the complexities of implementing AI in sales strategies. The conversation covers the topics of building internal processes and GPTs, the buy vs. build scenario and sales conversation, changing buying behavior and approval process, competition and sales process challenges, and the impact of AI on job roles.TakeawaysSales EvolutionAI in Enterprise Sales Buy vs. build scenarioChanging buying behaviorImpact of AI on job rolesChapters00:00 Evolution of Enterprise Sales06:01 Positioning and Sales Process11:32 Challenges in Selling AI17:55 AI Tools in Sales Leadership24:27 Buy vs. Build Scenario and Sales Conversation31:31 Competition and Sales Process Challenges...more41minPlay
February 04, 2026The Tools Changed, The Job Didn't: An Enterprise AE's Take on AI in SalesThe 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 and driving revenue.TakeawaysSales Reps as ConductorsThe Evolution of Enterprise SalesThe Impact of AI on SalesThe Role of AI in Maritime IndustryChapters00:00 Introduction to Enterprise Sales Evolution06:32 Evolution of Sales Techniques19:44 Buyer Behavior and AI in Maritime Industry30:52 The Future of AI in Sales...more38minPlay
January 28, 2026How Enterprise Views Buying AI ProductsThe 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 discussion also covers the sales process and challenges in selling True Rating, including the ROI pitch and objections. Additionally, it highlights the data-driven play and the approach to handling objections in the sales process. The conversation covers the importance of balancing storytelling and data in sales pitches, as well as the challenges and strategies for stakeholder management and alignment in complex deals.TakeawaysManaging multiple stakeholders in enterprise salesTransition from restaurant franchise to sales career Storytelling vs. DataStakeholder ManagementChapters00:00 Introduction to Managing Multiple Stakeholders in Enterprise Sales05:43 Comparison of Ad Tech Sales and SaaS Sales13:39 ROI Pitch and Objections in Sales Process18:50 Data-Driven Play and Handling Objections...more37minPlay
FAQs about Selling AI:How many episodes does Selling AI have?The podcast currently has 14 episodes available.