Episode Summary

In the Blink of AI: Conversations with AI Innovators Join Georgie Healy on 'In the Blink of AI', your weekly guide to the dynamic world of artificial intelligence. Each episode features interviews with the founders of top AI startups, creative product builders, and industry leaders. With 20 years in engineering and technology, Georgie aims to distill complex AI concepts into engaging stories.

The show covers business building, cutting-edge AI technology, and guests' approaches to developing AI products, finishing with rapid-fire questions for quick insights. Connect with Georgie on LinkedIn, Instagram, or via email to share your thoughts and suggestions for future guests.

Timestamps

00:00 Introduction to In the Blink of AI

00:10 Meet Your Host: Georgie Healy

00:56 Podcast Format and Content

01:11 Engage with Us

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PMB Trailer

PMB Trailer

In the sprint of startups, catch phrases like resilience, tenacity and rebound are brandished as the crowning qualities for success. But who personifies these better than athletes? Immersed in a world of discipline, diligence and constant iterations to improve, they bring in a fierce wave of value into the business landscape. Join us in this episode of Teaching Startups To Fish, where we dive deep into the potency of this ground-breaking synergy.

Chartering this exciting territory with Mladen Jovanovic is no other than Alex Opacic, the brains behind Athlete2Business and a former professional basketball player. Opacic opens up about his personal transformation from athletic stardom to stupendous success in sales, inspiring the establishment of Athlete2Business. Join us to explore how athletes channel their indomitable spirit into pushing groundbreaking strides in sales roles, emerging as true game-changers in the corporate field.

Timestamps

1. Introduction and Background (00:00:15 - 00:04:56): Introduction to the episode, welcoming Alex Opacic, providing a quick introduction about his professional background, his origins, journey to professional basketball, and the transition to sales.

2. Life After Basketball and Beginning in Sales (00:04:56 - 00:09:33): Rehabilitation, interest in PR jobs, transferable skills from professional athlete to sales, and Alex's successful start in sales.

3. Sales Skills and Experiences (00:09:33 - 00:16:18): Keys to successful salespeople, learning through failure, the importance of commercial awareness, and introduction to Athlete2Business.

4. Athletes in Business (00:16:18 - 00:20:49): What sports produce successful salespeople, sectors where athletes excel, business and athletes.

5. Evaluating Skills and Hiring (00:20:49 - 00:34:41): Evaluating various skills such as communication, humble confidence, emotional intelligence, commercial awareness, tips for hiring salespeople, the difficulty of hiring salespeople, interviewing and understanding personal values, changes in the recruitment process, the three stages of interviews, and roleplay in sales interviews.

6. Sales and Recruitment Future Outlook (00:34:41 - 00:41:06): Importance of the discovery call, future predictions about the world of sales, evolution of recruitment and sales roles, discussing technology's potential and limitations, automation in the sales process, the role of humans in sales in the future, final thoughts and wrapping up the discussion, and Alex's contact information and concluding remarks.

Here’s how to get in touch with Alex Opacic: 

LinkedIn: https://www.linkedin.com/in/alexopacic

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Here are three ways generative AI is able to empower Account Executives and the broader teams within the company: 

1) New generative AI tools are perfect for Account Executives to leverage the opportunity to learn from their peers and foster a collaborative environment within the company.

2) When AEs are torn between giving their full attention to their customers during meetings and taking notes. With generative AI tools, AEs are now able to give their full attention to the customer and run thorough discoveries, with the AI tools taking care of the heavy administrative lifting. 

3) Further to fostering a collaborative environment, generative AI tools are able to provide summarise of the sales conversations the teams are having to the broader team to improve the sales performance of the other AEs and ADRs. 

Timestamps

00:00 - Intro to Shruti, Wingman and Clari

08:40 - The impact of having alignment between product, sales, marketing, and all other departments within the company

11:00 - When new generative AI tech is introduced into an organisation, what is the response from AEs and how does that improve their performance?

20:20 - How sophisticated will AI get into the future and what capabilities will companies have with these tools

33:00 - What generative AI will hold for future job opportunities

27:00 - How sales team structures will change in the future due to AI

29:00 - How sales people can stay relevant in this new world of AI and sales tech

Here's how to get in touch with Shruti Kapoor: 

LinkedIn: https://www.linkedin.com/in/shrutikapoor/

This podcast uses the following third-party services for analysis:

Podtrac - https://analytics.podtrac.com/privacy-policy-gdrp
Spotify Ad Analytics - https://www.spotify.com/us/legal/ad-analytics-privacy-policy/

Here are three things to consider when expanding your company to the US from Evan Augustine: 

1) Generally, things are much more formal in the US regarding meetings. Have an agenda, leave some time to get to know the people you're meeting, and make sure you dress to impress on the first meeting - it's always easier to dress down. 

2) If you have a specific vertical you're targeting, go where your customers are. If your customers are broad and you need to be everywhere, base yourself somewhere central where you have direct flights to East Coast and West Coast.

3) Start small, then go big. Find some reference clients that would be happy to speak on your behalf, then expand to the bigger contracts. 

Timestamps

00:00 - Intro to Evan and how he attained success

08:00 - Transactional vs relationship-driven sales and how they differ between countries

14:27 - Communication styles and cultural differences to consider

20:30 - Other things to consider when expanding your company to the US

33:10 - Structuring your sales teams and how it's changing

37:20 - What the future world of sales looks like

Here's how to get in touch with Evan Augustine: 

LinkedIn: https://www.linkedin.com/in/evan-augustine-b94b0114/ 

This podcast uses the following third-party services for analysis:

Podtrac - https://analytics.podtrac.com/privacy-policy-gdrp
Spotify Ad Analytics - https://www.spotify.com/us/legal/ad-analytics-privacy-policy/

Three key reasons why startups have long sales cycles:

1) You're talking about your product far too much

2) You don't understand the risk to the organisation

3) You don't understand all of the key parts of how an infrequent buyer makes a buying decision

Timestamps

00:00 - 3:25: JD's history and the impact he has made so far with Sales Director Central

3:26 - 10:40: Biggest mistakes founders make when scaling from $0-$1M

10:41 - 18:20: When to hire salespeople and how to get customer buy-in for you to help them write the internal business case

18:21 - 23:30: How to align your sales process with your customer's buying cycle and how not to use templates

23:30 - 34:05: How to have run thorough discovery and have impactful conversations with customers

34:06 - 39:59: How do you build rapport with customers

40:00 - 45:45: How to find your champion

45:46 - 51:00: How the world of sales is going to look in the future

Here’s how to get in touch with John (JD) Dean:

LinkedIn: https://www.linkedin.com/in/jdthekatalyst/ 

This podcast uses the following third-party services for analysis:

Podtrac - https://analytics.podtrac.com/privacy-policy-gdrp
Spotify Ad Analytics - https://www.spotify.com/us/legal/ad-analytics-privacy-policy/

3 quick tips from Will: 

1) Structure your sales teams into vertical territories instead of geographical. Each vertical has its own jargon and if you’re a salesperson who’s trained on a particular vertical, you’ll be better placed to have intelligent conversations with your prospects. 

2) Don’t make Customer Success responsible for renewals because this can compromise the role. The CS rep gets focused on the commission, and the customer gets confused about who manages the financial relationships.

3) The first rule of hiring salespeople: the best indicator of future success is past success. This is relatively easy to judge for salespeople - has the salesperson consistently made or exceeded their targets? This is a numbers driven exercise. Great salespeople can tell you what their numbers have been to the dollar.

Timestamps

00:00 - 7:27: All about Will and Mulesoft 

7:28 - 17:12: How to structure a sales team for a SaaS company

17:13 - 24:15: Future of sales, enterprise selling and challenger sales model

24:16 - 32:00: Sales structure, timing and metrics for startup founders 

32:00 - 36:50: How to hire salespeople and what to look for

36:50 - 41:30: What can you do to incentivise people to apply for your role

41:30 - 48”00: How do you onboard and train staff effectively in the wfh culture

48:00 - 49:00: Wrap-up

Here’s how to get in touch with Will Bosma:

LinkedIn: https://www.linkedin.com/in/willbosma1

This podcast uses the following third-party services for analysis:

Podtrac - https://analytics.podtrac.com/privacy-policy-gdrp
Spotify Ad Analytics - https://www.spotify.com/us/legal/ad-analytics-privacy-policy/

3 quick tips for cold calls from Alex:

1) Energy, tonality and confidence are super important when calling people you don't know.

2) Get to the point. Be direct about the intention of your call. The modern attention span is shrinking, fluff less and you will get much better engagement

3) Understand the client's objection before trying to overcome it. Ask questions before offering a solution. Information is ammunition.

Time Stamps

00:15 - 3:16: Introduction to Alex and background

3:16 - 6:49: Background on the Real Estate industry and how prospecting is handled within

6:49 - 10:02: Does cold calling work and why? 

10:02 - 14:30: How do you prepare for a phone call and what goes into it

14:30 - Script examples, questions, how to run cold calls, etc.

Here's how to get in touch with Alex Rorris from K2X:

LinkedIn: https://www.linkedin.com/in/alex-rorris-895a4310a 

Website: https://k2x.com.au

Instagram: @K2X_leads

This podcast uses the following third-party services for analysis:

Podtrac - https://analytics.podtrac.com/privacy-policy-gdrp
Spotify Ad Analytics - https://www.spotify.com/us/legal/ad-analytics-privacy-policy/