Summary

In today's episode of The AI for Sales Podcast, Chad is joined by Kevin Tate, former Chief Marketing Officer of Clearbit, to talk about the role of AI in "killing" time and how it helps us achieve time efficiency as sellers.

Kevin dives deep into the role of metadata in AI, how much insight big data puts on our hands, and the impact of this data in conversational interfaces in the coming years. He also talks about why LinkedIn put a pause on AI development and reminds us that human judgment is still essential in this time when AI is now being used constantly.

QUOTES

How do you operationalize once you understand your ICP - Kevin

"To speak more broadly to where we're participating in people's go-to-market stacks with all that data. A lot of it comes down to understanding your ideal customer profile, like using all that information to understand who is the best fit, who moves most quickly through the sales cycles, and who goes on to have the most success."

Think about how tools can assist your team - Kevin

"As a salesperson, you're in down in the freakin weeds, typing out emails, and cutting and pasting stuff and dealing. But if you were doing that with 30% of your time instead of 70 or 80, and you actually had tools that let you not just see reports about but actually do things with your pipeline and your portfolio of deals at scale, it's a different way of managing your work."

Learn more about Kevin and connect with him in the links below:

LinkedIn: https://www.linkedin.com/in/kevin-tate/

Learn more about AI for Sales with Chad:

LinkedIn Group: https://www.linkedin.com/groups/12811259/

LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/

YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast

TikTok: https://www.tiktok.com/@ai4sales

Facebook Page: https://www.facebook.com/theaiforsalespodcast/

Twitter Page: https://twitter.com/saleshack

The AI For Sales Podcast is sponsored by our proud partners:

BDR.ai | https://www.bdr.ai/

TruVersity | https://www.truversity.com/

Tags: Chad Burmeister, AI For Sales, Kevin Tate, Clearbit, AI, sales, big data, pipeline, strategy

Summary

In this episode of the AI for Sales podcast, Chad Burmeister interviews Mike Todasco, a recognized expert in AI and innovation. They discuss the transformative impact of AI on customer experience, sales processes, and the importance of maintaining human relationships in sales. Mike shares insights on how AI can enhance personalization, coaching in sales, and the future trends in AI technology. They also touch on the ethical implications of AI and its democratization, making advanced technology accessible to all.

Takeaways

AI is enhancing personalization in customer experiences.

The shift from traditional sales methods to AI-driven coaching is significant.

AI can help salespeople improve their skills incrementally.

Human relationships remain crucial in sales despite AI advancements.

Data management is essential for effective AI implementation.

AI tools are becoming more accessible to non-technical users.

The future of sales will involve more personalized interactions.

Ethics in AI is a growing concern that needs to be addressed.

AI can help individuals communicate more effectively in business.

The democratization of AI is empowering individuals across various fields.

Chapters

00:00

Introduction to AI and Innovation

05:55

AI in Sales: Coaching and Personalization

12:11

The Human Element in Sales

17:46

Data Management and AI

22:50

Future Trends in AI and Sales

29:59

Ethics and Democratization of AI

Mike Todasco is a former Senior Director of Innovation at PayPal and a current Visiting Fellow at the James Silberrad Brown Center for Artificial Intelligence at SDSU. With over 100 patents to his name, Mike played a key role in fostering a culture of innovation across PayPal’s 20,000+ employees. A recognized expert in AI and innovation, he explores how AI can enhance creativity and revolutionize business processes and personal tasks. Passionate about democratizing advanced technology, Mike advocates for enabling innovation without requiring deep technical expertise. He frequently shares his insights on AI’s impact on innovation, decision-making, and cognition through articles on Medium and LinkedIn.

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

Medium: https://medium.com/@todasco

Newsletter: https://www.linkedin.com/newsletters/ai-conversations-6996917847037755392/

SDSU: https://business.sdsu.edu/centers-institutes/ai

Learn more about AI for Sales with Chad:

LinkedIn Group: https://www.linkedin.com/groups/12811259/

LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/

YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast

TikTok: https://www.tiktok.com/@ai4sales

Facebook Page: https://www.facebook.com/theaiforsalespodcast/

Twitter Page: https://twitter.com/saleshack

The AI For Sales Podcast is sponsored by our proud partners:

BDR.ai | https://www.bdr.ai/

TruVersity | https://www.truversity.com/

summary

In this episode of the AI for Sales podcast, host Chad Burmeister speaks with Kris Hook, founder of Asteria, about the transformative role of AI in sales. They discuss how AI enhances customer experience, the importance of deep discovery in sales, and the misconceptions surrounding AI's impact on jobs. Kris shares a compelling case study on AI's effect on customer service and emphasizes the need for balancing automation with personalization. The conversation also touches on emerging technologies like augmented reality and the ethical considerations of deploying AI in business. Finally, Kris outlines the essential skills sales professionals will need to thrive in 2025, including data-driven storytelling and deep discovery techniques.

Takeaways

AI is essential for sales excellence.

Customer experience is significantly improved by AI.

Salespeople can leverage AI for better product alignment.

AI enables personalized communication with customers.

Deep research through AI can uncover critical insights.

AI can automate routine tasks, freeing up time for salespeople.

Balancing automation with personal touch is crucial.

Emerging technologies like AR will revolutionize sales.

Ethical considerations are vital when deploying AI.

AI is not going to do your job, which is why it’s not going to take your job

Sales professionals need to focus on deep discovery and storytelling.

Two big areas Sales Reps should focus on related to AI to Thrive in 2025:

Deep discovery, to help uncover the unknow and find the “turning point”

Data driven story telling

Chapters

00:00

Introduction to AI in Sales

05:51

Case Study: AI's Impact on Customer Service

12:00

Misconceptions About AI in Sales

20:52

Emerging Technologies in Sales

27:53

Skills for Sales Professionals in 2025

Learn more about AI for Sales with Chad:

LinkedIn Group: https://www.linkedin.com/groups/12811259/

LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/

YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast

TikTok: https://www.tiktok.com/@ai4sales

Facebook Page: https://www.facebook.com/theaiforsalespodcast/

Twitter Page: https://twitter.com/saleshack

The AI For Sales Podcast is sponsored by our proud partners:

BDR.ai | https://www.bdr.ai/

TruVersity | https://www.truversity.com/

Summary

In this episode of the AI for Sales podcast, Chad Burmeister interviews Doug C. Brown, CEO of CEO Sales Strategies, discussing the transformative impact of AI on sales and customer experience. Doug shares his journey in sales, his work with industry giants like Tony Robbins, and the importance of data-driven decision-making. The conversation delves into the ethics of AI, the future of sales, and essential skills for sales professionals in an AI-augmented world. Doug emphasizes the need for personalized communication, understanding buyer personas, and the significance of follow-up in building customer relationships.

Takeaways

AI can personalize the customer experience quickly.

Master prospector sellers will outsell master closer sellers.

AI provides leverage for salespeople.

Just do the right thing with data.

Get your head in a truthful position on a true goal plan.

Follow-up is a common courtesy in sales.

AI can replace routine tasks that can be done.

Understanding the apex decision maker is crucial.

You must lower fear and increase buying confidence.

If you don't know where you're going, you'll never get there.

Chapters

00:00

Introduction to Sales Strategies and AI

05:03

The Impact of AI on Customer Experience

09:39

Sales Math and Efficiency Gains

20:05

Ethics in AI and Data Usage

24:40

Future of AI in Sales

29:06

Essential Skills for Sales Professionals in an AI World

Learn more about AI for Sales with Chad:

LinkedIn Group: https://www.linkedin.com/groups/12811259/

LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/

YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast

TikTok: https://www.tiktok.com/@ai4sales

Facebook Page: https://www.facebook.com/theaiforsalespodcast/

Twitter Page: https://twitter.com/saleshack

The AI For Sales Podcast is sponsored by our proud partners:

BDR.ai | https://www.bdr.ai/

TruVersity | https://www.truversity.com/

summary

In this episode of the AI for Sales podcast, host Chad Burmeister speaks with Thushara Urumbil, Senior Director of Engineering at Huron Consulting Group, about the transformative role of AI in healthcare. They discuss how AI enhances patient experience through personalized care, the importance of data interoperability, ethical considerations surrounding AI use, and common misconceptions about AI's role in the industry. The conversation also explores the future of telemedicine and the exciting technologies on the horizon that could further revolutionize healthcare delivery.

takeaways

AI is revolutionizing patient care by enabling personalized experiences.

Interoperability in healthcare data is crucial for effective AI implementation.

Ethical considerations, including privacy and bias, are paramount in AI use.

AI is not meant to replace healthcare professionals but to assist them.

Telemedicine is becoming a standard practice, enhanced by AI technologies.

AI can analyze vast amounts of data for better diagnostics.

The future of healthcare will see more integration of AI tools.

AI can help reduce marketing costs through predictive analytics.

Continuous monitoring and tweaking of AI systems are necessary for success.

Conversational AI is set to change patient interactions significantly.

Chapters

00:00

Introduction to AI in Healthcare

02:56

Transforming Patient Experience with AI

06:12

Interoperability and Data Integration

08:49

Ethics and Privacy in AI

11:58

Common Misconceptions about AI

15:01

The Role of AI in Telemedicine

17:55

Future of AI in Healthcare

20:49

Exciting Technologies on the Horizon

Learn more about AI for Sales with Chad:

LinkedIn Group: https://www.linkedin.com/groups/12811259/

LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/

YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast

TikTok: https://www.tiktok.com/@ai4sales

Facebook Page: https://www.facebook.com/theaiforsalespodcast/

Twitter Page: https://twitter.com/saleshack

The AI For Sales Podcast is sponsored by our proud partners:

BDR.ai | https://www.bdr.ai/

TruVersity | https://www.truversity.com/

Summary

In this episode of the AI for Sales podcast, Chad Burmeister interviews Paul Kleen, founder and CEO of Pitchit, discussing the transformative potential of AI in sales and customer experience. They explore the current state of AI, ethical considerations, success stories, the balance between personalization and automation, and the evolving role of AI for startups versus established enterprises. Paul emphasizes the need for sales professionals to adapt their skills in an AI-augmented future, focusing on closing deals rather than qualifying leads.

Takeaways

AI is set to rapidly transform customer experience in sales.

Companies are under pressure to implement AI to protect headcount.

Ethical considerations in AI are crucial for responsible implementation.

AI can significantly reduce the time needed to train sales agents.

Personalization in AI interactions can enhance customer experience.

Startups can leverage AI to operate with smaller teams.

Sales professionals need to focus on closing deals in an AI-driven environment.

AI can automate repetitive tasks, allowing sales teams to be more efficient.

The cost of AI technology has decreased, making it more accessible.

AI will change the dynamics of sales roles and responsibilities.

Chapters

00:00

Introduction to AI in Sales

04:44

Ethical Considerations in AI Implementation

10:56

Success Stories: AI in Action

13:44

Personalization vs. Automation in AI Conversations

16:31

The Future of AI for Startups vs. Enterprises

19:28

Skills for Sales Professionals in an AI World

Learn more about AI for Sales with Chad:

LinkedIn Group: https://www.linkedin.com/groups/12811259/

LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/

YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast

TikTok: https://www.tiktok.com/@ai4sales

Facebook Page: https://www.facebook.com/theaiforsalespodcast/

Twitter Page: https://twitter.com/saleshack

The AI For Sales Podcast is sponsored by our proud partners:

BDR.ai | https://www.bdr.ai/

TruVersity | https://www.truversity.com/

Summary

In this episode of the AI for Sales podcast, Chad Burmeister interviews Darlene Newman, a veteran in innovation and digital transformation. They discuss the transformative power of AI, particularly in financial services, and the importance of data quality for effective AI implementation. Darlene shares her journey, insights on practical AI applications, and the future of sales technology. The conversation also touches on the ethical considerations surrounding AI and the need for better communication skills in a rapidly evolving technological landscape.

Takeaways

AI is reshaping industries, especially in financial services.

Data quality is crucial for effective AI solutions.

Generative AI requires careful implementation and data preparation.

AI can significantly improve efficiency in tagging metadata.

Staying informed through key influencers is essential for understanding AI.

Sales processes will be enhanced by AI technologies.

The future of work will demand improved communication skills.

Ethics in AI is a collective responsibility within organizations.

AI will change how we interact with technology and data.

The landscape of business will be very different in the next decade.

Chapters

00:00

Introduction to AI and Its Impact

02:27

Darlene's Journey and Curiosity

03:48

AI's Role in Financial Services

11:00

Practical Applications of AI

12:27

Staying Informed in the AI Space

19:48

The Future of Sales and AI

24:52

Ethics in AI Implementation

Learn more about AI for Sales with Chad:

LinkedIn Group: https://www.linkedin.com/groups/12811259/

LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/

YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast

TikTok: https://www.tiktok.com/@ai4sales

Facebook Page: https://www.facebook.com/theaiforsalespodcast/

Twitter Page: https://twitter.com/saleshack

The AI For Sales Podcast is sponsored by our proud partners:

BDR.ai | https://www.bdr.ai/

TruVersity | https://www.truversity.com/

Summary

Eitan Koter, co-founder and co-CEO of Vimmi, discusses the convergence of commerce and media in the video industry and the impact of AI. He emphasizes the importance of authenticity in video content and the role of AI in streamlining the production process. Koter provides insights into the three stages of video marketing: awareness, consideration, and decision, and shares tips for creating effective video content. He also explains the pricing strategy of Vimee, which aims to make video production and delivery accessible to small and medium-sized businesses. Koter believes that while AI can enhance sales and marketing efforts, human engagement and problem-solving will always be essential.

Takeaways

The convergence of commerce and media is a major trend in the video industry, and AI is playing a significant role in streamlining video production processes.

Authenticity is crucial in video content, and businesses should focus on creating content that resonates with their target audience.

Video marketing can be divided into three stages: awareness, consideration, and decision. Each stage requires a different approach and type of content.

Creating daily video content can have a significant impact on building a brand and engaging with customers.

Vimee offers affordable pricing options to make video production and delivery accessible to small and medium-sized businesses.

While AI can enhance sales and marketing efforts, human engagement and problem-solving will always be essential.

Chapters

00:00

Introduction to Eitan Koter and Vimmi

03:16

The Convergence of Commerce and Media

06:14

The Role of AI in Video Production

11:16

The Three Stages of Video Marketing

17:21

The Importance of Authenticity in Video Content

20:47

Creating Daily Video Content

22:47

Affordable Pricing for Video Production

25:38

The Role of AI in Sales and Marketing

Learn more about AI for Sales with Chad:

LinkedIn Group: https://www.linkedin.com/groups/12811259/

LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/

YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast

TikTok: https://www.tiktok.com/@ai4sales

Facebook Page: https://www.facebook.com/theaiforsalespodcast/

Twitter Page: https://twitter.com/saleshack

The AI For Sales Podcast is sponsored by our proud partners:

BDR.ai | https://www.bdr.ai/

TruVersity | https://www.truversity.com/

Summary

In this episode, Chad Burmeister interviews John Munsell, the co-founder and CEO of Bizzuka, an Inc 5000 company. They discuss the importance of AI strategy and the need for upskilling employees in AI implementation. They also touch on the ethical implications of AI and the role of government in regulating AI. John emphasizes the need for a common framework and standard in AI implementation to avoid chaos within organizations. They also discuss the potential impact of AI on jobs and the economy.

Takeaways

AI strategy and upskilling are crucial for successful AI implementation in organizations.

The ethical implications of AI and the role of government in regulating AI are complex and require careful consideration.

A common framework and standard in AI implementation can help avoid chaos within organizations.

The impact of AI on jobs and the economy is uncertain, but it is important to prepare for potential disruptions.

Knowing what excellence looks like in different disciplines is key to leveraging AI effectively.

Chapters

00:00

Introduction and Background

07:38

The Biggest Problem in the Business Space

20:25

Ethical Implications and Government Regulation

27:23

The Importance of AI Strategy and Upskilling

29:49

The Potential Impact of AI on Jobs and the Economy

35:06

Leveraging AI by Knowing What Excellence Looks Like

Learn more about AI for Sales with Chad:

LinkedIn Group: https://www.linkedin.com/groups/12811259/

LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/

YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast

TikTok: https://www.tiktok.com/@ai4sales

Facebook Page: https://www.facebook.com/theaiforsalespodcast/

Twitter Page: https://twitter.com/saleshack

The AI For Sales Podcast is sponsored by our proud partners:

BDR.ai | https://www.bdr.ai/

TruVersity | https://www.truversity.com/

Summary

Jason Duncan, a former pastor and school teacher turned entrepreneur coach, discusses the role of AI in business and entrepreneurship. He believes that AI is a tool that can enhance and augment human intelligence, but it is not a replacement for real intelligence. He shares his experience using AI for ideation, creation, and copywriting in his business. Jason also explores the ethical considerations of AI and the responsibility of creators and implementers to set guardrails. He envisions a future where AI is ubiquitous and integrated into various aspects of our lives. In terms of sales, Jason believes that AI can disrupt the industry in a positive way, making sales teams more effective and efficient. He suggests that AI could be used to actively listen to sales conversations and provide guidance to salespeople. Overall, Jason encourages entrepreneurs to focus on achieving freedom and making choices that lead to personal and business growth.

Takeaways

AI is a tool that can enhance and augment human intelligence, but it is not a replacement for real intelligence.

AI can be used for ideation, creation, and copywriting in business.

Ethical considerations and guardrails are important in the development and implementation of AI.

AI has the potential to disrupt the sales industry in a positive way, making sales teams more effective and efficient.

Entrepreneurs should focus on achieving freedom and making choices that lead to personal and business growth.

Chapters

00:00

Introduction to Jason Duncan

02:15

Early Interests and Passion for Art

04:07

The Role of AI in Business

06:19

The Definition of AI and Its Limitations

08:17

AI Tools and Applications

11:26

Ethical Considerations in AI

15:25

AI's Impact on Sales Teams

19:02

Focus on Freedom and Growth as an Entrepreneur

21:42

Lessons Learned and Final Thoughts

Learn more about AI for Sales with Chad:

LinkedIn Group: https://www.linkedin.com/groups/12811259/

LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/

YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast

TikTok: https://www.tiktok.com/@ai4sales

Facebook Page: https://www.facebook.com/theaiforsalespodcast/

Twitter Page: https://twitter.com/saleshack

The AI For Sales Podcast is sponsored by our proud partners:

BDR.ai | https://www.bdr.ai/

TruVersity | https://www.truversity.com/