In the second part of this engaging conversation, Rob Schilling addresses the common challenges companies face when transitioning to a data-centric sales model. He shares candid experiences where a data-driven approach may fall short and offers his perspective on how AI is reshaping the “art of sales.” With a keen eye on the future, Rob discusses the evolving role of AI and data-driven sales, the risks of over-reliance on AI, and the lessons he has learned from selling abroad, particularly in Japan. Wrapping up, Rob provides invaluable guidance for emerging Chief Revenue Officers (CROs) in the AI era, emphasizing the importance of cultivating skills akin to those of a "sales data scientist."

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Show Notes:

Co-Hosts: Mark Petruzzi and Cathy Minter

Guest: Rob Schilling, SVP, ERP Sales NA, Services Industries at Oracle

Mark talks about the book: Challenger Sale

Rob mentions the book: The Coming Wave, Mustafa Suleyman

Essential tool for every CRO: ChatGPT

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