Selling AI

Odcinki

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  Your Buyer Doesn't Know What to Ask For Yet 30.09.2026 37min

  In this episode of Selling AI, Mike De Lonartis, the chief revenue officer at Verity, discusses the sales process around robotics and autonomous drones in warehouses. He shares insights on the challenges of the sales process, the evolution of the buyer's journey, and the demand creation cycle in the AI space. The conversation covers the role of the account executive (AE) in managing the sales process, the importance of deliverables, and the evolution of enterprise selling. It also delves into the significance of industry expertise and presence on LinkedIn for sales professionals.TakeawaysPhysical product sales processEvolution of the buyer's journey Deliverable-based selling ensures continuity and guides the buyer through the sales cycle.Industry expertise and presence on LinkedIn are crucial for sales professionals to build credibility and understand their buyers.Enterprise selling fundamentals remain consistent, emphasizing the importance of proving value, confidence in the solution, and integration into the client's environment.Chapters00:00 Introduction to Robotics Sales01:42 Mike's Background and Role at Verity03:14 Contrasting Sales Process: Software vs. Physical/Digital Nexus04:47 Challenges of Physical World Constraints05:43 Deep Discovery in Solution Design07:30 Managing Win Rates and Performance Measurement11:33 Education and Demand Creation Cycle15:17 Opportunity Closing Cycle and Product Maturity17:31 Evolution of Account Executives and Client Success20:59 The Role of the Account Executive21:45 Deliverable-Based Selling22:14 Guiding the Buyer Through the Sales Cycle23:09 The Framework for Guiding the Buyer26:22 Mapping the Buyer's Journey27:15 Evolution of Enterprise Selling32:27 The Significance of Industry Expertise
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  "You're Inspiring People to Mute Your Logo" — A RevOps Leader on AI Outbound. 23.09.2026 38min

  In this episode, Jimmy Downing, the VP of Revenue Operations at NextGlass, shares his journey into revenue operations, the impact of AI on go-to-market operations, and the evolving role of sales and marketing in the AI era. He also discusses the importance of soft skills in sales and the potential risks of rapid feature development in software tools.TakeawaysRevOps JourneyAI Impact on Go-to-MarketSoft Skills in SalesRisks of Rapid Feature DevelopmentChapters00:00 The Journey into Revenue Operations02:56 The Impact of AI on Go-to-Market07:56 The Role of Soft Skills in Sales16:08 Risks of Rapid Feature Development
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  Build Your Campsite Where the Buyers Live 03.09.2026 31min

  Morgan J Ingram shares his journey from a sales development rep to a full sales cycle rep and trainer. He discusses the changing landscape of outbound sales and the importance of creativity and intention in connecting with buyers. The conversation also delves into the significance of in-person events and the role of pattern interruption in modern sales strategies. The conversation covers the impact of market shifts on sales roles, the importance of building industry credibility, and the evolving nature of sales and customer engagement. It also delves into the future of outbound sales and the significance of deepening relationships in a digital landscape.TakeawaysOutbound sales has evolved, emphasizing creativity and intention.In-person events and experiences are becoming more important in sales strategies. Industry credibility is crucial for sales rolesDeepening relationships is essential in a digital landscapeChapters00:00 Journey in Sales02:18 Evolution of Outbound Sales05:16 Importance of In-Person Events12:07 Pattern Interruption in Sales16:03 Impact of Market Shifts on Sales Roles18:07 Building Industry Credibility20:24 Evolving Nature of Sales and Customer Engagement25:36 Future of Outbound Sales
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  "Motivation Is the Gas Pedal. Logic Is Just the Steering Wheel." 19.08.2026 44min

  The conversation delves into the emotional psychology of buying, the transition from clinical psychology to sales, lessons from the corporate environment, and the role of emotional messaging in B2B sales. It explores the emotional journey in B2B sales and the significance of understanding emotional needs in decision-making. The conversation covers topics such as positioning products for the cutting edge, building resilient relationships, the five F framework, psychology vs. behavior shifts, differentiation and emotional connection, and the future of information access in business and consumer supply chains.TakeawaysEmotional psychology plays a crucial role in B2B salesUnderstanding emotional needs is essential for effective decision-making in sales Position products for the cutting edgeBuild resilient relationshipsUnderstand psychology vs. behavior shiftsFocus on differentiation and emotional connectionPrepare for the future of information accessChapters00:00 The Psychology of Buying01:22 Transition from Clinical Psychology to Sales02:12 The Shift from Healthcare to Business Consulting03:24 Lessons from Corporate Environment08:13 Emotional Psychology in B2B Sales13:01 The Emotional Journey in B2B Sales21:20 The Role of Emotional Messaging in B2B Sales25:47 Positioning for the Cutting Edge27:24 Building Resilient Relationships29:43 The Five F Framework32:09 Psychology vs. Behavior Shifts36:36 Differentiation and Emotional Connection42:31 The Future of Information AccessResources from Chris:🎯 The Resilient Relationship Scorecard — assess the strengths and weaknesses of your customer relationships using The Buycologist's Five Fs framework to identify areas for improvement: https://thebuycologist.com/five-fs-scorecard/📬 Influence Without Feeling Gross on Substack: https://thebuycologist.substack.com/🌐 Website: https://thebuycologist.com🔗 LinkedIn: https://www.linkedin.com/in/drchris/
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  The AI Committee Is Step Two Now, Not the Last Gate 12.08.2026 46min

  The conversation with Jean-Marc Chanoine covers his career arc, the evolution of Templafy, the impact of LLMs on document automation, the shift in software buying, and the engagement with AI strategy teams. It also delves into the importance of industry and process knowledge, the political aspect of buying, and the data play and IT-first discussion in the buying cycle. The conversation covers the build vs. buy dilemma, the impact of AI on sales, strategic career planning, and the future of work and software. It delves into the challenges of decision-making, the role of AI in sales, career advice, and the potential shifts in the software industry.TakeawaysImportance of industry and process knowledge in go-to-market strategiesShift in software buying and decision-making towards AI strategy engagementThe impact of LLMs on document automation and the political aspect of buying Build vs. buy decisions require careful consideration and strategic planning.AI is transforming the sales process and requires a focus on data, communication, and human engagement.Strategic career planning involves treating job pursuits like a sales cycle and nurturing relationships with potential employers.The future of work and software may see a shift towards smaller, localized software companies and a focus on tailored, AI-driven solutions.Chapters00:00 Career Arc and Transition to Sales02:20 Discovery of Templafy and Transition to Sales Role03:36 Evolution of Templafy and Document Workflows04:51 Impact of LLMs on Document Automation08:07 Shift in Go-to-Market Team Construction08:38 Importance of Industry and Process Knowledge13:29 Economic Buyers and Political Aspect of Buying14:05 Shift in Software Buying and Decision Making20:43 Engagement with AI Strategy Teams22:58 Data Play and IT-First Discussion24:59 The Build vs. Buy Dilemma30:16 The Impact of AI on Sales33:37 Strategic Career Planning39:56 The Future of Work and Software
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  A New Approach to Sales Roleplay 29.07.2026 32min

  The conversation covers the introduction of Breakthrough AI, Neha Gupta's career journey, the evolution of role-playing, the importance of role-playing in sales, and the future of role-playing in sales. It delves into the impact of AI role-playing on communication skills in sales and the potential advancements in the role-playing space.TakeawaysAI role-playing for salesCommunication skills in salesChapters00:00 Introduction to Breakthrough AI01:18 Neha Gupta's Career Journey03:41 The Evolution of Role-Playing05:17 Role-Playing in Sales29:01 The Future of Role-Playing in Sales
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  The Surprising Way Personality Types Can Boost Outreach Response Rates to 30% 22.07.2026 44min

  The conversation explores the use of AI in prospecting and client management, focusing on personality matching and psychological alignment. Gary Sinderbrand shares his journey in wealth management and the development of the Rainmaker app, which uses AI to identify psychological fit and improve prospecting outcomes. The discussion also delves into the potential of AI in client management and coaching, as well as the future possibilities of personality matching and prospecting.TakeawaysAI can be used to identify psychological fit and improve prospecting outcomes.Personality matching and psychological alignment can enhance client management and coaching.The future possibilities of personality matching and prospecting are vast and evolving.Chapters00:00 Introduction to Rainmaker App01:39 Gary's Career Journey03:07 Understanding Client Fit06:36 Development of Rainmaker App12:12 Prospecting and Personality Matching30:18 Client Management and Coaching37:56 Future Possibilities of AI
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  Holding Complexity Under Pressure: What Your Meeting Transcripts Actually Reveal 16.07.2026 37min

  The episode explores the application of AI in measuring leadership capacity through linguistic patterns. Logan Yonavjak, the co-founder and CEO of Readiness Engine, discusses the platform's AI-informed diagnostic capabilities and its impact on leadership readiness. The conversation delves into the use of AI in decision-making, team dynamics, and the future potential of generative AI.TakeawaysLeadership readinessAI in decision-makingChapters00:00 AI in Leadership Measurement03:02 Impact of Linguistic Patterns on Leadership Readiness08:09 Building Readiness Engine: Logan's Journey and Insights13:23 The Potential of Generative AI in Leadership Analysis
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  The Messaging Mistake Everyone Makes on LinkedIn (And How to Fix It in Two Sentences) 08.07.2026 33min

  The conversation delves into the evolution of outbound sales, the challenges of telemarketing and cold calling, common mistakes in LinkedIn outreach, effective messaging strategies, optimizing responses and follow-ups, and leveraging AI in sales outreach. The discussion highlights the transition from telemarketing to LinkedIn automation, the impact of COVID-19 on business models, and the rise of LinkedIn automation as a key outbound sales strategy. It also addresses the reasons for the decline of telemarketing and cold calling, the impact of technology on telemarketing, and the common mistakes made in LinkedIn outreach. Additionally, it explores the crafting of engaging and personalized messages, the importance of brevity and value proposition, and the differentiation of LinkedIn messaging from email. The conversation also emphasizes the enrichment and data management, the utilization of mobile numbers and email addresses, and the consistency and urgency in follow-up, as well as the adaptation to the preferred communication channel. Furthermore, it discusses the role of AI in outbound sales processes, the challenges and limitations of AI in sales outreach, and the use of AI dialing for lead follow-up.TakeawaysTransition from telemarketing to LinkedIn automationImportance of personalized and engaging messagingUtilizing mobile numbers and email addresses for follow-upChallenges and limitations of AI in sales outreachChapters00:00 The Evolution of Outbound Sales05:46 Common Mistakes in LinkedIn Outreach12:45 Leveraging AI in Sales Outreach
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  Go for No: The Counterintuitive Path to More Yeses 01.07.2026 46min

  In this episode of Selling AI, Andrea Waltz discusses the importance of handling rejection in sales and the methodology of 'Go for No.' She shares the origin story of the 'Go for No' strategy and its impact on sales. The conversation also delves into the key premises of the book and the strategies for disqualification in sales. Additionally, the discussion explores the mindset shift from wants to needs, the importance of micro-commitments, and the handling of rejection in the sales process. The conversation delves into the importance of handling rejection in sales, nurturing opportunities, and the significance of going for 'no' to increase 'yes' outcomes. It also explores the impact of conversational intelligence and the philosophy of 'Go for No' in sales.TakeawaysRejection handling is a critical aspect of maintaining a great mindset as an account executive.Disqualification beats persuasion in the sales process, and the real leverage is in getting to know as quickly as possible. Nurturing 'no's' is crucial for long-term successSales is not about convincing, but about finding the right pinch pointSetting 'no' goals and celebrating activity is essential for sales teamsChapters00:00 The 'When They Say No' Follow-Up to 'Go for No'48:10 The Sequel to 'Go for No' and the Philosophy of Sales
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  AI Just Accelerates Your Inconsistency 17.06.2026 29min

  The conversation with Marvin Martinez delves into the changing landscape of prospecting and sales processes with the integration of AI and automation. Marvin's insights shed light on the importance of authenticity in automated messaging, the tactical implementation of AI in sales, and the future of AI and automation in the sales industry. Additionally, the discussion explores the operator's lens, the transition to AI and automation, implementing AI in sales processes, change management and AI implementation, and measuring AI effectiveness.TakeawaysAI amplifies existing systemsAuthenticity is key in automated messagingChapters00:00 The Operator's Lens07:33 Implementing AI in Sales Processes17:09 Tactical Implementation of AI in Sales24:21 Measuring AI Effectiveness
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  80% of the Deal Is Over Before the Buyer Talks to Sales 03.06.2026 39min

  In this episode, Warren Kucker and Braydan Young discuss the evolution of reference selling, the changing B2B buyer journey, and the role of AI in the sales process. Braden shares his journey as an entrepreneur and the founding of Slash Experts, a platform that revolutionizes the reference selling process. They explore the impact of references on the buyer's journey and the sales process, as well as the metrics and feedback on the reference mechanism. The conversation delves into the streamlining of reference calls and the acceleration of the buyer's journey in the go-to-market tech space. It explores the challenges faced in the past, the need for efficiency, and the shift towards outcome-based pricing and MRR deals.TakeawaysReference selling evolutionAI-assisted buyer journey Streamlining reference callsAccelerating the buyer's journeyChapters00:00 Evolution of Reference Selling05:29 The Changing Sales Landscape10:43 Revolutionizing the Reference Process20:55 Metrics and Feedback on Reference Mechanism28:35 Accelerating the Buyer's Journey
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  AI Can Finally Kill CRM Data Entry. That Might Be the Problem. 27.05.2026 46min

  Eddie Reynolds, CEO of Union Square Consulting, shares insights on rev ops, CRM data entry, and leveraging AI in GoToMarket strategy. He discusses the impact of sales behavior, CRM implementation, and the role of AI in sales processes. The conversation delves into the challenges of deal qualification, stakeholder engagement, and the need for strategic sales approaches. The conversation covers the challenges of sales pipeline management, the impact of AI on sales processes, and the evolving role of CROs in tech-driven sales organizations. It also delves into the importance of customer journey mapping and the need for foundational definitions and processes in go-to-market strategy and operations.TakeawaysRev ops and AISales behavior impactCRM implementation challenges Sales pipeline management requires clear qualification criteria and visibility into the sales process.AI tools can automate data entry, provide coaching, and improve deal management for sales reps.Customer journey mapping and foundational definitions are essential for effective go-to-market strategy and operations.Chapters00:00 Rev Ops and AI in GoToMarket Strategy09:40 Deal Qualification and Strategic Sales Approaches23:28 Sales Pipeline Management Challenges29:20 Impact of AI on Sales Processes36:37 Analytical Approach to Sales ProcessGTM Science Podcast: Spotify: Here & Apple: HereGTM Efficiency Pyramid Framework: HereGTM  Metrics Framework: HereGTM Science Newsletter: HereEddie Reynolds' LinkedIn: Here
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  Selling Into Domains Where You're Not the Expert, Yet 20.05.2026 27min

  Cash Monestine, an Enterprise Account Executive at AcuityMD, shares insights on selling complex data and AI software in the medtech industry. He discusses building credibility, leveraging AI in the sales process, and the evolving role of sales in specialized domains.TakeawaysSpecialized domain expertise is crucial for building credibility with buyers in the medtech industry.AI simplifies access to data and aids in change management, making it easier to close deals.Sales is evolving to require exceptional knowledge and expertise in the industry, emphasizing the importance of becoming a subject matter expert.Chapters00:00 The Future of Sales and Industry Expertise
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  AI Made Human Connection More Valuable, Not Less 13.05.2026 42min

  Zach Jones, co-founder and CEO of Waffle, discusses the unique approach of making AI the operator, not the assistant. He shares insights on building a sales approach, selling AI to non-technical businesses, and the line between automating business and staying close to customers. The conversation covers the challenges and opportunities in the tech space, the impact of personalized software solutions on small businesses, and the future of work in a world with AI and automation.TakeawaysAI as the operator, not the assistantHuman connection becomes more valuable in the AI era Personalized software solutions for small businessesThe future of work in a world with AI and automationChapters00:00 Introduction to Waffle and AI Approach05:16 Transitioning to an AI-Driven World13:43 Leveraging AI for Automation and Human Interaction22:53 Challenges and Opportunities in the Tech Space30:03 The Future of Work in a World with AI and Automation
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  "We Had No Structure to Fully Structured" — Building Sales Process in Real Time 06.05.2026 40min

  Jim Robertiello, Director of B2B Sales at Poppin, shares his journey in sales and the evolution of Poppin from a startup to a nationally recognized brand. The conversation covers the early days of Poppin, the sales process, the pivot to office furniture, and the impact of COVID on the workplace and sales approach. The conversation covers topics related to sales, market expansion, and the impact of AI on the furniture industry. It also delves into the evolving trends in office space utilization and the shift towards hybrid work models.TakeawaysPersona-Driven SellingChannel Complexity Sales ProcessMarket ExpansionAI in Furniture IndustryTrends in Office Space UtilizationChapters00:00 The Journey to Poppin06:30 Pivot to Office Furniture13:09 Challenges with Big Clients20:18 Sales Process and Client Engagement28:09 AI and Trends in Office Space35:43 Future Trends and Work Models
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  "We've Had All This Data for 40 Years. The Actual Outcomes Have Not Changed." 29.04.2026 45min

  Jack Siney, co-founder and CRO at Front Race, discusses the challenges of implementing AI in sales, emphasizing the importance of the human element and the need for a middle layer in the sales process. He highlights the metric engine as a key lever for leveraging AI in the sales process and addresses the small sample size problem through behavior analysis. The conversation delves into the impact of AI and data on sales motions, challenges post-COVID, unique success variables, data-driven insights, behavioral analysis with AI, AI and data utilization, AI solutions and sea change, AI noise and automation, future of go-to-market, the great upheaval, efficiency in sales and marketing, buyer's journey and automation, and AI adoption and implementation. The discussion highlights the importance of company-specific data, challenges of AI noise in the market, and the impact of AI on workforce and market dynamics.TakeawaysImportance of the human element in AI implementationLeveraging the metric engine for AI in sales AI's impact on sales motions and data insightsChallenges and opportunities in AI adoption and implementationChapters00:00 Introduction to Jack Siney and Front Race05:10 The Human Element in AI Implementation15:32 The Metric Engine and Leveraging AI in Sales26:02 Sales Motions and Data Insights31:13 AI and Data Utilization36:41 Future of Go-to-Market42:06 Efficiency in Sales and Marketing
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  What Got You Here Won't Get You There — From Founder-Led Sales to Scale 22.04.2026 51min

  The conversation delves into the intersection of sales and AI, the early stage of sales, the transition to a fractional VP of sales, founder-led sales, building a sales team, and the characteristics of a great salesperson. The discussion also explores the importance of financial acumen and the involvement of founders in the sales process. The conversation delves into the characteristics and habits of top 10% sales reps, the challenges of selling in the current market, considerations for career progression and company selection, and the changing buyer's journey in the sales process.TakeawaysSales Reps and AIEarly Stage SalesFounder-Led SalesFinancial AcumenScaling Sales Teams Top 10% sales reps have a different approach to their work and lifeThe buyer's journey has changed, and sales reps need to adapt to itChapters00:00 Introduction to Sales and AI10:07 Founder-Led Sales and Growth Journey18:08 Building a Sales Team and Founder Involvement26:27 Characteristics of a Great Salesperson39:57 Career Progression and Company Selection44:57 The Changing Buyer's Journey
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  "95% of Buying Decisions Are Emotional" — Why Your Sales Team Is Still Selling Logic 15.04.2026 39min

  The conversation delves into the importance of sales coaching, the impact of motivation and values on sales performance, the challenges of promoting salespeople to management roles, and the shift from being an expert to becoming a trusted advisor. It also explores the role of emotional decision-making in sales, the use of NLP in sales, and the fundamental meaning of sales as being of service to people.TakeawaysSales coaching is about understanding the drivers behind why a person wants to work in a role and aligning their motivations with their career plan.Sales managers often only make time to work with individuals when the individual is not performing, leading to a fundamental problem in sales management.The fundamental meaning of sales is to be of service to people, and to be of service, you have to listen to find out what the problem is and then provide the right kind of solution.Chapters00:00 The Role of Sales Coaching11:52 Emotional Decision Making in Sales26:52 Becoming a Trusted Advisor36:08 Neuro-Linguistic Programming (NLP) in Sales
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  Great Marketing Should Reduce Your Sales Calls 01.04.2026 32min

  The 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