Épisodes

  • S1 E1 Dustin Deno (CRO, Affinity) - Scaling Revenue by Using AI for Synthesizing Customer Conversations

    S1 E1 Dustin Deno (CRO, Affinity) - Scaling Revenue by Using AI for Synthesizing Customer Conversations
    May 1 2023
    27 min
  • S1 E2 Anil Punyapu (SVP Sales, Cvent) - The Sales Team of the Future: The Intersection of AI and Human Expertise

    S1 E2 Anil Punyapu (SVP Sales, Cvent) - The Sales Team of the Future: The Intersection of AI and Human Expertise
    May 8 2023
    Anil and Rohan discuss how AI will transform the way sales professionals and managers work. They talk about how sales professionals must show agility, adaptability, and openness to the possibilities of AI dramatically improving productivity in their roles. They also talk about how AI will affect the attributes and characteristics that managers seek when hiring sales professionals and how AI automates more mundane tasks - freeing up managers to focus on training and coaching the sales reps.
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    31 min
  • S1 E3 Eugene Godsoe (Senior Director of Sales, Navan) & Shayne Longpre (Research Ph.D. Candidate, MIT) - When an AI PhD and a Sales Leader Get on a Podcast Together

    S1 E3 Eugene Godsoe (Senior Director of Sales, Navan) & Shayne Longpre (Research Ph.D. Candidate, MIT) - When an AI PhD and a Sales Leader Get on a Podcast Together
    May 15 2023
    Rohan, Eugene, and Shayne talk about what are the technical innovations driving the explosion in Large Language Models recently. Shayne talks about how much uncertainty there is about which applications LLMs will be good at - uncertainty that might take a decade to be resolved. Eugene brings his perspective on what a successful seller will look like in a world where synthesis, Mail outreach, summarization, and information retrieval are taken care of by LLMs. As they continue the conversation - they talk about trusting AI models, and whether we’ll ever move from AI-assisted human selling to human-supervised AI selling. Rohan, for one, believes that AI will never be able to completely replace the human seller because human beings want to talk to another human when they are making $10K purchases or larger. Lots of interesting stuff for folks interested in a plain English introduction to LLMs and future applications they might enable.
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    38 min
  • S1 E4 Cory Bray (Co-founder, CoachCRM) - Could AI Eventually Replace Sales Managers?

    S1 E4 Cory Bray (Co-founder, CoachCRM) - Could AI Eventually Replace Sales Managers?
    May 22 2023
    Major discussion topic: could AI eventually replace sales managers? Rohan and Cory talk about the limitations of AI in sales – without a shared language and systematic approach, AI suggestions may only offer one-off solutions instead of fostering a cohesive sales methodology that continuously drives better sales performance.
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    29 min
  • S1 E5 Dave Currie (CEO, Winmo) - AI’s Impact on Each Step in the Customer Journey

    S1 E5 Dave Currie (CEO, Winmo) - AI’s Impact on Each Step in the Customer Journey
    May 29 2023
    Rohan and Dave talk about the impact of AI at every point in the customer journey - top of the funnel, active deals, onboarding and engagement with existing customers, and retargeting/remarketing for closed lost deals.
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    34 min
  • S1 E6 Tammy Aguillon (VP Commercial Sales, DocuSign) and Arwa Kaddoura (CRO, InfluxData) - Does AI Democratize Access to Sales as a Profession?

    S1 E6 Tammy Aguillon (VP Commercial Sales, DocuSign) and Arwa Kaddoura (CRO, InfluxData) - Does AI Democratize Access to Sales as a Profession?
    Jun 5 2023
    Tammy and Arwa share their inspirational, but very different, journeys to tech sales leadership - Tammy started off as an SDR, while Arwa started in finance and accounting. Rohan, Tammy, and Arwa talk about how AI is likely to play a pivotal role in the evolution of the sales profession – liberating sales leaders and reps from mundane tasks and empowering them to focus on high-value activities. They also talk about the potential of AI to democratize sales by making it easier for people from all backgrounds to enter the profession. Big discussion topic - Does AI change the relative importance of: (a) prior domain knowledge, vs. (b) attitude: curiosity, commitment to learning, and discipline when it comes to success in sales? For example: are sales leaders more likely to hire people with limited prior domain expertise but a fantastic commitment to learning, because AI allows faster learning and education than ever before?
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    29 min
  • S1 E7 Taryn Rosada (Head of Revenue Enablement, Plaid) - How Enablement Can Co-opt AI to Remain Effective

    S1 E7 Taryn Rosada (Head of Revenue Enablement, Plaid) - How Enablement Can Co-opt AI to Remain Effective
    Jun 19 2023
    The challenge for enablement has always been to prove the ROI of their work and their indispensability to the org. Taryn shares her advice and perspective on how enablement professionals can use AI to make themselves more efficient and effective. Rohan and Taryn also talk about the transformations AI will bring to the entire revenue org, including the enablement role.
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    24 min
  • S1 E8 Ken Grohe (SVP and CRO, Taos) - Captivating Customer Attention in a Content-Driven World

    S1 E8 Ken Grohe (SVP and CRO, Taos) - Captivating Customer Attention in a Content-Driven World
    Jun 26 2023
    Ken and Rohan discuss the importance of embracing AI tools for personalized outreach and the challenges of capturing customer attention in a content-saturated environment. Ken shares his perspective on immersive and consultative sales and how that’s the future of sales.
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    31 min