Beyond Pipeline: Rethinking AI's Role in Sales | Andy Paul Part 2

The Scale Up Show

Join Ryan in part 2 of his conversation with podcaster Andy Paul as they explore the pros and cons of AI in sales. They discuss new use cases for AI and share transformative examples for revenue growth. Andy provides interesting ideas around the challenges of AI adoption, the importance of helping buyers make decisions, and the need for thoughtful application of technology in sales processes.

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KEY TAKEAWAYS

• AI is currently being used primarily to automate repetitive tasks, but there's untapped potential in helping buyers make decisions.
• Despite technological advancements, B2B selling productivity may have decreased over the past 20-25 years due to misuse of technology.
• The focus on using AI for building pipeline may be misguided; the real issue is often not knowing how to win deals and help buyers make decisions.
• AI can be used to rapidly condense annual reports and customize information for more relevant first appointments with potential clients.
• Many salespeople fail to understand company pressures and industry-specific problems beyond their own offerings, which AI can help address.
• Thoughtfulness and curiosity are superpowers in sales, but current sales processes may be training these qualities out of sellers.
• The goal of sales interactions should shift from "discovering" information to helping buyers define what they want to achieve.
• High win rates are crucial for efficiency; a team with a 50% win rate needs to do significantly less selling than one with a 20% win rate.

BEST MOMENTS

"We need to have thoughtful people who are looking at the problem from the right perspective

"Pipeline is the siren song that's going to cure all for companies. That's what most folks are attracted to."

"If we're gonna make the decision to actually sell to this person, actually bring this opportunity into our pipeline, we should win it. It's that simple."

"Thoughtfulness is definitely a superpower. I agree with you on that, man. And I think like one, one other one that I'm seeing that's... is curiosity as well, right?"

"We're training curiosity out of our sellers and saying that this is the way they should act when really we want the opposite."

Ryan Staley

Founder and CEO

Whale Boss

[e-mail]

www.ryanstaley.io

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets