The AI for Sales Podcast

On this episode of the AI for Sales Podcast, Chad is joined by Tukan Das, co-founder and CEO of LeadSift. LeadSift is a Foundry company focused on delivering relevant leads to B2B tech companies by layering research-based intent from the public web.  Tukan shares how intent signals are being utilized by LeadSift and other intent providers to enable companies to scale B2B revenue. He explains how intent ties into the process of making a buying decision. He gives insight into the difference in privacy concerns between the B2C and B2B when using AI. He also shares his interest in the concept of GPT-3 and expects it to be used more in the AI space in the next few years. HIGHLIGHTSWhat is intent and how does LeadSift leverage it?Where AI plays a role in the processPrivacy concerns in the use of AI in B2B The concept of GPT-3QUOTESTukan: “Buyers are showing these signals of interest even before coming to me and filling out a form, so we need to get ahead of the game and predict when they start showing intent so that we can reach out to them with our sales and marketing message."Tukan: “LeadSift would look at a whole bunch of different sources, or any intent provider would do that, and give you a ranked list of companies that they think are in-market to buy. Now, as the seller, you take that data and then you craft your message to reach out to them at the right time."Tukan: “That's the beauty of it. You train a system and the system will statistically label data and it will say, 'hey, based on what you're telling me, this is what the trend looks like' and this is just for one of the trends. But yeah, without AI, we don't exist." Learn more about Tukan and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/tapajyotidas/Twitter: https://twitter.com/tdasWebsite: https://leadsift.com/ The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth.Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.👉 Visit www.SDR.ai/intro to unlock your direct line.

On this episode of the AI for Sales Podcast, Chad is joined by Eliav Cohen, chief hot air balloon pilot and founder of The Bot Lab. Having Helium and Drift, the top chatbot platforms in the world, Eliav and his company help organizations set up AI chatbots to deliver amazing customer experiences. He explains all about preventing gated content, integrating chatbots to a website, and the optimal functions of chatbots with AI. He also shares how he got into hot air ballooning and how it shaped his current approach to business. Finally, Eliav discusses how third-party organizations work with governments and top AI systems to make sure that AI sticks to what it's supposed to do.HIGHLIGHTSFirst experience with hot air ballooningThe idea of "intent decay"Setting up a chatbotWhy chatbots don't really need to answer every questionMaking sure AI systems don't make decisions on their ownQUOTESEliav: “If you're a marketer and you're reading an article about something, typically the content that's been created is specifically for your use case. They're putting it on that site knowing your use case, who the audience is, and that's why you're interested.”Eliav: “When people ask those questions, no live person should be answering those. That's the value of a good chatbot. Now, for B2C that's what it should do. But for B2B it should be 'does it integrate with this?' If you can answer that question, there's no reason to have a live person because it should understand the intent and go to book a meeting.”Eliav: “You're going to get a bunch of random questions and you probably should have an AI that answers those questions. The more niche that article is, when you're talking about whether it's a piece of sponsored content or it's an earned media article, being able to chat on that and ask those two or three qualifying questions makes it then worth it.” Learn more about Eliav and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/eliav-cohen-5643795/Website: https://thebotlab.io/ The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth.Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.👉 Visit www.SDR.ai/intro to unlock your direct line.

On this episode of the AI for Sales Podcast, Chad is joined by Andrew Woessner, President and CEO of Telogical Systems. He is also the Founder and CEO of R-Path Automation which helps incorporate automation technology for small and mid-size firms.Andrew explains the functions of Telogical Systems in telecommunication and the practicality of automation as the market changes over time. He also shares his perspective on the changes we can expect in using artificial intelligence for sales and the practicality of AI in general.HIGHLIGHTSWhere AI is being used in R-Path Automation and Telogical SystemsThe form the company would take without artificial intelligenceTeam's reaction after AI was introduced in operations Changes that Andrew expects with the increased application of AIQUOTESAndrew: "I look to automation as a way to breathe life back into that business. So we use it for aggregating data from a whole variety of sources, structuring that data, and loading it into databases. So we probably have about 30% savings in our operational costs when we adopted the technology."Andrew: "If you were given a choice to work for a company that is deploying AI and automation throughout its operations to one that wasn't, I definitely would want to be when they are because they're going to be conducting business better, faster, and cheaper.”Andrew: "People are starting to really focus on employees not just as a cost to the company but as an asset that needs to be preserved, nurtured, and built. And I think automation is one of the best ways to do that.”Learn more about Andrew and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/andrewwoessnerR-Path Website: https://rpathautomation.com/Telogical Systems Website: http://www.telogicalsystems.com/ The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth.Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.👉 Visit www.SDR.ai/intro to unlock your direct line.

On this episode of the AI for Sales Podcast, Chad is joined by Jamie Shanks, Founder and CEO of Sales for Life. He is also the CEO of Pipeline Signals which helps sales teams redirect their focus to selling instead of spending too much time on research.Jamie highlights how businesses can use AI to obtain sales intelligence and data so that their sales professionals can concentrate on netting new sales, cross-selling, and upselling. He also explains how this can significantly streamline work processes while also cutting on human capital costs.He shows us his perspective on the partnership between humans and technology. Both are necessary in terms of creativity, obtaining resources, and coming up with the right decisions.HIGHLIGHTSWhere Jamie sees AI being deployed todayThe concept of social proximityPipeline Signals' solution for customer acquisition and successAI for product usage and workload consumptionQUOTESJamie: "The left side of the brain I've always found very intriguing and it's amazed me how subjective and whimsical sellers have been in their collection of sales intelligence to make informed decisions."Jamie: "I'm paying my sellers for outcomes, not to be analysts and researchers. So whether there are cheaper resources that can acquire this information and make informed decisions, that's the basis. So, what we're doing is buying back sellers' time."Jamie: "You're most expensive resources are sales professionals. You need to maximize their return on effort or their yield. And if you're not applying technology and AI to help aid that, then you're deploying really expensive resources in an inefficient way."Learn more about Jamie and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/jamestshanks/Twitter: https://twitter.com/jamietshanksPipeline Signals Website: http://www.pipelinesignals.com/Sales for Life Website: https://salesforlife.com/ The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth.Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.👉 Visit www.SDR.ai/intro to unlock your direct line.

On this episode of the AI for Sales Podcast, Chad is joined by Seamus Ruiz-Earle, CEO of Carabiner Group, a firm specializing in Revenue Operations information technology services.Seamus explains that while sales ops focuses on sales and marketing operations on marketing service, Rev Ops is the carabiner between all of these and connecting them to ensure visibility across the board, hence the name of the company.He gives insight into the impact and roles that AI may play in the sales process. How they acquire talent is also discussed as Seamus even hired a Navy Seal transitioning from the service because of his earned life experience, even if he's never sold technology in his life.HIGHLIGHTSWhere does AI play a role in the sales motionUsing AI for transactional vs relational sales skillsAI as an effective decision-making toolTalent development under Rev OpsQUOTESSeamus: "There's only 24 hours a day, about 6 to 8 of those need to be spent sleeping. That leaves you with a limited amount of time to do what salespeople do best, connecting people with solutions. And AI is supposed to make that job easier and better." Seamus: "We're not there to just take your money. We're there to build a relationship. I teach my sales folks to be, effectively, the person you meet at the bar who you make a good connection with and who happens to know the person who can solve your problem."Seamus: "There's a knowledge gap with the value that artificial intelligence and machine learning can have for businesses that are anything other than technology."Learn more about Seamus and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/seamusruizearle/Company Website: https://carabinergroup.com/ The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth.Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.👉 Visit www.SDR.ai/intro to unlock your direct line.

HIGHLIGHTSLearning to make connections at an early age Getting introduced to entrepreneurship and salesHow AIM Media helps lifestyle brands be more effective online Taking advantage of automation as a sales professionalQUOTESMezue: "Technology usage, whether it's AI or blockchain, there's so much you can do. So you kind of have to find your niche and carve something for yourself. Who knows where it might go?"Mezue: "Sales is not just about pitching to somebody, it's kind of forming a relationship. Communicating 'how can I help you?' and making sure that the other person notices that what you're doing is genuine."Mezue: "You're going to have more information to collect that's even better than what you were using previously. When you look at technology, technology is always to improve and to make things more simplistic." Learn more about Mezue and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/mezue-eneh/Website: https://www.aim-media.co/ The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth.Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.👉 Visit www.SDR.ai/intro to unlock your direct line.

HIGHLIGHTSWanting to be plastic surgeon but ending up codingUsing AI to recommend the most effective marketing strategiesA web app that returns budgeting solutions for marketing channelsAI offers improvements using decentralized business processesQUOTESEris: "We gathered the data, again 'bypassing' the conventional way of gathering data using my previous experiences, and through that, we are able to provide any type of business, mainly B2C ecommerce businesses, with the best marketing strategy and the best audience that they can get in front of them." Eris: "We analyze the behaviors of the end users, see exactly what they like and, at that point, it's a no-brainer to connect these people is going to like this brand or this product or they are more into this type of spending."Eris: "The decision-makers on the top, the ones who are deciding what I see on each platform or what I buy, is decided based on AI, whether it's a recommendation engine or similar... so it's better to have the businesses also get shown where the AI is going."Learn more about Eris and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/eris-verne/Website: https://alfinder.com/Email: vernee@alfinder.com The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth.Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.👉 Visit www.SDR.ai/intro to unlock your direct line.

HIGHLIGHTS12 data layers explained and 5x's service to stitch them togetherCase studies of companies improving their data efficienciesAI in future sales: Use AI to come up with recommendationsAI and jobs: Data scientists will be in high demandQUOTESTarush: "The first 5 layers of the stack are kind of pretty well-understood and, at that point, that's kind of verticalized but more sort of horizontal. But in terms of the other capabilities which the modern data stack can start to provide, we sort of get into data lineage and data catalog."Tarush: "We take the modern data stack and stitch together and provide it as a service. So as a business, you're kind of good to go on day 1, you don't need to worry about signing enterprise contracts or figuring out how it all plays together."Tarush: "A lot of the core problems before AI need to be commoditized, what are some of those problems, right? A big part of that problem is the infrastructure of the data platform required to get to a point where you have stable, clean, highly-modeled data which is, again, the sort of 5 layers."Learn more about Tarush and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/tarushaggarwal/Website: https://5x.co/Email: hello@5x.co The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth.Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.👉 Visit www.SDR.ai/intro to unlock your direct line.

HIGHLIGHTSRecognizing buying signals and connecting customersAI doesn't remove sales jobs, it empowers you to convert betterKeeping AI up-to-date with real-world dataEmpathetic AI and creating a code of ethics QUOTESSuraj: "We've basically innovated a solution that can help you find the right customer for your company based on different buying signals. If somebody is new to a job position, they're very likely to buy. If the company has recently received funding or there's a partnership in the works, they're more likely to make a buy."Suraj: "What I've observed is people don't want to do the prospecting, they don't want to do the personalization because it's a lot of busy work. Imagine if you could spend that time conversing with a customer who was actually somewhat interested. You could focus on the conversation."Suraj: "Things can go wrong with AI and things could right, but I try to be on the optimistic side. I believe in the greater good of humanity to innovate in a direction that is for the greater good. I think there'll be obviously more penetration of AI, but I also think it'll very empathetic and sensitive AI."Learn more about Suraj and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/surajvenkat/Website: https://bitbaza.io/Email: suraj@bitbaza.io The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth.Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.👉 Visit www.SDR.ai/intro to unlock your direct line.

HIGHLIGHTSCreate leads with AI efficiency combined with human creativityAI for finding the right target audienceUse AI to determine client tendencies and match services to thatShift salespeople to brand influencers because of AIQUOTESJohn: "You got to take the culmination of that AI for the speed, the efficiency, the data, and then you got to combine that to real, authentic, vulnerable community-building and messaging in your content creation."John: "We would look at whether or not you use an e-store, how would you curate that store, and then how would you actually promote that store and modify off of the data that comes on who's buying what, what's selling, what's not selling."John: "You have two types of conversations. Number one, you have the one where you're just getting them right back to that order process where you know that they're going to buy that, but you also can monitor the tendencies that they don't have so you understand what suite of services they're not using."Learn more about John and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/%E2%98%98%EF%B8%8Fjohn-morris%E2%98%98%EF%B8%8F-96148716/YouTube: https://www.youtube.com/channel/UCGv7-PFxvKZD6HKsecYgBrwWebsite: https://www.clubcolors.com/Email: jmorris@clubcolors.com The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth.Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.👉 Visit www.SDR.ai/intro to unlock your direct line.