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TV Expert Interviews / For Sales Pros / May 23, 2024 / Posted by Nick Caruso / 38

Augmented Intelligence: The Game Changer for Top-of-Funnel Sales (video)


I’m excited to share my recent conversation with Nick Caruso, the Chief Revenue Officer at We explored how augmented intelligence is revolutionizing the sales process.

Nick Caruso’s background is as fascinating as his current role. Once a United States Marine Corps captain, he’s now a leading figure in applying AI to sales. He’s passionate about augmenting human efforts with technology, not replacing them—a principle shaped by his disciplined military experience.

Augmented Intelligence vs. Artificial Intelligence

In our discussion, Nick clarified the difference between augmented and artificial intelligence. Augmented intelligence enhances human capabilities without taking over jobs, especially in complex B2B sales environments. This distinction is crucial as it underlines the supportive role of AI rather than a replacement.

AI at the Start of the Sales Funnel

Nick highlighted the impact of AI at the top of the sales funnel. Using AI, companies can speed up their marketing efforts and constantly update their sales playbook. This technology helps refine the Ideal Customer Profile (ICP) by analyzing data from sales calls, making it easier to identify compelling sales pitches and understand customer pain points.

Synchronizing Sales and Marketing Efforts

One significant benefit of augmented intelligence is its ability to maintain alignment between sales and marketing teams. This technology minimizes manual synchronization, ensuring sales reps receive the most relevant and timely content. This alignment is vital for streamlining efforts and improving the efficiency of sales strategies.

As we ventured into the future of AI in sales, Nick and I tackled the ethical aspects of fully automated sales processes. We agreed that transparency is crucial—customers should always know if they interact with a human or a machine. This conversation brought up the possibility of future regulations to ensure ethical AI use.

AI for Small and Medium Businesses

For small and medium-sized businesses (SMBs), AI offers inspiring opportunities. These companies can leverage AI to enhance lead generation and expand their sales operations without needing deep expertise in sales automation. This democratization of technology allows smaller players to compete more effectively in the market.

Looking Ahead: AI in Sales

Wrapping up our conversation, it was clear that augmented intelligence is not just a trend but a transformative force in sales. This technology is reshaping how sales teams operate, making processes more efficient and helping salespeople achieve better results.

I hope you found this exploration of augmented intelligence in sales as enlightening as I did. It’s an exciting time to be in sales, and AI is playing a pivotal role in shaping the future of how businesses engage with customers. Stay tuned for more insights and discussions on cutting-edge sales strategies!

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Author

Nick Caruso stands out as a visionary entrepreneur and executive, uniquely blending expertise in sales and technology to drive unprecedented growth in early-stage tech startups. At the forefront of innovation as Chief Revenue Officer at since June 2019, Nick has been instrumental in pioneering AI-driven sales automation processes. His leadership has transformed enterprise knowledge into actionable intellectual capital, marking a significant leap forward in sales technology and strategy. This focus on leveraging cutting-edge AI tools has optimized sales processes and significantly enhanced customer engagement and loyalty, underscoring Nick’s role as a trailblazer in integrating technology with traditional sales methodologies.

Nick's journey in technology and innovation dates back to the early stages of his career, when he was recognized as a global developer challenge finalist. This accolade showcased his adeptness at leveraging the nascent Google Web Services, setting the stage for a career marked by continuous innovation and leadership in technology-driven solutions.


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