How AI is revolutionizing sales and enhancing the salesperson’s effectiveness

Rev Ops is a centralized function that manages systems, strategy, and enablement, crucial for companies with a go-to-market strategy that requires collaboration across different departments and shared tools. In a recent podcast episode, John and Taft discussed the impact of technology on Rev Ops strategy and sales enablement, with a focus on the role of AI in sales.

Taft believes that AI will not replace salespeople but rather help them focus on high-value activities and relationship building. He sees AI as a sidekick for sales reps throughout the sales funnel, speeding up the process and making it even more effective. AI can also filter out spam emails and calls, making sales reps more efficient and productive.

The world is moving towards a more targeted approach, where teams focus on finding ways to drive value for a smaller number of higher value targets. Tools like Gated can help salespeople get rid of people who are unlikely to be a good fit and focus on those who are more likely to respond. Taft notes that his company, Iceberg Rev Ops, can help startups and early VP’s of sales or marketing with revenue operations.

Overall, the discussion highlights the importance of using AI and other tools to enhance the effectiveness of salespeople and focus on high-value activities. It also emphasizes the need to filter out noise and focus on quality over quantity to achieve better results. As AI continues to revolutionize sales, companies need to embrace these changes to stay competitive in today’s fast-paced business world.

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

The Human Connection: Why the CRO Role Is Changing the Sales and Marketing Landscape

In today’s fast-paced world, sales and marketing have become more complicated with the introduction of new tools and platforms. However, the key to success lies in the human connection. In a recent podcast episode, two experts discuss the Chief Revenue Officer (CRO) role and how it is changing the landscape of sales and marketing alignment.

The CRO role is helping to overcome the silos between sales and marketing by aligning the priorities of both departments. Marketing can be seen as a productivity hack, where the focus is on increasing the productivity of sales. However, marketing often uses outdated or meaningless metrics that don’t align with sales. The speakers suggest that marketing should focus on trends rather than absolute numbers.

The blurred lines between sales operations and marketing are also discussed, with the latter being more technically savvy. However, the potential impact of AI on sales and marketing is not a replacement for the need for human connection. People crave to be seen, heard, and understood, and this can only be achieved through human interaction.

The CRO should focus on getting salespeople into more human contact and understanding the role of AI in enabling them to do more while maintaining that human connection. By doing so, they can double down on sales productivity and increase the impact of marketing on sales.

In conclusion, the CRO role is becoming more critical in modern sales and marketing. The human connection is crucial, and companies that can build that into their business model will have a market that is willing to pay for it. The CRO should focus on maximizing the productivity of their team and not be confined to traditional KPIs. With the right strategy and focus on human connection, companies can achieve success in the ever-changing world of sales and marketing.

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Why Sharing Your Personal Story Matters: Lessons from Molly Sider

Have you ever felt like you’re the only one going through a tough time? Or that you’re the only one who has experienced a certain struggle? Molly Sider, a professional life coach and storyteller, believes that sharing personal stories can help us feel less alone and create connections with others. In a recent podcast episode, Molly and John Golden discussed the power of vulnerability and the importance of finding the right people to share our stories with.

Molly emphasizes that everyone has a story to tell and that sharing these stories can create empathy and connection with others. However, it’s important to be selective about who you share your story and to find someone who is trustworthy and worthy of hearing it. Molly suggests that having a coach or therapist can be particularly helpful in reviewing our stories and finding ways to grow from them. She also notes that creating a support team of people who can help us achieve our goals and overcome negative self-beliefs is crucial.

But vulnerability can be difficult for many of us, as we may have learned that it’s a sign of weakness. Molly advises starting small and being thoughtful about what and with whom to share. She encourages creating a safe space for others to share their stories as well, as vulnerability invites vulnerability. By listening to others without judgment and gathering information, we can feel a connection and empathy with others and find a “me too” moment.

In the end, Molly reminds listeners that everyone wants to feel seen, heard, loved, and respected, regardless of their background. Sharing personal stories can help us achieve these feelings and create connections with others. So take a step towards vulnerability and start sharing your story, but remember to do so with intention and with the right people. And if you need guidance, consider seeking out a coach or therapist to help you on your journey.

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Revolutionizing Your Company’s Organizational Structure: Tips from Industry Experts

Are you struggling to keep up with the latest trends in remote work and outsourcing? Fear not, as experts John Golden and Rob Buffington have shared their insights on how to adapt your company’s organizational structure to accommodate a remote workforce.

According to Rob, outsourcing is not just about call centers, but about providing quality employees who can do the job as well as anyone local. By breaking down job descriptions into specific tasks and finding the best person for each task, companies can create specialized job descriptions that attract and retain top talent. But it’s not just about finding the right people – it’s about adapting your organizational structure to make remote work successful.

John and Rob stress the importance of communication when working with remote staff. They suggest using tools like Slack or Teams to facilitate live communication and video calls to engage with remote workers. But it’s not just about the tools – it’s about creating a vision and purpose for the company to motivate remote workers. Younger generations are looking for something bigger than themselves and want to be part of a company with clear values.

So, what’s the key takeaway? Companies need to start with a fresh perspective and ask themselves why things need to be done a certain way. By doing so, they can create new processes and job descriptions that are better suited to a remote workforce. It requires careful planning, communication, and investment of time and resources, but the benefits of outsourcing and remote work can be a win-win for both sides. Don’t let your company fall behind – revolutionize your organizational structure today!

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

The Art of Hybrid Leadership: A Holistic Approach

In today’s ever-changing workplace, hybrid leadership has become the new norm. But what exactly is hybrid leadership, and how can we approach it in the best way possible? In this podcast episode, John and Matthew discuss the importance of going back to the basics of leadership, which is a dynamic process whereby someone influences a group of individuals to reach a common goal.

Matthew stresses the need for identity and purpose in an organization, as well as identifying roles and tasks in a hybrid model. He also highlights the importance of agility and presence in leadership, as well as intentional and effective communication in a diverse workforce. With a hybrid workplace, the danger is isolation or disengagement, and leaders must find ways to create connections and enhance cohesiveness among their people.

Leadership is an art that requires good communication and clarity around expectations. Matthew’s approach to leadership is holistic, focusing on leading oneself, leading those around us, and leading in an organizational context. He encourages people to lead better, love better, and live better.

The traditional model of career paths that involve managing people may not be suitable for everyone. The changing nature of work may provide opportunities for people who wouldn’t have been considered good leaders in the past. However, there is still a lot of shifting to do in terms of finding a better model for promoting and compensating people based on their expertise and experience.

In conclusion, the essence of hybrid leadership is to create a culture of trust, communication, and accountability. It requires self-awareness, intentionality, presence, communication, and accountability in leadership. As we navigate the changing nature of work and organizations, let us reflect, assess, and adapt to build a better workplace for ourselves and those around us.

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

The Power of Future Demand: Why Brand Marketing is Key to Scaling Profitably

As marketers, we’re constantly grappling with the challenge of scaling our businesses profitably. In a recent podcast episode, strategists Faisal Siddiqui and John Golden discuss how performance marketing can be a powerful tool for driving sales, but it’s not always the best approach.

Performance marketing works by targeting active shoppers at the point of purchase, but it can get expensive due to the small pool of people who are actively looking for your product or service. This is where brand marketing comes in. By building pre-awareness and using a soft sales message, brand marketing can capture future demand and tap into the 95% of potential shoppers who are not actively looking.

Fel emphasizes the importance of defining a tightly focused and compelling proposition for smaller companies, especially challenger brands. She gives the example of the HSBC campaign, which focused on building brand awareness rather than selling credit cards. By articulating a clear business benefit, companies can secure a budget for brand building and drive long-term growth.

While performance marketing and brand marketing may seem like opposing forces, Fel and John believe they can work together to sell harder and speak to the brand. They also caution against relying too heavily on new technologies like AI and emphasize the need for a long-term commitment to marketing efforts.

So if you’re looking to scale your business profitably, consider the power of future demand and the importance of brand marketing. By defining campaign objectives, targeting the right audience, and investing in thought leadership, you can build a strong brand and drive sustainable growth.

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

In this episode, I had the pleasure of interviewing Tommy McNulty, founder and CEO of Rhythm, the first platform dedicated to helping sales leaders scale themselves and their teams, enabled managers, and deliver a culture of performance at any stage of growth. We talked about the importance of using sales P&L to be a people-first leader.

Tommy shared a personal experience where he received an email from a board member the night before a board meeting, revealing that the SDR team was 70% of their customer acquisition cost. This made him realize the importance of understanding metrics beyond just activity and pipeline, such as customer acquisition costs, lifetime value, profitability by customer segment, and payback periods.

We also discussed the evolution of sales tools and how they impact sales performance. Tommy notes that while there are many useful tools available, the quota hit rate has remained steady over the years. He suggests that CFOs should evaluate the value of each tool in their sales stack and determine if it generates the expected return on investment.

Tommy stresses the importance of understanding the financial game and using metrics to make informed decisions that drive sales performance. He also highlights the negative impact that hiring the wrong people can have on a sales team.

Overall, this episode emphasizes the importance of understanding sales P&L and making profitability a team sport. Tommy’s insights into the financial game of sales are invaluable for sales leaders looking to scale their teams and drive performance.

As Tommy says, “Being a VP of sales is a tactical role that requires understanding the financial plan and executing strategies accordingly.” So, if you’re a sales leader looking to take your team to the next level, be sure to tune in to this episode.

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

How AI Can Revolutionize Sales and Marketing Growth

Artificial intelligence (AI) has been a topic of fascination for many, and it’s no surprise why. In this podcast episode, Ryan Staley, founder and CEO of Whale Boss, shares his experience with AI and how it has become a game-changer for sales and marketing growth.

Ryan believes that AI has a lot of use cases, and it all depends on the role. He provides examples of how AI can be used tactically and from a management perspective. From a tactical perspective, Ryan explains how he created an entire job description flow for an SDR and a cold outbound email sequence in minutes, which would have taken hours to put together manually. From a management perspective, Ryan created a compensation plan for an entire team, including KPIs for daily, weekly, monthly, and annual evaluations. By automating mundane tasks, salespeople can focus more on connecting with customers at a human level and understanding their needs and wants.

John Golden, from Sales POP Online Sales Magazine and Pipeliner CRM, adds that SaaS companies can be easily replaced because they have no relationship with the end-user. He suggests that companies should figure out how to build a more personalized and sticky experience for their customers. Ryan agrees and believes that AI can help alleviate routine tasks, allowing people to operate at a higher level and become more consultative.

While technology and AI are advancing rapidly, people still crave human interaction and solid relationships. The key is to use AI to free up more time for building relationships and connecting with customers. Ryan encourages listeners to check out his podcast, The Scale Up Show, and his written content on LinkedIn. He also offers a free resource on his website, AI4Revenue.com/CC, which provides a prompt sequence and output on how to sell or market to any C-level executive in minutes.

In conclusion, AI is not just hype, but it will be the single biggest change in humanity that we have ever experienced. Companies that embrace AI will have a competitive advantage, while those who don’t will get left behind. It’s time to face AI head-on and help others do the same.

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

The Purposeful Growth Revolution: A New Era of Hybrid Leadership

Are you tired of the traditional work environment that prioritizes profit over people? Are you ready for a new era of leadership that values the whole person, not just their output? Look no further than Mark Meers’ “The Purposeful Growth Revolution.”

In this revolutionary book, Meers introduces the concept of hybrid leadership, where leaders prioritize listening, observing, and empowering their team members to be their best selves. By putting the human back in human resources, hybrid leaders create a sense of belonging within their teams, leading to individual, team, and organizational success.

Meers emphasizes the importance of flexibility and openness in a hybrid work environment, where both leaders and team members are encouraged to share their circumstances, needs, and desires to find a working solution that benefits everyone. He introduces the Purposeful Growth Plan, where leaders identify their team members’ motivations and strengths to empower them to contribute to the team’s success.

But being a hybrid leader is not just about achieving success; it’s about creating a fulfilling life for yourself and your team members. Meers believes in a strength-based approach that leads to greater engagement and retention, and he emphasizes the importance of frequent check-ins that focus on growth and development.

So, are you ready to join the Purposeful Growth Revolution and become a hybrid leader? Check out Mark Meers’ book and take the free self-assessment on his website to see how aligned you are with this concept. Let’s create a new era of leadership that values people over profit and leads to a fulfilled life for all.

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

5 Tips for Creating a Positive Customer Experience in Sales

Sales can sometimes have a negative connotation, but it doesn’t have to be that way. Justin Moy, a successful real estate professional, shares his insights on how to create a positive customer experience in sales. Here are five tips to help you provide a better experience for your prospects and customers:

1. Study sales and invest in yourself. Justin emphasizes the importance of being a student of sales and constantly honing your craft. Read books, attend workshops, and seek out mentors who can help you improve your skills.
2. Believe in the product or service you’re selling. People can tell when you’re not genuine or passionate about what you’re selling. Make sure you truly believe in the value of what you’re offering.
3. Remove weak words from your language. Words like “try” or “maybe” project doubt and uncertainty, which can turn off prospects. Use language that reinforces certainty and instills confidence in your product or service.
4. Make your prospects feel seen, heard, and understood. People want to feel like they matter and that their needs and concerns are being addressed. Take the time to listen to your prospects and show them that you understand their unique situation.
5. Create certainty and value to instigate action. Fear of making a mistake or sticking with the status quo can prevent prospects from taking action. Focus on creating a sense of certainty and value to help them overcome their fears and make a decision.

By following these tips, you can create a more positive and effective sales experience for your customers. Remember, sales is about building relationships and providing value, not just making a quick sale.

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

The Art and Science of Staying Relevant to Customers

In today’s fast-paced and constantly evolving market, staying relevant to customers can be a challenge. Jim Huebner, CEO and founder of Huebner Integrated Marketing shares his insights on building brand loyalty and staying connected with customers in the latest episode of the Expert Inside Interview.

Jim emphasizes the importance of listening to customers to understand what makes a brand and product relevant to them. He cautions against creating inauthentic stories and highlights the need to balance the art and science of marketing. While data and research are important, tapping into the emotional needs of customers is equally crucial.

Jim cites Amazon as an example of a company that has succeeded by making it easy for customers to buy online. He encourages companies to constantly evaluate and improve their customer experience, adding that building a connection with customers is key to building brand loyalty.

But how can companies stay relevant in a constantly evolving market? Jim and John Golden, host of the Expert Inside Interview, agree that adding features or improving existing ones can help, but caution against overwhelming customers with unnecessary features. They also discuss the importance of analyzing customer behavior and seeking feedback to stay connected and relevant.

In conclusion, the art and science of staying relevant to customers involve listening to their needs, building a connection with them, and constantly evaluating and improving the customer experience. By doing so, companies can avoid becoming irrelevant and losing business in a competitive market.

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

5 Ways to Develop a Growth Mindset and Achieve Your Goals

Have you ever felt like you’re just not good enough at something, or that you’ll never be able to achieve your goals? It’s easy to fall into a fixed mindset, where you believe that your abilities and intelligence are predetermined and cannot be changed. But in a recent podcast episode, entrepreneur Jason Wright shared his insights on how to develop a growth mindset and achieve success.

Acknowledge your weaknesses

One of the first steps in developing a growth mindset is to acknowledge the areas where you feel inferior. Instead of beating yourself up over your shortcomings, use the power of the word “yet” to recognize that you may not be good at something yet, but with effort and practice, you can improve.

Focus on the journey, not just the outcome

In today’s world of social media, it’s easy to get caught up in the appearance of success, rather than the actual work and learning required to achieve it. Jason emphasizes the importance of valuing experience and the journey, rather than just the shortcut to fame or success. By making everything a game for improvement and learning, you can develop a growth mindset that will help you achieve your goals.

Use past successes as evidence of your ability to improve

Looking back on past successes and experiences can be a powerful tool in developing a growth mindset. Use them as evidence that you have the ability to improve and achieve your goals. Don’t let setbacks or failures define you – instead, use them as opportunities to learn and grow.

Control your self-talk

Negative self-talk can be a major roadblock in developing a growth mindset. Instead of believing the negative things you tell yourself, focus on positive affirmations that are based on past experiences. By controlling your self-talk, you can cultivate a mindset that is focused on positive growth and peak performance.

Invest in yourself

Finally, Jason emphasizes the value of investing in yourself by finding a coach or mentor. Having someone to guide you and help you reach your full potential can be a game-changer in developing a growth mindset and achieving your goals. Don’t be afraid to seek out help and support – it could be the key to unlocking your full potential.

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 is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.