Shane Gibson's Podcast – Social Selling – B2B Sales and Influence

Sales Leadership Podcast Summary with Mike Curliss, President of Maximizer, and Shane Gibson Keynote Sales Speaker [https://closingbigger.net/keynote-speaker/] and CEO of Professional Sales Academy. This is part 2 of our series with Mike Curliss – you can listen to Part 1 on AI for Sales here [https://closingbigger.net/blog/ai-sales-podcast-ai-on-the-prize-with-maximizer-crm/]. (Please note this post was written by humans and augmented with AI) Here’s the podcast summary: The debate between sales leadership and sales management has been ongoing for decades. Which is more important? Which drives results? The reality is, it’s not an “either or scenario.” Success in sales leadership requires a balance of both. I recently sat down with Mike Curliss, President at Maximizer, to break down the nuances between these two roles, and how top-performing sales organizations leverage both effectively. THE CORE DIFFERENCES BETWEEN SALES LEADERSHIP AND SALES MANAGEMENT Sales managers focus on systems, process, and daily execution. They build and maintain structure, keep teams accountable, and drive short-term results. Their world is the next 90 days. They’re the front line, ensuring every rep stays on track. Sales leaders, on the other hand, are visionaries. They look beyond the immediate quarter and set a strategic course for the future. They develop people, influence product direction, and anticipate market shifts. Leadership is about crafting and communicating a vision that inspires and aligns the team with the company’s long-term objectives. The best sales leaders operate in both modes and have the competency tool kit to survive and thrive. Whether you have a formal leadership title or not, balancing management and leadership is crucial. WHY YOU CAN’T CHOOSE ONE OVER THE OTHER Organizations that over-index on sales management often create a culture of micromanagement. Reps check boxes, follow rigid scripts, and focus solely on KPIs, but lack inspiration. They meet quotas, but they don’t innovate or push boundaries. On the flip side, organizations that lean too heavily into sales leadership without strong management systems often struggle with execution. There’s vision, but no roadmap and no sales playbook [https://www.salesacademy.ca/sales-playbook-development-consulting/]. Great ideas fizzle without action. The winning formula? A blend of both. As Mike Curliss put it, “As a manager, you build the process box. As a leader, you shape the vision and ensure that box fits into the bigger picture.” THE ROLE OF CRM AND AI IN BRIDGING LEADERSHIP AND MANAGEMENT Technology, when used correctly, can enhance both sales management and leadership. CRMs provide structure, consistency, and visibility into key performance metrics, helping managers keep the team accountable. But AI-driven tools like Gong, Fathom, and Maximizer go a step further—they provide insights that empower leaders to make informed strategic decisions. For example, in the Maximizer CRM AI can surface patterns in lost deals, highlight underutilized opportunities, and identify coaching moments. With the right data, a sales leader can proactively pivot strategies rather than react to missed targets. > People work for the managers they like and trust, not AI. – Mike Curliss, President – Maximizer WHY MANY SALES LEADERS FEEL OVERWHELMED (AND WHAT TO DO ABOUT IT) Many sales leaders today wear too many hats. They need to input on product roadmaps, collaborate with marketing, coach their teams, and hit aggressive revenue targets—all with fewer resources. What’s the solution? Either add people or optimize process. In today’s economy, adding headcount isn’t always an option. This is why leveraging sales technology effectively becomes a game-changer. Leaders must drive efficiency through AI-driven CRM systems and automation while ensuring they invest in the right coaching and development for their people. SHOULD TOP SALESPEOPLE BE PROMOTED TO MANAGERS? One of the most controversial topics in sales leadership is whether high-performing sales reps should be promoted into management. The assumption is that if they can sell, they can teach others to do the same. The reality? Many top salespeople excel because they are self-motivated, competitive, and independent—qualities that don’t always translate into being great managers. Effective sales managers and leaders are process-driven, team-focused, and highly communicative. Instead of automatically promoting the top rep, look for people who are already mentoring their peers, following process rigorously, and demonstrating strategic thinking. These are the future leaders of your organization. THE POWER OF PROACTIVE LEADERSHIP A reactive sales leader waits for directives from the C-suite. A proactive sales leader anticipates challenges, drives innovation, and influences company strategy. Proactive leaders: * Build a talent pipeline before they need it. * Align sales strategy with market trends before they become problems. * Develop sales managers who drive change from the front lines. * Implement AI-driven tools to enhance efficiency rather than replace human connection. The best sales organizations are not just managed—they are led. They balance accountability with vision. They build strong sales processes while cultivating a culture of adaptability and innovation. So ask yourself: Are you managing your team? Or are you leading them? Great sales leaders don’t settle for one or the other. They master both. ---------------------------------------- ACTION STEPS FOR SALES LEADERS 1. Audit Your Leadership Style – Are you too focused on process and missing the bigger picture? Or are you too visionary without tactical execution? 2. Leverage CRM and AI Effectively – Don’t just collect data—use it to make informed leadership decisions. 3. Develop Your Next Leaders – Identify team members who naturally mentor others and invest in their development. 4. Be Proactive, Not Reactive – Get ahead of market shifts, talent gaps, and technology changes. 5. Create a Leadership Culture – Encourage leadership at all levels, not just within management roles. ---------------------------------------- Looking for a Keynote Sales Speaker on AI [https://closingbigger.net/keynote-speaker/artificial-intelligence-seminar/]? Contact Shane Gibson Looking for a CRM made for Sales Leaders and driven by AI? Contact Maximizer CRM today [https://www.maximizer.com/book-a-demo/]! The post Sales Leadership Versus Sales Management – Podcast [https://closingbigger.net/blog/sales-leadership-versus-sales-management-podcast/] appeared first on Shane Gibson's Podcast – Social Selling – B2B Sales and Influence [https://closingbigger.net].

AN IN DEPTH DISCUSSION ON AI FOR SALES LEADERS WITH KEYNOTE AI SPEAKER SHANE GIBSON [https://closingbigger.net/keynote-speaker/artificial-intelligence-seminar/] AND MIKE CURLISS, VP SALES MAXIMIZER [https://www.linkedin.com/in/mikecurliss/]. In today’s sales leadership environment, the role of the VP of Sales has transformed significantly, driven by the broad application of technology, data, and AI. As AI continues to reshape the sales profession, sales leaders who harness its power strategically can gain a substantial edge over their competition. This blog post is a summary of this AI for sales podcast transcript. We talk about how sales leaders can leverage AI to boost their success, outlining the essential strategies, tools, and insights discussed in a recent podcast with Shane Gibson (that’s me) and Mike Curlis, VP of Sales at Maximizer CRM [https://www.maximizer.com/]. Maximizer has a robust AI tools for sales leaders [https://www.maximizer.com/sales-leader-edition/] that they are presently rolling out. (Please note this post was written by humans and augmented with AI) Here’s the podcast summary: THE CHANGING ROLE OF SALES LEADERS The VP of Sales role is no longer just about managing a sales team and driving revenue. Today’s sales leaders must be part CTO, part coach, and part strategist, navigating a complex environment that demands a deep understanding of technology, data, and human behavior. This shift in sales competency means that sales leaders need to be equipped with higher levels of technological intelligence (TQ) and emotional intelligence (EQ) to remain effective in their roles. Mike Curlis points out that sales leaders now face the challenge of integrating a proliferation of sales technologies into their processes. With AI becoming a key component of these tech stacks, the ability to effectively implement and utilize AI tools can make the difference between success and failure. However, the sheer volume of available tools and data can be overwhelming, making it crucial for sales leaders to be strategic in their approach. AI AS A GAME-CHANGER IN SALES LEADERSHIP AI SaaS companies and consulting firms are aggressively promoting the technology as a powerful tool that can significantly enhance the effectiveness of sales leaders. The question is “Is AI living up to the sales tech hype?” According to Forrester Research, sales leaders who effectively employ AI are twice as likely to hit their quota compared to those who do not. Moreover, AI-powered CRM systems can increase win rates by 20-25%, while non-AI users spend 20-40% more time on administrative tasks. But how exactly does AI contribute to these impressive gains? The answer lies in AI’s ability to automate routine tasks, provide deep insights, and enable more informed decision-making. By leveraging AI, sales leaders can free up time to focus on high-impact activities like coaching their teams, building relationships with key clients, and developing long-term strategies. HOW MAXIMIZER CRM EQUIPS SALES LEADERS WITH AI TOOLS Maximizer CRM is at the forefront of integrating AI into sales processes, offering tools designed specifically to empower sales leaders. Here’s how Maximizer CRM is presently equipping sales leaders with AI (some of these functions are part of their roadmap and others are fully deployed): 1. Exception Reporting: AI identifies what’s moving and what’s not in your sales pipeline, surfacing critical information that allows sales leaders to take timely action before it’s too late. 2. Activity Analysis: AI tracks hundreds of daily activities like emails, calls, demos, and social posts, providing insights into what’s working and what’s not, and connecting activities to outcomes. 3. Sales Call Preparation: AI helps sales teams prepare for calls by providing relevant research and generating insightful questions tailored to the prospect’s industry and business challenges. 4. AI-Enhanced Leaderboards: These leaderboards use AI [https://maximizer.storylane.io/demo/o8h6hefyocvj]to highlight key performance indicators and flag potential issues, allowing sales leaders to focus their attention where it’s needed most. 5. Proactive AI Actions: AI prompts sales reps to take the right action at the right time, reducing the need for micromanagement and enhancing overall team performance. Maximizer CRM Sales Leadership AI Dashboard [https://closingbigger.net/wp-content/uploads/2024/08/AI-CRM-Dashboard-1024x487.png] KEY INSIGHTS FROM THE PODCAST Here are the top 10 takeaways from the podcast discussion between Shane Gibson and Mike Curlis: 1. The Evolution of Sales Competency: Sales leaders need to be tech-savvy, emotionally intelligent, and capable of coordinating with various departments like marketing and finance. 2. AI as a Competitive Advantage: Sales teams powered by AI have a significant edge, with higher win rates and greater efficiency. 3. The Importance of TQ: Technological intelligence (TQ) is now as critical as traditional sales skills. Sales leaders must stay ahead of the curve by continuously learning and integrating new technologies. 4. Remote Sales Management: With remote work becoming the norm, sales leaders must use AI to manage and coordinate global teams effectively. 5. Customer Expectations: Today’s buyers are more informed and demand value-added interactions. AI helps sales teams deliver personalized, insightful engagements. 6. AI in Forecasting: AI enhances the accuracy of sales forecasting, helping sales leaders make better strategic decisions. 7. Efficiency Gains: AI reduces the time spent on administrative tasks, allowing sales leaders to focus on coaching and strategy. 8. The Human Element: Despite the rise of AI, the human touch remains essential in building trust and closing deals, particularly in high-risk transactions. 9. AI-Driven Coaching: AI tools like Gong and Chorus provide deep insights into sales calls, enabling more effective coaching and performance improvement. 10. Strategic AI Implementation: Sales leaders should start small, test AI tools in specific parts of their process, measure results, and gradually expand their use of AI. ACTION STEPS FOR SALES LEADERS To start leveraging AI in your sales leadership role, here are five actionable steps you can take: 1. Map Your Sales Process: Identify key steps and activities in your sales process where AI can add value, such as research, prospecting, or follow-up. 2. Start Small: Implement AI tools in one part of your sales process, measure the impact, and refine your approach before scaling up. 3. Invest in AI-Powered CRM: Choose a CRM that integrates AI tools, like Maximizer CRM, to enhance decision-making and streamline your sales operations. 4. Focus on Coaching: Use AI to automate routine tasks and gain insights, freeing up more time to coach your sales team and develop their skills. 5. Stay Informed: Keep up with the latest developments in AI and sales technology to ensure you’re always ahead of the curve. By strategically incorporating AI into your sales leadership approach, you can drive better results, improve team performance, and position your organization for long-term success. The future of sales leadership is here, and those who embrace AI will lead the way. LISTEN TO PART 2 OF THIS INTERVIEW SERIES ON SALES MANAGEMENT VERSUS SALES LEADERSHIP HERE [https://closingbigger.net/blog/sales-leadership-versus-sales-management-podcast/]. The post AI Sales Podcast – AI on the Prize with Maximizer CRM [https://closingbigger.net/blog/ai-sales-podcast-ai-on-the-prize-with-maximizer-crm/] appeared first on Shane Gibson's Podcast – Social Selling – B2B Sales and Influence [https://closingbigger.net].

I’m excited to share insights from my recent interview with Julian Lee, Publisher of echannelnews. We delved into IT sales training and Channel Sales Training, discussing the strategies that help sales development programs that help move the sales needle in the right direction. Here’s a comprehensive summary of our conversation, packed with actionable insights and top takeaways – please note that this post is based upon the podcast transcript and was written with the assistance of AI and humans! I am going to be delivering a new keynote on AI for Business Growth [https://closingbigger.net/keynote-speaker/artificial-intelligence-seminar/] at the next ChannelNext West Conference in Whistler [https://www.channelnext.ca/event/channelnext24-west/], British Columbia on October 21st and 22nd 2024. Here’s the sales podcast summary: THE IMPORTANCE OF COACHING IN TECH SALES One of the key topics we touched upon was the critical role of coaching in sales [https://www.salesacademy.ca/sales-coaching/]. Coaching is not just about auditing or ensuring compliance with KPIs; it’s about sitting next to your sales reps, listening to their conversations, and guiding them on how to seize opportunities they might miss. This hands-on, side-by-side approach can transform average performers into sales stars. Without this, even the best sales training programs can fall short. TEACHING TRADITIONAL AND MODERN SALES TECHNIQUES Julian and I discussed the evolution of sales techniques. While traditional methods like objection handling and closing strategies are still relevant, today’s sales environment demands more. Authenticity, empathy, and uncovering the truth behind a customer’s objections are crucial. Selling cybersecurity exemplifies this; if you’re not truthful with your customers, you’re not only risking the deal but also their trust and security. HYBRID SALES TRAINING APPROACHES In our discussion, we highlighted the effectiveness of hybrid training models. These combine self-directed learning with in-person coaching. Online sales courses [https://www.enterprisesalesacademy.com/courses/b2b-sales-specialist-program-international] with quizzes and implementation documents, followed by in-person sessions, ensure better retention and application of knowledge. This method is especially effective in IT sales training, where continuous learning and adaptation are vital. THE ROLE OF TECHNOLOGY AND AI IN SALES [https://closingbigger.net/blog/ai-sales-podcast-mindset/] Technology plays a pivotal role in modern sales training. Tools that automate processes, prioritize leads, and provide customer insights allow salespeople to focus on what they do best – selling. However, while technology equips us with powerful tools, the differentiator remains our people skills. AI and automation are now ambient, but the human touch in sales is irreplaceable. EMBRACING EMPATHY AND AUTHENTICITY IN SALES Empathy and authenticity are not just buzzwords; they’re essential for building lasting relationships with clients. Teaching these values starts within the company. Sales leaders must create an empathetic environment that reflects in their team’s interactions with clients. Role-playing exercises and holding space without judgment are effective ways to cultivate these skills. OVERCOMING COMMON SALES OBJECTIONS A common objection to sales training is time. Companies often struggle to take their sales teams offline for training. Our solution is a blend of asynchronous learning and in-person coaching, minimizing downtime while maximizing impact. Assessing the current sales process and highlighting the cost of missed opportunities can also help justify the investment in training. BUILDING AN MSP SALES PLAYBOOK A well-structured sales playbook [https://www.salesacademy.ca/sales-playbook-development-consulting/] is a cornerstone of successful sales teams. It should include ideal client personas, effective approaches, core objections and responses, and critical questions for client interactions. This playbook not only guides new hires but also ensures consistency and efficiency across the team. TOP 10 TAKEAWAYS FROM THE INTERVIEW 1. Coaching Over Auditing: True coaching involves hands-on guidance, not just monitoring KPIs. 2. Hybrid Training Models: Combining self-directed learning with in-person coaching yields the best results. 3. Importance of Empathy: Cultivating empathy within the team translates to better client relationships. 4. Leveraging Technology: Use technology to streamline processes and focus on human interactions. 5. Authenticity Matters: Being truthful and transparent builds trust and long-term success. 6. Continuous Learning: Regular training and updates keep sales teams sharp and adaptable. 7. Sales Playbook: A detailed playbook provides a roadmap for consistent and effective sales practices. 8. Handling Objections: Address the time objection by integrating asynchronous learning and justifying the ROI. 9. People Skills as Differentiators: In an AI-driven world, human interaction is the key differentiator. 10. Management Buy-In: Ensure that sales leaders are committed to the training and development of their teams. Check out Julian’s eChannelNews Podcast here [https://open.spotify.com/show/0Shn3LQLg6HJTN78b8iePw] WATCH THE VIDEO FROM CHANNELNEXT WEST: Effective IT and Channel Sales Training [https://www.salesacademy.ca/] are about more than just imparting knowledge. It’s about fostering a culture of continuous learning, empathy, and authenticity. By leveraging technology and hybrid training models, we can equip our sales teams to excel. If you’re looking for a sales training provider or keynote sales speaker for your next conference – contact us [https://closingbigger.net/contact-shane-gibson/]! The post Channel Sales Podcast: Unveiling the Secrets to Effective IT and Channel Sales Training: A Conversation with Julian Lee [https://closingbigger.net/blog/channel-sales-podcast-unveiling-the-secrets-to-effective-it-and-channel-sales-training-a-conversation-with-julian-lee/] appeared first on Shane Gibson's Podcast – Social Selling – B2B Sales and Influence [https://closingbigger.net].

This is episode 2 of 3 for the “AI and EI for Business Success” series with Keynote AI Speaker [https://closingbigger.net/keynote-speaker/artificial-intelligence-seminar/] and sales author Shane Gibson and Nick Usborne of Nickusborne.com [https://Nickusborne.com] and BeMoreHuman.ai [https://BeMoreHuman.ai]. This podcast is formatted as a collaborative discussion where we delve into the integration of artificial intelligence (AI) and emotional intelligence (EI) in business. You can find episode 1 here: “The Marriage of AI and Messy Humans. [https://closingbigger.net/blog/ai-podcast-the-marriage-of-ai-and-messy-humans/]“ In this episode, we focus on the concept of collaborating with AI, exploring how it can augment human capabilities rather than replace them. We discuss practical applications, benefits, and strategies for effectively partnering with AI in various business contexts. This is a lengthy episode so with the assistance of AI (Vidyo.ai and ChaptGPT 4o) we pulled the top 10 takeaways from the podcast that you can expect to get from listening to the podcast: AI PODCAST: TOP 10 KEY POINTS FOR MARKETERS AND SALES LEADERS: 1. COLLABORATING WITH AI TO ENHANCE HUMAN CAPABILITIES AI should not be viewed as a replacement for humans but as an assistant or partner. This approach amplifies human effectiveness by taking on tasks that are time-consuming or challenging for humans, such as sentiment analysis and summarization. > “AI is here to amplify our strengths, not replace us. It’s about creating an effective partnership where AI handles the grunt work, and we focus on the creative and strategic aspects.” > > > – Shane Gibson 2. AI’S ROLE IN IDEATION AND JUDGMENT AI can assist in the ideation process by providing feedback on ideas. For instance, Bob Bly, a renowned copywriter, uses AI to evaluate the potential of promotional ideas, which helps him refine his concepts by removing biases and enhancing objectivity. > “It’s fascinating how AI can be a sounding board for our ideas, offering an unbiased perspective that helps us refine and improve our concepts.” > > > – Nick Usborne 3. SUMMARIZING AND ANALYZING LARGE SALES AND MARKETING DATA SETS WITH AI AI excels at summarizing large volumes of information quickly. Whether it’s a book, customer service transcripts, or interviews, AI can distill key points and insights, saving significant time and effort for humans. Both Adobe Acrobat and ChatGPT 4o are great tools to help you quickly summarize and pull out vital information from dense time consuming documentation. > “Imagine the hours saved when AI summarizes a 300-page document in minutes. It allows us to focus on applying those insights rather than gathering them.” > > > – Nick Usborne 4. USING META.AI FOR SENTIMENT ANALYSIS FOR MARKETING AND SALES Sentiment analysis helps marketers and sales professionals understand customer emotions and feedback. By analyzing reviews and comments, AI can identify common sentiments and language used by customers, which can then be mirrored in marketing materials to enhance relatability and effectiveness. In the podcast Shane walks through Nick’s formula for uncovering sentiment from the voice of community on platforms like Facebook and Twitter using Meta.ai and then turning that sentiment into marketing content and campaigns. > “By tapping into the emotional language of our customers, we can create more impactful and resonant marketing messages.” > > > – Nick Usborne 5. IMPROVING PROPOSAL WRITING AND CLIENT COMMUNICATION WITH AI Tools like Fathom.video can transcribe and analyze sales meetings, pulling out key points and client needs. This data can be fed into AI tools like ChaptGPT to draft tailored proposals that resonate with the client’s specific language and requirements, improving the chances of closing deals. > “Using AI to draft proposals means we can respond faster and more accurately to client needs, increasing our chances of success.” > > > – Shane Gibson 6. AI ENHANCED EFFICIENCY AND SPEED IN BUSINESS PROCESSES AI can significantly reduce the time required for repetitive tasks, such as creating proposals or marketing campaigns. This allows professionals to focus on higher-value activities that require human creativity and judgment. > “With AI handling repetitive tasks, we can dedicate more time to strategic thinking and innovation.” > > > – Nick Usborne 7. THE IMPORTANCE OF HUMAN JUDGMENT IN AI COLLABORATION While AI can handle many tasks, human oversight is crucial to ensure the output is aligned with the desired outcomes. Humans need to refine and polish AI-generated content, adding the nuances that only human experience can provide. > “AI gives us a head start, but it’s the human touch that polishes the final product and makes it truly effective.” > > > – Shane Gibson 8. THE ROLE OF AI IN PROFESSIONAL SELF-DISCOVERY Using AI can help professionals identify their own strengths and weaknesses. By offloading routine tasks to AI, individuals can focus on what they do best, enhancing their unique skills and expertise. > “AI can act as a mirror, showing us where we excel and where we can improve, ultimately helping us to become better professionals.” > > > – Nick Usborne 9. THE FUTURE OF AI IN MARKETING AND SALES WORKFLOWS The development of AI agents and advanced workflow automation will further integrate AI into business processes. These agents can perform complex tasks independently, but human oversight remains essential to ensure quality and relevance. Workflows (which we will cover in episode 3 in more depth) enable us to create a repeatable result in our AI process. > “As AI agents become more advanced, our role will be to guide them, ensuring they operate within the parameters we set to deliver the best results.” > > > – Shane Gibson 10. BALANCING AUTOMATION AND AI WITH HUMAN INTERACTION Despite the efficiency of AI, human interaction remains valuable for building relationships and trust. Businesses need to find the right balance between leveraging AI for efficiency and maintaining meaningful human connections. > “AI can streamline many processes, but it’s the human touch that builds trust and solidifies relationships.” > > > – Nick Usborne HERE’S THIS AI PODCAST EPISODE ON YOUTUBE: ACTION STEPS TO HELP YOU PARTNER AND COLLABORATE WITH AI: In this episode, we explored how AI can be a powerful tool for enhancing business efficiency and effectiveness. By collaborating with AI, professionals can offload routine tasks, allowing them to focus on more strategic and creative activities. Here are some actionable steps to implement these insights: 1. Identify Routine Tasks: Look for repetitive tasks in your workflow that can be automated with AI, such as data analysis, summarization, and sentiment analysis. 2. Leverage AI Tools: Utilize tools like Fathom for meeting transcriptions, Meta AI for sentiment analysis, and ChatGPT for proposal writing and content creation. 3. Maintain Human Oversight: Always review and refine AI-generated content to ensure it aligns with your objectives and maintains the necessary human touch. 4. Enhance Skills: Focus on developing skills that AI cannot replicate easily, such as creative thinking, strategic planning, and emotional intelligence. 5. Experiment and Iterate: Continuously experiment with different AI tools and workflows to find what works best for your specific needs. Be open to iterating and improving your processes based on feedback and results. By integrating AI thoughtfully into your business processes, you can enhance productivity, improve client engagement, and stay ahead in the competitive landscape. Keep exploring and adapting to the evolving capabilities of AI to unlock its full potential in your business. ABOUT SHANE GIBSON KEYNOTE AI SPEAKER [https://closingbigger.net/keynote-speaker/artificial-intelligence-seminar/] ON SALES Shane Gibson is an international keynote speaker, author and trainer focused on B2B Sales, Social Selling, and AI Sales Technology. He has spoken to over 200,000 people on stages across five continents. His clients include Ford, Coast Capital, Wesgroup Equipment, US Bank (Elavon), The Canadian Armed Forces and hundreds of other organizations globally. ABOUT NICK USBORNE Nick has worked as a copywriter for over 35 years, and have been training digital writers for over 20. His work has included running in-house seminars and training events for companies and organizations in North America and Europe. Today he trains freelance writers how to combine AI with Emotional Intelligence. Nick has recently expanded on that program to create a AI for marketing training series [https://bemorehuman.ai/] for marketing groups within companies and organizations. The post AI Podcast – Collaborating with AI to Enhance Human Capabilities in Sales and Marketing [https://closingbigger.net/blog/ai-podcast-collaborating-artificial-intelligence/] appeared first on Shane Gibson's Podcast – Social Selling – B2B Sales and Influence [https://closingbigger.net].

As a podcaster, sales geek, and AI enthusiast, I am excited to share my first podcast where I have ChatGPT 4o host and interview me on my latest keynote, “AI and the Future of Sales.” THAT’S RIGHT… THE GUEST HOST OF THIS PODCAST EPISODE IS AN AI. As a keynote speaker and author, I have been delivering keynotes on AI [https://closingbigger.net/keynote-speaker/artificial-intelligence-seminar/] for sales since 2018 – 6 years ago I would not have conceived being interviewed by an AI for my own podcast as being possible in such a short time. VIDEO: CHATGPT 4O HOSTS PODCAST AND INTERVIEWS SHANE GIBSON, KEYNOTE AI SPEAKER This is arguably one of the first times an artificial intelligence, specifically OpenAI’s ChatGPT-4o, has conducted a podcast interview – it’s definitely the first for a sales podcast. My goal with this pioneering approach was not only to showcase the capabilities of modern AI but also to show how we can creatively leverage technology in impactful ways as sales professionals. In this unique episode, I share with the interviewer (ChatGPT-4o) how AI is transforming sales, helping evolve skill sets required for success, and also dig into the future trends that will shape the industry. Here are the key takeaways from this interview: WILL AI HELP SELLERS OR REPLACE THEM? AI will both help and replace sellers. It’s about leveraging AI to automate and augment our intelligence while doubling down on human skills, aptitudes, and creativity. If sales professionals focus on rote activities and administrative tasks, AI will replace them. However, those who embrace AI to enhance their capabilities will thrive. THE CHANGING SALES LANDSCAPE I discussed the significant decrease in sales positions over the past few years. Despite fewer opportunities, these positions offer better pay for those who are qualified. This shift can be attributed to the convergence of trends, including AI and automation, multi-channel selling, and the growing need for technical skills. > “The skill set that got us here is not going to be the skill set that gets us to where we want to go in our sales career.” > > > – Shane Gibson ADAPTING TO A MULTI-CHANNEL APPROACH Today’s buyers use over twenty channels to make decisions. I emphasized the importance of adapting to this multi-channel approach by understanding the nuances of each platform and leveraging AI tools to automate and optimize communication across these channels. > “We are now looking at a 20-plus channel universe for a business-to-business buyer.” THE COMPETENCY MAP FOR MODERN SALES PROFESSIONALS In “Real Results in a Virtual Economy,” my co-author Denis Cauiver and I developed a competency map for modern sales professionals. Key competencies include: * Traditional Selling Skills: Rapport building, objection handling, and closing. * Right-Brain Sales Skills: Creativity, problem-solving, communication, and empathy. * Technical Intelligence (TQ): Understanding and utilizing technology, creative prompt writing, and curiosity about new tools. * Emotional Intelligence in Digital Platforms: Adapting communication styles to different channels. * Social Networking: Building community and adding value both online and offline. > “Doubling down on creativity and right-brain selling skills is crucial in an AI-driven world.” RIGHT-BRAIN SELLING I explained that right-brain selling focuses on creativity, empathy, and innovation—skills that are harder for AI to replicate. As AI automates analytical and process-oriented tasks, sales professionals must excel in these human-centric areas to remain relevant. > “These are the right-brain sales skills around creativity and connecting and working outside of the box, breaking the rules, humor, kindness, giving.” ENSURING INCLUSION IN NEW JOB GROWTH With AI expected to make millions of jobs redundant but also create new opportunities, I highlighted the importance of combining technical knowledge with emotional intelligence and core people skills. Sales professionals who embrace continuous learning and adaptability will be well-positioned to benefit from new job growth. > “It’s about combining technical knowledge and the willingness to learn new tech tools with emotional intelligence and core people skills.” THE IRONMAN ANALOGY Using the Ironman analogy, I illustrated how AI can amplify sales professionals’ abilities. By leveraging tools like Fathom, which listens to Zoom calls and provides detailed summaries, salespeople can improve their listening skills, create more client-centric proposals, and significantly increase their productivity. > “It’s not about hiring a robot; it’s about taking your humanness and stacking on technology to amplify who you are and what you’re good at.” AI’S TRANSFORMATIVE POTENTIAL Many salespeople use AI for basic tasks like content creation and data analysis. However, I pointed out that AI’s true potential lies in making salespeople smarter. AI can provide data-driven insights, coach salespeople on who to call and when, and enhance overall sales performance. Both Hubspot and Salesforce have extensive use cases and data showing that CRM powered with AI can coach your salespeople to increased win rates of 20% or more. > “AI can actually coach us in the background and make us more effective as people.” FAVORITE AI TOOLS I shared some of my favorite AI tools that significantly enhance sales and marketing efforts: * Fathom: AI-based note-taker that summarizes key points from meetings. * Vidyo.ai: Creates short, shareable video clips for social media. * Crystal: Analyzes personality profiles to tailor communication strategies. * ChatGPT: Used for generating ideas and refining content. > “Vidyo.ai helps me do 20 hours of marketing in a week with only two hours of effort.” FUTURE TRENDS IN SALES I identified several key trends that will shape the future of sales: 1. Digital-First Selling: Most client interactions will start on digital platforms. 2. Hybrid Selling: Combining online and offline interactions throughout the sales process. 3. Curious Self-Developers: Sales professionals must take responsibility for their own learning and development. 4. AI and Emotional Intelligence: Marrying AI with emotional intelligence will drive sales success. > “Only curious self-learners need to apply for sales.” ADVICE FOR SALES PROFESSIONALS My advice for staying ahead in the AI-driven sales landscape includes following thought leaders, trying out new AI tools regularly, and continuously investing in personal development. > “Follow great thought leaders, try out one to two new AI tools every single week, and stay curious.” CONCLUSION This historic podcast episode (at least I think it is) , Shane Gibson (that’s me), and ChatGPT-4o showcases the innovative potential of AI in sales. By leveraging AI tools and focusing on right-brain skills, sales professionals can stay ahead of the curve and thrive in an ever-evolving marketplace. The insights shared provide a roadmap for navigating the future of sales, emphasizing the importance of continuous learning, adaptability, and the integration of AI with human intelligence. For more insights and discussions on AI and the future of sales, follow my podcast at ClosingBigger.net and explore my sales training resources at SalesAcademy.ca. Connect with me on Instagram and Twitter at @ShaneGibson for updates and valuable content. To book Shane Gibson to deliver his “AI and the Future of Sales” Keynote Contact Us [https://closingbigger.net/contact-shane-gibson/]. The post ChatGPT 4o Hosts Podcast and Interviews Shane Gibson, Keynote AI Speaker, on the Future of Sales [https://closingbigger.net/blog/chatgpt4o/] appeared first on Shane Gibson's Podcast – Social Selling – B2B Sales and Influence [https://closingbigger.net].