AI Sales Podcast

The Future of Outbound Sales

Episode Summary In this episode, Anuj Kapoor, the Director of Business Development at Finmo, discusses the evolution of outbound sales, the impact of AI, and the importance of building relationships in sales. Anuj shares his experiences in the sales landscape over the past decade, highlighting the changes in buyer behaviour and the tools available for sales professionals today. He emphasises the need for a multi-channel approach, including cold calling and leveraging LinkedIn, while also discussing the cultural differences in sales across the APAC region. Episode Chapters * 00:00 Introduction to Anuj Kapoor and Finmo * 03:02 Outbound Sales Methodology and Evolution * 05:53 Challenges in Modern Outbound Sales * 08:43 The Role of AI in Sales * 11:36 Multi-Channel Outreach Strategies * 14:40 Localising Sales Efforts in APAC * 17:47 Future of Sales: AI and Human Interaction * 20:40 Final Thoughts and Advice for Startups More About Anuj Kapoor Anuj Kapoor is the Director of Business Development, Pre-Sales & Onboarding at Finmo. He’s worked on local and cross-border solutions across APAC, EU, UK, and US. His work sits across business development, GTM strategy, presales, and implementation, giving him a unique view of the entire customer journey. Connect with Anuj Kapoor * Connect with Anuj on LinkedIn [https://www.linkedin.com/in/anuj-kapoor-trekker/] * Visit Finmo’s website [http://finmo.net] This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com [https://salesduo.substack.com?utm_medium=podcast&utm_campaign=CTA_1]

Why A People-First Sales Approach Outperforms

Episode Summary In this episode, Liam Zajdlic, Head of Sales at Plerion, shares his extensive journey in tech sales, highlighting his transition from startups to enterprises and the unique challenges and strategies involved. He discusses innovative go-to-market strategies, the importance of partnerships, and how AI is reshaping the sales landscape. Liam emphasises the value of startup experience and the need for a people-first approach in sales, while also exploring the future of AI in enhancing productivity and efficiency in sales processes. Episode Chapters * 00:00 Liam’s Journey in Tech Sales * 06:21 Transitioning from Startups to Enterprises * 12:22 Innovative Go-to-Market Strategies * 20:17 Leveraging Partnerships for Success * 28:44 The Role of AI in Sales * 40:37 Quickfire Questions and Final Thoughts More About Liam Zajdlic Liam Zajdlic is the Head of Sales at Plerion, and has over 14 years of tech sales experience. He has successfully built and led high-performing cloud security sales teams in both in startup and enterprise environments, even helping to lead a startup to a significant acquisition. Connect with Liam Zajdlic * Connect with Liam on LinkedIn [https://www.linkedin.com/in/liamzajdlic/] * Visit Plerion’s website [https://plerion.com/] This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com [https://salesduo.substack.com?utm_medium=podcast&utm_campaign=CTA_1]

Navigating Sales with a Technical Background

Episode Summary In this episode, Jozsef shares his extensive journey from a technical background in IT to a successful sales career in the technology sector. We discussed the nuances of transitioning from technical roles to sales, the importance of understanding market dynamics, and how AI has transformed his approach to selling. He emphasises the significance of cultural nuances in different markets, the importance of building relationships, and effective research strategies for engaging with executives. Jozsef concludes with insights on the importance of intent in sales and offers valuable advice for those looking to thrive in the sales landscape. Episode Chapters * 00:00 Journey from Tech to Sales * 02:58 Navigating the Sales Landscape * 05:50 Understanding Market Dynamics * 08:48 Role Evolution at ESGpedia * 11:43 Strategizing for Expansion * 14:37 Cultural Nuances in Selling * 17:34 Leveraging AI in Sales * 20:49 Building Relationships in Sales * 30:37 Leveraging AI for Sales Efficiency * 38:38 Researching for Effective Meetings * 46:12 The Importance of Understanding Clients * 46:56 Advice for Navigating Startup Environments More About Jozsef Acabo Jozsef Acabo is the VP of Regional Sales at ESGpedia, with 19+ years of experience in technology, governance, and sustainability with prior roles in companies like Oracle and Diligent. Currently, he’s leading the growth and partnerships in the region to help enterprises accelerate their sustainability journey. Connect with Jozsef Acabo * Connect with Jozsef on LinkedIn [https://www.linkedin.com/in/jozsefacabo/] * Visit ESGpedia’s website [https://esgpedia.io/] This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com [https://salesduo.substack.com?utm_medium=podcast&utm_campaign=CTA_1]

Our automated email campaigns booked us 8 meetings in 14 days

It’s been 16 days since I last reviewed my stats, and this is how we’ve fared since then: LinkedIn Total outreach: 59Total positive replies: 4Positive reply rate: 6.78%Meetings booked: 4No. of clients: 0My LinkedIn numbers have dropped because I've been spending more time on client delivery, as well as the limitations on my first-degree connections. Email Total positive replies: 13Meetings booked: 8No. of clients: 1We secured our first client through email. Inbound Total positive replies: 3Meetings booked: 2No. of clients: 0Haven't prioritised content for inbound, but might need to ramp up efforts soon. Thankfully, even though my LinkedIn prospecting efforts have dipped, our email campaigns are picking up. It’s the only reason why I still have a decent pipeline. As I reflect on the decent traction on our email campaigns, 2 key factors come to mind: 1. Good Targeting We have a better idea of our ICP now, and we make sure we're only reaching out to the most qualified prospects.There's still things we need to work on here, but it's a good start. 2. Good Lead Magnet This is the biggest differentiator in my opinion.Our offer is intriguing enough for people to want to find out more.Interestingly, people that didn't respond to me on LinkedIn replied me via email instead.We still haven't incorporated signals into our campaigns, which we expect to improve our results even further. Now, our priority is to continue improving our client delivery, while exploring alternative channels like WhatsApp DMs to improve our pipeline. Have you tried it before? Would love to get your thoughts if you have! This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com [https://salesduo.substack.com?utm_medium=podcast&utm_campaign=CTA_1]

How Mark Deacon Used AI to Achieve 50%+ Demo Win Rates

Episode Summary In this conversion, Mark Deacon, Chief Commercial Officer at Canibuild, shares his entrepreneurial journey from door-to-door sales to leading a tech company. Mark discusses the importance of AI in sales, how it can enhance efficiency, and the balance between human and AI roles in sales teams. He emphasises the need for businesses to focus on specific customer segments and the evolving landscape of sales strategies as technology advances. The conversation concludes with practical advice for entrepreneurs and sales leaders. Episode Chapters * 00:00 Introduction to Mark Deacon’s Journey * 06:02 From Architecture to Entrepreneurship * 10:46 Current Role and AI Integration at Canibuild * 20:19 Balancing AI and Human Sales Teams * 21:28 Identifying Pain Points for AI Solutions * 24:01 Implementing AI: A New Approach to Sales Challenges * 26:54 The Organisational Shift: AI and Sales Teams * 29:18 Future Trends: Embracing AI in Sales * 32:16 Leadership in the Age of AI * 33:53 Continuous Learning: Staying Ahead in Sales * 35:51 Final Thoughts and Quickfire Round More About Mark Deacon Mark Deacon is the Chief Commercial Officer at Canibuild, with a proven track record scaling SaaS, AI, and Digital Marketplace businesses across PropTech, MarTech, VR/XR, and the AEC sectors. With deep experience in go-to-market strategy, commercialisation, and cross-functional leadership, Mark has helped businesses scale from zero to nine-figure valuations — leading diverse teams across sales, marketing, customer success, operations, and product. His notable achievements include being nominated as a top 40 GTM leader, SmartCompany Hot 30 Under 30, and Business News Australia Top 40 Under 40. Connect with Mark Deacon * Connect with Mark on LinkedIn [https://www.linkedin.com/in/markpdeacon/] * Visit Canibuild’s website [http://www.canibuild.com/] * Listen to Mark’s podcast [https://open.spotify.com/show/5fekI9Q130IoBwcr6gDEnC] This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com [https://salesduo.substack.com?utm_medium=podcast&utm_campaign=CTA_1]