UPCOMING: Demand Gen Series: AI For B2B Marketing
Aug. 11, 2023

AI & The Future Of Sales Technology

In 2023, many B2B sales reps are struggling to hit quota.

 

Sales outreach (email, cold calling, etc.) has seen dramatic diminishing returns.

 

To add to it, sales tech stacks have only gotten more bloated, confusing, and unhelpful.

 

Can AI help solve the outreach challenges and improve sales performance overall?

 

In this week's episode of GTM News, Jake Dunlap shares his expertise on how B2B sales has evolved, reimagining sales tools, and how AI can potentially how solve many of the challenges above. ​​

Here are a couple of takeaways I got from our conversation:

 

  • I learned that tools were designed for personalized outreach but were later misused for mass automation, leading to a neglect of quality in favor of quantity.

 

  • The main takeaway is that B2B sales should evolve by combining human interaction with technology and AI, adapting to changing customer preferences, and focusing on delivering value quickly.

 

  • The key is to use technology to quickly turn insights into action for revenue growth through frequent short-term iterations rather than long delays.

 

  • I discovered that the conventional outbound sales approach lacks effectiveness, and it's essential to use AI for customized communication and value addition to achieving successful sales results.

 

  • The critical lesson is that scalability and automation aren't the same; depending only on automation, without personalization, can reduce sales effectiveness.

 

Taylor Wells Profile Photo

Taylor Wells

Founder & Host @ GTM.news

Taylor has lived and breathed B2B marketing & go-to-market strategies for over 10 years at boot-scrapped & growth stage businesses. He thrives on building amazing customers experiences through what he calls the Selfless Advantage. This approach is an unconditional approach to marketing that helps people & positions your business as the obvious choice. He is the Founder & CEO of Potential Opportunity.

Jacob Dunlap Profile Photo

Jacob Dunlap

CEO

Jake Dunlap is the industry-leading CEO on Modern Sales and Revenue Trends. As the CEO of Skaled Consulting, he helps VPs of Sales and business leaders break down the complexities of scaling quickly to increase sales and gives them peace of mind through his Modern Sales Framework. Jake has worked with 1000s of top revenue leaders and teams globally, such as Microsoft, Splunk, NFL, and NBA, to modernize their sales organizations driving 100s of millions of dollars in new revenue.

He was recognized internationally by LinkedIn as the only CEO in the latest Top Voices for Sales list in 2023, and his insights have been featured in national media outlets such as Forbes and Huffington Post and many leading podcasts, including the Gary Vee Audio Experience.