In this Chapter, Mike DeLeonardis discusses the integration of AI in the sales process, focusing on how technology can enhance productivity and efficiency in sales teams. They explore the challenges of quota attainment in the tech industry and the importance of building a customized technology stack that addresses specific business needs.

The discussion highlights the role of AI tools in automating deal qualification and improving buyer engagement, as well as the significance of having a technical background in sales leadership.

Key Topics

• There's no right answer for the technology stack.
• Focus on impactful technology for Go-to-Market.
• Quota attainment in tech is alarmingly low.
• Aim for a more efficient manager-to-producer ratio.
• AI tools can automate deal qualification processes.
• Real-time buying signals are crucial for sales success.
• Digital sales rooms enhance buyer engagement.
• Researching prospects is essential for effective sales.
• A technical background can benefit sales leadership.
• Success comes from leveraging both technical and sales strengths.

Guest

Michael DeLeonardis, Chief Revenue Officer, Industry Expert in AI and Automation

Verity

Chapters

00:00 Implementing AI in the Buying Journey

00:55 Building a Bespoke Technology Stack

01:55 AI Tools for Sales Efficiency

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.