In this episode, Brian Dietmeyer talks to Elisabeth Marino, President of the Revenue Enablement Society, about the evolving role of sales in an AI-driven market. They dive into how AI is reshaping buyer behaviors and the implications for sales strategies. Elisabeth shares insights on how sales professionals can adapt to meet buyers at their new entry points in the sales cycle, emphasizing the need for a deep understanding of latent needs and the lifecycle of product usage. This discussion is crucial for anyone in sales and marketing aiming to navigate the rapid changes brought about by AI and maintain effectiveness in their roles.
Timestamps:
00:01 Introduction to Elisabeth Marino and the topic of AI's impact on sales.
01:02 Discussion on the goals and focus of the Revenue Enablement Society for the year.
01:50 How AI is changing buyer entry points in the sales cycle.
03:02 Elisabeth describes the significant shift in sales dynamics post-COVID, intensified by AI.
07:20 Challenges internal customers face with revenue enablement and the importance of not just being order takers.
11:15 Elisabeth explains the process of diagnosing issues within sales enablement and the importance of an intake form.
14:47 The role of training, reinforcement, and accountability in sales enablement.
17:09 Strategies for revenue enablement leaders to diplomatically push back on higher-level executives.
21:13 Closing thoughts on the importance of expertise and confidence in sales enablement roles.
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