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.
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Crime Junkie
Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies! Crime Junkie is presented by audiochuck Media Company.
The Breakfast Club
The World's Most Dangerous Morning Show, The Breakfast Club, With DJ Envy, Jess Hilarious, And Charlamagne Tha God!