October 15, 2025 • 34 mins
TMSA’s On the Move Podcast – Featuring Manoj Ramnani
Manoj Ramnani, Founder & CEO of SalesIntel.io, joins us to talk about how high-quality, human-verified data and modern buyer intelligence are reshaping sales and marketing in transportation and logistics.
We’ll explore the larger technology trends—like AI-driven targeting and real-time intent signals—that are changing how logistics companies build pipeline, reduce wasted outreach, and create more meaningful customer connections.
Whether you’re leading a sales team, shaping marketing strategy, or simply curious about the future of data-driven growth in logistics, this conversation offers both practical insights and a forward-looking perspective.
Check out the Transportation Sales and Marketing Association (TMSA) website or engage with us on LinkedIn.
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Transcript
Episode Transcript
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SPEAKER_01 (00:23):
Hello, everyone, and welcome to On the Move, a show
where we share transportationsales and marketing success
stories.
I am Jennifer Carpers Romaine,Executive Director of TMSA,
which is a trade nonprofiteducating and connecting
marketing and salesprofessionals in transportation
and logistics.
And today on the show, I haveMinoj Ramnani, who is CEO and
(00:44):
founder of at Sales Intel.
How are you doing today?
SPEAKER_00 (00:47):
Good, Jennifer.
Thank you so much for uh havingme on the show.
SPEAKER_01 (00:52):
Happy to have you here and happy Sales Intel came
into TMSA this year.
So it's been great to get toknow you and your team and all
the things that you guys aredoing at Sales Intel.
So I'm curious from yourperspective, what are some of
the most important technology ordata trends that is shaping
sales and marketing in theindustry today?
SPEAKER_00 (01:12):
Yeah, absolutely.
So before we dive right in, justa quick uh by way of
introduction, uh at Sales Intel,we are your signal first
pipeline generation platform,right?
And why do I say signal first umpipeline generation platform?
Every company, whether you arein transportation and logistics
(01:32):
or not, they have to generate apipeline, right?
We had to generate a pipeline toconvert that pipeline to
revenue, and we provide that uhthat platform across the board
through all the verticals, butsuper excited.
You know, we got into logisticsand transportation vertical
about two, two and a half yearsago, and uh you know it has been
(01:56):
an amazing uh success, and it'sbeen joy to help the companies
that are in transportation andlogistics space.
And the reason we started thiswhole signal-based AI focus um
uh solution is at any givenpoint of time, you know, you
have only 5% of your companiesin market.
(02:18):
So, how do you identify thosefive percent?
There used to be just one signalintent, but with the emergence
of AI, we have been the pioneerof bringing a variety of
different signals to theindustry where we take these
signals and put them into our AIautomation to make sure that our
customers get their pipelineautomated.
(02:40):
So now, you know, in terms oftrends in uh sales and
marketing, especially as it uhrelates to uh transportation and
logistics, you know, if you lookat the like a decade ago, uh
people used to thinktransportation and logistics and
technologies were like twodifferent things, right?
And slowly, slowly we started tosee the adoption of technology
(03:02):
within transportation andlogistics.
And now you see thetransportation and logistics
industry and the company, theyare at the forefront of it.
They are already embracing AI,they're already taking these
solutions.
Um, some of the use cases thatwe see that uh um uh companies
in in the space are using isthey are making data-driven
(03:25):
decisions, right?
They are leveraging the latestand the greatest of the
technologies to ensure thattheir sales and marketing teams
are as efficient as they can be.
SPEAKER_01 (03:35):
Absolutely.
I think that now sales andmarketing teams are tasked to do
more with less, to be moreefficient, be able to move fast,
fast, fast, becausetransportation logistics, it's
always moving, it never stops.
And so we need these teams to beable to move at that speed and
adapt to the way things aregoing.
And one of the ways that we cando that is investing in
(03:56):
technology, investing in AI andfinding those solutions that are
really going to help us, youknow, move forward at that rate.
And I do think that AI andautomation are evolving quickly.
Where do you kind of see themost practical near-term wins
for logistics companies?
Like they're looking to dive in,get something done now.
(04:17):
What are those success storieslook like?
SPEAKER_00 (04:19):
Yeah, you know, when you look at from the pipeline
generation side, um there aremany use cases where they are
some of the companies that arealready using it, or the others
that are not, we are tellingthem, you know, don't wait.
This AI is not somethingfuturistic.
It is here, it is now.
Start using it.
Some of the very tangible usecases where you can see them
(04:42):
moving the needle are you know,defining the ICP.
Like who's your ideal customer?
You know, defining their profilehelps you stay focused and help
you get your sales and marketingteams aligned versus taking
these resources and wasting themon the on the clients that are
not in your ICP.
The second use case is withinyour ICP, how do you score those
(05:06):
accounts?
Right now, there are AI modelsthat you can use to um uh score
those accounts so that yourteams can prioritize, right?
Um, and then as you come up thestack, account prioritization,
account uh research, right, andgetting the details.
So an account executive or thesalesperson in the industry is
looking at a company, right?
(05:26):
Instead of going to four, five,six different sources, now AI,
you know, the LLM models canbring all this information at
one place.
We know you call it accountaccount research.
And uh last but not the least isokay, you have the company.
Uh, how do you generate themessage for the persona that
you're going after, right?
So these are just a coupledifferent use cases where AI is
(05:49):
here today.
You can use it versus waitingfor for the future.
SPEAKER_01 (05:54):
Absolutely.
And I think a lot of the techtools that we're using has AAI
built into them.
And so I always tell peoplethat's gonna be one of the best
places to start is playingaround with the technology you
already have and seeing how youcan maximize it, especially now
we are, you know, in budgetseason and we're having to
(06:16):
answer those questions of like,what are our tools doing for us?
Are we maximizing them?
So if we don't want to dive intonew tools, new AI components,
see what your tools are alreadydoing, how can you maximize
that?
How can you be more efficientwith what you have and extend it
there?
And I think that's just notalways a great place to start.
SPEAKER_00 (06:36):
Absolutely.
You know, we we started thebringing AI um last year, right?
With the agentic workflows, andwe saw immediately as we as we
brought these agentic workflows,our customers' productivity
within the go-to-market teamsyou know started going up, and
now it's all over our platform.
So I agree with you, you know,you have vendors already
(06:56):
providing your solution.
If they are not bringing inthose uh AI first features,
functionality, uh, andautomations, then you know look
somewhere, but but don't fallbehind.
SPEAKER_01 (07:08):
Absolutely.
And what do you think is therole of then accurate real-time
data, having that now?
How is that really changing theway that sales and marketing
teams can approach their marketsin a way that they weren't able
to before?
SPEAKER_00 (07:23):
Yeah, yeah.
So I think there are two uhcomponents in here.
Let's just break it down dataversus real-time data, which is
essentially signals, right?
Uh, there's no AR in the worldthat's going to help if your
underlying data is not clean,complete, and up to date, right?
So when we win a customer and webring them on board, the very
(07:44):
first thing we do is to makesure that their CRM data, their
marketing data, and theirrevenue systems data, they all
are clean, complete, and theyhave up-to-date information on
their ICP, right?
So that's the data.
Without that, no matter what AIyou use, it's a garbage in,
garbage out, right?
The AI is not going to give youany good insight if your
(08:04):
underlying data is not good.
Um, or the models are not goingto work effectively if the
underlying data is not accurate.
And um, you know, we invest, uh,Jennifer, a ton of resources
making sure that every accountthat we surface for our
customers, every contact that wegive them for the buying centers
that they need to reach out tois up to date, right?
(08:27):
It's it's accurate.
Um, so that's around the dataaccuracy and the importance of
that.
Um then the timeliness of it.
You know, when the data has atemporal element, you call it
signal, right?
And some of the signals are ifsomebody came to your website,
that's great.
If you find that out a weeklater, it's not that useful.
(08:48):
But if you find it outimmediately, you can reach out
to them, right?
Um, you know, somebody showingintent to buy your technology.
If you get that information amonth later, you know, they may
have already made the decision.
Whereas if you get thatinformation right away, you can
make the decision in the realtime, right?
That's the power of having thisinformation that is time
(09:09):
sensitive and and gives you anextra edge against your
competitor to go win the dealfirst.
SPEAKER_01 (09:18):
So, first, I absolutely loved that you paused
and were like the power of cleandata, because if people take
away nothing else, which theyyou're dropping all kinds of
knowledge here, but AI,automation, any of your tools,
they can only make you moreefficient if what you're giving
(09:39):
it is clean and correct tostart.
And that's such a good pointthat so many people forget to
talk about first.
So we do all have customer dataall over the place.
It needs to be clean, it needsto be updated, it needs to be
correct so that when we put itinto the technology, it's
(10:00):
outputting the right informationto us.
Because if your data isn'tclean, if you have all this
outdated information that isn'tcorrect, then what it's
synthesizing, what it's puttingout for you is going to be
wrong.
And that's not the machine'sfault.
That would be, you know, yourfault because you're not doing
that work.
And it's so important to talkabout that step.
(10:23):
And when we talk about like Ithink that people, you know,
always have that conversation oflike, oh, is AI automation going
to take over human jobs andthings like that?
It's those types of things thatmake me think about no, like you
still need humans to synthesizethat work to make sure that
things are correct that aredoing those quality checks.
You just work with thetechnology to have a greater
(10:44):
output, but both parts are stillreally important.
So I loved that you pause andwere like, first, let's talk
about this because peoplearen't, and that's half the
problem.
And then um, you did talk abouta little bit in there as we
moved on, you know, we talkedabout intent.
And the right now, buyer intentis a buzzword, and it is really
(11:06):
important because if you do findout that somebody's interested
in buying your product a monthfrom now, they you're right,
they may have already made thatdecision.
So, from your perspective, whatkind of intent signals that
buyer intent, what is mostuseful and predictive for
logistics firms right now?
So, for like freight,warehousing, procurement, what
(11:27):
are those intent signals thatthey're working with most right
now?
SPEAKER_00 (11:31):
Yeah, yeah.
So um, you know, we three, fouryears ago, there was only one
type of intent, right?
Um, because the technology wasnot quite there to de-anonymize
who's coming on your website.
Um, and technology was not quitethere to get the real-time
signals from the open web andput that in a format that can be
(11:55):
used effectively, right?
So we used intent and we have anamazing partnership with the
industry leading intent fromBambora.
So Sales Intel uh solution comeswith Bambora integrated.
Um, so you know, there uh thatintent is a third-party intent.
I mean, somebody is doingresearch about your product and
(12:16):
solution and that that you canbuy.
Um, and for the uhtransportation and logistics
companies, it could be a varietyof uh uh different intent topics
depending upon your businessthat's business specific, right?
Um, whether there's an RFPcoming out or somebody's doing
research around a software thatuh they're trying trying to buy,
(12:38):
right?
Um, but when you take a stepback and look at in 2025, where
AI, you know, we are in theright in the middle of this new
um you know revolution of AI,where AI make AI is making our
lives so much easier.
There are more than just oneintent data signals that are
(12:58):
available.
I tell um our customers thatlook of the 30, 40, 50 different
signals that are available, justjust look at uh the high
fidelity, high-quality intentdata that is first-party data,
who's coming on your website?
De-anonymize, right?
You have done something inmarketing, or somehow they have
(13:22):
come to your website to find outit's worth going and having that
conversation about hey, whatinterested you about uh about
our business.
And uh after that, you know, youalready have customers for your
service or the products, and weknow in this ever-changing um
economy, ever-changing world,people are changing their jobs,
(13:45):
tracking your champions as theychange jobs, super important.
Whether you're in logisticsspace or not, you know, it isn't
important, but specifically inlogistics and transportation,
because that vertical, the moreI've gotten to know is it's it's
very tight-knit community,right?
It's built a very tight-knitcommunity.
(14:06):
So if you know somebody is justyou know move the job, if you're
the first one to greet them atthe new job and help them out,
the chances are you're you're umyou know bringing your brand and
and keeping the top of mind umwith the with the champion.
Um, you know, there are othersignals that we we um uh see
(14:26):
that are specifically relevantfor the logistics and uh
transportations, like you know,certain technologies that are
specifically used just for thatvertical, um, when someone is
either adding the technology orremoving uh the technology to go
after that.
So those will be some of theexamples that we see that are
specific to this vertical.
SPEAKER_01 (14:46):
That is a really good point.
You know, this um this industryis community relationship based.
So following those markers whenpeople are leaving, going to
different companies, making surethat you're following those
trends.
If you had a good relationshipwith them at one place, you can
um attempt to continue thatrelationship moving forward and
using technology to help movethat along for you.
(15:06):
That makes a lot of sense to me.
That's a really good point.
Um, one thing I'm seeing is thatmany logistics firms have lean
sales and marketing teams.
They're, you know, trying tomaximize as much ROI as they can
in their tech stack.
It might not be as sophisticatedof a tech stack as they would
want, um, or they're looking toinvest or see what that looks
(15:29):
like.
What are some of thoselow-hanging fruits that they
should be focusing on to startusing the data, start using the
intelligence smarter withoutmaking those huge investments or
making things really complexwhen they just aren't ready to
get there yet?
SPEAKER_00 (15:44):
Yeah, obviously buy sales intelligent.
I'm just kidding.
I'm I'm just kidding here.
No, but look, um, I would sayget some solution to get your
data clean.
That's your foundation, right?
Um, because we we talked aboutwithout good quality data, there
is no AI that's going to youknow make the magic happen here.
(16:06):
So use some solution.
You know, we obviously providesolutions to and make sure your
data is clean, complete, up todate.
And after that, to generate thepipeline for your sellers, at
least have um two key signalpoints.
One is intent data, right?
So your team is not going allover the place, they at least
know that um uh they're focusedon the 5% companies that are
(16:31):
showing intent, and second,monetize on that first party
intent.
You know, you have invested somuch in getting your website,
you've done so much to go tothose trade shows, you've done
so much to send those emailmarketing out, you've done so
much to get your advertisementson LinkedIn and Facebook and
other you know um uh mediums outthere.
So when you bring those visitorson the website, do monetize them
(16:55):
effectively.
So I think those are the twothings after you'll get on the
data clean, um, we say that atleast monetize on those two
signals.
SPEAKER_01 (17:03):
I think that makes a lot of sense.
Um, and really, yes, maximizethe investments that you've
already made.
I think that that's that's ahuge first step.
Um, and if you are thinkingabout making investments, really
think about what level of budgetyou have to make those.
Like I know sometimes we'll lookat a tech stack and or a new
(17:25):
technology, and we see the bellsand whistles and we love it.
We want to do other things, butour price point doesn't allow us
to do all the things that wewant to do.
So um, knowing how to scalethere or where that looks like,
I think is important too.
Um, but I I agree, I thinkreally monetizing people coming
in, seeing your website, seeingyour marketing, making sure that
(17:46):
you're making the most out ofthat investment.
I always encourage marketingpeople to follow up with new
customers, say, hey, how did youhear about us?
Um, because you can then look tosee, hey, if I ask that question
and their answer, is it even onmy lead?
Look, like when I'm looking athow that lead came in, do I see
(18:07):
it?
What point is it?
Is it was it really the firstpoint or was it the sixth point?
Like, and I feel like you know,taking that data and then
synthesizing it moving forwardis always important.
SPEAKER_00 (18:15):
So absolutely.
Absolutely.
SPEAKER_01 (18:18):
And, you know, talking about that, you know,
these technology trends, how wecan invest in things, what do
you think is kind of having thatbiggest impact on logistics
firms going to market?
So is it going to be thatAI-assisted elite scoring or
helping them to prioritize?
Is it creating more automatedworkflows or predictive
analysis, having those real-timesignals?
(18:39):
There's so much great stuffhappening right now.
What do you think is having thebiggest impact?
SPEAKER_00 (18:46):
Yeah, I think um automations, you know, AI-based
automations are having thebiggest impact.
We are seeing it, right?
We are seeing uh um as we speakacross our customer base, um,
and especially for thego-to-market professionals in uh
logistic and transporttransportation, they are out and
(19:07):
about, right?
They are just like say thetransportation is moving, right?
They they are they are they aremoving, they're on the move,
they want to make sure they'reas efficient as possible.
And AI and these agenticworkflows, they make them that
much more efficient.
Um, and uh when you furtherunpack what are these agentic
(19:27):
workflows, right?
They start from the stack.
Um we are seeing some of thecustomers that are early
adopters using you know uh AImodels to figure out who their
ideal customer profile is, whoare the customers, and within
those customers, how do we usethe scoring models to make sure
that if um you know budgets aretight, if I have 5,000 prospects
(19:52):
and I can only effectivelymarket to 3,000, let's just say,
which 3,000 are those, right?
Wouldn't you want a model?
Wouldn't you want data-drivendecision to say, you know what?
Here are the top 3,000 where Ihave the highest chance of being
successful, so to score them andthen um further using these
signals to figure out withinthese 3,000 now who's in the
(20:15):
market, where I put my highestdollar programs that convert you
know to revenue.
So those are some of the uh uhyou know big trends that we are
already starting to see.
But as we come towards the endof this year and early next
year, more and more companiesare going to embrace.
And the last point there is thelast mile.
(20:37):
The last mile is the contentgeneration.
We all now have experienced ChatGPT, we are using it in some
format.
You know, these LLMs aregenerating emails for us, they
are writing LinkedIn posts forus, these are generating the
marketing campaigns for us.
When you give all thisinformation of clean data, clear
definition of your ICP, why theyare prioritized today because of
(21:01):
the signals, and you feed allthis context to the LLM, to the
AI models.
Now you're gonna get a contentthat has three to five times
better chances of converting,right, to a lead or from a lead
to to an opportunity.
Um, and uh uh uh you know whereultimately AI is going, there's
(21:23):
a fear, Jennifer, that AI isgonna take my job or AI is gonna
make sales and marketingobsolete.
I do not agree with that.
I believe that AI and the human,they're working in a coherence,
are going to elevate theproductivity of the go-to-market
teams versus you know peoplebeing fearful about losing the
(21:44):
jobs.
SPEAKER_01 (21:45):
I agree.
I think there is um working intandem and seeing what both the
human element and the artificialintelligence element can do to
work together.
And I do think allowing ourhumans to show their humanity
and be able to connect withpeople and show empathy and have
those real connections and thosereal engagements and allowing
(22:06):
the AI to give them informationto get there faster.
That's where things are reallyum gonna work out.
And like you said, yeah, like ifyou know, wouldn't you rather
know the top people that you'reprobably gonna make these
connections with and then allowyour people to go talk to them
and have that human element?
I think it's really powerful.
And so I'm I'm excited to seehow that kind of grows over the
(22:29):
next couple of years, too.
SPEAKER_00 (22:30):
Yeah, so that bandwidth really, if you look at
the seller's time, 40 to 60percent, depending upon the
research that you read, sellersare spending that time in
researching an account, figuringout why this account is
important to me, finding theinformation to contact the
buying centers, right?
All these tasks, right, takes upanywhere from 40 to 60 percent
(22:51):
of their time.
And then a very small amount oftime is remaining for them to be
really human, for them to bereally a consultant to their
their prospect to solve theirproblems, right?
And actually make a sell.
Now, with the use of AI, if youuse properly, you're gonna
shrink this time 40 to 60percent to 10 percent, right?
(23:14):
Because AI has already done mostof the organization, the
research, the scoring, and thesignal work for you, so that you
can now spend 90% of your timetalking to the customers,
understanding the pain pointsand solving those deep uh uh
problems that they are havingthat uh you and your company are
uniquely positioned to solve.
SPEAKER_01 (23:33):
Yep, yeah, absolutely.
And so we've talked a lot aboutthe great stuff that's going on,
how to utilize things correctlyand to really make those
investments um small or largeinto the future.
But are there common mistakesthat you're seeing that
companies are doing when they'retrying to operationalize the
data intelligence?
And how can people avoid them tomake sure they really are
(23:54):
maximizing and not you knowgoing the wrong way?
Besides, obviously, we talkedabout must clean your data, step
one.
SPEAKER_00 (24:00):
But besides that, what I'm second thing is
integration.
Look, um, many a times we see umcompanies they buy these point
solutions um for a specificproblem, right?
And those point solutions eitherdon't talk to the other point
(24:22):
solution, or those pointsolutions don't talk to their
go-to-market stack, which isyour CRM, your marketing system,
your sales enablement systems.
Um and uh when you look at thatover a period of time, the
amount of money that they haveinvested in all these point
solutions is actually higherthan if they took a step back
(24:44):
and say, what is our strategy?
Let's just take an example of apipeline generation as a
platform, right?
Um, we at Sales Intel, weprovide a complete platform that
uh uh provides data enrichmentand hygiene to ICP modeling, to
figuring out who the signalsare, and then then activating
(25:05):
those signals across edgechannel to cadence and
integration across the boardwith the entire GTO market,
right?
Yet when we go to see at some ofthe customers, they make the
mistakes of buying a solutionfor data enrichment.
Then you have a solution that'sfor for figuring out who the
(25:25):
ideal customer profile is, andthen they have a solution for
job changes, which is just oneof the many signals that come
out of the box from you knowsales Intel platform.
And there are other platformslike us, but uh that's one of
the mistakes that I've seengo-to-market leaders make.
Um, second is not standardizingthis data, right?
And that's more of a you knowdata governance thing that they
(25:49):
need to undertake early on.
Um, and then uh and then thenmany times you see that uh
go-to-market leaders they haveinvested in the data and in the
intelligence tools, um, yet theyhave not thought at a holistic
level as to how to put theirbrand in front of the prospect.
(26:12):
They start emailing and calling.
This is very tactical, Jennifer.
But I see the customers thatthink about their brand
holistically.
Like, think about, you know,what we are trying to reach to
our ICP.
Let us put our brand, let'screate brand awareness within
our prospects.
(26:33):
They tend to be more successfulin converting their ICP prospect
into the customers versus theones that are just spraying and
praying, right?
So, our recommendation is look,have a clean data layer, make
sure you're focused on your ICPbecause we all have limited
resources.
Make sure that you're monitoringthose signals, whether
(26:54):
somebody's coming on yourwebsite, changing jobs to adding
new technologies or showingintent data or the hiring
trends, right?
Whatever that signal that isimportant to you and for your
business and for your industry,just watch them and activate
them, you know, by using these,these, these automations.
SPEAKER_01 (27:14):
Absolutely.
And I think these kinds ofconversations where you come
together and talk about allthese trends and what's coming
and how to best utilize thingsand what sales and marketing um
folks inside the space need areso important.
And that's why I've been excitedto have Sales Intel come into
TMSA this year as a partnermember.
You guys sponsored our Elevateconference earlier this year.
(27:34):
You're one of the sponsors forour upcoming Executive Summit.
So I'm curious from yourperspective, what kind of um
drew you to support TMSA in theways that you guys have?
And you even have people on ourcommittees, which I love.
Um, but how valuable is thiskind of industry partnership for
people that come into theindustry and for you guys?
SPEAKER_00 (27:53):
Yeah, you know, first of all, thank you for the
invitation.
Um, we couldn't be more excited,we couldn't be more thrilled uh
to be supporting the thecommunity and the organization.
Um I was new to it two yearsago, right?
And uh as I got to know the thecommunity, the trust and the
(28:13):
community lives at the MSA,right?
And uh we see that's a that's afoundation for for any kind of
commerce, right?
Um and this and the resourcesthat uh you have provided us
have been have been super youknow valuable to us, and we see
that everybody there is sosupportive and helpful.
(28:35):
We are newbie, we didn't comefrom that background, right?
And this is uh you know theso-called old boys network, and
it was great to see you knoweverybody welcoming us and uh uh
being supportive to us as wecame in.
So we are we are thrilled to bepart of the the community and uh
anything we can do to supportyou, we are you.
SPEAKER_01 (28:56):
Absolutely.
Well, we're happy to have youguys.
We love getting uh newperspectives, new ideas, new
partners that come in.
I think sales and marketingprofessionals need more support,
more solutions, moreopportunities.
And so having a robust partnernetwork for our um corporate
members is always reallyimportant to us.
So we're happy to have you hereand happy to have your team at
(29:16):
an executive summit, which isnext week.
And you can still register atevents.tmsa today.org if you're
listening.
Um, but anyway, looking ahead afew years, what innovations,
shifts in data intelligence, isthere something that we haven't
talked about that you reallythink is going to continue to
come down?
Anything that people should bepaying attention to over the
(29:39):
next few years?
SPEAKER_00 (29:41):
Yeah, I think not even a few years, a few
quarters, Jennifer.
The speed at which AI is moving,um, every week there's a new
model, right?
Every week there's a newcapability.
I think in next year, this time,um, we will see more.
Agents doing the busy work andthe hard work that humans have
(30:05):
to do than we are seeing today.
So we we are projecting 10xincrease in the uh automation
and the agentic AI, especiallyin the go-to-market uh use
cases.
SPEAKER_01 (30:20):
Excellent.
I think that people will like tohand off that kind of busy work,
the you know, that type of stuffso that they can really dive,
like we talked about earlier,really being able to dive into
the human aspects, be able to dothat.
I think um, and you're right,it's moving fast.
So it's funny to talk aboutyears away from now when really
we could be talking about monthsaway from now and how quickly
(30:43):
it's all shifting.
SPEAKER_00 (30:44):
So you know, also when we and that's you know, in
general, AI is moving fast,agent is moving fast.
When I look at thetransportational logistics, um,
the space is very uniquecompared to you know a software
business or a services business,right?
Because there's like things thatare moving, tangible stuff.
Um I think the big part that wewill start to see is the
(31:08):
marriage of signals that arecoming in in the web for the go
to market and the signals thatare coming in from the IoT
devices, right?
The IoT devices have been in thein the uh transportation
logistics space for almost adecade now, right?
They are producing a lot of dataand the signals.
We're gonna start seeing themarriage between these two
(31:31):
signals coming from IoT devicesand the signals that are coming
for the from the go-to-marketfor the go-to-market
professionals, and they togetherwill give a much elevated
intelligence to thesego-to-market professionals to
help further the commerce andincrease the productivity and
make the right decisions than weare seeing today.
(31:52):
Awesome.
SPEAKER_01 (31:53):
Well, thank you so much for sharing so much
insight, being a supportivepartner here at TMSA.
I have one question left for youthat I ask everybody who comes
on the show.
And that's if you could go backin time and advise your younger
self anything, and it could bepersonally or professionally,
when would you go back to andwhat would you tell them?
SPEAKER_00 (32:11):
You know, I'll go back to uh I I I some a few
times people have asked me thisquestion, and I've had different
answers along the way.
And as I get older, now I'll beI'll be 50 here.
Um I'm a very ambitious guy,right?
I've started businesses, I'vebeen very fortunate to have have
success.
(32:32):
But uh when you turn 50 and youlook back on on what you have
achieved and and what youmissed, um, I think I would have
found a little more balancebetween my ambition and and and
and pay patience.
Uh uh and then spend a littlemore time.
I spend, I love my family, mykids, spend spend plenty of
(32:53):
time, but I wish I had spent alittle more time with uh with my
kids because they grow up andyou that time you don't get
better you don't get back.
So uh you know find the rightbalance between your ambition
and and passion.
SPEAKER_01 (33:06):
Well, I think that's great advice and definitely
makes me feel better.
We were talking before we umstarted doing this interview
that my schedule this week hasbeen crazy because I am going on
the field trip and stuff as wefor my son as we prep for
executive summit.
And so the work-life balancethis week has been crazy for
this mom.
Um, so but I do.
I really I I agree.
(33:27):
They my son is eight now andhe's still young, but like
thinking about like when he wasborn to now, the the growth is
so much, and it does, it goes awild ride, it goes real fast.
SPEAKER_00 (33:38):
As the time flies, I have 15 and 20, and uh they grow
fast.
So enjoy every moment that youhave with your son.
SPEAKER_01 (33:46):
Perfect.
Thank you so much.
Thank you for coming on theshow, sharing all your wisdom
and support.
Excited to see your team nextweek, and I will catch everybody
next week.
Or no, we actually don't have anissue um edition of On the Move
next week because we will be atExecutive Summit, but we will
come back the week after and wewill be um interviewing our
sales um mountain mover, who wewill release the name of that
(34:10):
human at Executive Summit nextweek.
So I will catch you guys inChicago next week or catch you
back on the show the week after.
Thank you.
Have a good one.
Hello, everyone, and welcome to On the Move, a show
where we share transportationsales and marketing success
stories.
I am Jennifer Carpers Romaine,Executive Director of TMSA,
which is a trade nonprofiteducating and connecting
marketing and salesprofessionals in transportation
and logistics.
And today on the show, I haveMinoj Ramnani, who is CEO and
(00:44):
founder of at Sales Intel.
How are you doing today?
SPEAKER_00 (00:47):
Good, Jennifer.
Thank you so much for uh havingme on the show.
SPEAKER_01 (00:52):
Happy to have you here and happy Sales Intel came
into TMSA this year.
So it's been great to get toknow you and your team and all
the things that you guys aredoing at Sales Intel.
So I'm curious from yourperspective, what are some of
the most important technology ordata trends that is shaping
sales and marketing in theindustry today?
SPEAKER_00 (01:12):
Yeah, absolutely.
So before we dive right in, justa quick uh by way of
introduction, uh at Sales Intel,we are your signal first
pipeline generation platform,right?
And why do I say signal first umpipeline generation platform?
Every company, whether you arein transportation and logistics
(01:32):
or not, they have to generate apipeline, right?
We had to generate a pipeline toconvert that pipeline to
revenue, and we provide that uhthat platform across the board
through all the verticals, butsuper excited.
You know, we got into logisticsand transportation vertical
about two, two and a half yearsago, and uh you know it has been
(01:56):
an amazing uh success, and it'sbeen joy to help the companies
that are in transportation andlogistics space.
And the reason we started thiswhole signal-based AI focus um
uh solution is at any givenpoint of time, you know, you
have only 5% of your companiesin market.
(02:18):
So, how do you identify thosefive percent?
There used to be just one signalintent, but with the emergence
of AI, we have been the pioneerof bringing a variety of
different signals to theindustry where we take these
signals and put them into our AIautomation to make sure that our
customers get their pipelineautomated.
(02:40):
So now, you know, in terms oftrends in uh sales and
marketing, especially as it uhrelates to uh transportation and
logistics, you know, if you lookat the like a decade ago, uh
people used to thinktransportation and logistics and
technologies were like twodifferent things, right?
And slowly, slowly we started tosee the adoption of technology
(03:02):
within transportation andlogistics.
And now you see thetransportation and logistics
industry and the company, theyare at the forefront of it.
They are already embracing AI,they're already taking these
solutions.
Um, some of the use cases thatwe see that uh um uh companies
in in the space are using isthey are making data-driven
(03:25):
decisions, right?
They are leveraging the latestand the greatest of the
technologies to ensure thattheir sales and marketing teams
are as efficient as they can be.
SPEAKER_01 (03:35):
Absolutely.
I think that now sales andmarketing teams are tasked to do
more with less, to be moreefficient, be able to move fast,
fast, fast, becausetransportation logistics, it's
always moving, it never stops.
And so we need these teams to beable to move at that speed and
adapt to the way things aregoing.
And one of the ways that we cando that is investing in
(03:56):
technology, investing in AI andfinding those solutions that are
really going to help us, youknow, move forward at that rate.
And I do think that AI andautomation are evolving quickly.
Where do you kind of see themost practical near-term wins
for logistics companies?
Like they're looking to dive in,get something done now.
(04:17):
What are those success storieslook like?
SPEAKER_00 (04:19):
Yeah, you know, when you look at from the pipeline
generation side, um there aremany use cases where they are
some of the companies that arealready using it, or the others
that are not, we are tellingthem, you know, don't wait.
This AI is not somethingfuturistic.
It is here, it is now.
Start using it.
Some of the very tangible usecases where you can see them
(04:42):
moving the needle are you know,defining the ICP.
Like who's your ideal customer?
You know, defining their profilehelps you stay focused and help
you get your sales and marketingteams aligned versus taking
these resources and wasting themon the on the clients that are
not in your ICP.
The second use case is withinyour ICP, how do you score those
(05:06):
accounts?
Right now, there are AI modelsthat you can use to um uh score
those accounts so that yourteams can prioritize, right?
Um, and then as you come up thestack, account prioritization,
account uh research, right, andgetting the details.
So an account executive or thesalesperson in the industry is
looking at a company, right?
(05:26):
Instead of going to four, five,six different sources, now AI,
you know, the LLM models canbring all this information at
one place.
We know you call it accountaccount research.
And uh last but not the least isokay, you have the company.
Uh, how do you generate themessage for the persona that
you're going after, right?
So these are just a coupledifferent use cases where AI is
(05:49):
here today.
You can use it versus waitingfor for the future.
SPEAKER_01 (05:54):
Absolutely.
And I think a lot of the techtools that we're using has AAI
built into them.
And so I always tell peoplethat's gonna be one of the best
places to start is playingaround with the technology you
already have and seeing how youcan maximize it, especially now
we are, you know, in budgetseason and we're having to
(06:16):
answer those questions of like,what are our tools doing for us?
Are we maximizing them?
So if we don't want to dive intonew tools, new AI components,
see what your tools are alreadydoing, how can you maximize
that?
How can you be more efficientwith what you have and extend it
there?
And I think that's just notalways a great place to start.
SPEAKER_00 (06:36):
Absolutely.
You know, we we started thebringing AI um last year, right?
With the agentic workflows, andwe saw immediately as we as we
brought these agentic workflows,our customers' productivity
within the go-to-market teamsyou know started going up, and
now it's all over our platform.
So I agree with you, you know,you have vendors already
(06:56):
providing your solution.
If they are not bringing inthose uh AI first features,
functionality, uh, andautomations, then you know look
somewhere, but but don't fallbehind.
SPEAKER_01 (07:08):
Absolutely.
And what do you think is therole of then accurate real-time
data, having that now?
How is that really changing theway that sales and marketing
teams can approach their marketsin a way that they weren't able
to before?
SPEAKER_00 (07:23):
Yeah, yeah.
So I think there are two uhcomponents in here.
Let's just break it down dataversus real-time data, which is
essentially signals, right?
Uh, there's no AR in the worldthat's going to help if your
underlying data is not clean,complete, and up to date, right?
So when we win a customer and webring them on board, the very
(07:44):
first thing we do is to makesure that their CRM data, their
marketing data, and theirrevenue systems data, they all
are clean, complete, and theyhave up-to-date information on
their ICP, right?
So that's the data.
Without that, no matter what AIyou use, it's a garbage in,
garbage out, right?
The AI is not going to give youany good insight if your
(08:04):
underlying data is not good.
Um, or the models are not goingto work effectively if the
underlying data is not accurate.
And um, you know, we invest, uh,Jennifer, a ton of resources
making sure that every accountthat we surface for our
customers, every contact that wegive them for the buying centers
that they need to reach out tois up to date, right?
(08:27):
It's it's accurate.
Um, so that's around the dataaccuracy and the importance of
that.
Um then the timeliness of it.
You know, when the data has atemporal element, you call it
signal, right?
And some of the signals are ifsomebody came to your website,
that's great.
If you find that out a weeklater, it's not that useful.
(08:48):
But if you find it outimmediately, you can reach out
to them, right?
Um, you know, somebody showingintent to buy your technology.
If you get that information amonth later, you know, they may
have already made the decision.
Whereas if you get thatinformation right away, you can
make the decision in the realtime, right?
That's the power of having thisinformation that is time
(09:09):
sensitive and and gives you anextra edge against your
competitor to go win the dealfirst.
SPEAKER_01 (09:18):
So, first, I absolutely loved that you paused
and were like the power of cleandata, because if people take
away nothing else, which theyyou're dropping all kinds of
knowledge here, but AI,automation, any of your tools,
they can only make you moreefficient if what you're giving
(09:39):
it is clean and correct tostart.
And that's such a good pointthat so many people forget to
talk about first.
So we do all have customer dataall over the place.
It needs to be clean, it needsto be updated, it needs to be
correct so that when we put itinto the technology, it's
(10:00):
outputting the right informationto us.
Because if your data isn'tclean, if you have all this
outdated information that isn'tcorrect, then what it's
synthesizing, what it's puttingout for you is going to be
wrong.
And that's not the machine'sfault.
That would be, you know, yourfault because you're not doing
that work.
And it's so important to talkabout that step.
(10:23):
And when we talk about like Ithink that people, you know,
always have that conversation oflike, oh, is AI automation going
to take over human jobs andthings like that?
It's those types of things thatmake me think about no, like you
still need humans to synthesizethat work to make sure that
things are correct that aredoing those quality checks.
You just work with thetechnology to have a greater
(10:44):
output, but both parts are stillreally important.
So I loved that you pause andwere like, first, let's talk
about this because peoplearen't, and that's half the
problem.
And then um, you did talk abouta little bit in there as we
moved on, you know, we talkedabout intent.
And the right now, buyer intentis a buzzword, and it is really
(11:06):
important because if you do findout that somebody's interested
in buying your product a monthfrom now, they you're right,
they may have already made thatdecision.
So, from your perspective, whatkind of intent signals that
buyer intent, what is mostuseful and predictive for
logistics firms right now?
So, for like freight,warehousing, procurement, what
(11:27):
are those intent signals thatthey're working with most right
now?
SPEAKER_00 (11:31):
Yeah, yeah.
So um, you know, we three, fouryears ago, there was only one
type of intent, right?
Um, because the technology wasnot quite there to de-anonymize
who's coming on your website.
Um, and technology was not quitethere to get the real-time
signals from the open web andput that in a format that can be
(11:55):
used effectively, right?
So we used intent and we have anamazing partnership with the
industry leading intent fromBambora.
So Sales Intel uh solution comeswith Bambora integrated.
Um, so you know, there uh thatintent is a third-party intent.
I mean, somebody is doingresearch about your product and
(12:16):
solution and that that you canbuy.
Um, and for the uhtransportation and logistics
companies, it could be a varietyof uh uh different intent topics
depending upon your businessthat's business specific, right?
Um, whether there's an RFPcoming out or somebody's doing
research around a software thatuh they're trying trying to buy,
(12:38):
right?
Um, but when you take a stepback and look at in 2025, where
AI, you know, we are in theright in the middle of this new
um you know revolution of AI,where AI make AI is making our
lives so much easier.
There are more than just oneintent data signals that are
(12:58):
available.
I tell um our customers thatlook of the 30, 40, 50 different
signals that are available, justjust look at uh the high
fidelity, high-quality intentdata that is first-party data,
who's coming on your website?
De-anonymize, right?
You have done something inmarketing, or somehow they have
(13:22):
come to your website to find outit's worth going and having that
conversation about hey, whatinterested you about uh about
our business.
And uh after that, you know, youalready have customers for your
service or the products, and weknow in this ever-changing um
economy, ever-changing world,people are changing their jobs,
(13:45):
tracking your champions as theychange jobs, super important.
Whether you're in logisticsspace or not, you know, it isn't
important, but specifically inlogistics and transportation,
because that vertical, the moreI've gotten to know is it's it's
very tight-knit community,right?
It's built a very tight-knitcommunity.
(14:06):
So if you know somebody is justyou know move the job, if you're
the first one to greet them atthe new job and help them out,
the chances are you're you're umyou know bringing your brand and
and keeping the top of mind umwith the with the champion.
Um, you know, there are othersignals that we we um uh see
(14:26):
that are specifically relevantfor the logistics and uh
transportations, like you know,certain technologies that are
specifically used just for thatvertical, um, when someone is
either adding the technology orremoving uh the technology to go
after that.
So those will be some of theexamples that we see that are
specific to this vertical.
SPEAKER_01 (14:46):
That is a really good point.
You know, this um this industryis community relationship based.
So following those markers whenpeople are leaving, going to
different companies, making surethat you're following those
trends.
If you had a good relationshipwith them at one place, you can
um attempt to continue thatrelationship moving forward and
using technology to help movethat along for you.
(15:06):
That makes a lot of sense to me.
That's a really good point.
Um, one thing I'm seeing is thatmany logistics firms have lean
sales and marketing teams.
They're, you know, trying tomaximize as much ROI as they can
in their tech stack.
It might not be as sophisticatedof a tech stack as they would
want, um, or they're looking toinvest or see what that looks
(15:29):
like.
What are some of thoselow-hanging fruits that they
should be focusing on to startusing the data, start using the
intelligence smarter withoutmaking those huge investments or
making things really complexwhen they just aren't ready to
get there yet?
SPEAKER_00 (15:44):
Yeah, obviously buy sales intelligent.
I'm just kidding.
I'm I'm just kidding here.
No, but look, um, I would sayget some solution to get your
data clean.
That's your foundation, right?
Um, because we we talked aboutwithout good quality data, there
is no AI that's going to youknow make the magic happen here.
(16:06):
So use some solution.
You know, we obviously providesolutions to and make sure your
data is clean, complete, up todate.
And after that, to generate thepipeline for your sellers, at
least have um two key signalpoints.
One is intent data, right?
So your team is not going allover the place, they at least
know that um uh they're focusedon the 5% companies that are
(16:31):
showing intent, and second,monetize on that first party
intent.
You know, you have invested somuch in getting your website,
you've done so much to go tothose trade shows, you've done
so much to send those emailmarketing out, you've done so
much to get your advertisementson LinkedIn and Facebook and
other you know um uh mediums outthere.
So when you bring those visitorson the website, do monetize them
(16:55):
effectively.
So I think those are the twothings after you'll get on the
data clean, um, we say that atleast monetize on those two
signals.
SPEAKER_01 (17:03):
I think that makes a lot of sense.
Um, and really, yes, maximizethe investments that you've
already made.
I think that that's that's ahuge first step.
Um, and if you are thinkingabout making investments, really
think about what level of budgetyou have to make those.
Like I know sometimes we'll lookat a tech stack and or a new
(17:25):
technology, and we see the bellsand whistles and we love it.
We want to do other things, butour price point doesn't allow us
to do all the things that wewant to do.
So um, knowing how to scalethere or where that looks like,
I think is important too.
Um, but I I agree, I thinkreally monetizing people coming
in, seeing your website, seeingyour marketing, making sure that
(17:46):
you're making the most out ofthat investment.
I always encourage marketingpeople to follow up with new
customers, say, hey, how did youhear about us?
Um, because you can then look tosee, hey, if I ask that question
and their answer, is it even onmy lead?
Look, like when I'm looking athow that lead came in, do I see
(18:07):
it?
What point is it?
Is it was it really the firstpoint or was it the sixth point?
Like, and I feel like you know,taking that data and then
synthesizing it moving forwardis always important.
SPEAKER_00 (18:15):
So absolutely.
Absolutely.
SPEAKER_01 (18:18):
And, you know, talking about that, you know,
these technology trends, how wecan invest in things, what do
you think is kind of having thatbiggest impact on logistics
firms going to market?
So is it going to be thatAI-assisted elite scoring or
helping them to prioritize?
Is it creating more automatedworkflows or predictive
analysis, having those real-timesignals?
(18:39):
There's so much great stuffhappening right now.
What do you think is having thebiggest impact?
SPEAKER_00 (18:46):
Yeah, I think um automations, you know, AI-based
automations are having thebiggest impact.
We are seeing it, right?
We are seeing uh um as we speakacross our customer base, um,
and especially for thego-to-market professionals in uh
logistic and transporttransportation, they are out and
(19:07):
about, right?
They are just like say thetransportation is moving, right?
They they are they are they aremoving, they're on the move,
they want to make sure they'reas efficient as possible.
And AI and these agenticworkflows, they make them that
much more efficient.
Um, and uh when you furtherunpack what are these agentic
(19:27):
workflows, right?
They start from the stack.
Um we are seeing some of thecustomers that are early
adopters using you know uh AImodels to figure out who their
ideal customer profile is, whoare the customers, and within
those customers, how do we usethe scoring models to make sure
that if um you know budgets aretight, if I have 5,000 prospects
(19:52):
and I can only effectivelymarket to 3,000, let's just say,
which 3,000 are those, right?
Wouldn't you want a model?
Wouldn't you want data-drivendecision to say, you know what?
Here are the top 3,000 where Ihave the highest chance of being
successful, so to score them andthen um further using these
signals to figure out withinthese 3,000 now who's in the
(20:15):
market, where I put my highestdollar programs that convert you
know to revenue.
So those are some of the uh uhyou know big trends that we are
already starting to see.
But as we come towards the endof this year and early next
year, more and more companiesare going to embrace.
And the last point there is thelast mile.
(20:37):
The last mile is the contentgeneration.
We all now have experienced ChatGPT, we are using it in some
format.
You know, these LLMs aregenerating emails for us, they
are writing LinkedIn posts forus, these are generating the
marketing campaigns for us.
When you give all thisinformation of clean data, clear
definition of your ICP, why theyare prioritized today because of
(21:01):
the signals, and you feed allthis context to the LLM, to the
AI models.
Now you're gonna get a contentthat has three to five times
better chances of converting,right, to a lead or from a lead
to to an opportunity.
Um, and uh uh uh you know whereultimately AI is going, there's
(21:23):
a fear, Jennifer, that AI isgonna take my job or AI is gonna
make sales and marketingobsolete.
I do not agree with that.
I believe that AI and the human,they're working in a coherence,
are going to elevate theproductivity of the go-to-market
teams versus you know peoplebeing fearful about losing the
(21:44):
jobs.
SPEAKER_01 (21:45):
I agree.
I think there is um working intandem and seeing what both the
human element and the artificialintelligence element can do to
work together.
And I do think allowing ourhumans to show their humanity
and be able to connect withpeople and show empathy and have
those real connections and thosereal engagements and allowing
(22:06):
the AI to give them informationto get there faster.
That's where things are reallyum gonna work out.
And like you said, yeah, like ifyou know, wouldn't you rather
know the top people that you'reprobably gonna make these
connections with and then allowyour people to go talk to them
and have that human element?
I think it's really powerful.
And so I'm I'm excited to seehow that kind of grows over the
(22:29):
next couple of years, too.
SPEAKER_00 (22:30):
Yeah, so that bandwidth really, if you look at
the seller's time, 40 to 60percent, depending upon the
research that you read, sellersare spending that time in
researching an account, figuringout why this account is
important to me, finding theinformation to contact the
buying centers, right?
All these tasks, right, takes upanywhere from 40 to 60 percent
(22:51):
of their time.
And then a very small amount oftime is remaining for them to be
really human, for them to bereally a consultant to their
their prospect to solve theirproblems, right?
And actually make a sell.
Now, with the use of AI, if youuse properly, you're gonna
shrink this time 40 to 60percent to 10 percent, right?
(23:14):
Because AI has already done mostof the organization, the
research, the scoring, and thesignal work for you, so that you
can now spend 90% of your timetalking to the customers,
understanding the pain pointsand solving those deep uh uh
problems that they are havingthat uh you and your company are
uniquely positioned to solve.
SPEAKER_01 (23:33):
Yep, yeah, absolutely.
And so we've talked a lot aboutthe great stuff that's going on,
how to utilize things correctlyand to really make those
investments um small or largeinto the future.
But are there common mistakesthat you're seeing that
companies are doing when they'retrying to operationalize the
data intelligence?
And how can people avoid them tomake sure they really are
(23:54):
maximizing and not you knowgoing the wrong way?
Besides, obviously, we talkedabout must clean your data, step
one.
SPEAKER_00 (24:00):
But besides that, what I'm second thing is
integration.
Look, um, many a times we see umcompanies they buy these point
solutions um for a specificproblem, right?
And those point solutions eitherdon't talk to the other point
(24:22):
solution, or those pointsolutions don't talk to their
go-to-market stack, which isyour CRM, your marketing system,
your sales enablement systems.
Um and uh when you look at thatover a period of time, the
amount of money that they haveinvested in all these point
solutions is actually higherthan if they took a step back
(24:44):
and say, what is our strategy?
Let's just take an example of apipeline generation as a
platform, right?
Um, we at Sales Intel, weprovide a complete platform that
uh uh provides data enrichmentand hygiene to ICP modeling, to
figuring out who the signalsare, and then then activating
(25:05):
those signals across edgechannel to cadence and
integration across the boardwith the entire GTO market,
right?
Yet when we go to see at some ofthe customers, they make the
mistakes of buying a solutionfor data enrichment.
Then you have a solution that'sfor for figuring out who the
(25:25):
ideal customer profile is, andthen they have a solution for
job changes, which is just oneof the many signals that come
out of the box from you knowsales Intel platform.
And there are other platformslike us, but uh that's one of
the mistakes that I've seengo-to-market leaders make.
Um, second is not standardizingthis data, right?
And that's more of a you knowdata governance thing that they
(25:49):
need to undertake early on.
Um, and then uh and then thenmany times you see that uh
go-to-market leaders they haveinvested in the data and in the
intelligence tools, um, yet theyhave not thought at a holistic
level as to how to put theirbrand in front of the prospect.
(26:12):
They start emailing and calling.
This is very tactical, Jennifer.
But I see the customers thatthink about their brand
holistically.
Like, think about, you know,what we are trying to reach to
our ICP.
Let us put our brand, let'screate brand awareness within
our prospects.
(26:33):
They tend to be more successfulin converting their ICP prospect
into the customers versus theones that are just spraying and
praying, right?
So, our recommendation is look,have a clean data layer, make
sure you're focused on your ICPbecause we all have limited
resources.
Make sure that you're monitoringthose signals, whether
(26:54):
somebody's coming on yourwebsite, changing jobs to adding
new technologies or showingintent data or the hiring
trends, right?
Whatever that signal that isimportant to you and for your
business and for your industry,just watch them and activate
them, you know, by using these,these, these automations.
SPEAKER_01 (27:14):
Absolutely.
And I think these kinds ofconversations where you come
together and talk about allthese trends and what's coming
and how to best utilize thingsand what sales and marketing um
folks inside the space need areso important.
And that's why I've been excitedto have Sales Intel come into
TMSA this year as a partnermember.
You guys sponsored our Elevateconference earlier this year.
(27:34):
You're one of the sponsors forour upcoming Executive Summit.
So I'm curious from yourperspective, what kind of um
drew you to support TMSA in theways that you guys have?
And you even have people on ourcommittees, which I love.
Um, but how valuable is thiskind of industry partnership for
people that come into theindustry and for you guys?
SPEAKER_00 (27:53):
Yeah, you know, first of all, thank you for the
invitation.
Um, we couldn't be more excited,we couldn't be more thrilled uh
to be supporting the thecommunity and the organization.
Um I was new to it two yearsago, right?
And uh as I got to know the thecommunity, the trust and the
(28:13):
community lives at the MSA,right?
And uh we see that's a that's afoundation for for any kind of
commerce, right?
Um and this and the resourcesthat uh you have provided us
have been have been super youknow valuable to us, and we see
that everybody there is sosupportive and helpful.
(28:35):
We are newbie, we didn't comefrom that background, right?
And this is uh you know theso-called old boys network, and
it was great to see you knoweverybody welcoming us and uh uh
being supportive to us as wecame in.
So we are we are thrilled to bepart of the the community and uh
anything we can do to supportyou, we are you.
SPEAKER_01 (28:56):
Absolutely.
Well, we're happy to have youguys.
We love getting uh newperspectives, new ideas, new
partners that come in.
I think sales and marketingprofessionals need more support,
more solutions, moreopportunities.
And so having a robust partnernetwork for our um corporate
members is always reallyimportant to us.
So we're happy to have you hereand happy to have your team at
(29:16):
an executive summit, which isnext week.
And you can still register atevents.tmsa today.org if you're
listening.
Um, but anyway, looking ahead afew years, what innovations,
shifts in data intelligence, isthere something that we haven't
talked about that you reallythink is going to continue to
come down?
Anything that people should bepaying attention to over the
(29:39):
next few years?
SPEAKER_00 (29:41):
Yeah, I think not even a few years, a few
quarters, Jennifer.
The speed at which AI is moving,um, every week there's a new
model, right?
Every week there's a newcapability.
I think in next year, this time,um, we will see more.
Agents doing the busy work andthe hard work that humans have
(30:05):
to do than we are seeing today.
So we we are projecting 10xincrease in the uh automation
and the agentic AI, especiallyin the go-to-market uh use
cases.
SPEAKER_01 (30:20):
Excellent.
I think that people will like tohand off that kind of busy work,
the you know, that type of stuffso that they can really dive,
like we talked about earlier,really being able to dive into
the human aspects, be able to dothat.
I think um, and you're right,it's moving fast.
So it's funny to talk aboutyears away from now when really
we could be talking about monthsaway from now and how quickly
(30:43):
it's all shifting.
SPEAKER_00 (30:44):
So you know, also when we and that's you know, in
general, AI is moving fast,agent is moving fast.
When I look at thetransportational logistics, um,
the space is very uniquecompared to you know a software
business or a services business,right?
Because there's like things thatare moving, tangible stuff.
Um I think the big part that wewill start to see is the
(31:08):
marriage of signals that arecoming in in the web for the go
to market and the signals thatare coming in from the IoT
devices, right?
The IoT devices have been in thein the uh transportation
logistics space for almost adecade now, right?
They are producing a lot of dataand the signals.
We're gonna start seeing themarriage between these two
(31:31):
signals coming from IoT devicesand the signals that are coming
for the from the go-to-marketfor the go-to-market
professionals, and they togetherwill give a much elevated
intelligence to thesego-to-market professionals to
help further the commerce andincrease the productivity and
make the right decisions than weare seeing today.
(31:52):
Awesome.
SPEAKER_01 (31:53):
Well, thank you so much for sharing so much
insight, being a supportivepartner here at TMSA.
I have one question left for youthat I ask everybody who comes
on the show.
And that's if you could go backin time and advise your younger
self anything, and it could bepersonally or professionally,
when would you go back to andwhat would you tell them?
SPEAKER_00 (32:11):
You know, I'll go back to uh I I I some a few
times people have asked me thisquestion, and I've had different
answers along the way.
And as I get older, now I'll beI'll be 50 here.
Um I'm a very ambitious guy,right?
I've started businesses, I'vebeen very fortunate to have have
success.
(32:32):
But uh when you turn 50 and youlook back on on what you have
achieved and and what youmissed, um, I think I would have
found a little more balancebetween my ambition and and and
and pay patience.
Uh uh and then spend a littlemore time.
I spend, I love my family, mykids, spend spend plenty of
(32:53):
time, but I wish I had spent alittle more time with uh with my
kids because they grow up andyou that time you don't get
better you don't get back.
So uh you know find the rightbalance between your ambition
and and passion.
SPEAKER_01 (33:06):
Well, I think that's great advice and definitely
makes me feel better.
We were talking before we umstarted doing this interview
that my schedule this week hasbeen crazy because I am going on
the field trip and stuff as wefor my son as we prep for
executive summit.
And so the work-life balancethis week has been crazy for
this mom.
Um, so but I do.
I really I I agree.
(33:27):
They my son is eight now andhe's still young, but like
thinking about like when he wasborn to now, the the growth is
so much, and it does, it goes awild ride, it goes real fast.
SPEAKER_00 (33:38):
As the time flies, I have 15 and 20, and uh they grow
fast.
So enjoy every moment that youhave with your son.
SPEAKER_01 (33:46):
Perfect.
Thank you so much.
Thank you for coming on theshow, sharing all your wisdom
and support.
Excited to see your team nextweek, and I will catch everybody
next week.
Or no, we actually don't have anissue um edition of On the Move
next week because we will be atExecutive Summit, but we will
come back the week after and wewill be um interviewing our
sales um mountain mover, who wewill release the name of that
(34:10):
human at Executive Summit nextweek.
So I will catch you guys inChicago next week or catch you
back on the show the week after.
Thank you.
Have a good one.
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