In this episode, Brian Dietmeyer talks to Adam Cuzzort, VP at Outreach, about the evolving landscape of sales technology, focusing on the shift from quantitative to qualitative sales tech. They explore how AI and advanced analytics are transforming sales strategies, making them more bespoke and aligned with individual customer needs. This insightful discussion is a must-listen for sales professionals and leaders looking to leverage technology to enhance their sales processes and outcomes.
Timestamps:
- 00:18 - Introduction of Adam Cuzzort and his background.
- 00:54 - Discussion on the qualitative vs quantitative approaches in sales technology.
- 03:19 - Challenges in modern sales environments and the importance of understanding customer value.
- 10:05 - The role of AI in enhancing sales processes and personalizing customer interactions.
- 17:40 - The shift from measuring sales activities to understanding the quality and impact of those activities.
- 24:42 - The importance of middle management and onboarding in sales effectiveness.
- 32:23 - Differentiating between skills coaching and deal coaching in sales.
- 33:16 - Closing remarks and the future of sales technology.
