Intelligent Sales

Draup
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  • TECHNOLOGY

In every episode of Intelligent Sales, we sit down with enterprise sales and marketing leaders from around the world to uncover their secrets behind successful account planning and ABM.  We get to the meat of the industry and individual strategies, how AI is changing their approach to new sales and relationships, and how they lead teams and organizations in staying ahead.  Tune in to understand the future of B2B sales, one intelligent conversation at a time.

Episodes

  1. 09/04/2025

    Building Precision Marketing Campaigns with AI and Intent Data with Kieran Thakky

    In this episode of Intelligent Sales, Kieran Thakky, Director of Marketing at HARMAN Digital Transformation Solutions, joins Vamsee Tirukkala, CCO at Draup, for a candid conversation on how AI and data are transforming marketing today. Kieran tells us that differentiation is not in dashboards but in how fast marketers can act, contextualize, and build real conversations. From intent signal layering to AI-led campaigns, he explores how speed, accuracy, and personalization are transforming ABM. Kieran also discusses the upgraded marketer's toolkit, where customer empathy and curiosity rule supreme, and why AI must be viewed as a facilitator rather than a replacement. --- Quotes “Now 2025 is shaping up to be a year of precision personalization and speed. And AI has a bigger part to play in all of this.” – Kieran Thakky “It is not about running a campaign. It is about building conversations.” – Kieran Thakky “I think AI is more of an enabler. And also for the existing talent, they need to spend some time in understanding the prompts. And when we talk about the future, I think this will be our second nature.” – Kieran Thakky --- Moments you can’t miss! 00:57 – How big data and AI are reshaping ABM 03:18 – The real difference maker: sense-making, speed, and context 06:22 – Why layering intent signals beats chasing one data point 08:09 – 2025: The year of marketing velocity and accuracy of personalization 14:52 – The #1 post-Gen AI skill: curiosity --- Key Takeaways Data alone isn’t the differentiator – Everyone will have access to the same intent signals and dashboards. What differentiates you is the speed with which you analyze the data, bring context to it, and take action with velocity to create related conversations. AI is driving accuracy and speed – From real-time understanding to campaign optimization, AI is revolutionizing marketing. It can deliver engagement at the right time, conduct A/B testing at scale, and dynamically optimize messages so teams have time to concentrate on strategy instead of manual operation. Layering signals does matter – One intent signal is not sufficient. Add hiring behavior, executive changes, and content consumption to fully get to know an account's journey before prospecting. Curiosity is the key skill – In an age where AI performs the work, it's not technical ability that is the key skill; it's curiosity. Marketers who are curious, question, dig deeper into culture and data, and connect dots in new ways will drive the way. --- More on HARMAN Founded in 1980 and now owned by Samsung, HARMAN International is a global leader in connected solutions for the automotive, consumer, and enterprise markets. With 30,000+ employees worldwide and brands like JBL, Harman Kardon, and AKG, HARMAN supplies great sound and connected solutions to millions every day. More on Draup Draup is an AI-powered intelligence platform that supports over 200 global organizations in enhancing their talent and sales strategies. Draup enables enterprises to make informed decisions in workforce planning, talent acquisition, and account-based marketing by providing multi-dimensional global labor market data.  --- Links Vamsee Tirukkala: https://www.linkedin.com/in/vamseet/ Kieran Thakky: https://www.linkedin.com/in/kirantakkey/ Draup: https://draup.com/ HARMAN Digital Transformation Solutions: https://services.harman.com/

    19 min

  2. 07/29/2025

    How to Maximize Sales Intelligence for Accelerated Revenue with Asheesh Raina

    In this episode of Draup Dialogues, Vamsee Tirukkala, CCO of Draup is joined by Asheesh Raina, Vice President of Growth Intelligence at Genpact. Together, they delve into the nuances of sales intelligence, revenue growth, and leveraging AI to unlock new growth opportunities. Asheesh, who previously held leadership roles at Accenture and Gartner, leads Genpact’s Growth Intelligence Unit, strategically aligning intelligence with organizational revenue objectives. He emphasizes the necessity of embedding sales intelligence throughout the sales lifecycle, from initial customer discovery to closing deals. He highlights the challenges of handling an overload of information and the critical importance of distilling it into credible, actionable insights for sales teams. Asheesh shares Genpact's approach of hyper-personalizing insights internally to support sales executives in achieving their short-term and strategic objectives. Addressing the significance of trust and credibility, Asheesh explains how meticulously curated intelligence translates directly into tangible revenue opportunities. He also discusses navigating compliance, privacy concerns, and maintaining ethical intelligence practices. AI has become central to Genpact’s sales intelligence strategy, drastically reducing turnaround times and enhancing the precision of insights. Asheesh describes how integrating AI-powered solutions like Draup empowers teams to prioritize high-value sales opportunities effectively. Under his leadership, Genpact continues to evolve its tech stack significantly, becoming an early adopter and internal innovator before rolling out advanced AI solutions to customers. He emphasizes the importance of leveraging intelligent extrapolation to educate customers and enhance engagement. --- #salesintelligence #revenuegrowth #aiinsales #growthintelligence #accountbasedmarketing  #aiinnovation #sales #salestech #gotomarket  --- More on Draup: Draup is an AI-powered intelligence platform that supports over 200 global organizations in enhancing their talent and sales strategies. Draup enables enterprises to make informed decisions in workforce planning, talent acquisition, and account-based marketing by providing multi-dimensional global labor market data.  More on Genpact: Genpact is a global professional services firm delivering outcomes that transform businesses and shape the future. They guide enterprises through digital transformations using AI-driven solutions, analytics, and deep industry expertise. --- Social media:  Vamsee Tirukkala: https://www.linkedin.com/in/vamseet/ Asheesh Raina: https://www.linkedin.com/in/asheesh-raina-51737a2/ Draup: https://draup.com/ Genpact: https://www.genpact.com/

    27 min

  3. 05/27/2025

    Strategic Approaches and Innovations in ABM with Rekha Ghosh

    In this episode of Draup Dialogues, Vamsee Tirukkala, Draup's CCO, engages with Rekha Ghosh, CMO at Sasken. Rekha brings over two and a half decades of experience in marketing B2B technology and engineering services. Her long-standing career in various industries sets the stage for deeply exploring AI’s impact on contemporary marketing practices. Rekha shares her insightful perspectives on leveraging AI to enhance marketing effectiveness and efficiency, particularly in content optimization and multi-channel outreach. She emphasizes AI’s unique ability to enable personalization at scale, a key driver of successful account-based marketing strategies. She provides concrete examples of AI’s practical applications, including streamlining content creation processes, maintaining consistency in messaging, and optimizing microsites with significant reductions in coding time. They then get into predictive analytics, highlighting how Sasken leverages AI-driven predictive scoring to target leads and precisely personalize engagement with potential customers. Rekha underscores the transformative impact of predictive insights in determining customer intent and enhancing campaign effectiveness, demonstrating AI's decisive role in driving measurable outcomes in marketing. Rekha also discusses the critical tools shaping her marketing team's effectiveness, from comprehensive data platforms like Draup and ZoomInfo to LinkedIn Sales Navigator. She highlights the importance of combining these diverse tools to deliver targeted, coherent campaigns, stressing the value of close collaboration between sales and marketing teams. She predicts the future of marketing stacks will evolve toward AI-native platforms, integrating seamlessly without the complexity and friction marketers currently face with AI. Addressing common misconceptions around multi-channel marketing, Rekha emphasizes that success hinges not on complexity but precise orchestration and consistency across channels. She shares valuable insights on simplifying marketing execution and effectively educating leaders and teams about the strategic value of AI-enhanced multi-channel initiatives. Vamsee and Rekha also discuss the challenges marketers encounter when adopting AI technologies, particularly those related to managing change, shifting mindsets, and addressing fears regarding AI's potential to impact human roles. Rekha provides thoughtful insights on how marketers can effectively navigate these cultural barriers, highlighting the irreplaceable human role in interpreting data creatively and emotionally connecting with audiences. ---  #b2bmarketing #accountbasedmarketing #omnichannelmarketing #marketingstrategy #abm #predictiveanalytics #leadgeneration #contentmarketing #marketingautomation #martech #thoughtleadership #marketinginsights #marketingtools  ---  More on Draup: Draup is an agentic AI intelligence platform that supports over 200 global organizations in enhancing their talent and sales strategies. Draup enables enterprises to make informed decisions in workforce planning, talent acquisition, and account-based marketing by providing multi-dimensional global labor market data.   More on Sasken: Sasken is a pioneer in product engineering and digital transformation, serving industries like semiconductors, automotive, and telecom. Over 30 years, they've delivered 500+ projects, powered 1 B+ devices, and hold 70+ patents. Sasken has been listed on the NSE and BSE since 2005. --- Social media:  Vamsee Tirukkala: https://www.linkedin.com/in/vamseet/  Rekha Gosh: https://www.linkedin.com/in/rekha-sahay-3aa6961/  Draup: https://draup.com/  Sasken: https://www.sasken.com/

    25 min

  4. 01/17/2025

    Transformation in enterprise tech sales and ABM in the age of AI with Mahesh Raja

    In this episode of Intelligent Sales, Vamsee Tirukkala, Draup's CCO, engages with Mahesh Raja, Chief Growth Officer at Ness Digital Engineering, on the transformation of ABM and enterprise sales in the age of AI.  Artificial intelligence has fundamentally transformed enterprise sales and account-based marketing, enabling organizations to handle complex sales cycles and secure more significant deals more precisely. Over time, businesses have shifted from transactional sales to pursuing high-value, multi-million-dollar deals, necessitating data-driven tools and personalized strategies. Mahesh highlights how AI has reshaped sales processes, moving away from mass outreach to targeted, account-specific engagement. AI-powered platforms like Draup have streamlined tasks, reducing days of research and preparation into mere minutes, providing insights into client needs, and enabling hyper-personalized outreach. This has allowed sales teams to focus on building relationships and delivering value while improving client acquisition and servicing efficiency. Ness Digital Engineering has embraced AI to refine its ABM strategy, leveraging data analytics to deliver dynamic, real-time campaigns tailored to client priorities. AI has enhanced engagement through deeper account insights, multi-channel communication, and strengthened collaboration between sales and marketing. It has optimized client targeting and personalized its messaging by identifying internal champions and understanding organizational structures. Mahesh emphasizes that AI is not a replacement for human ingenuity but a tool to amplify it. Skills like curiosity, adaptability, and contextualizing data are more critical than ever for sales professionals. AI-powered tools facilitate proactive strategies, helping teams anticipate client needs and create tailored solutions. Looking ahead, he predicts advancements in AI-driven tools, such as small, enterprise-specific language models (SLMs), which will further enhance personalization while addressing regulatory requirements. Combining AI's capabilities with human creativity will unlock new levels of efficiency and value in sales processes. AI has redefined enterprise sales and ABM, driving innovation, efficiency, and collaboration. Companies like Ness have demonstrated the potential of AI to transform sales strategies, achieving better outcomes and setting the stage for future advancements in enterprise technology sales. --- #artificialintelligence #ai #enterprisesales #accountbasedmarketing #abm #salestransformation #clientengagement #datadriveninsights #salesefficiency --- Timestamps: 2:25 - Data, Tools, ABM How does it all come together today? 9:58 - AI in ABM Optimizing value and productivity, skills and strategy 15:44 - Post-AI sales transformation  25:40 - Quantam of AI impact --- More on Draup: Drape is an AI-powered intelligence platform that supports over 200 global organizations in enhancing their talent and sales strategies. By providing multidimensional global labor market data, Draup enables enterprises to make informed decisions in workforce planning, talent acquisition, and account-based marketing.   More on Ness Digital Engineering:  Ness Digital Engineering is a global digital engineering firm that designs, builds, and integrates digital platforms and enterprise software to drive growth and customer engagement. Serving 150+ clients, Ness specializes in cloud engineering, data analytics, IoT, and application development, with operations across the US, Eastern Europe, and India. ---  Social media:  Vamsee Tirukkala: https://www.linkedin.com/in/vamseet/ Mahesh Raja: https://www.linkedin.com/in/mgraja/  Draup: https://draup.com/  Ness Digital Engineering: https://www.ness.com/

    33 min

  5. 01/08/2025

    How to win enterprise sales and ABM in the age of AI with Sameer Shariff

    In this episode of Intelligent Sales, Amaresh Ramaswamy, Draup's COO, engages with Sameer Shariff, Impelsys's Founder and CEO, on everything enterprise sales and the evolution of Account-Based Marketing in the age of AI.  Sameer has driven Impelsys on a customer-focused and innovation-driven journey. It thrives on partnerships and continuous learning, emphasizing customer success while leveraging technology. He recalls managing data manually on spreadsheets and gradually transitioning to CRM systems, revolutionizing data management and sales enablement. He emphasizes embracing new tools and technologies, like Draup, which provided strategic insights to form strong partnerships. With the advent of AI, Impelsys strives to evolve, integrating new-gen tools to refine its sales and marketing strategies. Impelsys’ approach involves collaboration with its partners and utilizing AI to contextualize data, making insights actionable and tailored. The shift from a broad to a targeted marketing strategy, supported by Draup’s account intelligence, has allowed it to understand its customers better and achieve higher success rates. The collaboration with Draup has empowered its team to identify customer challenges and position its solutions effectively. This precision-driven approach has improved relationships with existing customers and fostered new partnerships. By leveraging buyer intent data, sales teams can have impactful conversations, and marketing teams can deliver precise messaging. Sameer emphasizes the need for continuous innovation across all business aspects -sales, marketing, product development, and operations. AI and predictive data analysis have become key enablers for higher efficiency and accuracy. By adopting tools that provide granular insights, Impelsys has streamlined its sales processes, improved conversion rates, and reduced the time to close deals. Amaresh and Sameer highlight the importance of metrics and KPIs in measuring success. They agree that every department must ensure clear KPIs and explore ways AI can enhance these metrics. Integrating AI into every aspect of the business strengthens the company's ability to innovate and achieve consistent growth. Draup has played a pivotal role for Impelsys by helping their sales account managers understand buyer intent, have meaningful conversations, and enable their marketing team to curate hyper-targeted messages. --- #accountbasedmarketing #salesenablement #datadrivenmarketing #abmstrategies #salesstrategies #aiinnovation --- Timestamps: 2:57 – Impelsys and its growth Journey  7:45 - Unlocking Growth with AI-Driven Account Insights 12:14 – Adopting AI for the Future 12:36 - From Guesswork to AI-led Data-Driven Decisions 27:33 – Empowering your workforce with AI-led KPIs --- More on Draup: Draup is an AI-powered intelligence platform that supports over 200 global organizations in enhancing their talent and sales strategies. Draup enables enterprises to make informed decisions in workforce planning, talent acquisition, and account-based marketing by providing multi-dimensional global labor market data.   More on Impelsys: Impelsys is a global leader in digital transformation, offering Cloud, AI/ML, Data Analytics, and Learning Solutions. With 23+ years of expertise, it has delivered 2,500+ tailored solutions to nearly 300 clients, impacting 50M+ users monthly. --- Social media:  Amaresh Ramaswamy: https://www.linkedin.com/in/amareshr/  Sameer Shariff: https://www.linkedin.com/in/sameershariff/  Draup: https://draup.com/  Impelsys: https://www.impelsys.com/

    32 min

  6. 01/07/2025

    Amplify sales success with AI-powered account intelligence with Lesia Nikolaieva

    In our very first episode of Intelligent Sales, Vamsee Tirukkala Draup's CCO, engages with Lesia Nikolaieva, GlobalLogic's AVP of Sales Enablement, on enterprise sales, sales enablement, and go-to-market strategies.  GlobalLogic emphasizes the distinction between data and intelligence, focusing on using intelligence to solve clients’ problems rather than merely boosting sales. Lesia shares insights about her role and the evolution of sales intelligence during her career. She highlights that the core of sales intelligence lies in personalizing solutions to address clients' needs effectively. The goal is to build trust, turning clients into long-term partners. Lesia underscores the transformative role of AI in sales enablement. AI is reshaping roles by reducing time spent on mundane tasks (like data collection), allowing teams to focus on analyzing data and generating actionable insights. This shift leads to shorter sales cycles, higher win probabilities, and improved client engagement. Tools like account intelligence are integral to every stage of the sales lifecycle, enabling proactive strategy building and solution customization. She stresses on the importance of aligning tools with organizational needs, prioritizing relevance over quantity, and fostering adoption through success stories within teams. AI’s potential lies in enhancing value creation, enabling sales teams to be seen as problem solvers rather than mere sellers. However, trust in AI-generated insights and the relevance of data sources is critical. Lesia shares that companies can leverage tools without established processes, as tools can help build different efficient workflows. She foresees AI evolving to provide proactive data delivery, moving sales processes from AI-aided to AI-driven. This future promises increased efficiency, agility, and deeper client relationships. Her key takeaways for organizations are to focus on relevance, trust, and the shift towards hiring individuals with problem-solving mindsets over traditional data search roles. --- #salesenablement #salesintelligence #salesstrategy #digitaltransformation #gotomarket --- Timestamps: 2:25 Data, Tools, ABM - How does it all come together today? 9:58 AI in ABM - Optimizing value and productivity - Skills and Strategy 15:44 Post-AI sales transformation 22:26 Quantum of AI impact --- More on Draup: Drape is an AI-powered intelligence platform that supports over 200 global organizations in enhancing their talent and sales strategies. By providing multidimensional global labor market data, Draup enables enterprises to make informed decisions in workforce planning, talent acquisition, and account-based marketing.   More on GlobalLogic: GlobalLogic, founded in 2000 and acquired by Hitachi in 2021, delivers innovative digital solutions worldwide. With 32,000+ employees in 23 countries, it drives 2,000+ product releases annually and supports 500+ clients through its extensive engineering, design, and development expertise. ---  Social media:  Vamsee Tirukkala: https://www.linkedin.com/in/vamseet/ Lesia Nikolaieva: https://www.linkedin.com/in/lesianikolaieva/ Draup: https://draup.com/  GlobalLogic: https://www.globallogic.com/

    24 min
  • 6 Episodes

About

In every episode of Intelligent Sales, we sit down with enterprise sales and marketing leaders from around the world to uncover their secrets behind successful account planning and ABM.  We get to the meat of the industry and individual strategies, how AI is changing their approach to new sales and relationships, and how they lead teams and organizations in staying ahead.  Tune in to understand the future of B2B sales, one intelligent conversation at a time.

Information

  • Creator
    Draup
  • Years Active
    2K
  • Episodes
    6
  • Rating
    Clean
  • Copyright
    © 2025 Intelligent Sales
  • Show Website
    Intelligent Sales