Selling AI

Warren Kucker
  • 5.0 (2)
  • Business
  • Updated Weekly

Sellers learning from sellers how to navigate the new world of selling AI, with AI.

  1. Sep 30

    Your Buyer Doesn't Know What to Ask For Yet

    In this episode of Selling AI, Mike De Lonartis, the chief revenue officer at Verity, discusses the sales process around robotics and autonomous drones in warehouses. He shares insights on the challenges of the sales process, the evolution of the buyer's journey, and the demand creation cycle in the AI space. The conversation covers the role of the account executive (AE) in managing the sales process, the importance of deliverables, and the evolution of enterprise selling. It also delves into the significance of industry expertise and presence on LinkedIn for sales professionals. Takeaways Physical product sales processEvolution of the buyer's journey Deliverable-based selling ensures continuity and guides the buyer through the sales cycle.Industry expertise and presence on LinkedIn are crucial for sales professionals to build credibility and understand their buyers.Enterprise selling fundamentals remain consistent, emphasizing the importance of proving value, confidence in the solution, and integration into the client's environment. Chapters 00:00 Introduction to Robotics Sales01:42 Mike's Background and Role at Verity03:14 Contrasting Sales Process: Software vs. Physical/Digital Nexus04:47 Challenges of Physical World Constraints05:43 Deep Discovery in Solution Design07:30 Managing Win Rates and Performance Measurement11:33 Education and Demand Creation Cycle15:17 Opportunity Closing Cycle and Product Maturity17:31 Evolution of Account Executives and Client Success20:59 The Role of the Account Executive21:45 Deliverable-Based Selling22:14 Guiding the Buyer Through the Sales Cycle23:09 The Framework for Guiding the Buyer26:22 Mapping the Buyer's Journey27:15 Evolution of Enterprise Selling32:27 The Significance of Industry Expertise

  2. Sep 23

    "You're Inspiring People to Mute Your Logo" — A RevOps Leader on AI Outbound.

    In this episode, Jimmy Downing, the VP of Revenue Operations at NextGlass, shares his journey into revenue operations, the impact of AI on go-to-market operations, and the evolving role of sales and marketing in the AI era. He also discusses the importance of soft skills in sales and the potential risks of rapid feature development in software tools. Takeaways RevOps JourneyAI Impact on Go-to-MarketSoft Skills in SalesRisks of Rapid Feature Development Chapters 00:00 The Journey into Revenue Operations02:56 The Impact of AI on Go-to-Market07:56 The Role of Soft Skills in Sales16:08 Risks of Rapid Feature Development

    "You're Inspiring People to Mute Your Logo" — A RevOps Leader on AI Outbound.

  3. Sep 3

    Build Your Campsite Where the Buyers Live

    Morgan J Ingram shares his journey from a sales development rep to a full sales cycle rep and trainer. He discusses the changing landscape of outbound sales and the importance of creativity and intention in connecting with buyers. The conversation also delves into the significance of in-person events and the role of pattern interruption in modern sales strategies. The conversation covers the impact of market shifts on sales roles, the importance of building industry credibility, and the evolving nature of sales and customer engagement. It also delves into the future of outbound sales and the significance of deepening relationships in a digital landscape. Takeaways Outbound sales has evolved, emphasizing creativity and intention.In-person events and experiences are becoming more important in sales strategies. Industry credibility is crucial for sales rolesDeepening relationships is essential in a digital landscape Chapters 00:00 Journey in Sales02:18 Evolution of Outbound Sales05:16 Importance of In-Person Events12:07 Pattern Interruption in Sales16:03 Impact of Market Shifts on Sales Roles18:07 Building Industry Credibility20:24 Evolving Nature of Sales and Customer Engagement25:36 Future of Outbound Sales

    Build Your Campsite Where the Buyers Live

  4. Aug 19

    "Motivation Is the Gas Pedal. Logic Is Just the Steering Wheel."

    The conversation delves into the emotional psychology of buying, the transition from clinical psychology to sales, lessons from the corporate environment, and the role of emotional messaging in B2B sales. It explores the emotional journey in B2B sales and the significance of understanding emotional needs in decision-making. The conversation covers topics such as positioning products for the cutting edge, building resilient relationships, the five F framework, psychology vs. behavior shifts, differentiation and emotional connection, and the future of information access in business and consumer supply chains. Takeaways Emotional psychology plays a crucial role in B2B salesUnderstanding emotional needs is essential for effective decision-making in sales Position products for the cutting edgeBuild resilient relationshipsUnderstand psychology vs. behavior shiftsFocus on differentiation and emotional connectionPrepare for the future of information access Chapters 00:00 The Psychology of Buying01:22 Transition from Clinical Psychology to Sales02:12 The Shift from Healthcare to Business Consulting03:24 Lessons from Corporate Environment08:13 Emotional Psychology in B2B Sales13:01 The Emotional Journey in B2B Sales21:20 The Role of Emotional Messaging in B2B Sales25:47 Positioning for the Cutting Edge27:24 Building Resilient Relationships29:43 The Five F Framework32:09 Psychology vs. Behavior Shifts36:36 Differentiation and Emotional Connection42:31 The Future of Information Access Resources from Chris: 🎯 The Resilient Relationship Scorecard — assess the strengths and weaknesses of your customer relationships using The Buycologist's Five Fs framework to identify areas for improvement: https://thebuycologist.com/five-fs-scorecard/ 📬 Influence Without Feeling Gross on Substack: https://thebuycologist.substack.com/ 🌐 Website: https://thebuycologist.com 🔗 LinkedIn: https://www.linkedin.com/in/drchris/

    "Motivation Is the Gas Pedal. Logic Is Just the Steering Wheel."

  5. Aug 12

    The AI Committee Is Step Two Now, Not the Last Gate

    The conversation with Jean-Marc Chanoine covers his career arc, the evolution of Templafy, the impact of LLMs on document automation, the shift in software buying, and the engagement with AI strategy teams. It also delves into the importance of industry and process knowledge, the political aspect of buying, and the data play and IT-first discussion in the buying cycle. The conversation covers the build vs. buy dilemma, the impact of AI on sales, strategic career planning, and the future of work and software. It delves into the challenges of decision-making, the role of AI in sales, career advice, and the potential shifts in the software industry. Takeaways Importance of industry and process knowledge in go-to-market strategiesShift in software buying and decision-making towards AI strategy engagementThe impact of LLMs on document automation and the political aspect of buying Build vs. buy decisions require careful consideration and strategic planning.AI is transforming the sales process and requires a focus on data, communication, and human engagement.Strategic career planning involves treating job pursuits like a sales cycle and nurturing relationships with potential employers.The future of work and software may see a shift towards smaller, localized software companies and a focus on tailored, AI-driven solutions. Chapters 00:00 Career Arc and Transition to Sales02:20 Discovery of Templafy and Transition to Sales Role03:36 Evolution of Templafy and Document Workflows04:51 Impact of LLMs on Document Automation08:07 Shift in Go-to-Market Team Construction08:38 Importance of Industry and Process Knowledge13:29 Economic Buyers and Political Aspect of Buying14:05 Shift in Software Buying and Decision Making20:43 Engagement with AI Strategy Teams22:58 Data Play and IT-First Discussion24:59 The Build vs. Buy Dilemma30:16 The Impact of AI on Sales33:37 Strategic Career Planning39:56 The Future of Work and Software

    The AI Committee Is Step Two Now, Not the Last Gate

  6. Jul 29

    A New Approach to Sales Roleplay

    The conversation covers the introduction of Breakthrough AI, Neha Gupta's career journey, the evolution of role-playing, the importance of role-playing in sales, and the future of role-playing in sales. It delves into the impact of AI role-playing on communication skills in sales and the potential advancements in the role-playing space. Takeaways AI role-playing for salesCommunication skills in sales Chapters 00:00 Introduction to Breakthrough AI01:18 Neha Gupta's Career Journey03:41 The Evolution of Role-Playing05:17 Role-Playing in Sales29:01 The Future of Role-Playing in Sales

    A New Approach to Sales Roleplay

  7. Jul 22

    The Surprising Way Personality Types Can Boost Outreach Response Rates to 30%

    The conversation explores the use of AI in prospecting and client management, focusing on personality matching and psychological alignment. Gary Sinderbrand shares his journey in wealth management and the development of the Rainmaker app, which uses AI to identify psychological fit and improve prospecting outcomes. The discussion also delves into the potential of AI in client management and coaching, as well as the future possibilities of personality matching and prospecting. Takeaways AI can be used to identify psychological fit and improve prospecting outcomes.Personality matching and psychological alignment can enhance client management and coaching.The future possibilities of personality matching and prospecting are vast and evolving. Chapters 00:00 Introduction to Rainmaker App01:39 Gary's Career Journey03:07 Understanding Client Fit06:36 Development of Rainmaker App12:12 Prospecting and Personality Matching30:18 Client Management and Coaching37:56 Future Possibilities of AI

    The Surprising Way Personality Types Can Boost Outreach Response Rates to 30%

  8. Jul 16

    Holding Complexity Under Pressure: What Your Meeting Transcripts Actually Reveal

    The episode explores the application of AI in measuring leadership capacity through linguistic patterns. Logan Yonavjak, the co-founder and CEO of Readiness Engine, discusses the platform's AI-informed diagnostic capabilities and its impact on leadership readiness. The conversation delves into the use of AI in decision-making, team dynamics, and the future potential of generative AI. Takeaways Leadership readinessAI in decision-making Chapters 00:00 AI in Leadership Measurement03:02 Impact of Linguistic Patterns on Leadership Readiness08:09 Building Readiness Engine: Logan's Journey and Insights13:23 The Potential of Generative AI in Leadership Analysis

    Holding Complexity Under Pressure: What Your Meeting Transcripts Actually Reveal
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About

Sellers learning from sellers how to navigate the new world of selling AI, with AI.

Information

  • Creator
    Warren Kucker
  • Years Active
    2026
  • Episodes
    33
  • Rating
    Clean
  • Copyright
    © 2026 Warren Kucker
  • Show Website
    Selling AI